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July/August 2015

Vol. 32, No. 4

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MSN FEATURE STORIES Springfield Paper Company: 109-Year-Old Company Recharges For 21st Century .............................................6 • Compass Minerals 18 • CP Industries 20 • Morgro 22 • Xynyth 24 • Occidental Chemical Corporation 26 • Kissner Group 28 • Milazzo Industries, Inc. 30

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On The Cover: Springfield Paper Company officials are leading the company with innovative ideas and technologies, coupled with a tradition of more than 100 years of stellar customer service. Seated is owner and President Tom Wells. Standing, left to right, are Marketing Director Ashley Cook, Accounting Manager David Reid, Vice President and General Manager Kevin Smith and Procurement Director Tiffany Sarmiento. See story on Page 6.

(Photo by Cassie Zapata).

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By Rick Mullen Maintenance Sales News Associate Editor

Meeting in Springfield Paper Company’s conference room are, left to right, Vice President and General Manager Kevin Smith, Accounting Manager David Reid, Owner and President Tom Wells, Procurement Director Tiffany Sarmiento and Marketing Director Ashley Cook.

pringfield Paper Company (SPC) opened its doors in down- and President Tom Wells has spent a lot of money upgrading and town Springfield, MO, in 1906. Throughout its more than 100 making things look better. If you walked in here several years ago, years of serving customers with integrity and stellar customer you would have thought you were walking into the 1950s.”

SPC moved into its current building in 1956. Before its recent service, the same family has owned the company.

Today, SPC has assembled a staff of forward-thinking employees, modernization, walk-in customers would sometimes comment they consisting of a mixture of Millennials and industry veterans to lead weren’t sure the facility was open anymore, said Procurement Director Tiffany Sarmiento. the way in the 21st century.

“We replaced the windows and painted the outside,” Sarmiento said.

“We have gone through a phase of rebranding the company,” said SPC Vice President/General Manager Kevin Smith, during a re- “It looks really good, and our walk-in business has increased because cent interview with Maintenance Sales News Magazine at the com- of the appearance of the building.”

Smith added: “Our walk-in business has grown about 20 percent, pany’s facility in Springfield.

Smith explained it became apparent several years ago that the com- compared to two years ago.”

The company’s founder, and Wells’ great-grandfather, Harry F. pany’s aging staff, many of whom were heading for retirement, had not kept pace with the rapidly changing janitorial/sanitation market- Jewell, began by selling treated wax paper for meat processors and butcher shops in a facility a few place. blocks from the current location.

“Five years ago, we recharged “Five years ago, we recharged everything.

“They developed a way to treat everything,” Smith said. “We We ‘spruced’ the place up, purchased the paper with wax so it didn’t ‘spruced’ the place up, purleak,” Smith said. “Over the years, chased new signage, got new new signage, got new logos — the company kept adding more logos — we rebranded the we rebranded the whole business.” items to its product lineup.” whole business. SPC owner — SPC Vice President/General Manager Kevin Smith

6 — Maintenance Sales News — July/August 2015

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Springfield Paper Company staff members include, left to right, Rachel Juergens, inside sales; Cassie Zapata, outside sales; Ashley Keeney, invoicing; Chanel Smith, outside sales; and Sales Manager Charles Bentley.

In addition to founding SPC, Jewell also started the local newspaper in the 1800s, now called the Springfield News-Leader. SPC supplied giant rolls of newsprint to the newspaper.

Wells’ grandfather, the late T.W. Duvall, built the current facility, which originally had a rail spur adjacent to the building, allowing the company to bring in products by train. The rail spur is no longer in use.

“Over the years, SPC added janitorial supplies and food disposables. Fine paper was also another big business item for the company, in addition to cut paper, roll paper, shipping supplies, packaging, etc. We kept growing and diversifying more and more.”

Today, paper and jan/san products remain the company’s core business, as it serves the greater Springfield metro area with a population of about 400,000 people. Outside the immediate area, SPC serves customers located in a radius of about 150 miles from Springfield.

“Almost all of what we sell we deliver on our trucks with our employees, which we think gives us an advantage in our market,” said SPC Accounting Manager David Reid. “About three years ago, we started selling commercial floor cleaning equipment to complement our jan/san business. We sell six lines of floor cleaning equipment, and we have a specific website just for our equipment called www.SPCvacuums.com.

“We sell vacuums coast-to-coast. Our marketing director, Ashley Cook, has done a lot of things to drive traffic to that website, and it has become a nice ancillary business for us.”

“With SPCVacuums.com, we sell floor equipment nationwide, and this business is slowly growing,” Smith added.

Recently, SPC launched a new service to help customers build and manage websites.

“We started a new division in the company called SPCimpressions (www.SPCimpressions.com),” Reid said. “This service grew out of Ashley’s knowledge of building websites and driving traffic to them.”

Reid explained that because of Cook’s skill at driving business to the SPC website, she and Smith hatched the idea of offering a service (SPCimpressions) to help customers establish and drive traffic to their own websites.

“We have many customers who don’t, at this time, have websites. We think SPCimpressions is a great complementary business that, not only is a new source of revenue for SPC, but is also very helpful to our customers and will garner additional loyalty,” he said.

Capitalizing on shortages of ice melt in certain parts of the country that suffered through hard winters the past couple of seasons, SPC also ramped up its ice melt sales.

“We traditionally sold about a truck or two a season of ice melt,” Smith said. “Ashley (Cook) came up with the idea to build a website just for ice melt, www.spcicemelt.com. As a result, we now sell ice melt nationwide. We went from selling one or two truckloads to selling 22 truckloads a season.”

“One of our niches is being able to adapt, and that is what we have emphasized the past few years.”

— SPC Vice President/General Manager Kevin Smith

Cook keeps an eye on national weather patterns during the winter. When a storm hits a particular area, with her knowledge and ability in building and working with websites, she is able to make sure companies in the effected region are driven to www.spcicemelt.com when they do an Internet search for ice melt.

“For example, two winters ago, we shipped ice melt to Long Island, NY, and Baltimore, MD,” Reid said. “If there is a storm system somewhere, she (Cook) will concentrate on having our name come up in that market when companies search the Internet for ice melt.”

Smith added: “We started www.spcicemelt.com because the need was there. Some companies were desperate for ice melt because their suppliers had run out. With this service, we have picked up customers. The upcoming season will be our third year of selling ice melt nationwide. We are excited as it has been a big revenue generator for us.”

8 — Maintenance Sales News — July/August 2015

The Ability To Adapt

PC’s customer base is comprised of several segments, including convenience stores, the company’s largest customer segment; restaurants; schools; hospitals; grocery store chains; and banks, one of which has locations in nine states.

“Over the years, our biggest customer category had been people who use food disposables, cups, plates, forks, knives, straws, all those kinds of items,” Smith said. “That was the top sales category for several years, but it wasn’t the biggest moneymaker for us. Therefore, we decided in order to raise our profits, we would have to change gears a little.

“As David (Reid) said, three years ago we brought in floor equipment to complement our regular jan/san business. In addition, we began focusing on going after new business in jan/san supplies, such as towels, tissues, soaps, can liners, chemicals, etc. Now our largest customer base is in the jan/san marketplace, and jan/san sales are one of our biggest moneymakers.”

SPC officials say their company’s ability to adapt to changing market trends, customer needs and new technologies has made it stand out from the competition.

“One of our niches is being able to adapt, and that is what we have emphasized the past few years,” Smith said. “Until five years ago, the company ran pretty much the same way that it had done for 30 or 40 years. Five years ago, we decided to update. We started with our technology. We brought in a new computer system. We also installed a new software system tailored specifically for the jan/san industry.”

Installing the new technology took some time. It also meant some of SPC’s veteran employees would have to be able to adapt to some major changes in the traditional way they did their jobs — some did, while others did not, electing to retire.

Two longtime staff members who were approaching retirement remained with the company long enough to help with the transition, while the new computer and software systems were being brought online.

“One of the gentlemen started here in 1967 and the other employee had been here 30 years,” Smith said. “They were gracious enough, with their combined 77 years of experience, to stay for another year (after we brought in the new system) to help us get everything moved over and going. After that, they were ready to retire, because it was such an enormous change.”

Some members of the sales staff also retired as the new technologies being implemented at SPC also greatly changed the way they had been doing their jobs.

Traditionally, SPC sales people called on customers with their catalogues, order pads, pens and pencils. They received orders from customers and brought them back to the company to process, or they took orders over the phone, Smith explained.

“Now, our sales staff has iPads and laptop computers,” Smith said. “With these devices, our sales people can get online and access our server from anywhere on the planet that has a cell signal or a Wi-Fi signal.”

For example, Smith said Sarmiento was in Florida recently visiting family and working.

She placed some orders electronically from Florida, which surprised some employees in the warehouse.

“One guy in the warehouse said, ‘I didn’t know Tiffany (Sarmiento) was here,’” Smith said.

“I said, ‘She isn’t. She is in Florida.’ He said, ‘Well, I have orders coming into the warehouse from Tiffany.’ I said, ‘She’s able to do that.’

“We still have one gentleman here who is 70 years old. He doesn’t carry an iPad. He still likes to do it the old-fashioned way, and that is OK, because his customers like it, too.”

A

Here Come The Millennials

s the changes being implemented prompted many veteran employees to retire, SPC hired younger people to take their place. “We have brought in new energy,” Smith said. “We hired some people who are a part of the Millennial generation. They are much more tech-savvy and they are offering more energy and new ideas. Their way of doing business is different than we have done in the past.

“For example, Ashley (Cook) came in and built our website. It is very user friendly. A customer can get on our regular website, www.springfieldpaperonline.com, and log into his or her account, and within two or three clicks be ready to place an order.”

The website also keeps pricing information up to the minute and enables customers to review past purchasing history.

“While some customers are still ‘old school,’ most of them like our new website,” Smith said.

Not only has SPC’s staff been influenced by the younger generation of jan/san professionals, Millennials are also becoming evident in the company’s customer base. Like the younger SPC staff members, Millennial customers have different styles of doing business than their older counterparts.

“The younger generation of customers don’t need a sales person visiting them all the time,” Smith said. “They like to conduct business online and on the phone. They can access our website on their phones or an iPad, or whatever device they choose, to place orders. We are adapting to accommodate whatever the customer wants.”

Sarmiento added: “Millennials are moving into positions where they are doing the purchasing for companies. As a result, we are seeing a big trend in online presence. For example, I

10 — Maintenance Sales News — July/August 2015

am a Millennial and I don’t really want someone coming in trying to sell me something. I want to get online and shop around and find what is best for me. I want to compare prices and place my order. Therefore, as the younger generation is moving into the jan/san field, we are seeing a lot more importance in the online authority that we have.”

“One of the reasons we started SPCimpressions was to build and maintain websites for our customers to help them increase their business,” Smith said. “Many of our customers now rely on this service. If they don’t have the right traffic coming to their websites, then they are missing out on a lot of sales, which is one of the things SPCimpressions provides. We can drive paying customers to our clients’ websites.”

While the younger generation is beginning to make inroads into the jan/san industry, both as sales people and customers, there still are many customers who like the old-fashioned approach. Smith said the company’s younger staff members, including sales people, are savvy enough to realize all customers aren’t as motivated to embrace change as they are.

“Our younger sales people know they still have to build relationships with some customers who want to do business the more traditional way,” Smith said.

While SPC’s younger staff members have brought new ideas and energy to the table, there is a learning curve involved in selling to such a wide spectrum of customers.

“We are so diversified, our sales staff has to know how to sell to food processors, convenience stores, banks, restaurants, contract cleaning companies, hospitals, schools — all the above,” Smith said. “Therefore, while we give them the tools, technology and training they need, it takes a while for new sales people to get up and running.

“We emphasize the importance of remaining persistent. For example, let’s say a member of our staff calls on someone and finds that person has been with a competitor for 20 or 30 years. We would tell our sales person to stay in there, go back and visit, send that email — be persistent. At some point, that person is going to have a problem that his or her current supplier can’t, or won’t handle. That is the time our sales person can provide a solution and win a new customer.”

Sarmiento added: “Because of our product lines and our resources, we have been able to adapt to our customers. We are very good at going out and conducting on-site demos and training. We can also help a customer monitor his or her inventory.

“We have the resources and the knowledge to be able to help customers in any way they need. We are available to them, whether they want to see us every week or if they want to text us. People can contact us by however means necessary.

“Regardless of the economic times we are going through, everyone tries to save money. We are able to help by maintaining competitive prices with our vendors. We work very diligently, one-on-one, with each vendor to make sure we are competitive in the market.”

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o help make sure employees remain engaged in the company’s business, SPC officials have adopted an open book management paradigm called “The Great Game of Business.� The program was developed by Jack Stack, who is nationally known for this method, and is also a local Springfield entrepreneur, according to Smith. “Every week we have a huddle,� Smith said. “We have the whole company come in and go over the numbers.�

To make this work, Smith said one of the first things that was done was to educate staff members on financial literacy. They were taught how to read a balance sheet and an income statement. Employees also learned about what a general ledger involves.

“All our employees know what is happening. If we didn’t make our goal, they know we didn’t make our budget. If we lost money, everybody knows how much we lost. They know how much money we have in the bank and how much is out there in accounts receivable.�

— SPC Vice President/General Manager Kevin Smith

“Every day we read the numbers, we see where we are,� Smith explained. “At the beginning of the year, we create a budget. We track the budget daily to see where we are at as far as sales and gross profits. Then, we make a forecast. We don’t change our budget numbers, but we change our forecast numbers. That way, at the end of the month, we are not going to be in a situation where we say, ‘Wait a minute. We missed it by $10,000.’ “Each day we know where we are at so we can make adjustments, or we can identify the need to get out there and push this or that item. “All our employees know what is happening. If we didn’t make our goal, they know we didn’t make our budget. If we lost money, everybody knows how much we lost. They know how much money we have in the bank and how much is out there in accounts receivable.�

The Great Game Of Business is designed to facilitate teamwork and to keep all employees focused on the same goal, which is to make more money. “The nice part about this is, I’m not managing from the top down, telling everybody what to do,� Smith said. “We are kind of flipping it upside down, and we are getting ideas and suggestions from everybody. “Last year alone, we saved $50,000, that went right to the bottom line, from ideas we received from our employees about where we could cut expenses.�

Cook added: “The main idea is, if we all profit, if we get to where we want to be in profitability, then everybody gets a piece.�

Smith explained that once a certain level of profit is reached, which is determined by ownership, each employee shares in that profit, receiving a bonus based on his or her percent of the payroll. “Every employee is responsible for a certain part of our bottom line. We want them to continue to take responsibility for what they do that impacts the bottom line,� Reid said. “That is precisely the reason we have a meeting every Monday morning and go over the month’s budget, the updated forecast for the month, and what we need to do to make sure we beat that budget and achieve the forecast that we made.�

Smith praised Wells for allowing the new management team to make the changes designed to bring SPC to the forefront in progressive business strategies and technologies. Wells has been with the company since 1976.

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T

Great Game Of Business

“I’m not managing from the top down, telling everybody what to do. We are kind of flipping it upside down, and we are getting ideas and suggestions from everybody.�

— SPC Vice President/General Manager Kevin Smith

“He (Wells) comes in every day and gives us a lot of support,� Smith said. “It is a really good atmosphere in which to work. It is a real team oriented company, with a family-like atmosphere. We are all rowing in the same direction. “We have four full-time employees and one part-time person working in the warehouse and as drivers. We have two people up front who work in inside sales. We have a person who is in charge of accounts receivable/accounts payable. “A couple of guys in the warehouse have been here more than 20 years. One of our office employees has been here 20 years. The rest of us are fairly new. Because we don’t know the old ways of doing things, we have come up with our own methods. So far, it seems to be working well. “Some of the people here are related or longtime friends. Tom (Wells) and David (Reid)

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have known each other since they were children. Tom hired me six years ago as a delivery driver because I needed a job. I came out of the construction industry. The construction industry suffered when the housing market collapsed. Tom gave me a job delivering toilet paper.

We were fortunate a couple of years ago to get David with his background in accounting. We had a bookkeeper in that position. We had not had an accountant previously and he has done a lot of good for us getting things streamlined and more organized than it was before. He also is in charge of human resources.

“We recently promoted Charles Bentley to sales manager. Tiffany (Sarmiento) oversees some key accounts. She also moved into the purchasing office last October. None of us came from a background in this industry, except Tom.” While SPC has had some success in attracting younger people into the jan/san distributor industry, finding the right sales people remains a challenge.

“It is very difficult to find good sales people. However, they are out there, and we have been fortunate to find a few. It is a process,” Smith said. “There isn’t any one place we go looking for them. We use temp agencies, staff agencies and word-of-mouth. We also post job

openings online. It is tough getting young people interested in selling toilet paper, floor finishes, etc.”

Smith used Sarmiento’s journey at SPC as an example of someone coming into the industry and being successful without having a background in jan/san.

“We hired her three years ago. Her educational background was in biomedical science, but she had an interest in sales. She came in and she worked hard. She will go out there — she weighs just 95 pounds — and demonstrate to a group of 15 custodians how to strip and wax a floor. She is good at it and customers respect her, as she is very knowledgeable. By the first three months she worked here, she was hitting her numbers. After that, she was our top sales person every month. It is just finding the right person. I’ve hired people I thought would be a perfect fit, but they just weren’t interested.”

Sarmiento added: “What most appealed to me was simply sales. I also have a background in sales. I was in real estate for about five years. I enjoy the challenge and the self-motivation that it takes to be a successful sales person. Being willing to meet people at whatever hour they need and going the extra mile to get a sale is a fun challenge.”

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R

A New Pricing Matrix

eid reported SPC’s business is “growing.” As part of the effort to improve margins and increase sales in the jan/san segment, company officials developed a new pricing matrix.

“Ashley (Cook) and Kevin (Smith) came up with the idea of changing the way we price our products for customers in the various segments we serve,” Reid said. “We lost some business as a result of the new pricing matrix, but it was business where our profit margins were negligible. We didn’t mind losing that business because we are concentrating more on customers where we can realize better profit margins.

“Last year, our revenues grew from $3.1 million to $3.5 million. We are trending very well in that area. Just as importantly, our profit margin went from about 25.5 percent gross profit to about 26.7 percent. That is more than 1 percent change in gross profit.

Of $3.5 million in sales, that is $35,000 that goes straight to the bottom line.

“Our projections are to grow this business to the $5 million gross revenue mark in the next five years. We have the infrastructure to accomplish that. We have the building, the warehouse, the trucks and the people to realize this goal. Beyond that, we will be at a different level; therefore, during the next five years, our strategic planning will be to know when we get to that point, and what we are going to do from there.”

Smith explained how the new pricing scheme works.

“We needed to bring our bottom line up.

To do this, we had to increase our gross profit margins,” he said. “Ashley (Cook) came up with the basic idea, and we worked on it every day for three months to bring it to fruition.”

Smith and Cook identified 13 separate customer categories, including churches, convenience stores, contract cleaners, meat processors and more.

“Then we came up with about 20 different product categories, such as paper, liners, food disposables, shipping supplies, industrial supplies, etc.,” Smith said.

The pricing matrix that Cook and Smith developed involves a sales person determining how much potential business an individual customer will account for in a year, Smith explained. The sales person then puts that customer in a certain category determined by how much business he or she is estimated to generate in a year, such as below $1,000, or $5,000 to $10,000, and so on.

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Once that is determined, SPC sets different discounts for that customer in each of the product categories.

“A contract cleaning company, for example, will receive its biggest discount on trash can liners, floor wax, floor finishes and equipment,” Smith said. “The contract cleaning company will not get as big a discount on items that it purchases in smaller amounts, such as break room or office supplies. The result is we will make more money on those products.

“With a church, the discounts may be different. They use a lot of products in their fellowship halls and/or places where they have meals. Therefore, we are going to give a church the biggest discounts on food disposables. However, for jan/san supplies they don’t buy as much, we are not going to give them as much a discount.

“This pricing matrix optimizes the profits we make on everything we sell to every customer.

So, rather than implementing an across-the-board markup, a customer may be paying 25 percent above our costs on some things, and 40 percent above our costs on other products.

“On the customer’s order form, it shows what the regular price would be, and it shows the discounted price. The customer sees it as a discount. Immediately, one of the things we did was make sure a customer would not see more than a $2 or $3 increase on his or her prices. We lost a handful of customers, but we did see an immediate significant increase in our gross profit.”

Springfield Paper Company’s facility is comprised of about 3,500-square-feet of office space and showroom, and a 42,000square-foot warehouse.

Shown at right are warehouse workers Billie Lynn (left) and Rylie Gardner.

A

Studies On Compostable And Biodegradable Items

s the awareness and desire for cleaning for health and safety increases, environmentally friendly, or “green” products, are more in demand by consumers. SPC has green products to offer in each of the segments it serves, Sarmiento said.

She added: “I see the market for green products growing. I think it depends on the industry.

We currently sell green products to the city government, the zoo, to a local university’s food service department, grocery stores, among others.”

On its part, to help take care of the environment, SPC has initiated a robust recycling program.

“In the past, we took a large truck full of trash, a lot of it was plastics and paper, to the landfill every three to four weeks,” Smith said. “Now, we have a 70-gallon container of trash that gets picked up once a week. Everything else goes to recycling, such as cardboard, plastics and paper items.”

In addition to recycling, SPC has worked in conjunction with some of its customers who have done studies on compostable and biodegradable products. What SPC’s staff has learned about these products has enabled them to pass on some valuable information to customers to save them money.

“We have been educated on how the process works,” Smith said. “People may have all the great intentions in the world when buying compostable or biodegradable products. They even go to the extra expense to purchase those products. However, if they put a biodegradable or compostable product in a plastic trash bag and take it to a landfill, the material will not break down any faster.

“With the knowledge we have gained, we can educate customers. We teach them to make sure they send compostable and biodegradable waste to the proper facility to have it processed correctly.”

SPC’s staff is also able and willing to educate customers in other ways, as well. SPC reps are always on hand to conduct demonstrations at a customer’s facility for floor care and equipment.

16 — Maintenance Sales News — July/August 2015

“We also go to schools and conduct demonstrations for their entire custodial staff. We teach how to use a machine or strip and wax a floor or how to use a product to get the most from it,” Sarmiento said. “It is a big deal to teach customers how not to be wasteful.”

In the past, at its facility, SPC has conducted some formal training seminars.

“Our plan going forward is to have an area here where we can bring people in and conduct regular training sessions on such subjects as how to take care of certain types of tile and concrete floors, for example,” Smith said.

Speaking of SPC’s facility, Sarmiento pointed to its location as a plus. The company’s 150mile radius primary service area encompasses some significant metro areas and parts of neighboring states.

“Another point is, everything we do is done here in-house,” she said. “We have our warehouse here, our purchasing, our sales force — everything is right here and accessible to everyone, which we think is a big advantage.”

Smith added: “In the Springfield metropolitan area, we deliver twice a day. If a customer places an order in the morning, he or she will usually receive it that afternoon, depending on the area.”

SPC trucks also make deliveries to customers located northwest of Springfield into Kansas City, MO, and other areas.

“We have trucks that deliver to Branson, MO, Eureka Springs, AR, west on Interstate 44 to Joplin, MO, and into Kansas and Oklahoma,” Smith said. “Each day we track how many items we put on a truck. This helps the person who is responsible for that territory know what his or her sales are in that area, and what he or she needs to work on. We deliver everything on our own trucks with our own employees.”

SPC officials consider delivery drivers an extension of the company’s sales staff. Drivers don’t just drop off products at a customer’s facility and then leave.

“Our drivers put items away for customers,” Smith said. “They also rotate the stock for a customer. This is important and many people really appreciate this effort. We have won customers back, because, after going someplace else for price, they came back to us for service.”

Sarmiento added: “While our drivers are at a customer’s facility putting products where they need to go, they are also talking to people. If a customer has a need that comes up, the driver can relay it to us and we an help fix the problem, or meet another need we might have been missing.”

SPC’s facility is comprised of about 3,500-square-feet of climate controlled offices and showroom, and about 42,000-square-feet of heated warehouse space, Reid said. The facility also has an equipment service area.

“We contract out our equipment repairs to two technicians who are on call,” Smith said.

“They typically work on equipment at a customer’s facility. If it is needed, we can bring equipment back on one of our trucks.”

To track inventory, SPC uses state-of-the-art software.

“We also conduct a physical inventory once a year to make sure all the numbers match,” Sarmiento said.

Reid added: “We were under 1 percent variance when we inventoried this year. We patted ourselves on the back for that one.”

Conducting a yearly hands-on inventory is a task that had been neglected until recently.

Reid said SPC has been doing the inventories for the past three years.

“Taking the inventory is an example of everybody working together to make sure we control our losses,” Smith said. “We watch everything. We check everything three or four times, making sure the right things are going out the door to the right person. There are mistakes occasionally, but we work hard to make sure they are corrected quickly.”

Reid added: “We all feel very good about the future of this company. We have a group of people who understand that, five years from now, this business won’t look like it does today.

We serve so many business segments that we can overcome problems if one has a bad cycle.

“We all feel very good about the future of this company. We have a group of people who understand that, five years from now, this business won’t look like it does today.”

— SPC Accounting Manager David Reid

“Also, our market makes us a little recession proof because it is heavy in health care, education and government. I think these three market segments are pretty much recession proof.

It is not that this company didn’t feel it during the recession of 2007 and 2008. We lost some customers that couldn’t survive the down economy, many were mom and pop companies.

However, we still have a real good base of customers that gives us the enthusiasm to think this company is going to do really well in the future.”

Contact: Springfield Paper Company, 412 National Ave., Springfield, MO 65802.

Phone: 417-862-5061.

Email: office@springfieldpaperonline.com.

Website: www.springfieldpaperonline.com.

ADVERTORIAL

Compass Minerals ummer and early fall are prime times for distributors to begin their pre-sell programs for ice melter. Currently many entities, including schools, universities and municipalities, are seeking bids for ice melter for the upcoming winter season. Compass Minerals is helping customers to successfully implement ice melter programs.

“Compass According to the company, customers will appreciate having ice melter on hand, especially if cold Minerals advises weather comes early. By replenishing inventories consumers to now, customers will be in a good position to ramp up know what they inventory in case winter conditions prevail throughout the season. are buying.

Compass Minerals® offers the Safe Step® Pro SeDistributors ries® Ice Melter product line for jan/san distributors should look and wholesalers. This series of products has been specifically designed to meet the needs of the jan/san for objective professional, offering the right combination of price third-party and performance, from value blends to environmenvalidation, such tally friendly mixes, to products that are fast-acting at extremely low temperatures. as the EPA’s The full line of Safe Step-branded deicers includes: Safer Choice ■ Safe Step Pro Series 960 Choice Formula has label. They can earned the U.S. Environmental Protection Agency’s (EPA) Safer Choice certification. Its formula is gentle also look for to the environment, yet it melts ice in conditions as proof that low as -10ºF. It also contains MG 104®, a powerful manufacturers melting catalyst, to help prevent refreezing up to 2.5 times longer than conventional ice melters; substantiate ■ Safe Step Pro Series 750 Magnesium Chloride, claims with which has also earned the Safer Choice certification, scientific data.” melts to -25ºF and is safer for concrete, vegetation and animals, compared to conventional deicers, when used as directed; ■ Safe Step Pro Series 500 offers two formulations: 550 Select Blend® and 570 Select Blend® Blue, combining performance with value. Each melts to 0ºF and leaves no oily residue. The 500 Series also has an extended life cycle for worry-free storage; and, ■ Safe Step Pro Series 370 Econo Blend Blue® is an economical blend that melts to -7ºF and contains a rust inhibitor.

“The severe winter weather in the Northeast fueled strong demand for all deicing products and drove 2014/early 2015 sales,” Compass Minerals Sales Manager Mike Ross said. “We saw a late start to winter in the Midwest, but it was very heavy in February/March.”

Compass Minerals said inventory levels are closer to normal than in 2013/2014, but the demand is still very strong. The company encourages customers to order early so they can secure product for the season.

Jan/san distributors should replenish inventories now and be ready to ramp up inventories as winter conditions warrant. This will help them capitalize on the unpredictable.

“As deicing products vary widely in terms of melting temperatures and other features, jan/san distributors can be most successful when they understand their customers’ needs and can recommend products to meet those needs,” Ross said. “For example, if surrounding vegetation or environmental impact is a concern, an ice melt product designed to be gentle to the environment is the best choice, such as our Safe Step Pro Series 960 Choice Formula or our Safe Step Pro Series 750 Magnesium Chloride product.

“For an entryway with marble flooring, the end-user will require a product that does not leave an oily residue and does not become slippery when tracked in. Our Pro Series 550 and 570 Select Blends fit that need.”

Compass Minerals is aware of the growing emphasis on environmentally friendly products and is responding to expanding end-user desires for these types of deicers.

“Most jan/san professionals try to use environmentally safe products, and that certainly applies to ice melt,” Ross said. “But because the ice melt industry is unregulated, there’s nothing to prevent a manufacturer from adding small traces of additives to basic rock salt

S

18 — Maintenance Sales News — July/August 2015

and claiming greater environmental benefits. This includes adding ‘green’ or ‘environmentally friendly’ in the product name, or making other misleading marketing claims without providing validation.”

Compass Minerals advises consumers to know what they are buying. Distributors should look for objective third-party validation, such as the EPA’s Safer Choice label.

They can also look for proof that manufacturers are substantiating their claims with scientific data. Compass Minerals tests and validates its ice melt performance claims using Strategic Highway Research Protocol procedures, and quantifies environmental claims for its products.

Some customers prefer concentrated formulas, which use less product to melt the same amount of ice. Magnesium chloride is an example of a premium “power” ingredient that uses less product to achieve the same amount of melting power as other deicers. To help distributors and end-users choose the right deicing products, Compass Minerals provides a wide range of educational materials, starting with product literature available from the company’s sales reps.

“We believe we have the most complete, user-friendly literature in the business,” Ross said. “In addition, our sales reps and staff are product experts. They can recommend the right deicers for specific applications. Our team is also available to conduct meetings at any distributor or end-user facility, and we work in conjunction with our distributors to inform and educate their end-use customers.”

According to Compass Minerals, its Safe Step Pro Series packaging and supporting materials provide clear and precise information about what the product does, what it is, how it works, and recommended application rates, making the purchase decision easier, more accurate, and more efficient for the buyer.

Customer service remains a primary focus at Compass Minerals. The company has garnered a reputation as always striving to be the best supplier in its channel, officials said.

“Superior customer service requires proactive support throughout the entire process of buying ice melt, from the first phone call to the follow-up on the delivered order. This, in turn, requires highly trained personnel and investment in key information systems. At Compass Minerals, we have built a reputation for leadership and delivering on our promises,” the company said.

Compass Minerals is headquartered in Overland Park, KS, and is a world leader in the minerals business.

“We believe “We are North America’s largest salt producer and we have the operate the world’s largest salt mine in Goderich, Onmost complete, tario. In addition to professional and consumer deicing products, the company supplies mined rock salt user-friendly for highway deicing and high-grade branded and priliterature in the vate labeled mineral products for consumer and inbusiness. In dustrial uses,” company officials said. “Additional mines and production facilities are located in addition, our Louisiana, Utah, Kansas, Saskatchewan and Nova sales reps and Scotia.”

According to the company, since the early 19th staff are product century, Compass Minerals has been a producer of esexperts. They sential minerals. It is a leading authority on snow and can recommend ice management, and a trusted name in the jan/san industry. The company created the Safe Step Pro Series the right deicers product line to meet the specific needs of jan/san profor specific fessionals, and it backs those products with clear and applications. complete product literature and proactive customer service.

Our team is also “We believe the result is offering the premier prodavailable to uct line for the professional jan/san market,” the comconduct pany said.

Contact: Compass Minerals, meetings at any 9900 W. 109th St., Ste. 100, distributor or Overland Park, KS 66210. end-user facility.”

Phone: 877-462-7258.

Website: www.compassminerals.com.

We earned another DfE seal from the EPA. And another high-5 from Mother Nature.

The Safe Step Pro Series now has 2 DfE-certified products. ®

®

The Safe Step Pro Series line was specifically created to address the diverse ice melting challenges and price point requirements of Jan/San professionals. From parking lot to building entryway, it’s the selection you need to get any job done right. And now we offer even more environmentally friendly products to help your green credentials grow. Only from Safe Step – your proven Ice Melting Authority.

For more information call 877-462-7258 or visit www.nasalt.com. ©2014 Compass Minerals

ADVERTORIAL

CP Industries n the ice melter business, it’s inherently difficult to predict how much product will be needed for a given year. Likewise, it’s difficult for manufacturers to predict how much raw material they need to store to meet demand. What gives CP Industries an advantage as a manufacturer is its continuous flow process. This allows the company to meet the needs of customers, CP Industries Company Chemist Chase Naisbitt said.

“This allows our distributors to not overstock. Therefore, they can operate optimally from year to year,” he added. “CP Industries has been a leading name in ice melter research and quality products for over 60 years. With leadership that spans three generations, the focus to create and innovate is alive and well.”

CP Industries is a woman-owned, family company with roots in the pharmaceutical business. The company’s chemical formulating background has enabled CP Industries to produce the most advanced ice melter products available.

“Our chemists have always formulated our products, using extensive testing and research,” Naisbitt said. “Our business philosophy is based on science and R & D.” CP Industries produces its broad range of sodium chloride-based blended ice melters from two production locations — one each in Salt Lake City, UT, and York, PA. Two of the company’s most trusted products are Superior Sno-NIce Melter® and Premiere Ice Melter®.

Superior Sno-N-Ice Melter® is formulated with a maximum inhibitor package made of 11 different components. The product includes a patented blend of inhibitors, featuring three main attributes. First, these inhibitors prevent concrete corrosion and spalling by actually adding a layer of protection with CMA (Calcium Magnesium Acetate) that stays on top of the concrete. Secondly, they inhibit metal corrosion; and, thirdly, there is also an additive that makes the product safer to use around vegetation. Superior Sno-N-Ice Melter® also features Meltium®, which allows the product to work at lower temperatures, down to -20ºF, “without using calcium or magnesium which are extremely corrosive.”

Meanwhile, CP Industries’ Premiere Ice Melter® as well as Melt Off®, are the company’s second and third tier products, respectively. They remain very effective ice melters in their own right, but come with a lower percentage of inhibitors as well as lower price points.

I

“CP Industries’ formulas have always been created with external surroundings in mind. We have taken special care and years of research to create formulas that are safe around people, plants, pets, metal and concrete; and are also effective in melting ice and snow for safety,” Naisbitt said.

“Superior Sno-N-Ice Melter® is our strongest formula for preventing damage.

Premiere Ice Melter® is our most popular formula that utilizes much of the same technology as Superior, while Melt-Off® is our most economic brand.”

Liquid versions of Superior Sno-N-Ice Melter® and Premiere Ice Melter® are also available. They are ideal for entryways where customers want to prevent tracking and damage to floor finishes. Because liquid deicers are water thin and colorless, they reduce the need for cleanup inside the building.

They also work well on exposed stairwells and parking structures where endusers need extra protection from corrosion, and where granular ice melters could pose a slipping hazard.

CP Industries’ liquid ice melters can be used in very sensitive areas, including airport runways and aluminum helicopter pads. The liquids also work very effectively as a pretreatment, and don’t have to be applied as often as granular formulas, when used appropriately.

“We are always looking at ways to improve our formulas. This allows us to

20 — Maintenance Sales News — July/August 2015

achieve faster melting times and to decrease our environmental footprint,” Naisbitt said. “With the U.S. EPA’s Design for the Environment (DfE), now known as Safer Choice, and LEED (Leadership in Energy and Environmental Design) growing in importance, we have seen increased interest for ice melt products that participate in these programs and/or parameters. CP Industries is proud to be an active participant in the DfE/Safer Choice program as well as produce formulas that meet LEED specifications.”

The winter of 2014/2015 was very successful for CP Industries, as well as the company’s distribution partners, Naisbitt added.

“We pride ourselves at being able to source and distribute our formulas in a timely manner. Short lead times are essential in this business,” he said.

Officials at CP Industries also feel it’s vital to keep up with ongoing research and education as it pertains to the science surrounding ice melt.

“It’s important to speak confidently to your customers’ questions, and inform them of the inherent qualities with formulated ice melt blends in order to deliver products that will meet their expectations,” Naisbitt said.

“Distributors need to know which ice melter will be the most economical, yet effective, for each customer. They also must understand how quickly specific products will take effect, what works best on different surfaces, what temperature extremes customers can expect to encounter and to discuss any side effects related to specific ice melt formulas.

“We, at CP Industries, openly offer our expertise when it comes to answering these, and other, questions.”

He added that representatives of CP Industries continue to look for ways to improve efficiency. This helps the company avoid unexpected bumps in production and, therefore, to deliver as promised.

“We also advise customers to fill their inventories sooner rather than later.

This helps ensure they will receive the needed products on time,” Naisbitt said.

“We continue to produce and provide educational pamphlets and other resources, while frequently drawing on our scientific and research teams to help customers with more technical questions. This can involve special formulations and/or proper use in not-so-common areas.

“Customer service is always our highest priority. In heavy winters, when other manufacturers can’t provide a fast turnaround time, we have proven to be fast and effective at making sure our customers are always able to meet their own customers’ demands.

“If any technical question arises, no matter if it’s from a large customer or single individual, we treat each request with the highest respect. This means working quickly to provide accurate information for every specific application.”

Besides servicing customers in the United States and Canada, CP Industries also distributes products to European countries.

“There is significance to the fact that the quality of our products has been recognized and requested by distributors in Europe,” Naisbitt said.

Contact: CP Industries, LLC., 560 North 500 West, Salt Lake City, UT 84116.

Phone: 801-521-0313.

Website: www.cpindustries.net.

ADVERTORIAL

Morgro espite the current heat and long days of summer, winter will return. It always does. Along with the winter season comes snow and ice for many regions of North America. Being prepared with the proper amount, and right types of ice melter is essential for jan/san distributors and their end-use customers.

This is the main objective for the professionals at Morgro, Inc., — to successfully assist in the yearly battle against winter’s fury.

D

“A lot of suppliers ran out of salt last year. This is something that didn’t happen at our company,” Morgro Vice President & General Manager Rick Jensen said. “We continue to excel at three key elements when it comes to ice melt supply.”

According to Jensen, they are: n

First, and foremost, the company’s supply of salt remains solid.

Morgro enjoys an abundant supply of salt for its large current customer base and future business; n

Secondly, the company’s production capabilities involve fully automated lines for speed and efficiencies; and, n Logistics remain paramount to success. Morgro officials work hard to make sure ice melt products arrive at the desired destinations on time and customer service is of upmost importance.

orgro offers a wide variety of ice melter products for the jan/san marketplace. These deicers undergo continual upgrades to improve both efficiency and effectiveness.

Each of Morgro’s ice melters has its own set of benefits. These products include: n Sno-Plow™, featuring a combination of sodium chloride and liquid magnesium chloride coating. The inhibitor in Sno-Plow’s Liqui-Fire™ melting enhancer helps to reduce corrosion on exposed metals, and is less toxic than common baking soda, according to Jensen. The product has been approved by the U.S. Department of Agriculture for use around food processing operations.

“Liqui-Fire™ effectively lowers the working temperature range of Sno-Plow, allowing it to work up to three times faster. It’s also environmentally friendly to vegetation,” Jensen said.

Sno-Plow is safe to use on asphalt and concrete surfaces, leaving no oily residue, and works in temperatures as low as -27°F. Sno-Plow’s green colored granules reduce the possibility of over-application, and the product comes in a wide variety of packaging options — 25- and 50-pound bags, 50- and 100-pound boxes, 50-pound pails and 100-pound drums; n Ice Fighter Plus® is a premium ice melter for those who want additional protection for concrete, according to Jensen. The product protects against the negative influences of the freeze-thaw cycle. It features a two-component system, consisting of sodium chloride crystals as well as Propolyice, which is used exclusively in Ice Fighter Plus.

“Propolyice provides a layer of polymer that settles between water and concrete. This helps eliminate water seeping through pores and cracks of the concrete,” Jensen said. “We coat each granule with Propolyice, a proprietary chemical compound, to attain a uniform product.”

Ice Fighter Plus comes in a variety of sizes — a 50-pound bag, box and pail, as well as a 100-pound drum — and is colored blue.

“Demand for Ice Fighter Plus is especially big with property maintenance personnel, who want to help protect decorative concrete,” Jensen said.

Ice Fighter Plus will not harm vegetation, when used as directed, and the product will melt ice at temperatures as low as -22ºF; n Cal-Melt® features a combination of sodium chloride and liquid-coated calcium chloride. The product was specifically formulated for those markets or bid requirements that specify a calcium chloride ice melter.

Each granule is coated with liquid calcium chloride and a non-staining pink colorant. CalMelt’s pink crystals react quickly with moisture in the air to begin the melting process, and feature a maximum melting point of -25ºF. The product comes in 50-pound bags.

Jensen added that unlike some purified forms of calcium chloride products, Cal-Melt does not require the use of gloves or respirators, and is safe to apply with bare hands. It’s also safe to use around trees, shrubs and other vegetation when used as directed. Another advantage to Cal-Melt is that it has a shelf life of several years; and,

M

22 — Maintenance Sales News — July/August 2015

“These elements are ‘our wheelhouse.’ They are what we base everything on when we start the season. All systems are currently in place,” Jensen said. “It’s our advice that distributors, and their end-user customers, start preparing now for the possibility of another severe winter. It’s important to be proactive and avoid the possibility of running out of supply.”

The winter of 2014/2015 was a strong season for ice melter sales at Morgro.

“The dynamic of the season was driven primarily by large winter events in the Eastern and certain Midwestern areas of the United States. The result was a record high in ice melter sales for our company,” Jensen said.

A strong past winter season means that the carry-over level of ice melter products in distributor and end-user warehouses is expected to be low for many regions of the United States and Canada.

“We are looking forward to a very big early order season this summer and fall. This will help build the pipeline before the snow starts falling again,” Jensen said. n Deep Thaw™, a magnesium chloride-based product that is primarily comprised of sodium chloride and magnesium chloride, including Liqui-Fire™. This product comes in 25- and 50-pound bags, as well as 50-pound boxes, will melt to -27ºF and is colored green.

Many of Morgro’s ice melter brands feature new graphics and packaging that are contemporary and upscale, all in an effort to further help distributors and end-users.

The company’s main production facility is in Salt Lake City, UT, with logistics warehouses in Pennsylvania and Chicago. These warehouses are designed to get ice melter closer to customers and decrease lead times. They also allow more customers to order less-thantruckload (LTL) quantities.

Jensen reiterated that summer and early fall are perfect times for distributors, and their end-user customers, to seek early order discounts and programs from their ice melter suppliers.

“All indications that I have seen for the upcoming winter point to the strong possibility of an early weather event, particularly in the Midwestern and Eastern sections of the United States,” he said. “Therefore, it’s important to be ready. Morgro has programs and incentives in place to help with early orders. This includes discounts and rebates.”

Understanding that not all ice melters are the same is also critical, Jensen added.

“It’s important to know the difference between manufactured ice melters and blended ice melters. This involves different techniques and solutions, when it comes to melting snow and ice,” he said. “Morgro has demonstrated a very high performance standard over the years with its products.”

He added that Morgro’s ice melters also meet current environmental standards.

“There is nothing in our chemical compounds that isn’t environmentally friendly,” he said. “Morgro’s core business follows the process of providing ice melt products that feature the correct screen size and manufacturing techniques. This involves all our chemical compounds.”

Education is also key.

“Morgro works with over 375 distributorships, providing their sales forces with literature and professional presentations. We also use DVDs and thumb drives to help educate both current, and new distributors, about our products,” Jensen said. “The educational tools that we, and our distributors, supply help people understand the points of difference between ice melt products and programs.

“Morgro has an important story to tell about melting snow and ice. Our literature adds to this focus, along with a new company website that includes educational videos.”

Contact: Morgro, Inc., 145 West Central Ave., Salt Lake City, UT 84107.

Phone: 800-221-1049 or 801-266-1132; E-mail: rick@morgro.com.

Website: www.morgro.com.

ADVERTORIAL

Xynyth nderstanding true differences among the different Icemelter™ has been designed with the environment in types of ice melter products available in today’s mind, while also focusing on price. The product is layered jan/san marketplace remains a vital focus point for with various ingredients to provide many different attribdistributors and their end-user customers. Helping provide utes, such as its anti-corrosive feature.”

There are many people in the marketplace today who answers to deicing questions are seasoned representatives want to buy environmentally friendly products, Wice from XYNYTH Manufacturing Corp.

“It’s important to know how, and where, each type of added. The challenge, however, is that a number of these product should be applied,” XYNYTH President consumers don’t want to spend extra money.

“To answer this challenge, XYNYTH introduced Arctic Kevin Wice said. “Education is key. We are involved in educating our distributors in many ways — from ECO Green Icemelter™ four years ago, using a special encapsulation process. We take sodium chloride and encapin-house training meetings to seminars.”

XYNYTH also offers “Ice Melt University,” an online sulate it with CMA (Calcium Magnesium Acetate), which training program designed to further aid distributor sales reps. helps eliminate the negative side effects of the sodium.

“We are very big on distributor sales rep training. It’s Then, we multi-encapsulate the granules with potassium important that these reps know how to properly discuss acetate, so that every granule of sodium going into the and sell ice melter, especially those who have never sold ground is buffered by potassium, a major ingredient in ferthis type of product before,” Wice said. “Through our Ice tilizer,” Wice said.

By using sodium chloride, XYNYTH officials are able Melt University program, reps learn about the different types of deicers, where they work best, and how to present to bring the cost of the product down.

“It’s not as high-end a dekey information to their icer as our Mountain Orcustomers.

“You truly get what you pay ganic Natural Icemelter™, “The objective of this for when it comes to ice melter.” but it’s neutral to the envionline program is tworonment, and will not ruin fold: improving ice melter knowledge and showing how to sell and promote these the surrounding soil structure,” Wice said. “One of the things that has made this product popular is the fact that products.”

Meanwhile, for the consumer, the “Ice Melt Resource Arctic ECO Green Icemelter™ is truly a manufactured item. Every granule is multi-coated. It’s also dyed green Center” is available on the XYNYTH website.

“It includes constantly updated educational materials for better application.”

Both Mountain Organic Natural Icemelter™ and Arctic and a question-and-answer section, addressing such topics as ice melt’s relationship with the environment, pets and ECO Green Icemelter™ now come in a new 50-pound concrete,” Wice said. “The Ice Melt Resource Center cov- round plastic pail, along with other sizes. ers many questions people have asked us over the years.”

XYNYTH has been on the “green bandwagon” for Providing better ways to melt snow and ice — while re- over 25 years, and Wice sees the desire for more envimaining environmentally focused — continues to lead ronmentally friendly products continually growing XYNYTH’s success. In fact, the company has become among both distributors, and their end-user customers. well known over the years for its mainstay “green” product Further proof of the company’s desire for “greener” — Mountain Organic Natural Icemelter™. products can be found with the introduction four years This deicer is specifically designed to melt ice and snow ago of Winter Warrior Runway Control™. This deicer effectively while posing no risk to users, pets, concrete or was originally developed for airport runways and surthe environment, when used as directed. rounding areas, and meets both LEED (Leadership in En“There remains a very strong following for the product ergy and Environmental Design) and FAA (Federal 20-plus years after its introduction,” Wice said.

Aviation Administration) certification.

“We received a lot of requests for a product that conFertilizer-based Mountain Organic Natural Icemelter™ begins working immediately after application, and is effec- tained no chloride ions. These ions can cause corrosion tive to -23°C (-9°F). It also boasts an unlimited shelf life, on metal, something you don’t want when it comes to the and is completely safe for those handling the product, ac- care of airplanes,” Wice said. “XYNYTH came up with cording to Wice. Due to its potassium content, he added, this deicer in response. It’s an acetate/formate granular Mountain actually helps repair damage caused by long-term product. Not only is it biodegradable and environmenuse of environmentally harmful ice melters such as rock salt. tally friendly, but it’s completely non-corrosive.”

Other ice melters from XYNYTH that work fast under Wice added that this ice melt product is selling well harsh winter conditions, but are safer for the planet, are among those in charge of airports, and it’s becoming Arctic ECO Green Icemelter™ and Winter Warrior popular with other property managers looking to guard Runway Control™. grounds and facilities from issues of corrosion. This in“These two products are exciting for both XYNYTH cludes metal manufacturing companies, transit platand its customers,” Wice said. “Arctic ECO Green forms, bridge decks, ferry vessels, oil platforms and

U

food processing plants.

“Winter Warrior Runway Control™ and Mountain Organic Natural Icemelter™ are both approved by the Canadian Food Inspection Agency for use in food processing facilities,” Wice said. “They can guard against corrosion in these plants, such as helping to protect expensive refrigeration units.”

A reformulated product introduced last year by XYNYTH is Arctic Orange™ Icemelter. Wice said every granule of this deicer contains sodium chloride, potassium chloride and calcium chloride. It’s dyed a bright orange for proper surface application.

Although not considered a “green” deicer, Wice said Arctic Orange™ Icemelter offers a powerful, lower-end option. He added the product is effective to -29ºC (20ºF).

The winter of 2014/2015 was a strong one for ice melter sales at XYNYTH Manufacturing. According to Wice, the season started slow in several geographic regions, but then came on in a fury with harsh weather activity. Many people using ice melter were prepared thanks to successful early buy programs.

Wice hopes the same focus on preparedness is in place for this upcoming winter season.

“I have talked with a lot of distributors over the past few months, and it seems the ice melter pipeline is nearly empty. There is not a lot of carry-over inventory at distributorships and end-user facilities,” Wice said. “Therefore, it’s good for distributors to start talking with their suppliers, working on early booking deals and putting together ice melter promotions for end-user customers.

“Typically, many distributors start talking to their customers about the upcoming ice melter season in late August and September.”

Early buy programs are also in place at XYNYTH Manufacturing. This includes online ordering incentives.

It’s all part of the company’s customer service focus.

“We believe in providing customer service through the entire purchasing process. It starts with the point of manufacture, goes through distribution and finishes with the end-user applying the product,” Wice said. “We have helped many end-users make decisions as to what is good for their specific situation. This has been done by either talking with them directly or working with a distributor sales rep. Our strong focus on customer service has made XYNYTH Manufacturing what it is today as a company.”

Part of customer service is making sure distributors and end-users understand that not all ice melt products are created equally.

“There are people who are always looking to cut costs when purchasing ice melter. They don’t realize that when buying a cheap bag of product, all they are often getting is common rock salt. You truly get what you pay for when it comes to ice melter,” Wice said.

Contact: XYNYTH Manufacturing Corp., 122-3989 Henning Drive, Burnaby, BC, V5C 6N5 Canada.

Phone: 1-800-635-8423. Email: sales@xynyth.com. Website: www.xynyth.com.

24 — Maintenance Sales News — July/August 2015

ADVERTORIAL

Occidental Chemical Corporation roviding ice melter products and educational programs/tools remain important objectives for officials at Occidental Chemical Corporation (OxyChem), a manufacturer of several deicers designed for the jan/san industry.

“There continues to be misleading claims made about deicer products, particularly in the blended category where exact package contents might not be revealed to the distributor or end-user,” OxyChem General Manager Greg MacDonnell said. “Distributors should ask for — and understand — the composition of each product, as well as the science and tests supporting performance and environmental claims.

“Differences in the low temperature performance of common deicers and blends became readily apparent this past winter with prolonged periods of very cold conditions across much of the northern United States and Canada. Distributors should caution end-users to prepare in advance for the full range of temperatures they are likely to experience, and to understand the cold temperature performance levels of available ice melt products.”

He added that pre-dawn on a sub-zero morning is a poor time to learn that a particular deicer isn’t up to the task. Distributors and end-users should also understand the impact of application rates on deicing performance, as well as on property and the environment.

“It’s important to share strategies that can help end-users achieve and maintain safe ice-free conditions, while using deicers as efficiently, economically and responsibly as possible,” he said.

According to MacDonnell, OxyChem is the world’s largest manufacturer of calcium chloride products for use in a variety of applications. He said calcium chloride is recognized by industry professionals and highway maintenance officials as the premier ice melt product available. This is due to its ability to melt ice faster under a wide range of winter temperature conditions.

“It offers cold temperature performance other common deicers cannot match, maintaining ice melting power down to -25°F (-32°C),” he said.

OxyChem’s ice melt products include: n PELADOW™ Premier Snow and Ice Melter Calcium Chloride Pellets — The high calcium chloride content (more than 90 percent CaCl2), spherical shape and reliable performance in cold temperatures make it, “The fastest acting, most effective product available for melting snow and ice and preventing ice-related accidents,” MacDonnell said; n DOWFLAKE™ Xtra 83-87 percent Calcium Chloride Flakes —With 10 percent more calcium chloride than conventional flake CaCl2 products, this deicer provides, “More ice control performance pound-for-pound than other flake deicers,” he added; n COMBOTHERM™ Blended Deicer — This economical, high performance blended ice melt product contains at least 70 percent calcium chloride to quickly melt snow and ice; and, n LIQUIDOW™ Calcium Chloride Solution — Liquid calcium chloride is used for pre-wetting rock salt and abrasives as well as direct road application to deice and anti-ice roads, helping to reduce salt use and overall road maintenance costs.

“Because OxyChem clearly states the ingredients and concentrations of its deicers on package labels and in product literature, those responsible for maintaining safe sidewalks can verify performance claims and make informed purchasing decisions,” MacDonnell explained.

Reporting on the winter of 2014/2015, he added that the season was very harsh in the Northeastern and mid-Atlantic areas of the United States.

“It is unusual to have consecutive severe winters, but it reinforces with customers the importance of being prepared. They should be obtaining products that work in all weather conditions, and working with suppliers that stock products and consistently re-supply throughout winter,” he said. “OxyChem enjoyed tremendous sales again last winter as customers continued to demand calcium chloride deicers PELADOW™, DOWFLAKE™ Xtra and COMBOTHERM™. These products perform reliably even in severe winters.

“OxyChem was able to continually supply ice melt products throughout the entire past winter season.”

Company officials expect inventories of OxyChem deicers to be adequate to meet distributor and end-user requirements. MacDonnell added that OxyChem has supplied proven, superior performing products to the packaged ice melt industry for over 50 years. The company’s distributors continue to benefit from OxyChem’s manufacturing capacity and logistics capabilities in North America.

P

26 — Maintenance Sales News — July/August 2015

“We know winter weather will vary each year. In cooperation with our distributors, our goal is to always provide snow and ice professionals with a reliable supply of quality ice melting products across a broad range of weather conditions — and without interruption, even during periods of peak demand,” he said.

To guard against uncontrollable delivery delays that can occur when severe weather hampers logistics systems, OxyChem representatives encourage distributors and end-users to anticipate their needs in advance when planning initial orders, and to build adequate lead time into the reorders they place during the course of the winter.

“We encourage distributors to use our website (www.IceFreeSidewalks.com) and the training and information resources we provide to become as knowledgeable as possible about the differences in deicers, strategies for removing snow and ice effectively, and ways to minimize the impact of winter maintenance on property and the environment,” MacDonnell said. “Distributors who can provide this type of assistance — and who plan and execute a reliable strategy to deliver ‘just-in-time service’ — will earn the initial business and ongoing loyalty of customers.”

The OxyChem website also provides distributors and end-users with fact-based information to help them make sound recommendations and purchase decisions.

“We continue to conduct distributor training programs and present educational sessions at various tradeshows,” MacDonnell said. “Also, OxyChem’s Customer Information Group responds to direct inquiries from distributors and end-users via email at: CalciumChloride@oxy.com.”

MacDonnell addressed the growing demand for environmentally friendly products within the jan/san industry, and the trend of more end-users understanding that an effective deicer is key to maintaining clear and safe passage on sidewalks, steps, parking lots and driveways.

“The focus is, therefore, shifting toward more responsible deicer application practices.

Proper use of deicers allows users to minimize environmental impact without sacrificing the superior deicing performance they need to melt ice quickly, efficiently and economically under all conditions,” he said. “We are addressing this shift in focus through active leadership, including providing seminars at leading industry association events to educate users regarding the proper selection and application of deicers. Our website also contains detailed best practices for ice and snow removal.

“We believe educated consumers will make wise choices. Consequently, OxyChem fully discloses the key ingredients in its products. We believe this is an essential first step to educating users.”

As a domestic producer with multiple shipping points and a varied network of distributors, OxyChem is committed to providing excellent supply and service, both in the preseason and during peak storms.

“OxyChem encourages and supports its distributors to maintain late winter inventory levels even though we understand end-users are reluctant to place large volume orders and risk summer carryover. Maintaining inventory levels ensures deicer is available to customers in the event of late season storms,” MacDonnell said. “We offer a multi-faceted distributor benefits package. This includes marketing incentive programs, product information, demo packs and samples, customer service guidelines, and the support of a professional sales and marketing team with decades of industry experience. We are committed to the longterm success of our distributors, both in severe winters and through periods of soft demand.”

OxyChem, a subsidiary of Occidental Petroleum Corporation (Oxy), is a North American manufacturer of polyvinyl chloride (PVC) resins, chlorine and caustic soda — key building blocks of widely used products. OxyChem’s market position is No. 1 or No. 2 in the United Sates for the principal products it manufactures and markets.

Headquartered in Dallas, TX, the company has manufacturing facilities in the United States, Canada and Latin America. In 2009, OxyChem acquired the world’s largest calcium chloride operation (with over 100 years’ experience producing calcium chloride products) from The Dow Chemical Company.

Contact: Occidental Chemical Corporation, 1600 South Madison St., Ludington, MI 49431.

Phone: 888-293-2336. Email: CalciumChloride@oxy.com.

Websites: www.OxyCalciumChloride.com, www.IceFreeSidewalks.com.

Ask yourself.

What is in the bag?

Is it worth the risk?

Helps make sidewalks safer.

Don’t Be Fooled.

Think about it.

888-293-2336 | www.oxycalciumchloride.com

Made in the U.S.A.

Trademark of Occidental Chemical Corporation

™

ADVERTORIAL

Kissner Group Winter is quickly approaching; will you be ready this year? The Kissner Group is committed to preparing you this winter by saving you money and time with our effective ice melt! We have created a way to keep your walkways safe this season with an ice melt that can’t be “BEET.” The Kissner Group has created a family line of products that will outperform other leading brands by melting ice, even in extremely cold temperatures.

Ice Beeter™ Treated is specially formulated with Beet Extract Solution. During extreme winters, salt alone just doesn’t cut it. Beet juice has become a very popular snow and ice-melting tool due to its sticky properties and organic goods.

Kissner is now proud to introduce two new extensions to the Ice Beeter™ Family: Ice Beeter™ Responsible and Ice Beeter™ Ultimate.

“It all started when we conducted a survey with a group of our customers to find out what they wanted in an ice melt. This survey generated some interesting results,” Tim Orleman, Kissner Group Executive Vice President, said.

Tim Orleman explains. “Like Ice Beeter™ Treated, both Ice Beeter™ Responsible and Ice Beeter™ Ultimate begins with the extraction of the sugar particles from a sugar beet, leaving the molasses syrup. The organic solution is then infused with salt crystals, enabling the formulation to work at chilling temperatures.”

Tim Orleman adds: “We have already experienced a great deal of success with our customers by providing them with premium ice melt formulations. Our research is now revealing that our customers are interested in an ice melt that offers organic options and works in severe winter conditions and still preserves the surroundings.”

The Executive VP of Kissner Group explains. “We realized we could serve a segment of the market that is requesting an organic and effective ice melter as well as provide them with ice melters that will work in even the coldest conditions.”

It’s the best of both worlds, and a win-win situation for everyone.

The Kissner Group introduced an Ice Melter that provides a blend of the latest ice melt innovations to our customers. That product is Ice Beeter™ Treated!

28 — Maintenance Sales News — July/August 2015

How do the Ice Beeter™ products differentiate?

Tim Orleman further explains. Ice Beeter™ Responsible is an environmentally friendly choice. This product is infused with Calcium Magnesium Acetate (CMA), which is less harmful to surrounding vegetation, pets and children. Ice Beeter™ Ultimate is enriched with Calcium Chloride, which allows this product to work in -30°, making it one of the most powerful ice melts on the market today.

The Kissner Group takes pride in providing the highest-quality products, and has further enhanced its ability to keep customers supplied at all times. So this winter, when nothing else works, ask for one of the exceptional Ice Beeter™ products.

Contact Kissner Group Inc. today for all of your Ice Melter needs.

32 Cherry Blossom Road, Cambridge, ON, N3H 4R7.

Phone: 1-800-434-8248; Fax: 1-877-434-8250.

Email: info@kissner.com; Website: www.ice-beeter.com.

ADVERTORIAL

Milazzo Industries These two ice melters are especially popular among commercial accounts looking for rder early, receive early — these are key words of advice from Milazzo Industries Senior Vice President John Wesolowski, when it comes to ice melter and being CMA blends. When it comes to performance, Wesolowski explained, CMA offers superior melting qualities along with a non-corrosive property. This is a big factor when using ice prepared for the upcoming winter season.

“It’s important that distributors, and their end-user customers, take responsibility when it melter on commercial lots and walkways.

“Milazzo Industries takes its CMA-blended products an comes to making sure they have enough product on hand at additional step by enhancing them with glycol,” he said. the beginning of winter,” Wesolowski said. “There are indiORDER EARLY, RECEIVE EARLY. “This definitely makes Quad Melt® and Quad Melt Ultra® cations that the same challenges which took place last winter better products.” regarding ice melter demand, supply and harsh weather One of Milazzo Industries’ newer deicing products is Lake Shore Ice Melt®, which feacould occur again. Therefore, it’s important to order and receive product early, and to not tures a high-end screened salt treated with calcium chloride. rely solely on the ice melt manufacturer during periods of peak demand.”

“It’s good for price sensitive customers who are looking for a high-end performing prodWith a history that dates to 1928, Milazzo Industries has been producing snow and ice control uct at a more economical price point,” Wesolowski said. “It will work in a temperature down products since the 1960s. It also manufactures and sells charcoal/barbecue-related products.

“We enhance different lines and items every year to make sure our company is a more to 0ºF.” Other deicers provided by Milazzo Industries includes Hot Stuff Ice And Snow Melter. complete supplier. We are not going to jeopardize our reputation and integrity just for a quick sell,” Wesolowski said. “Milazzo Industries also enters new areas of production. This It’s a calcium chloride flake product that generates heat upon contact. includes sweeping and cleaning compounds, pool/spa chemicals and absorbents. Our focus is to be a one-stop shop for many types of products that most hardware and jan/san compa“You truly need to know what’s in the bag nies need.” when making a decision on a deicer.”

The flagship deicer at Milazzo Industries is Qik Joe® Ice Melt, which comes in the form of a calcium chloride pellet.

“It comes in a small, coarse like shape that melts horizontally and works to -25°F,” “It’s a premium ice melter that has been on the market for over 45 years. Qik Joe® enjoys wonderful distribution with a great following. It stands on its own merits, and works to Wesolowski said. “This product will not leave a powdery residue and has year-round uses, -25°F. Qik Joe® leaves no powdery residue, and has an application rate of 2 to 4 ounces per such as dust control in the summer.”

The winter of 2014/2015 was great for ice melt sales at Milazzo Industries. This was essquare yard. In other words, 50 pounds of this product is equivalent to 150 pounds of regular pecially evident during severe weather that took place in the northeastern part of the United rock salt,” Wesolowski said.

States, according to Wesolowski.

“I feel sales were strong throughout the industry. The same was true with challenges con“We enhance different lines and items every year cerning product availability,” he said. “We, at Milazzo Industries, are proud to say that our to make sure our company is a more complete company always had product available for customers. It was a challenge for many, but I think we stood strong and did well this past winter.” supplier. We are not going to jeopardize our Heading into the upcoming winter season, Wesolowski said there is very little carry-over reputation and integrity just for a quick sell.” inventory on hand at many distributorships and end-user facilities.

“I feel inventory levels are at an all-time low. Therefore, it’s going to be a very challenging Another popular deicer offered at Milazzo Industries is Polar Express®, which preseason for many reasons,” he said. “People should take advantage of the summer and Wesolowski said contains high-end, medium-grade solar salt encapsulated with calcium early fall months to get their inventory bins and warehouses filled. They shouldn’t wait for chloride. The latter ingredient serves as a catalyst, activating the salt. In return, the ice melter the threat of snow to start purchasing ice melter. There are many early-buy incentives available. It’s also good to be open to alternative products. is ideal for use in very low temperatures.

“Milazzo Industries always offers early-buy incentives and customized programs. Every “In our opinion, Polar Express® is the best performing blend on the market due to the process that takes place when making this ice melter,” Wesolowski said. “It works at temperatures as distributor has certain needs and requirements to help them build distribution. We develop low as -15°F, while the application rate is 2 to 4 ounces per square yard. Again, 50 pounds of programs based on these needs.” this product is equivalent to 150 pounds of regular rock salt or even a low-end blend.

“We have always been calcium chloride-focused at Milazzo Industries. Each crystal of “I feel inventory levels are at an all-time low. sodium chloride is encapsulated with calcium chloride in Polar Express®. We also enhance It’s going to be a very challenging preseason.” the product further with additional calcium chloride to help ensure high performance. There is more than just marketing that backs this product. There is true chemistry involved. UnThe company also stresses education through the use of various marketing tools and workfortunately, companies can be found that rely on marketing with no substance behind their ing with the sales teams of customers. products. You truly need to know what’s in the bag when making a decision on a deicer.”

“At Milazzo Industries, we are not just order takers. We help customers develop their disThis latter point is especially important for those distributors and end-users looking for ice melt products that come with promises to be friendlier toward pets. Wesolowski warns tribution. Obviously, when they are successful, we are successful,” Wesolowski said. “It’s important that distributors and end-users understand exactly what is in a bag of ice melter about false claims.

“There is obviously a big market for pet-friendly ice melters, and this market seems to be they are selling or using. This helps stay clear of false claims and false assumptions. It’s all growing every year. There are some products on the market that are truly pet-friendly as about education.”

He added that Milazzo Industries has remained a family business, with many representathere are responsible manufacturers that take their claims seriously. Other companies, however, are playing more of a price-point game,” Wesolowski said. “Safe Pet® Ice Melter, tives having 25-plus years of experience.

“These people become very familiar with their accounts and customers’ needs. Our comfrom Milazzo Industries, is a true premium pet-friendly product that can work at temperapany is available 24/7,” Wesolowski said. tures as low as 0°F. “It’s truly a non-toxic deicer. If a pet ingests it, that animal will not get sick. If that pet Contact: Milazzo Industries, 1609 River Rd., Pittston, PA 18640. gets our product in its paws, the ice melter will not cut or irritate.”

Phone: 800-288-6358.

Also available from Milazzo Industries are two blended products made with CMA (CalE-mail: jwesolowski@milazzoindustries.com. cium Magnesium Acetate) — Quad Melt® and Quad Melt Ultra®. They come in Website: www.milazzoindustries.com. blue/green and pink coloring, respectively.

O

30 — Maintenance Sales News — July/August 2015

Personnel Changes Impact Products Promotes Todd R. Frendt To Vice President, Operations

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Once they are locked-in they have no other place to go to get those products. Let us help you “Lock-in” chemical sales. You will have access to over 500 chemical formulations to solve any cleaning, maintenance, and process chemical need. We provide unparalleled service and assistance during this process to ensure your continued success.

ADVANTAGES TO PARTNERING WITH HARVARD CHEMICAL 1. Competitive Pricing 2. Extensive portfolio of chemical formulations including third party certified products such as EPA registered disinfectants, EPA DFE Green products, and carpet cleaners with the Carpet and Rug Institute Seal of Approval.

3. Custom formulations to meet specific needs 4. Attractive full color labels 5. Low minimum order requirements 6. Sales support and lab support 7. Matching of existing products 8. Graphic design assistance

We can provide a full line of Jan/San, specialty carpet, and industrial process chemicals to meet any need.

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Todd R. Frendt has been promoted to vice president, operations for Impact Products.

Frendt, 51, has been in the industry for 32 years, beginning his career with Hammons Products, a private label skin care company. He has held executive manufacturing and operations positions with Steiner Company, Canberra Corporation, and Betco Corporation.

Frendt’s previous position at Impact Products was director of quality. His responsibilities included leading the company’s quality initiatives and providing leadership throughout the ISO 9001 Certification process.

Todd R. Frendt Impact Products is a manufacturer and supplier of branded and private label non-chemical commercial cleaning, maintenance and related products. The company offers janitorial products including floor care items, waste receptacles, washroom accessories and safety products.

Markets served by the company include commercial cleaning, industrial services, healthcare, government, schools, office buildings, hospitality and foodservice.

Co-founded in 1963 by James R. Findlay, its customer base is served out of Toledo, OH, and Walnut, CA. Impact Products is owned by Genuine Parts Company, Office Products Group (S.P. Richards Company).

Visit www.impact-products.com for more information.

Spartan Chemical Appoints Michael Conrad To Corporate Account Manager, National Accounts Spartan Chemical Company, Inc., has named Michael Conrad to the national accounts organization as corporate account manager.

Previously, Conrad spent more than 25 years at SupplyWorks (formerly JanPak, Inc., Interline Brands, Inc.) in Charlotte, NC, most recently serving as vice president of sales, national accounts. Roles with JanPak, included vice president of supplier relations and executive vice president of national accounts.

Conrad has managed field sales and been involved in building and developing national accounts. He has operated all functions of a distribution facility, and Michael Conrad ran the national accounts program for Interline Brand’s institutional business.

Spartan Chemical Company, Inc., has been a formulator and manufacturer of sustainable cleaning and sanitation solutions for the industrial and institutional market since 1956.

Visit www.spartanchemical.com for more information.

Bullen Adds Terry Girifalco As Regional Sales Manager The Bullen Companies has added Terry Girifalco to its sales team. She has over 25 years of industry experience in the areas of new business development, strategic sales planning and sales leadership.

Her coverage area includes: Pennsylvania, New Jersey, the New York City metro area, Maryland, and Delaware. She provides support to Bullen’s regional customer base, and is developing new channels for growth.

The Bullen Companies is a manufacturer in the floor care, carpet care, disinfection and odor control markets. It has served the janitorial supply industry since 1939. Bullen produces cleaning solutions under the brands: Airx Laboratories, e-clean Products, Terry Girifalco Clausen Carpet Solutions, Truekleen, Road Off, and One-Up, along with private label manufacturing.

Visit www.bullenonline.com for more information.

32 — Maintenance Sales News — July/August 2015

Americo Named To 2015 Supply & Demand Chain Executive 100 Americo Manufacturing Company was selected by Supply & Demand Chain Executive magazine for the publication’s 13th annual listing of the Supply & Demand Chain Executive 100, which highlights “100 Great Supply Chain Projects.”

“The magazine’s editorial team selected Americo for results directly related to customizable reorder reports, developed by Americo's Purchasing & Sourcing Manager Chris Kelcourse,” said Americo.

The new reporting is designed to create reorder level based on sales history and forecasting change. This allows Americo to more accurately calculate the orders and compare order points to inventory available, and if necessary, advise on order quantity.

The 2015 list is comprised of supply chain solution and service providers that are helping their customers and clients achieve supply chain excellence. They

MSN MAGAZINE AD 7-8-15 7/9/15 12:39 PM Page 1

have produced measurable gains in ROI through cost-cutting and increased efficiency, whether in warehouse, transportation, procurement sourcing or any other category in the end-to-end supply chain.

Americo Manufacturing Company, headquartered in Acworth, GA, is a manufacturer of environmentally friendly cleaning products such as synthetic and natural fiber floor pads, hand pads, utility pads and floor matting. Americo’s prod-

ucts are currently sold in over 70 countries worldwide as the company enters into its 46th year of operation.

Visit www.americomfg.com for more information.

Tornado Has New Website

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Hospital Grade Disinfectant, Detergent & Deodorant • Suitable For Use In Animal Care Facilities FULLER COMMERCIAL PRODUCTS Great Bend, KS 67530 1-800-848-4901 www.fullercommercial.com 34 — Maintenance Sales News — July/August 2015

“Tornado has launched its new website (www.tornadovac.com), dedicated to the professional cleaning industry with a focus on helping end-customers,” said Sean Martschinke, marketing director.

“This website has an entirely new look and feel, with a heavy emphasis on a bright, visual design, with a renewed structure, providing advanced features and functionality.”

It is also the first website developed by Tornado to include a regularly updated blog.

Some of the most recent blog posts include the following: • Take Care of Your Customers or Somebody Else Will; • Moving from Good to Great in the Contract Cleaning Industry; • Fast, Easy Fixes for Common Commercial Upright Vacuum Problems; and, • Cylindrical or Rotary? That Is the Question (a discussion of different floormachine technology manufactured by the company).

While the new website is designed for today's Internet user, Martschinke says the company also wants visitors to know something about the company's history.

“Tornado dates back to 1927. During World War II, it manufactured precision parts used by the Army, Air Corps, and Navy. Tornado equipment also was popular for maintenance operations in ship yards and bomber factories, and Tornado's hot-air blowers were employed to repair bullet and flak holes in airplane windows.”

The new site also includes a return on investment calculator, case studies, white papers and the company's “Tech Talk” section, found on earlier sites.

Tornado Industries has been engineering cleaning equipment for more than 80 years.

Visit www.tornadovac.com or call 800-Vacuums (800-822-8867).

LAGASSE IS NOW ESSENDANT. The future just got brighter.

Lagasse has long been the nation’s leading pure wholesaler of janitorial, paper and foodservice products. But today you need more than just a wholesaler. That’s why we’re proud to announce that Lagasse is now Essendant.

And, combined with the other businesses of United Stationers, we bring you more. We are now the fastest and most convenient solution for workplace essentials. With an extensive next-day network to bring you an expanded product selection and extended capabilities to keep your business moving forward. All delivered with the dedicated customer service that you’ve come to expect.

Learn more about our Business & Facility Essentials at Essendant.com.

All Content © 2015 Essendant Inc. All Rights Reserved.

From Kaivac:

10 Things To Consider In Purchasing A Floor Scrubbing System Kaivac, developer of the OmniFlex™ AutoVac system, advises cleaning contractors on 10 things to consider before purchasing a floor machine: 1. Lifetime cost of ownership of the machine, which includes the initial purchase price, ongoing maintenance, and worker training; 2. Cleaning effectiveness; 3. Ease of operation; 4. Ease of maintenance; 5. Speed of repair-to avoid costly extended downtime; 6. Productivity rates; 7. Multipurpose efficiency-the ability to handle a variety of flooring needs; 8. Transportability-how easy it is to move the machine from one location to another; 9. Customizability — the ability to be altered to accommodate a facility's specific needs; and, 10. New floorcare systems and technology.

“In the past few years, manufacturers have introduced entirely new types of floor cleaning and scrubbing systems,” Kaivac Communications Manager Matt Morrison said.

“This means [cleaning] contractors have many more options and types of machines to choose from,” he said.

Morrison added that of the 10 things to consider, probably the most important and most often overlooked is the total cost of ownership of the machine.

“No contractor wants to be in a situation where he/she has purchased a floor machine, but can't keep up with the repair bills. Be sure and look into cost of ownership issues before making a floor scrubber selection,” he said.

Kaivac is the developer of the No-Touch Cleaning® and OmniFlex™ Crossover Cleaning systems. Headquartered in Hamilton, OH, Kaivac, Inc. offers an integrated portfolio of environmentally friendly cleaning products.

Visit www.kaivac.com for more information.

SouthEast LINK Aids In School District Receiving Sustainability Award • In 2003, Cobb County converted to SouthEast LINK said that the Cobb County School District, located in Marietta, American Formula Oxy (Green Seal CertiGA, was 1 of 14 school districts nationwide fied) All Purpose Cleaner and Viraseptic to receive the “Educational Green Ribbon Disinfectant Cleaner, eliminating the use Schools and District Sustainability Award,” of a chemical cleaning mix of approxipresented by the U.S. Secretary of Education. mately six products – reducing it to two “In order to qualify environmentally safe for this award, recipiproducts; ents had to meet qual• In 2005, Cobb ifications including: County adapted chereducing environmenmical free cleaning tal impact and cost; with Activeion, which improving the health began the “journey” and wellness of to using engineered schools, students, and water; • In 2007, Ameristaff; and providing can Formula Enviroenvironmental educaShine Floor Finish tion.”

Pictured is a school floor, that has not and Enviro-Strip In 2001, Jack Adelneeded stripping in six years, Floor Stripper (both man, SouthEast LINK's using SouthEast LINK's Sustainable Green Seal Certified) vice president of eduCleaning and Maintenance Program. were adapted systemcation & training, introduced Cobb County’s head custodian to wide and replaced metal-interlocked floor finish and wax strippers; the concept of green cleaning.

• In 2008, Tennant EC-H20 was adapted “Cobb County went from using a mixture of 6 to 8 traditional custodial chemicals for all auto scrubbers; • In 2009, SouthEast LINK introduced a down to only a few green cleaning products.

This, in turn, reduced custodial supply sustainable cleaning and maintenance prospending by 50 percent. SouthEast LINK gram reducing the need for stripper for a pehas also been instrumental in facilitating the riod of 6 years, so far, while maintaining a inclusion of innovative processes into the highly reflective appearance in the highest Cobb County School District,” according to traffic areas; and, • In 2014, with Gen-Eon, the use of engiSouthEast LINK. SouthEast LINK offered the following neered water began. Cobb County School timeline showing how initiatives were im- District adopted the mantra, “If It’s Not Green, It’s Not Seen.” plemented: • In 2001, Cobb County adapted to using Visit www.southeastlink.com the KaiVac 1750 no-touch restroom cleaning for more information. system that eliminated cross-contamination;

SUNSHINE There’s no other ice melter like it. Anywhere.

DISINFECT with ECOgent™ 7000 Disinfectant Cleaner & Dry Cloths for Daily Maintenance EPA RG. NO. 90271-1 Kills the Following: • Bacteria (Bactericide) • Pseudomonas aeruginosa • Salmonella enterica and Staphylococcus aureus • C.Diff - Clostridium difficile* (spores)

The power of calcium, potassium and sodium chlorides plus Urea Max® All in one exclusive colorcoded formulation.

Melts down to -21˚

Now available from Charlotte Products Ltd™

Frank Miller & Sons, Inc. Charlotte Products Ltd.™ Peterborough, Ontario K9J 8N4 Canada

TOLL FREE: FAX: WEB:

36 — Maintenance Sales News — July/August 2015

1.877.745.2880 (705) 745.1239 www.charlotteproducts.com

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SCA’s Tork EasyCube™ Intelligent Restroom System Now Available In North America “SCA has launched an intelligent system that joins the Internet of Things (IoT) trend.

“Tork EasyCube™ offers real-time restroom traffic and usage data with 24/7 visibility — ultimately helping reduce the number of restroom complaints and increasing overall tenant and customer satisfaction,” according to a press release.

“Before Tork EasyCube, the only way maintenance staff would know if towels, tissue or other restroom supplies were low or out, was through manual checks at each location. Now, all you need to do is check your smart device,” said Jimy Baynum, marketing director of channel development at SCA’s Away-from-Home Professional Hygiene business in North America.

“Tork EasyCube utilizes connected restroom equipment such as dispensers for toilet paper, towels and soap. This new intelligent technology solution enables facility managers and cleaning crews to approach restroom maintenance with a totally new logic – moving from static cleaning schedules to cleaning when and where actually needed.”

During development, SCA said it worked closely with property managers and cleaning companies throughout Europe and North America for real-life testing and feedback.

“During our trial period, almost all reports regarding empty dispensers disappeared. We only had one report in six months,” said Kati Barklund, innovation manager at Coor Service Management Group and a Tork EasyCube customer.

“Connectivity and mobile communication can now be used to help crews clean and maintain a better restroom experience. With

Tork EasyCube, cleaners are better prepared before rounds, while managers can use the generated data to plan and schedule restroom servicing or make better purchase and inventory management decisions. And for customers and tenants, these advancements

dispensers, paper towels, toilet tissue, soap, napkins, and industrial and kitchen wipers.

Tork is a global brand of SCA, and has a presence in 80-plus countries.

Visit www.torkusa.com or www.tork.ca for more information.

AVT Offers Free Podcast: The Secret To Better Indoor Air Quality When Cleaning And Disinfecting Advanced Vapor Technologies (AVT), provider of the TANCS® dry steam vapor system with EPA Est. No. 82121-WA-01, is offering a free 10-minute Health Intentional Cleaning® recorded podcast, The Secret To Better Indoor Air Quality When Cleaning and Disinfecting, featuring former EPA senior IAQ scientist, Dr. David Mudarri.

translate to a better restroom experience which means fewer complaints.”

The Tork brand offers professional hygiene products and services to businesses including restaurants and health care facilities, offices, schools and others. Products include

SCA was founded in 1929, has its headquarters in Stockholm, Sweden, and is listed on the NASDAQ OMX Stockholm stock exchange.

Visit www.sca.com for more information.

• A Well-Tested Branded Line That Differentiates You From Your Competition in the Marketplace.

• Margins Not Typically Available From Branded Lines.

Dr. David Mudarri “We are pleased to bring the professional cleaning community this ‘10minute course in better IAQ’ through effective chemical-free cleaning and disinfecting,” said Rick Hoverson, principal of AVT. During his career with EPA, Dr. Mudarri authored or directed EPA studies in indoor air quality, and after retiring from EPA, he served as the technical editor of ASHRAE’s Indoor Air Quality Guide.

The podcast is the latest in the series of Health Intentional Cleaning expert podcasts. Others include: • Lower Costs of Disinfection — with Dr. Benjamin Tanner, co-owner, president and CEO of Antimicrobial Test Laboratories; and, • Chemical Disinfectants and TANCS® — with Dr. Charles P. Gerba, University of Arizona.

Everett, WA-based Advanced Vapor Technologies (AVT) – TANCS® EPA Est. No. 82121-WA-01 − provides steam vapor sanitation systems for deep cleaning and disinfection without harmful or corrosive chemicals.

• Simplified Private Branding Program Available.

7769 95th Street South Cottage Grove, MN 55016

Tel: 651.649.1762 Fax: 651.649.1787 Toll Free: 866.472.3932 Web: www.iccmn.com

38 — Maintenance Sales News — July/August 2015

Booth #869 Visit: www.advap.com/com_tancs for more information.

From Consolidated Chemical Works:

Environmentally Preferred Products Now Available Under CCW Concentrates Name Consolidated Chemical Works’ (CCW) portion controlled, concentrated chemicals are now available under the name CCW Concentrates. Established in 1932, Consolidated Chemical Works (for 50 years) was the exclusive formulator of portion controlled concentrates for one of the brands in the cleaning industry.

The Complete Floor Care System

smarter cleaners that are safe, effective and efficient — eliminating waste wherever possible. We look forward to meeting the needs of our customers for the next 50 years.”

CCW provides services, solutions and portion controlled, high concentrated cleaning products to building service contractors, schools, universities, retail, hospitality, healthcare and commercial segments.

Visit www.consolidatedchemical.com for more information.

From Tornado:

The BR 13/1 MW To Simplify Floor Cleaning

Today, CCW President Warren Weisberg is bringing these environmentally preferable products to the industry under an original CCW label.

“I'm honored to be able to carry out the vision that was started by my father Syd Weisberg in 1964,” Weisberg said. “It was a simple concept to develop concentrated,

From Carlisle Sanitary Maintenance:

“Tornado’s BR 13/1 MW is a multipurpose, multi-surface cleaning machine. Use it to clean tile and grout, vinyl tile, brick, slate, mosaic, granite, and rubber floors, as well as many types of carpet. This machine makes floor cleaning so simple, it’s actually enjoyable,” said Tornado.

“It offers flexibility, advanced productivity, reduced environmental impact, and because it cleans two surfaces, cost savings.”

Tornado Industries has been engineering cleaning equipment for more than 80 years.

Visit www.tornadovac.com or call 800-822-8867.

Carlisle Sanitary Maintenance Products says that by coupling the company’s Value Rotary Brushes with its EZ Snap Clutch Plates, it creates a simple floor maintenance solution.

“This system is easy on the wallet, but also great for the environment. Carlisle’s rotary brushes outlast floor pads 100 to 1. The EZ Snap System provides real, measurable cost savings and ‘peace of mind,’ knowing that the user is doing what is right for the environment,” said representatives.

Visit www.carlislefsp.com/ez for more information.

Now Available From Nexstep Commercial Products:

The MaxiPlus® Microfiber Dust Mopping Pad Nexstep Commercial Products now offers its new MaxiPlus® Microfiber Dust Mopping Pad. Nexstep said features include: • Use with standard microfiber frame, pad available in 18 or 24 inches; • Made of 100 percent microfiber for both pad and fringe; • Premium construction reduces linting and improves dust pick-up; and, • Efficient and thorough, picking up 75 percent more dust per swipe than cotton dust mops.

Visit www.ocedarcommercial.com for more information.

FROM YOUR RELIABLE SOURCE ICE ATTACK® Generates instant melting action!

Exclusive combination of potassium choloride, calcium chloride, sodium chloride and urea.

Melts down to -12 ˚ Frank Miller & Sons, Inc. 800.849.6287

www.americomfg.com

40 — Maintenance Sales News — July/August 2015

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

Swift turnaround times & nimble production capabilities

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

Competitive pricing structure & cost-cutting strategies

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

WWW.ALUFPLASTICS.COM | 800.394.BAGS

From ACS Industries:

Earth-Conscious Line From Warsaw Warsaw Chemical Co., Inc., offers a line of earth-conscious products known as Green Time System™. This environmentally friendly product line focuses on cleaning, health and the environment, without losing product performance.

The Green Time System includes an all-purpose cleaner/degreaser, total restroom cleaner, glass cleaner concentrate, H2O2 citrus all-purpose cleaner, neutral floor cleaner, floor finish and floor finish stripper. Each product offers different environmental and health benefits.

This includes being phosphate free, zinc free, using no added dyes or fragrances, containing no ammonia, and using environmentally preferred solvents and bio-degradable surfactants and ingredients.

Call 800-548-3396 or visit www.warsaw-chem.com.

New. All Natural.

Select Care .

The Steel Wool Product Line The steel wool product line from ACS Industries, Inc., features the heavy-duty Jumbo/Ribbon Style floor pad for cleaning, scrubbing, polishing and finishing almost any type of floor.

“It also includes the Needled/Matrix Style pad, built tough to polish and buff uneven floors without shredding or fraying at the edges,” said ACS. Visit www.acs-cp.com for more information.

Impact Products Honored By Network Services Company With Milestone Award

TM

Pictured, left to right, are Network Services Vice President of Supplier Relations Warren Noble, Impact Products Vice President of Sales Duane Carey, Impact Products Director of Strategic Accounts Bob Culp and Network Services Senior Manager of Supplier Programs Julie Vidor.

“At the Network Services Company’s annual show in Hollywood, FL, Impact Products was presented a Milestone Award for attaining record high sales growth, as well as the development of outstanding collaboration. Network Services and Impact Products have worked together to innovate their relationship,” said representatives.

Impact Products is a manufacturer and supplier of branded and private label non-chemical commercial cleaning, maintenance and related products. The company offers janitorial products including floor care products, waste receptacles, washroom accessories and safety products. Visit www.impact-products.com for more information.

Our first industrial hand cleaners using renewable, all-natural ingredients. VOC free.

Aloe Vera added for smooth, soft skin.

Soy Select – Soy ingredients with walnut shell scrubbers cut through the heaviest soils and grease, yet leave skin soft.

Citrus Select – Similar to Soy Select but with added citrus cleaning power and fresh scent.

All-new Select Care Dispenser – Extremely durable AND economical.

Select CareTM all-natural premium hand cleaners.

Only from Warsaw Chemical.

Warsaw Chemical Company, Inc. P.O. Box 858 • Warsaw, IN 46580 USA Tel: 800-548-3396 or 574-267-3251 • Fax: 574-267-3884 Email:wcc@warsaw-chem.com • http://www.warsaw-chem.com

42 — Maintenance Sales News — July/August 2015

The professional way to soak up and clean up mess and odor.

Instantly.

Fortified with enzymes to help eliminate odor!

Order today and ask for it by name the original Voban®.

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Innovative Chemical Corp. Expands Distribution Reach Beyond Midwest Area Innovative Chemical Corporation (ICC), a manufacturer of cleaning, maintenance, and personal care chemical products is growing – geographically – its base of janitorial supply distributors.

The company, in business for 20 years, has grown distribution coverage in the upper Midwest area. The new plans are to add distributors in several new markets.

ICC will be exhibiting at ISSA/INTERCLEAN in Las Vegas, NV, at booth 869, and will be displaying its full line of PROTÉGÉ Brand Products that are marketed to janitorial supply distributors.

Visit www.iccmn.com or call 651-649-1762 for more information.

From Powr-Flite:

ADVERTISEMENT

10 Tips On Safe Floor Refinishing Floor refinishing can be complicated and cleaning professionals may overlook the fact that it can also be dangerous. Because of this, Powr-Flite says it offers the following 10 tips on making floor refinishing safer: 1. Know how to use the equipment before operating; 2. Always select the right floor pad for the task at hand; for instance, the darker the pad, the more stripping power. This means the machine will do more of the work, reducing stress and fatigue; 3. Select a floor machine with a thumb activated safety switch to help prevent accidental start-ups; 4. Review the cleaning solution's label and SDS (formerly MSDS), even if you have used the product before; 5. Barricade the area, even if you are the only one in the building; some of the most serious slip-and-fall accidents have occurred when building users pay an unexpected visit to a facility, unaware floor refinishing is taking place; 6. Wear proper protective equipment to avoid eye and skin contact, especially when dealing with chemicals, and if manual scrubbing is involved; 7. Wear waterproof and/or rubber soled shoes; 8. Make sure the area is well ventilated; fresh outdoor air is preferable to using a facility's HVAC system; 9. Do not over dilute or under dilute strippers or cleaning solutions; there is a myth that if using less water, the product will be more effective-this is rarely the case; and, 10. Use cold water when diluting; heat can cause fumes to be released that can be potentially harmful.

Established more than 40 years ago, Powr-Flite manufactures a full line of floor care equipment and carpet extractors for the professional cleaning industry.

Based in Fort Worth, TX, the company has over 20 patented designs. For more information, visit www.powr-flite.com.

July/August 2015 — Maintenance Sales News — 43

ADVERTORIAL

From Intercon Chemical: ®

PURE Hard Surface Disinfectant New Technology To Fight Germs Even with vaccinations and universal precautions, millions upon millions of microbes are swarming on high touch surfaces and spreading infections. Cruise ships become floating incubators and hundreds of vacations are ruined. Hospitals get rated according to their infection control efforts and infections. Day care centers and schools shut down as viruses spread through their populations.

Intercon Chemical Company is a leader in a disinfectant revolution with patented PURE® Hard Surface Disinfectant, a new generation of people friendly disinfection with Silver Ion Technology that kills germs fast. The company is bringing our distributors, and their customers, new technology to fight germs.

This unique disinfectant, PURE® Hard Surface Disinfectant, is an EPA registered food contact surface sanitizer and disinfectant, powered by the patented Silver Dihydrogen Citrate (SDC) molecule. PURE Hard Surface delivers broad spectrum power to eliminate dangerous pathogens in a wide range of environments.

Benefits include: • Superior efficacy — 96 percent improved overall sanitation versus leading competitor quat-based product;

PURE® quickly kills germs on multi-touch surfaces in schools, offices, day care centers (PURE® is safe to use on children’s toys, pacifiers, cribs, playrooms, playgrounds, toy boxes, and play tables), gymnasiums, desks, office equipment, food service prep areas and more, can be killed by PURE® Hard Surface in as few as 30 seconds* with 24-hour residual germ-killing action.* It is even effective in eliminating bacteria, viruses, fungi and strains of antibioticresistant bacteria such as CRE, MRSA and VRE.

With the global outbreak of Ebola, MERS, SARS and other diseases, Intercon has seen an increase in the demand for disinfectants and sanitizers from customers, particularly for disinfectants, like PURE®, which feature ease of use.

• Eliminates Norovirus in 60 seconds!— a leading cause PURE® Hard Surface is ready to use so there is no mixing required. of food related illness in the USA; Intercon Chemical Company provides training and education programs for distributors and end-users regarding the proper use of disinfectants and sanitizers • Fast kill against Listeria, E.coli, Salmonella and other food on all high touch areas. borne pathogens with 24-hour residual protection; and, “We’re seeing an increased need for disinfectants and sanitizers,” Epstein says, “and Intercon is dedicated to creating safe solutions for the challenge • People friendly—ready to use, odorless product of killing contagious organisms. Our distributors and service providers can with no hazard warnings on label. use the Centers for Disease Control and Infection Control Today as resources for the most up-to-date information on infection control. In addition, It is ideal for use in schools, healthcare, day care, hotels and restaurants.

Intercon Chemical has a dedicated customer service staff to offer user sup“Intercon Chemical Company is about solutions for people and the planet,” port. We are proud to be a leader in pioneering a disinfectant that holds the Intercon Chemical/Clearly Better Solutions President Jim Epstein said. “In- lowest toxicity rating with the highest efficacy!” tercon is manufacturing products and solutions that are not just better, but are Based in St. Louis, MO, privately-owned Intercon Chemical Company employs clearly better than previously available technologies.” more than 120 employees at its 300,000-sq.-ft. FDA- and EPA-registered cGMPPURE® Hard Surface works withcompliant manufacturing facility. out the use of chlorine, quats, alcohol, For more than 30 years, Intercon phenols or hydrogen peroxide. Instead, has been a recognized innovator in the harnesses the safe yet powerful antimicleaning and sanitation chemical mancrobial silver dihydrogen citrate ufacturing service and custom product (SDC), the first new molecule recogdevelopment industries. Intercon has nized by the Environmental Protection expertise in formulating, manufacturAgency in 30 years. Bacteria are ating and marketing liquids, powders tracted to SDC because they recognize and solids as well as packaging, labelcitric acid as a food source. SDC ening and customer training programs. ters the bacterial organism and binds The company provides state-of-the-art chemical products and programs to its to its DNA, causing irreversible damnetwork of distributors in multiple age. The organism’s metabolic and remarkets, including food service sanproductive functions are shut down itation, healthcare and infection conand the organism dies. SDC also control, facility management companies, nects to an organism’s membrane, janitorial supply companies, comweakening it, which also leads to its mercial floor care, critical process death.

According to Epstein, “Intercon is a cleaning, food processing facility pioneer in the field of green cleaning maintenance, institutional laundry, products and continues to be a leader in contract packaging and green cleanmeeting the demand for high efficacy ing products. products that have a low impact on the Intercon Chemical Company is the environment. PURE is an EPA Cateexclusive manufacturer of patented gory IV product, which is the EPA’s PURE® Hard Surface Disinfectant, least toxic rating; it is labeled for use Virucide and Food Contact Sanitizer around pets and people. PURE® is and distributes SDC-based products ideal for both food contact surfaces and into its core businesses of institutional food processing equipment. PURE® is cleaning and sanitation products.

Visit www.interconchemical.com and so safe that no personal protective www.clearlybetter.com for more information. equipment (PPE) is needed.” *Refer to label 44 — Maintenance Sales News — July/August 2015

By Harrell Kerkhoff, Maintenance Sales News Editor

The need for quality disinfectants and sanitizers continues to grow as more end-users work to protect their properties and building occupants from harmful viruses and bacteria.

Maintenance Sales News Magazine recently interviewed company representatives from several disinfectant/sanitizer suppliers to find out more about their products, and how they are helping jan/san distributors reach key end-user markets.

The Bullen Companies — The Bullen Companies President Scott Jarden y offering one of the broadest lines of pathogen control products on the market, Airx Laboratories continues to enjoy unique qualities and success in the cleaning industry, according to The Bullen Companies President Scott Jarden.

Among the different pathogen eliminators offered by Airx are 1-, 2-, 4- and 8-ounce per gallon products that are formulated to handle different cleaning and pathogen control needs.

Airx Laboratories, a division of The Bullen Companies, has been in business since 1984.

Airx was developed to provide a comprehensive lineup of 35-plus odor, as well as pathogen control, products for the cleaning marketplace. Airx is marketed worldwide, with distributors located in the USA, Europe, Asia, South America and Canada.

“Our Pathogen Compliance Center is the only reusable system for the cleanup of blood and body fluid spills,” Jarden said. “It’s a self-contained kit that includes all the materials needed to take care of a blood or body fluid spill and comply with OSHA regulations. It also provides the proper training and procedures as well as the needed documentation of that training.”

He added that the most important thing a distributor can do is teach customers about proper procedures when using disinfectants and sanitizers.

“Most end-users have little knowledge of things such as proper dilution and dwell times.

Both of these are critical to controlling pathogens,” Jarden said. “Training is essential. We provide hands-on face-to-face seminars as well as extensive videos that show proper techniques and procedures. People can view our videos online using smartphones, tablets and/or other Internet-capable devices.”

Officials representing both Bullen and Airx regularly work with outside and inside sales support. And, Jarden added, both entities are known for their consultive phone support.

“It’s important to work with a company that can answer customer questions. Our

B

field support has over 100 years of experience in the industry, and can provide customers the hands-on help when, and where, needed,” he said. “We primarily sell through distribution, and work with those customers who see the value of consultive selling.

“Disinfectants and pathogen control products are not commodities, and need to be sold that way. Airx products are sold on a limited distribution basis. Most of our distributor customers have carried Airx for over 20 years. End-user customers who want to purchase one or two bottles at a time can do that from our ecommerce site: www.cleanstuff.com.”

Jarden said he continues to see strong demand from people seeking disinfectants and sanitizers.

“There is always increased interest in pathogen control and proper procedures after The Bullen Companies President each disease outbreak. I recall in 2009, when the Scott Jarden swine flu outbreak occurred in New York City.

We supplied Airx disinfectants to local schools. Despite our instructions and information, school officials insisted on wiping down all hard surfaces from the floor to ceiling. We, as well as the general public, now know this type of cleaning procedure is not necessary,” Jarden said. “While outbreaks keep occurring, people are becoming smarter on how to handle them.

“Disinfectants are also being used as day-to-day cleaning products, increasing demand.”

Jarden is optimistic about the future of Airx Laboratories as well as general demand for quality disinfectants and sanitizers.

“We only see business getting better. Making disinfectant products while also complying with federal and state requirements is getting harder and more expensive each year. That may force smaller, less knowledgeable suppliers out of the business,” he said. “Our broad product line, educated staff and customer service capabilities help our customers help their own end-use customers keep odors and pathogens under control.

“We feel that when distributors are looking for a partner supplier to help them succeed with odors and pathogens, they should look for a company like Airx Laboratories. We can supply distributors with everything they need — from trash can cleaners, odor counteractants and our Pathogen Compliance Center to disinfectants used in operating rooms at some of the top hospitals in the USA.” Contact: The Bullen Companies, 1640 Delmar Dr., Folcroft, PA 19032.

Phone: 610-534-8900; Fax: 610-534-8912.

Email: sales@bullenonline.com. Websites: www.bullenonline.com and www.Airxlabs.com.

July/August 2015 — Maintenance Sales News — 45

National Chemical Laboratories, Inc. — NCL Brand Manager/Training Coordinator Curtis Gregg broad line manufacturer of cleaning chemicals for the sanitary maintenance industry, NCL (National Chemical Laboratories, Inc.) has been in business for over 60 years and today offers over 270 products in 20 product categories.

“The NCL name continues to stand for exceptional cleaning product performance, innovation and value for our customers,” NCL Brand Manager/Training Coordinator Curtis Gregg said. “We offer a variety of disinfectants including ‘quats,’ pine oil disinfectants and phenolics. Quat disinfectants are available in concentrates and ready-to-use formulations. They provide both cleaning efficiency and economical performance.”

He added that there are customers looking for a variety of fragrances, when using disinfectants.

To answer this call, NCL recently added its Citrus Flower Quat and Lavender Quat. These items have been very successful and have gathered a lot of customer attention.

Educating people about the proper use of the company’s different products is an important part of service for NCL, according to Gregg. For NCL Brand Manager/Training example, NCL University On-line is a free, webCoordinator Curtis Gregg based training tool provided by the company.

“With this training program, information on proper dilution, application and dwell time is highlighted wherever disinfectants are demonstrated,” Gregg said. “Customers are at the heart of all we do. We provide a technical support hotline that is answered by fully trained and knowledgeable individuals. They are always ready to assist people.

“NCL is also a dedicated direct sales organization with local representatives from coastto-coast.”

NCL sells exclusively through local, authorized distributors who are located throughout the United States.

Contact: National Chemical Laboratories, Inc.,401 N. 10th St., Philadelphia, PA 19123.

Phone: 800-628-2436. Email: info@nclonline.com.Website: www.nclonline.com.

A

Nyco Products Company — Nyco Products Company Vice President of Sales John Wunderlich nderstanding that not every disinfectant will kill every pathogen is important knowledge for distributors and their end-user customers. Providing a wide variety of disinfectant and sanitizer products, proper education and training, therefore, are major focus points for officials at Nyco Products Company.

“It’s important to move away from the idea that every disinfectant is the same, and that they all kill the same microorganisms,” Nyco Products Company Vice President of Sales John Wunderlich said. “Distributors should be comfortable with the fact that they may need to offer four or five different disinfectants, based on specific needs of their customers.

For example, a school may have a different need than an animal control shelter; and a long-term healthcare facility may have a different need than an acute care location.

“All these facilities may be similar in disinfection desires, but can come with variations. It’s important, therefore, to ask customers what they are most concerned with in terms of controlling microorganisms. They can then choose the best products and protocols to address these different needs.”

Founded in 1920 and family-owned, Nyco Products Company is a premier manufacturer of liquids, powders, solids and portion control chemical products used in a variety of market segments. This includes facility supply, MRO, transportation, marine, hospitality, HVAC, Nyco Products Company healthcare, government and education.

Vice President of Sales “We also come with a tremendous amount of John Wunderlich marketing capabilities to help our customers grow their own markets,” Wunderlich said.

Pertaining to disinfectants and sanitizers, the company offers several choices, including its Uno line that features a wide range of efficacy claims against bacterial, virual, mold and

U

46 — Maintenance Sales News — July/August 2015

fungi issues. Many of these products are also designed for veterinary care.

Another offering is Nyco’s Sani-Spritz Spray, which is a one-step disinfectant cleaner often used in facility supply, foodservice and healthcare markets.

Meanwhile, Nyco Products entered into a partnership with another company that has resulted in the development of YGIENE™ 206 Sterilant.

“This product goes beyond disinfecting,” Wunderlich said. “No disinfectant kills everything. In order to do that, a person would have to sterilize the surface being treated. This can now be done with YGIENE™ 206, which is a liquid chemical sterilant.

“This is part of a new category of products. We are excited about its development. With the use of YGIENE™ 206 Sterilant, end-users can eliminate additional steps that were traditionally needed when disinfecting a surface.”

Wunderlich said the call for disinfection products continues to grow as a heightened awareness of microorganisms builds with each new outbreak.

“I see a greater awareness from the public about the benefits of proper disinfection.

Many people also now recognize that there is no need to over-disinfect surfaces,” he said. “This awareness has been brought about through better eduction. Training and education is a big part of Nyco Products. We provide education in a variety of ways. This includes on-site seminars, webinars, speaking engagements, blogs, emails, and various training materials. Nyco Products also provides a tremendous amount of marketing support to heighten the awareness about disinfectants and sanitizers for the benefit of our customers.

“Nyco has developed training programs as well, that address serious issues with bloodborne pathogens. For example, we have worked with various airports and transportation companies, helping these places become front line defenders.”

Officials at Nyco Products took the approach several years ago to market its products based on efficacy. According to Wunderlich, this process has turned out to be a good move.

“When looking at our disinfectant products, a person will see items that come with 60 to 70 different kill claims pertaining to different types of viruses, antibiotic-resistant bacteria, fungi and mold,” he explained. “Nyco has spent a considerable amount of time and effort developing formulations that feature the widest possible kill claims, along with added cleaning power and being cosmetically appealing to consumers.”

He added that the company’s customer service team is at the heart of what Nyco Products does each day.

“These are the people on the front lines with customers. They work eight or more hours a day helping people. We try to give our customer service personnel as much support as possible. This all centers on our effort, as a company, to provide customers with accurate and timely information,” Wunderlich said.

Nyco Products remains a distributor-focused organization. Company representatives work with distributors in a wide variety of market segments.

“We also interface with consumers through blogs, emails, seminars, and tradeshows.

Those who use our products come from many different segments — from the homeowner to those in charge of hospitals, building service contractors, government and industrial facilities and the military,” Wunderlich said. “Our products can be found in several countries around the world.”

As a company, Nyco Products also has a very strong sustainability position. It remains active in the development of environmentally friendly products, with approximately 35 to 40 different green-certified items available, across a wide market space.

When it comes to disinfectants and sanitizers, however, Wunderlich cautioned that kill claims may be lacking for those products found in the marketplace that claim to be “green.”

“It’s good to be ‘greener,’ and I think for many years companies have been trying to develop formulations that are effective in the disinfecting area and also ‘greener.’ This focus has centered on neutral PH products,” he said. “It’s important to pay attention, however, to a disinfectant’s kill claims, which should be the main focus for these products anyway.”

As a company, Nyco Products has experienced strong growth in recent years, and Wunderlich expects this to continue. Officials have also been busy focusing on labeling compliance issues pertaining to the Globally Harmonized System (GHS).

Remaining compliant in all areas of business is very important at Nyco Products.

“We heavily focus on regulatory compliance. This is especially important when manufacturing disinfectants and sanitizers,” Wunderlich said. “It’s essential that distributors make sure all of their suppliers are in compliance with government regulations.

“We take this very seriously, and is one of the main reasons why many distributors do business with us.”

Contact: Nyco Products Company, 5332 Dansher Rd., Countryside, IL 60525.

Phone: 800-752-4754. Website: www.nycoproducts.com.

Midlab, Inc. — Midlab President Matt Schenk ducating distributors and end-users alike about the proper use and benefits of disinfectants and sanitizers remains a top priority for representatives at Midlab, Inc. The company is a manufacturer of a wide variety of products designed for the institutional, jan/san, hospitality, healthcare and foodservice marketplaces.

“When controlling infectious diseases through the use of disinfectants — such as from bacteria, viruses and fungi — it’s all about ‘procedure, procedure, procedure,’” Midlab President Matt Schenk said. “Quality disinfectants all go through rigorous testing to make sure that kill claims for targeted organisms are correct. The problem is end-users

E

don’t always follow the proper procedures when using these products.

“Some disinfectants require higher dilution rate to kill certain organisms, or come with different dwell times. The latter refers to the amount of time a disinfectant must remain wet on a surface in order to properly work. Therefore, training procedures need to inform and teach end-users about proper techniques when using these products. Otherwise, they might be cleaning an area, but not disinfecting.”

This is where distributors can bring true value to their customers, Schenk added, — by implementing correct training procedures. This helps end-use customers better understand how to properly use disinfectants.

“If a disinfectant is properly used, it will do a fantastic job. The key words to remember, however, are ‘properly used,’” Schenk said.

He stressed that understanding dwell times is critical when using a disinfectant. Schenk said older disinfectants often required a 10-minute dwell time, which could be difficult as it’s hard to keep most surfaces wet for that amount of time. Today, a majority of disinfectants come with shorter dwell times — spanning from 30 seconds to 5 minutes.

A shorter dwell time is also good when disinfecting such surfaces as floors. This reduces the chance of slip and fall accidents.

Schenk also stressed the importance of distributors educating their end-user customers about properly disinfecting when using recently updated cleaning tools, such as microfiber rags and mops.

Midlab President “Cross-contamination prevention is an imporMatt Schenk tant issue. For example, you don’t want to use the same tools, such as a mop, to clean both a restroom and a kitchen without proper disinfection,” Schenk said. “Following cleaning procedures remains very important. This includes teaching about, and understanding, cross-contamination.”

Midlab officials remain committed to helping distributors and end-users with various types of training related to the proper use of disinfectants, sanitizers and other cleaning products.

“Midlab only sells through distribution, but we provide end-user training as well.

This can be done through many methods such as mobile applications, training videos, online programs, visiting an end-user facility in conjunction with a distributor representative, and educating distributor personnel themselves through ‘train the trainer’ programs,” Schenk said. “There are a myriad of ways to make sure distributors and end-users are properly using disinfectants, sanitizers and other products.

“This is a unique time in the marketplace, where different generations of people can be found working at the same facility. Each generation may be comfortable learning in a different way. Some people learn better with paper documents, posters and wall charts, while others want to learn by using a smartphone or online training video. We try to look at, and use, different training methods to meet all these demands.”

The company’s disinfectants include peroxide and alkaline products.

“There are different disinfectants available from Midlab. Many are .5-ounce to 2ounce per gallon products. We also carry some 4-ounce per gallon disinfectants,” Schenk said. “Our disinfectants carry solid kill claims, and are very effective in different cleaning situations. This includes eliminating athlete’s foot fungi often found in a school’s showers, gymnasium, etc. Our disinfectants can be used in a wide variety of end-use locations. Along with schools, this includes healthcare and government buildings as well as food processing facilities. For the latter, the focus on disinfectant use has been especially strong in the wake of recent Listeria outbreaks.

“All types of facilities need disinfectants for such areas as restrooms and cafeterias. We are also starting to see this expand into reception areas where human touch points are everywhere.”

Midlab has also found success with its line of chlorine products manufactured as sanitizers.

Along with disinfectants and sanitizers, Midlab provides many other types of cleaning-related products such as air care items, laundry and warewash supplies, dilution control and portion control packet programs.

When asked about the changes he is seeing in the cleaning marketplace today, Schenk said many people are now looking for economical benefits found with diluted products as opposed to focusing only on lower price-per-case items.

“When it comes to disinfectants, we are also finding more of a desire for products that are less corrosive to hospital beds, flooring and other surfaces,” he said. “There continues to be more demand, as well, for faster kill times and greater efficacy claims regarding target organisms.”

Midlab officials work hard at meeting these changing demands.

“Our main goal is not to just sell somebody a product, but instead to sell a solution. It’s also important to provide the education that goes along with using a new product. This is where Midlab has had a lot of success,” he said.

Schenk explained that Midlab is primarily a “private brand company,” as opposed to being a private labeler.

“We are good at branding products for our customers — to create their own look and feel for a particular brand. Our work involves catalog and website development, mobile applications, training guides — basically everything that a national brand would provide for a company. We can put all of this effort into a specific branded item,” he said. “Meanwhile, the Midlab brand itself accounts for approximately 40 percent of our total sales.

“One of our company’s core values is providing a relentless focus on customer service.

We want to make sure our customers get the best possible experience every time they purchase from us. This involves each step of the selling process — from inception of the purchase order to the delivery of the product to the end-user.”

Schenk said Midlab continues to enjoy double-digit growth and he anticipates future success.

“Midlab purchased a new manufacturing facility three years ago, which is now fully operational. We are now making plant expansion plans and look forward to a dynamic future,” he said. “There are also a lot of changes taking place in the industry. This includes new OSHA rules regarding GHS (Globally Harmonized System) labeling. Midlab officials have embraced and been working on these changes for the past two years.”

Contact: Midlab, Inc., 140 Private Brand Way, Athens, TN 37303.

Phone: 800-467-6294. Website: www.midlab.com.

Spartan Chemical Company — Spartan Chemical Company Microbiologist Jason Welch nderstanding that infection control is much more than just spraying and wiping on products is essential when combating various types of pathogens. There are many other factors that have to come first, before an environmental hygiene program can be successful, according to Spartan Chemical Company Microbiologist Jason Welch.

“Things like hand hygiene, patient isolation steps and universal precautions are all important,” he said. “It’s better to think about, and implement, a proper infection control program versus a simple cleaning procedure. An effective program prevents the spread of infection systemically. One aspect of this program is ensuring proper cleaning compliance. It’s important to work on verifying that surfaces are really clean, and evaluate the procedures that are currently being used.

“You can talk about how a disinfectant kills organism X, but if the product is not used properly it’s not going to matter. When using disinfectants, it’s important to read the labels — making sure to follow dilution directions that ensure the right amount of active ingredient is present and that the user is adhering to instructed dwell times.”

Welch added that those people using disinfectants should pay close attention to high-touch surfaces such as door pulls and railings — these areas are key contributors to the spread of harmful pathogens. Using a cleaning maintenance management software (CMMS) to track and validate the disinfection of high-touch surfaces helps improve compliance.

Welch also encourages the use of effective training programs to not only help a facility save money, but also instill worker pride and profesSpartan Chemical Company sionalism. Proper training can lead, as well, to Microbiologist Jason Welch fewer complaints and a reduction in rework.

Spartan Chemical has been a formulator and manufacturer of sustainable cleaning and sanitation solutions for the industrial and institutional market since 1956. The company manufactures products from its facility in Maumee, OH, and sells both domestically and internationally through a selective network of distribution.

Welch said the company’s chemical products and services are used in building service contracting, education, healthcare, foodservice and food processing, lodging and hospitality, and within industrial markets.

Spartan Chemical’s line of disinfectants and sanitizers includes: n Diffense™, a broad-spectrum cleaner disinfectant proven to kill Clostridium difficile spores. Diffense kills bloodborne pathogens in 30 seconds, making it a recommended choice for those areas where infection control and the prevention of healthcare associated infections (HAIs) are critical; n Halt™, a hospital-grade, one-step cleaner, bactericidal, virucidal, mildewcidal, fungicidal and disinfectant proven effective against norovirus, canine parvovirus and bloodborne pathogens; and, n Hard Surface Disinfecting Wipes, which are quat-based cleaning/disinfecting/sanitizing wipes for hard surfaces that kill 99.9 percent of bacteria in 15 seconds.

Contact: Spartan Chemical Company, Inc., 1110 Spartan Dr., Maumee, OH 43537.

Phone: 800-537-8990. Website: www.spartanchemical.com.

U

July/August 2015 — Maintenance Sales News — 47

D Le on ft ʼt B O e ut !

Maintenance Sales News 2016 BUYERS’ GUIDE

A Directory of Manufacturers of Sanitary Supplies, Master Distributors & Buying Groups

We invite your company to participate in our upcoming Buyers’ Guide.

Please complete and return the form below no later than January 8, 2016. (You must return this form to qualify for inclusion.)

Send to Maintenance Sales News, P.O. Box 130, Arcola, IL 61910 USA, or fax to (217) 268-4815.

SUBMITTED BY: _____________________________________________________________________________________________________________

COMPANY NAME: ___________________________________________________________________________________________________________

ADDRESS: _________________________________________________________________________________________________________________ CITY:____________________________________________________ STATE ___________ ZIP______________COUNTRY _____________________

TELEPHONE:_____________________________________________ E-MAIL: __________________________________________________________ WEBSITE: ____________________________ COMPANY OFFICERS: _________________________________________________________________ PRODUCTS: 50 WORD MAXIMUM PLEASE _____________________________________________________________________________________

___________________________________________________________________________________________________________________________ ___________________________________________________________________________________________________________________________ ___________________________________________________________________________________________________________________________ ___________________________________________________________________________________________________________________________

Product Categories

100. Absorbents: Oil, Grease, & Water 101. Acoustical Cleaning Chemicals & Equipment 102. Adhesives 103. Aerosols 104. Air Filtration Equipment 105. Anti-Graffiti Systems 106. Anti-Static Chemicals 107. Ash Trays 108. Associations/Societies 109. Automatic Scrubbers 110. Automotive Cleaning Specialties 111. Bacterial/Enzyme Products 112. Bag-in-the-Box Packaging 113. Bar Code/EDI Technology 114. Baseboard Cleaning Machines & Accessories 115. Batteries & Chargers 116. Bedding Supplies 117. Bird Control Products 118. Brooms 119. Brushes 120. Buckets 121. Burnishing Equipment 122. Buying Groups 123. Candles 124. Carpet & Fabric Protective Finishes 125. Carpet Cleaning Chemicals-Brand Name 126. Carpet Cleaning Chemicals-Private Label 127. Carpet Cleaning Wands & Accessories 128. Carpet Drying Equipment 129. Carpet Dyeing Systems 130. Carpet Extractors 131. Carpet Shampoo Machines & Accessories 132. Carpet Spotting Kits 133. Carpet Sweepers-Electric 134. Carpet Sweepers-Hand 135. Carts-Hospital, Janitorial & Maid 136. Catalog Publishers 137. Chalkboard/Blackboard Cleaners 138. Chemical Dispensing Systems 139. Chemicals-Raw Material 140. Cleaning Chemicals-Brand Name 141. Cleaning Chemicals-Private Label 142. Colorants & Dyes 143. Computer Systems & Software 143a. Computer Cleaning Products 144. Concrete Floor Treatments 145. Consultants-Advertising 146. Consultants-Financial

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Safety Products, Equipment & Signs Safety Treads Sales Incentives Sanitary Napkins & Dispensers Scouring Chemicals & Powders Scouring Pads/Bars Shampoo Tanks Smoking Urns Soaps Spill Kits-Chemical Sponges & Chamois Spray Tanks Sprayers & Foggers Squeegees-Floor Squeegees-Window Steam Cleaning Chemicals Steam Cleaning Equipment Stone Restoration Systems Striping Machines-Pavement Surfactants Sweepers-Electric, Gasoline & Propane Sweeping Compounds Technology Services Telecommunication Services Toilet Seat Covers & Dispensers Toilet/Shower Compartments Training Consultants, Materials & Programs Upholstery Shampoo Machines & Accessories Urinal Screens Vacuum Cleaner Attachments Vacuum Cleaner Motors Vacuum Cleaners Vacuum Tanks Venetian Blind Cleaning Equipment & Chemicals Wall Washing Equipment Warewashing Chemicals Warewashing Equipment Washroom Accessories Waste Receptacles Water Brooms Water Treatment Chemicals & Devices Window Cleaning Accessories Wipers-Cloth Wipers-Paper & Non-Woven Wipers Cheesecloth Wood Treatment-Scratch Remover Wringers

DPA Presents Awards During Annual Conference

Zachary Haines and Jeff Tishko, both of DPA, present the DPA Founder’s Award to Beth Brown of United Sanitary.

Zachary Haines and Jeff Tishko, both of DPA, present the 2014 DPA Supplier of the Year Award to Ryan Tomkinson (center) of Fresh Products.

Zachary Haines and Jeff Tishko, both of DPA, present the 2014 DPA Distributor of the Year Award to John Hargreaves (center) of Maintenance Too Paper Co.

DPA Announces Distributor And Supplier Of The Year Awards

DPA Honors United Sanitary With Founder’s Award Distributor Partners of America (DPA), named the recipient of its Founder’s Award at DPA’s annual Buying & Networking Conference in Myrtle Beach, SC. This year’s Founder’s Award was presented to United Sanitary, of Baltimore, MD. It was the eighth time the award has been given in the group’s history.

The award recognizes a company or individual that has been with DPA from its beginning, and “that embodies the spirit of the organization,” said DPA. “United Sanitary was founded in 1930. They have been a part of DPA for over 14 years, and are always looking for opportunities to support our preferred vendors. We would not be where we are today as a group without their loyal dedication,” DPA Executive Director Zachary T. Haines said.

The DPA Buying Group, a member-driven marketing & networking organization, recently announced its 2014 Distributor and Supplier of the Year recipients.

These awards were presented at DPA’s Annual Buying & Networking Conference in Myrtle Beach, SC. The awards recognize sales growth and support of DPA member companies.

The DPA Distributor of the Year is Maintenance Too Paper Co., of Bradenton, FL, and the DPA Supplier of the Year is Fresh Products, of Toledo, OH.

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Welcome to Transmacro Amenities Providing distributors to hospitality and institutional industries in the Americas with high quality amenity bar soap, shampoo, conditioner, and lotion.

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July/August 2015 — Maintenance Sales News — 49

ABCO Products Corp.

6800 N.W. 36th Ave. Miami, FL 33147 USA 305-694-2226 Fax: 305-693-4410 Products: A vertically integrated manufacturing company providing physical cleaning products to maintenance markets. Full line provider of brooms, mops, dust mops, brushes, squeegees, and handles, including 100 percent corn brooms, and a variety of push brooms. Mops include cotton, rayon, blended and specialty application products. 05

ACS Industries, Inc. Cleaning Products Division One New England Way Lincoln, RI 02865-4247 USA 401-769-4700 Fax: 401-333-6088 E-Mail: rbeaudette@acsind.com Website: www.acs-cp.com Company Officers: Steven Buckler, President; Rory Beaudette, Vice President of Sales & VCOO; Peter Botvin, Executive Vice President Products: ACS Industries, Cleaning Products Division,

manufactures a complete line of professional cleaning products including scouring pads, sponges, scrubbers, all types of wet and dry mops, upright corn and synthetic brooms, push brooms, microfiber mops and a full line of hand held brushes for commercial and foodservice use. The ACS Cyclone® Floorcare line includes floor pads, non-woven floor pads, steel wool pads, octagon floor pads, CycloneD™ diamond pads, rectangle pads and sand screen disks. 15 Briarwood Products Co. 2900 Bradwell Ave., Cleveland, OH 44109 USA 800-266-1680 E-Mail: bp@briarwoodproducts.com Web Site: www.briarwoodproducts.com Company Officers: Erwin Tomm, President; Manfred Tomm, Vice President Products: Labor saving cleaning tools, microfiber tools, wet mop holders and dust mop units. 15

Continuing Innovation Introducing...

Innovations today for a cleaner tomorrow. Introducing our newest product: Nova. Our new blended microfiber mop includes microfiber and traditional yarn for greater longevity and cleanliness.

Golden Star Inc | 6445 Metcalf Ave. | Overland Park, KS 66202 www.goldenstar.com | 816.842.0233 | 800.821.2792

50 — Maintenance Sales News — July/August 2015

Carlisle FoodService Products 4711 East Hefner Rd. Oklahoma City, OK 73131 USA 800-654-8210 Fax: 800-872-4701 E-Mail: customerservice@carlislefsp.com Web Site: www.carlislefsp.com Company Officers: Trent Freiberg, President; Pete Stressman, Vice President of Finance Products: Sparta brush and brush accessories, wet and dry mopping products, EZ Snap Floor Care, waste and material handling products. 15 Carolina Mop 819 Whitehall Rd. Anderson, SC 29625 USA 800-845-9725 Fax: 864-225-1917 E-Mail: info@carolinamop.com Web Site: www.carolinamop.com Company Officers: Jay Ritter,

President; Bill Ritter, National Sales Manager Products: Established in 1945, Carolina Mop is a full line manufacturer of American-made wet mops including: cutends, tru-loops, screw connectors, deck mops, and high performance looped-end mops. A wide variety of handles, dust mops, frames, brooms, etc. are also available. Fast turnaround service. Products also include mop buckets, dustpans, wet floor signs, janitor carts, brushes, floor squeegees, and microfiber products. 15

9001:2008 certified manufacturer of speciality, custom and standard brushes for industrial and commercial purposes.

The company makes the FootMate® System as well as over 15,000 other medical, industrial, janitorial, and electronic brushes at its 51,000-square-foot manufacturing facility in Commerce, CA. It stocks over 2,000 different brushes for same day shipment selling to a variety of industries including medical, electronics, manufacturing, military, aero-space, and pharmaceutical. 14

Culicover & Shapiro, Inc. 270 L Duffy Ave. Hicksville, NY 11801 USA 516-597-4888 Fax: 516-597-4889 E-Mail: culicoverbrush@aol.com Web Site: www.culicoverbrushes.com Company Officers: Richard Shapiro, President Products: Floor brushes, garage brushes, counter dusters, radiator and window brushes, truck brushes, street brooms, corn brooms, baseboard brushes, bi-level scrubs, deck scrubs, hand scrubs, pot brushes, wet and dry mops, broom and mop handles, dustpans, squeegees. Can manufacture all types of brooms quickly and efficiently with modern CNC machinery, but still can run small orders and do hand work.

Can manufacture to specifications. 15

E. Gornell & Sons, Inc. 2241 N. Knox Ave. Chicago, IL 60639 USA 773-489-2330 Fax: 773-489-1102 E-Mail: sales@gornellbrush.com Web Site: www.gornellbrush.com Products: Custom designer and manufacturer of brushes for industry and maintenance. Gornell is a supplier of scratch, platers and welder brushes, staple-set on the latest CNC-controlled machinery. Gornell continues to customdesign and manufacture staple-set and wire-drawn brushes for industry. 15

Fuller Industries One Fuller Way Great Bend, KS 67530 USA 800-848-4901 Web Site: www.fullercommercial.com Company Officers: Brady Gros, CEO; Ellen Moran, CFO; Brett Hughes, Marketing Director; Stephen Haines, National Sales Manager Products: FullPro, Franklin Cleaning Technology, Trumix DC2 and Masury Columbia. 15 Gift Sales Co. P.O. Box 17082 Wichita, KS 67217 USA 316-267-0671 Fax: 316-267-2930 E-Mail: gscjansplymfr@juno.com Web Site: www.giftsalescompany.net Company Officers: Bill Myers Products: Bowl blocks, urinal blocks, wall blocks, 20pound sewer blocks, non-para dumpster system, dust pans, bowl caddy, mint asorbit, urinal screens (all kinds), fly swatters, liquid deodorants, enzyme blocks, putty knifes, dust pans - metal, dust pans - plastic, and other sundries.

15

GSC Manufacturing, Inc. 510 Merritt Ave. Nashville, TN 37203 USA 615-248-6556 Fax: 615-248-6558 E-Mail: info@gscmanufacturing.com Website: www.gscmanufacturing.com Company Officers: Gina Lofredo Products: Textiles mops, handles, brooms, brushes, microfiber and other non-chemical cleaning accessories.

Private labeling at no additional cost. Wet Mops: cut-end and looped-end in a variety of yarn offerings such as cotton, synthetic and blends; Dust Mops: disposable and launderable. 15 Ha-Ste Manufacturing, Inc. P.O. Box 168 Union City, IN 47390 USA 937-968-4858 Fax: 937-968-4524 800-228-6677 (MOPS) E-Mail: service@hastemops.com Website: www.hastemops.com Products: Manufacturer of quality (Made in the USA) mopping products. Specializing in janitorial and industrial

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Golden Star Inc. 6445 Metcalf Ave. Overland Park, KS 66202 USA 816-842-0233 Fax: 816-842-1129 E-Mail: goldenstar@goldenstar.com Web Site: www.goldenstar.com Products: Golden Star is a full line, vertically integrated manufacturer of professional surface cleaning tools, systems and accessories since 1908. The company offers private branding capabilities and marketing tools to better grow customers’ brands. Products include wet and dust mops, microfiber pads and cloths, dusters, bonnets, corn brooms, push brooms and hardware. 15 Gordon Brush Mfg. Co., Inc. 6247 Randolph St. Commerce, CA 90040 USA 323-724-7777 Fax: 323-724-1111 Website: www.gordonbrush.com, Company Officers: Kenneth L. Rakusin, President and CEO Products: Gordon Brush Mfg. Co., Inc. is an ISO

CULICOVER & SHAPIRO INC.

270 L Duffy Avenue Avenue Hicksville, NY 11801 Hicksville,

Manufacturing Fine Janitorial Brushes

Phone: (516) 597-4888 Toll Free: Free: 1-800-899-1335 Toll culicoverbrush@aol.com Email: culicoverbrush@aol.com Fax: (516) 597-4889

SINCE 11929 929

July/August 2015 — Maintenance Sales News — 51

hard floor care. Quality product line of wet mops, dust mops, microfiber products, hardware and no-lint monofilament finish mops. Includes custom factory and private labeling as well as construction modifications to suit customersâ&#x20AC;&#x2122; needs. 14 Haviland Corporation P.O. Box 769 - 200 S Hwy. U Linn, MO 65051 USA 573-897-3672 Fax: 573-897-4497 E-Mail: squeegees@havilandcorp.com Web Site: www.havilandcorp.com Company Officers: Jan Haviland, President/CEO; Alice Andrews, Executive Vice-President Products: Manufacturer of a large line of quality floor squeegees, window squeegees, paving hand tools, sealer squeegees, applicator squeegees, serrated squeegees, scrapers, water brooms, roller squeegees, color coded squeegees, grill squeegees and wet/dry vac elastomer replacement parts. 15

Lafitte Mop Co., Inc. P.O. Box 577 Villa Rica, GA 30180 USA 770-459-5966 Fax: 770-459-1116 E-Mail: lmc@lafittemop.com Website: www.lafittemop.com Company Officers: John Lafitte, President; Cathy Lafitte, Secretary Products: Looped-end and cut-end mopheads, dust mops, stick mops - made in USA. Additional products: brooms, brushes, handles and microfiber products. Green environmental dust mops and mopheads also provided. 15 Laitner Brush Company 1561 Laitner Dr. Traverse City, MI 49686 USA 231-929-3300 Fax: 231-929-7219 E-Mail: sales@laitner.com Website: www.laitner.com Products: Brooms, brushes and squeegees. 09

Carolina Mop Manufacturing Co. "By Test - The Best Mops Made"

www.carolinamop.com E-mail: info@carolinamop.com Toll Free: 1-800-845-9725 Fax: 1-864-225-1917 P.O. Box 5072 Anderson, SC 29623

Lambskin Specialties 250 Dufferin Ave. Winnipeg, MB R2W 5J1 CANADA 800-665-0202 Fax: 204-582-5598 E-Mail: info@lambskin.com Web Site: www.lambskin.com Products: Manufacturer of DUST WAND wool dusters, wash mitts, Window Pro stripwashers, applicator pads, Floor Master, polishing bonnets, VacGuard Bumper Pillow. Also avail-

able, feather and synthetic dusters, glider microfiber mops, utility handles and natural synthetic chamois, and squeegees. Introducing the Biomop biodegradable floor/wall duster, pad holder and MultiFlex flexible multipurpose tool. 13 Magnolia Brush Manufacturers Ltd. P.O. Box 932, 1001 N. Cedar St. Clarksville, TX 75426 USA 903-427-2261 Fax: 903-427-5230 E-Mail: sales@magnoliabrush.com Web Site: www.magnoliabrush.com Company Officers: Ken Backus, President; Scott Adams, Director of Operations; Gary Townes, Director of Purchasing; Glenn Guyette, National Sales Manager Products: Floor brushes, garage brushes, street brooms, scrub brushes, concrete finishing brushes, janitorial items, detail brushes, counter dusters, vehicle wash brushes, masonry brushes, paintbrushes, utility brushes, floor squeegees, wax applicators, window brushes, corn brooms, hot dipped galvanized pails and tubs, variety of handles and wire scratch brushes. 15 The Malish Corporation 4260 Hamann Pkwy., Willoughby, OH 44094 USA 440-951-5356 Fax: 440-951-0293 E-Mail: info@malish.com Website: www.malish.com Company Officers: Jeffrey J. Malish, President & CEO; Fred Lombardi, Vice President of Sales & Marketing; Aja Rendek, Marketing Manager Products: Manufacturer of commercial and industrial floor machine brushes, including a full range of rotary brushes, foodservice/ color-coded brushes, as well as janitorial brushes. Most recently, the company introduced the Diamabrushâ&#x201E;˘ by Malish Floor Preparation System that features products for concrete prep and polishing as well as products for wood and mastic removal. 15

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Web Site: www.moonsoftcorp.com Company Officers: Sarah Mao, Dan Simmons Products: Moonsoft Microfiber is synonymous with stateof-the-art cleaning textiles manufactured in the United States and China. This includes microfiber towels, wet and dry mop pads, dusters, and tube mops designed for the jan/san, foodservice, textile rental and automotive markets. Specializing in branded and custom designed cleaning textiles. 15

Mill-Rose Company, The 7995 Tyler Blvd.

Mentor, OH 44060 USA 440-255-9171 Fax: 440-255-5039 E-Mail: info@millrose.com Website: www.millrose.com Company Officers: Paul Miller, President Products: Mill-Rose is a U.S. manufacturer of twistedwire brushes and a market leader for brushes of all uses.

The company designs, engineers, manufactures, and delivers brushes in small, as well as large quantities catering to a customer’s specific needs. Mill-Rose brushes are used in virtually every industry around the world, including, but not limited to, aerospace, agriculture, automotive, defense, energy, manufacturing, medical, technology, and telecommunications.

Customers can choose from thousands of “standard” and “not-so-standard” sizes and shapes of brushes that deburr, polish, finish, sort, auger, conduct, dissipate, collect, move and protect materials. Mill-Rose brushes are often used in non-brushing applications to solve engineering, design, and production problems. Mill-Rose has designed more than 100,000 special brushes with unique configurations for unique applications.

Strong demand for Mill-Rose brushes by the plumbing, heating and cooling industry led to the formation of CleanFit Products serving professional contractors, hardware wholesalers and Do-It-Yourself home centers. Clean-Fit Products offers contractors a complete line of brushes, abrasives, PTFE sealants and specialty tools, including the line of Blue Monster® professional-grade products.

Mill-Rose Laboratories manufactures a complete line of disposable and reusable brushes, snares and baskets used throughout the medical industry. It’s a leading source for laboratory and scientific brushes, biopsy and micro brushes, and stainless steel wire forms used in a broad range of applications. 14 Milwaukee Dustless Brush Gordon Brush Wisconsin, LLC 6247 Randolph St. Commerce, CA 90040 USA 323-724-7777 ext. 280 Fax: 323-724-1111 Website: www.milwaukeedustless.com Company Officers: Kenneth L. Rakusin, President and CEO Products: Milwaukee Dustless Brush/ Gordon Brush Wisconsin, LLC. is an ISO 9001:2008 certified American manufacturer of a premium line of janitorial cleaning tools that do the job for which they are intended. These innovative products that clean better and last longer include: the Speed Sweep® line of floor brooms; the Speed Squeegy® line of floor squeegees; dusters; mops (including the eMop™ Bucketless Mop System); sweepers (including: Speedy Sweep, cordless battery operated sweeper); Speedy Corn® line of upright brooms; lobby brooms, deck scrubs; truck wash brushes; utility brushes, and an assortment of industrial and paintbrushes from the Gordon Brush Mfg. Co., Inc. line. 14 Moonsoft International, Inc. 3808 N. Sullivan Rd., Bldg. 12, Suite Q Spokane, WA 99216 USA 509-892-9363 Fax: 509-892-9355 E-Mail: dan@moonsoftcorp.com

CEO; Ed Goldstein, President Products: Padco is an American manufacturer of T-Bar Floor finish tools, applicators and accessories. Padco applicators apply waterborne and solvent-based finishes, acrylics,

Nexstep Commercial Products 1450 W. Ottawa Rd. Paxton, IL 60957 USA 800-252-7666 Fax: 217-379-9901 E-Mail: customerservice@ocedarcommercial.com Web Site: www.ocedarcommercial.com Company Officers: Todd Leventhal, President; Joel Hastings, General Manager Products: A complete line of commercial cleaning products including brooms (angle and corn), floor sweeps, brushes, wet mops, sponge and roller mops, dust mops, microfiber products, squeegees, dusters, dispensers, sponges, floor mats, rotary brushes, pad drivers, carts, mop buckets and wringers, mopsticks, handles, dust pans, and waste containers. Exclusive licensee of O’Cedar. 15 Padco Inc. 2220 Elm St. S.E. Minneapolis, MN 55414 USA 612-378-7270 Fax: 612-378-9388 E-Mail: jmackey@padco.com Web Site: www.padco.com Company Officers: Anna McCormick,

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stains and sealers. For use on wood, vinyl, linoleum, tile and terrazzo surfaces. Applicators are available in a wide variety of sizes and materials: Nylfoam®, woven, NanoFlock and lambswool fabric. 15 Perfex Corporation 32 Case St. Poland, NY 13431 USA 800-848-8483 Fax: 315-826-7471 E-Mail: perfex@perfexonline.com Website: www.perfexonline.com Products: Established in 1924, Perfex Corporation is a worldwide leader in critical cleaning tools and contamination control products including TruCLEAN Mopping Systems, mops, brooms, brushes, squeegees and more.

Perfex products are engineered specifically to exceed the rigorous demands and hygienic concerns in today's food manufacturing and infection control markets. Perfex brooms and brushes are constructed entirely of polypropylene. These broom and brush products are 100 percent recyclable and safe for the environment.

Polypropylene fibers are fused (melted) into high-impact resistant polymer brush block, eliminating premature fiber fall-out and areas for contaminants to collect. Extremely

durable brush fibers maintain shape and are visually coded to isolate areas of use, preventing the spread of bacteria. Brooms, brushes and handles are FDA, USDA approved. Perfex Corporation also manufactures a full line of sanitary handling products including scoops, shovels and scrapers. With over 200 products to choose from, Perfex has something new and innovative for any business or household. 15 Proveedora Mexicana de Monofilamentos, S.A. de C.V. (PMM) Oriente 217 No. 190 Agricola Oriental Mexico City, D.F., 08500 MEXICO 00 5255 5763 86 63 Fax: 00 5255 5700 57 69 E-Mail: pmm@pmm-mex.com Web Site: www.pmmbrightline.com Company Officers: Enrique Mejia, General Manager; Dennise Silva, Sales Manager Products: PMM produces synthetic engineered monofilaments for the brush industry. It offers nylon 6.12, nylon 6, nylon 6.6, nylon 6 plus, polyester PBT, polyethylene and polypropylene filaments in a wide range of calipers and colors. It specializes in critical applications, where consistency and quality are a must. 15

Perfex Color-Coded Brooms & Brushes Constructed of 100% Polypropylene

Quinn Broom Works, Inc. P.O. Box 575 Greenup, IL 62428 USA 217-923-3181 Fax: 217-923-5150 800-626-7282 E-Mail: qbroom@quinnbroomworks.com Web Site: www.quinnbroomworks.com Company Officers: Mark D Quinn, President Products: All types of wound, nail, kitchenette, whisk and toy brooms. Corn brooms manufactured to customers’ specifications. 15 Royal Paint Roller Mfg. Corp.

248 Wyandanch Ave. West Babylon, NY 11704 USA 631-643-8012 Fax: 631-253-9428 E-Mail: royalpaintroller@aol.com Products: Paint roller covers made of lambskin, microfiber, kodel, lambswool, synthetic blends, “Lint Free” woven fabrics. All sizes available. Jumbo 2-1/4” ID to Slim Jim covers, plus roller frames, trays, paintbrushes and a full line of painting accessories for the professional and do-ityourself markets.

Royal Paint Roller Mfg. Corp. has been providing top quality paint rollers and painting accessories for the professional and do-it-yourself markets for over 45 years. It takes pride in the reputation it has established over the years of being more than simply a supplier, but rather a “business partner” to customers. Along with the many items offered in its catalog, the company has increased the number of items it manufactures according to customer specifications. Offers private labeling to many volume purchasers. 15 Rubbermaid Commercial Products, Inc. 3124 Valley Ave. Winchester, VA 22601 USA 540-667-8700 Website: www.rubbermaidcommercial.com Products: A manufacturer serving worldwide commercial and institutional markets. The company is involved with such product categories as foodservice, sanitary maintenance, waste handling, material transport, washroom and safety. 14.

Perfex Corporation is an innovation, quality and service driven producer of industrial grade cleaning tools.

High quality, innovative products engineered specifically for today’s food safety and infection control markets.

With over 85 years of innovation and service excellence, we specialize in delivering cost effective, reliable goods with the highest level of customer care.

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32 Case Street Poland , NY 13431 1-800-848-8483 ◉ Fax: 315-826-7471 E-mail: perfex@perfexonline.com

St. Nick Brush Co. (Hardwood Lumber Co.) P.O. Box 15 Burton, OH 44021 USA 440-834-1891 Fax: 440-834-0243 Web Site: www.stnickbrush.com Products: Manufacturers of industrial and household brushes and brooms. The company also manufactures over 100 different types of wooden blocks for brooms and brushes. 15 Tanis Brush 3660 Kettle Ct. East Delafield, WI 53018 USA 262-646-9000 Fax: 262-646-9005 E-Mail: sales@tanisinc.com Web Site: www.tanisbrush.com Company Officers: Scott Tanis, President; Jeff Miller, CFO; Mark Kappes, Vice President of Sales & Marketing Products: Specialty and custom engineered hand brushes and brooms for jan/san use. Tanis now offers brushes with antimicrobial filament. Other products include brushes for flow management, surface finishing, surface preparation and weather strip/seal. 15

Young & Swartz, Inc. 39 Cherry St. Buffalo, NY 14204 USA 716-852-2171 Fax: 716-852-5652 E-mail: info@youngandswartz.com Website: www.youngandswartz.com Products: Specialty brush manufacturing. Staple set, wheels, strip, cylinders, hand and machine brushes. All mediums–natural, synthetic, wire. Can work in wood, plastic, leather back. Custom and contract runs invited. Company uses quick change, computerized equipment. Established in 1866. Specializing in custom made brushes. 12 Zelazoski Wood Products, Inc. 835 Ninth Ave. - P.O. Box 506 Antigo, WI 54409 USA 715-627-4804 Fax: 715-627-2347 Website: www.zwpi.com Products: Complete line of wooden brush and broom blocks - molded, shaped, and/or turned, finished or plain, manufactured according to customers’ specifications. The company can also machine most plastics. Zelazoski Wood Products began in 1924 as the Thos. Zelazoski Mfg. Co.

The company began making wooden blocks for the brush and broom industry in 1928. Over its existence, ZWPI has continued to update machinery, facilities, and processes to meet the ever-changing needs of its customers.

Zelazoski Wood Products’ modern facility enables it to manufacture a wide range of parts according to customers’ specifications, especially where close tolerance and high quality are required. Unless imported wood is specifically requested, all brush and broom blocks are made using lumber harvested from managed North American forests. ZWPI is always ready to look at new items and anxious to quote customer needs, simple or complex, from 1 to 1 million pieces. 14

Company Officers: R.J. Lindstrom, President; Bob Schneider, Vice President of Sales Products: Zephyr offers a complete selection of wet mops and dry mops covering the full range of fibers, styles, and prices. Also offered are brooms, brushes and specialty products, handles, frames, dusters, mop sticks and many related items. 15

Zephyr Manufacturing Co. 200 Mitchell Rd. Sedalia, MO 65301 USA 660-827-0352 Fax: 660-827-0713 E-Mail: info@zephyrmfg.com Website: www.zephyrmfg.com

E. Gornell & Sons, Inc.

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July/August 2015 — Maintenance Sales News — 55

ADVERTORIAL

Transmacro Amenities

High Quality Amenity Bar Soaps, Shampoos, Conditioners & Lotions No doubt, you would not mind getting more attractive pricing from Transmacro Amenities, especially for the famous DIAL™ White Marble collection.

As we all know, the ongoing industry trend of commoditizing products has not stopped at lodging amenity products. Obviously, this threatens sales and profitability. Transmacro Amenities has been keenly aware of the urgent need to address this reality. We are therefore happy to announce a new flow wrap presentation. This will result in cost savings that go entirely to your fine company. Significant permanent price rebates for most amenity soap and liquid products become effective July 1, 2015.

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 .75ounce bottles and .25-ounce packets; n Hotello™ — The line features the same type of products as Beach Mist™ and includes a classic wrapper design supporting friendly pastel color tones. The brand is designed for hotels, blending in perfectly with any bathroom decor, including those found at independent hotels; and, n Good Day™ — The company’s extreme economy line features three bar soap sizes plus conditioning shampoo and lotion. Good Day™ is priced competitively and designed for the “economy scale” segment.

Among those end-users that often use Good Day™ are various types of institutions. The brand comes with a tri-lingual wrapper in English, French and Spanish, as it’s sold in the United States, Canada and Mexico. The specially-formulated wrapper surface provides mildew protection and repels water drops, resulting in a longer shelf life. Good Day™ bar soap is also sold in an unwrapped version. Some institutions prefer the unwrapped version for less waste.

Contact: Transmacro Products Inc., 9595 Six Pines Dr. Suite 8210, The Woodlands, TX 77380, USA Phone: 281-444-7240.

Website: www.transmacroamenities.com.

Please call (800) 432-7627 or email monica.bahr@transmacro.com for more details.

Sani-Spritz Spray From Nyco: A One-Step Disinfectant–Cleaner For Hospitals, Schools, And Institutions “EPA Registered Sani-Spritz Spray is a onestep disinfectant, fungicide, mildewstat, virucide*, deodorizer and cleaner for hospitals, institutions and industrial use,” said Nyco representatives.

“Sani-Spritz Spray is effective against a broad spectrum of bacteria and viruses including CAMRSA, HBV, Norwalk virus, SARS, H1N1, Influenza A, Hepatitis (HBV and HCV) and other harmful microorganisms. It inhibits the growth of mold and mildew and their odors, when used as

56 — Maintenance Sales News — July/August 2015

directed, and may be used to aid in reducing crosscontamination.”

Benefits include: • Cleans, disinfects and deodorizes in one labor-saving step; • Meets AOAC efficacy standards for hospital disinfectants; • Aids in reduction of cross-contamination in hospitals, schools, institutions, and industries; • Kills odor-causing bacteria; • Inhibits the growth of mold and mildew; and,

• Kills Pandemic 2009 H1N1 Influenza A Virus and others.

The product is EPA Reg. No. 6836-152-8370 and EPA Est. 8370-IL-1.

Nyco Products Company is a privately owned manufacturer of national cleaning brands and a distributor of private branded chemicals used in the sanitary maintenance, industrial, institutional and other specialty cleaning markets. *See Nyco website at www.nycoproducts.com for specific virucidal claims.

“

ISSA/INTERCLEAN is where we reconnect.

Charles Wax Chairman, Waxie Sanitary Supply

“

THE ONE SHOW FOR FACILITY SOLUTIONS

2015 ISSA/INTERCLEAN® Trade Show and ISSA Convention Register today!

There is no better way to reconnect with your industry and peers in one place.

ISSA/INTERCLEAN is your week to get a pulse on the market and capture your next business opportunity!

You asked—we listened! In 2015 you’ll find: •

Over 700 exhibitors helping you provide solutions and increase revenue

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New Outdoor Exhibits with demonstrations to trigger innovative ideas

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More than 45 educational sessions to boost your business productivity

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Connections with executive decision makers, knowledgeable experts, and peers

Don’t wait! Register now at issa.com/register.

OCTOBER 20–23, LAS VEGAS, NV USA

issa.com/show 2015 MSN_9x11.5_300dpi_Final.indd 1

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5/26/2015 4:19:41 PM

ISSA/INTERCLEAN® Heading To Las Vegas, Oct. 20-23 eaturing three keynote speakers, and a full slate of educational sessions, workshops, and a trade show, ISSA/INTERCLEAN® North America 2015 will take place October 20-23 at the Las Vegas Convention Center in Las Vegas, NV. In addition to being a week where the cleaning industry comes together, this year’s show features new Outdoor Exhibits, where some of the exhibition’s 700-plus exhibitors from more than 30 countries will showcase their products and services in an open-air environment, ISSA said.

The event will follow a Tuesday through Friday format. The theme this year is, “The One Show for Facility Solutions.”

ISSA seminars will begin Tuesday, October 20 and continue through Friday, October 23.

Forty-four educational sessions are scheduled throughout the event.

The trade show floor will also be host to this year’s lineup of ISSA Keynote Speakers.

A global team of fighter pilots, Afterburner Inc., will discuss how to be in full fighting form every day, during their presentation titled Secrets of Flawless Execution on Wednesday, October 21, at 8 a.m.

Founded by U.S. Air Force fighter pilot Jim “Murph” Murphy in 1996, Afterburner trains organizations around the world in the simple, scalable improvement processes of Flawless Execution.

Comedian and talk show host Jay Leno’s keynote addresss, scheduled for Thursday, October 22, at 8 a.m., is titled Funny Business. Showing that life and business can also be serious fun, he will share his observations and a lifetime of lessons and business insights.

The ISSA Excellence Luncheon will feature keynote speaker and businessman Kevin O’Leary at 1 p.m., Friday, October 23. The investor and host of Shark Tank will give his take on what it takes to be successful in today’s volatile economy—no matter if you’re the CEO or the frontline employee — plus provide lessons gleaned from his popular TV show. O’Leary’s presentation is titled How You Can Be a Successful Entrepreneur at Everything You Do. Attendees will get a taste of what it is like to enter the Shark Tank when O'Leary reveals who he chose to be the winner of the ISSA Excellent Idea Contest. Enter at www.issa.com/ excellentidea.

The audience will also hear O'Leary’s observations from his six years as an investor on this popular TV series, including what every manager can learn from the companies made famous on the show. O’Leary’s advice comes from a career of building and managing multiple businesses and being an investor.

O’Leary is a contributing columnist to CTV, BNN, and the Bell Media Radio Network and a contributor to CNBC, ABC News, and Good Morning America. He is also an entrepreneur/investor co-host for the Discovery Channel’s Project Earth, which explores innovative ways humankind could reverse global warming through large-scale geo-engineering projects. O’Leary is also an author of three best-selling books: Cold Hard Truth; Men, Women and Money; and Family, Kids and Money.

During four days of education, the 2015 educational and networking events will cover topics such as: n Infection Control; n Society 3.0: The Future of Work; n Helping Facilities Save Money and Reduce Environmental Impact; n Growing Your Business While Others Shrink; and, n Creating an Insanely Positive Workplace Culture.

F

Visit www.issa.com to learn more about registration information, events, exhibitors, keynote speakers and other activities taking place during the week.

ISSA/INTERCLEAN 2015 SCHEDULE MONDAY, OCTOBER 19 7:30 a.m.-5 p.m. — Exhibitor Registration 12:30 p.m. — ISSA Golf Tournament, benefiting the ISSA Foundation (at Arroyo Golf Club at Red Rock Country Club) 1-5 p.m. — CIMS: ISSA Certification Expert (I.C.E.) Workshop - Part 1 TUESDAY, OCTOBER 20 7:30 a.m.-5 p.m. — Exhibitor & Attendee Registration 8 a.m.-5 p.m. — ISSA Convention Seminars 8:30-11:30 a.m. — CIMS: ISSA Certification Expert (I.C.E.) Workshop - Part 2 11:45 a.m.-12:45 p.m. — ISSA Lunch & Learn 1-5 p.m. — CITS: Accredited Certification Trainer (A.C.T.) Workshop - Part 1 WEDNESDAY, OCTOBER 21 7:30 a.m.-5 p.m. — Exhibitor & Attendee Registration 8 a.m — Keynote Speaker: Afterburner — A Global Team of Real Fighter Pilots 9 a.m.-5 p.m. — ISSA/INTERCLEAN Exhibit Hours 10 a.m.-5 p.m. — ISSA Convention Seminars on the Trade Show Floor 10 a.m.-Noon — CITS: Accredited Certification Trainer (A.C.T.) Workshop - Part 2

58 — Maintenance Sales News — July/August 2015

THURSDAY, OCTOBER 22 7:30 a.m.-5 p.m. — Exhibitor & Attendee Registration 8 a.m. — Keynote Speaker: Jay Leno — Funny Business 9 a.m.-5 p.m. — ISSA/INTERCLEAN Exhibit Hours 9 a.m.-5 p.m. — ISSA Convention Seminars on the Trade Show Floor 1-5 p.m. — CMI Supervisor Session - Part 1 4-5 p.m. — ISSA/INTERCLEAN Show Floor Happy Hour FRIDAY, OCTOBER 23 8 a.m.-1 p.m. — Exhibitor & Attendee Registration 9 a.m.-1 p.m. — ISSA/INTERCLEAN Exhibit Hours 1 p.m. — ISSA Excellence Awards Luncheon & Closing Keynote Speaker: Kevin O’Leary — How You Can Be a Successful Entrepreneur at Everything You Do 2-5 p.m. — CMI Supervisor Session - Part 2 2:15-4 p.m. — ISSA Convention Seminars

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R. O. C. Residual Odor Control Food grade oil base extremely powerful for putrid odor containment.

R.O.C. has been a staple in our line for over thirty years.

Available in all sizes for private label with no minimums, R.O.C. is also available in our deodorized pellets which makes it last ten times longer than what’s on the market today.

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MAINTENANCE SALES NEWS ADVERTISERS’ INDEX ACS Scrubble............................................15 Aluf Plastics...............................................41 Americo................................................39, 40 Bullen Companies, The ............................14 Carolina Mop Mfg. Co.............................52 Charlotte Products ...................................36 Clean Control Corporation .......................2 Compass Minerals ....................................19 CP Industries.............................................21 Culicover & Shapiro, Inc. ........................51 Dead Sea Works ........................................33 E. Gornell & Sons, Inc. ............................55 Essendant...................................................35 Frank Miller & Sons, Inc.............36, 40, 42 Fuller Commercial Products ...................34 Gift Sales Company..................................53 Golden Star................................................50 Ha-Ste Manufacturing, Inc......................53 Harvard Chemical Research, Inc. ..........32 Haviland Corporation..............................10 Innovative Chemical Corporation..........38 Intercon Chemical/Clearly Better, LLC...60 ISSA/INTERCLEAN ...............................57 J & M Technologies ..................................37

JanSanOptimize.com ...............................49 Kissner .......................................................29 Magnolia Brush ........................................55 Midlab Incorporated................................12 Milazzo Industries Inc..............................31 Morgro, Inc................................................23 National Chemical Laboratories, Inc. ......9 Nyco............................................................59 Occidental Chemical Corporation..........27 Perfect Products..........................................5 Perfex Corporation...................................54 SCA Tissue...................................................7 SOFIDEL America .....................................3 Sparta Brush .............................................55 Spartan Chemical .....................................11 St. Nick Brush Co. ....................................54 Tanis Brush................................................55 Transmacro Amenities .............................49 Trojan Battery...........................................13 vonDrehle...................................................17 Warsaw Chemical.....................................42 Xynyth........................................................25 Zephyr........................................................52

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