Sep/Oct 2015 Maintenance Sales News

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MAINTENANCE

SALES NEWS Exclusively Serving Professional Distributors

September/October 2015

Vol. 32, No. 5

Read/Download MSN At: www.maintenancesalesnews.com

MSN FEATURE STORIES MSN’s 2015 ISSA/INTERCLEAN North America Preview MSN Interview With Incoming ISSA President David Sikes.............................6 A Letter Of Welcome From ISSA President Alan Tomblin...............................12 2015 ISSA/INTERCLEAN North America Heads To Las Vegas, Nevada...........14 ISSA Exhibitor Showcase • Product Showcase ............................................64 ISSA Convention Seminar Schedules...........................................................98

RANKIN PUBLISHING CO. www.rankinpublishing.com Co-Publishers Don Rankin Linda Rankin

Editor Harrell Kerkhoff

Associate Editor Rick Mullen Advertising Don Rankin Linda Rankin

Graphics David Opdyke Reception Gina Volk

_______________ ADVERTISING Arcola, IL Don Rankin Linda Rankin Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130 Arcola, Illinois 61910-0130 (217) 268-4959 Fax: (217) 268-4815

Maintenance Sales News Cover Feature

_______________

Leonard Paper Co. Celebrates 75th Year Of Serving Baltimore Area.............24 How MSN’s Featured Distributors Have Fared In The Last 10 Years....................................44

EDITORIAL AND CORPORATE OFFICES

Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130 Arcola, Illinois 61910-0130 (217) 268-4959 Fax: (217) 268-4815

Booth Numbers Courtesy Of ISSA, 09/18/15

Advertisers Index 110 • Classified Advertising 110

On The Cover: Celebrating its 75th year in business, Leonard Paper Company serves the Baltimore-Washington, D.C., metropolitan area. The company’s co-owners are Mike Leonard (seated) and John Leonard, Dan Leonard Jr. and Bob Leonard (standing, left to right).

See story on page 24.

Circle Number Replies Are Now Online @ www.maintenancesalesnews.com/circles.htm

Industry Calendar of Events

MOVING?

October 20-23, 2015 — ISSA/INTERCLEAN® - North America, Las Vegas Convention Center, Las Vegas, NV. For information: 847-982-0800.

Old Address: Affix old mailing label or print old address here:

March 5-8, 2016 — International Home & Housewares Show, McCormick Place, Chicago, IL. For information: 847-292-4200.

Company ____________________________________________

May 3-5, 2016 — National Hardware Show, Las Vegas Convention Center, Las Vegas, NV. For information: www.nationalhardwareshow.com.

City, State, Zip ________________________________________

May 4-5, 2016 — NJSSA Supply Line, Harrah’s Casino Resort, Atlantic City, NJ. For information: 973-283-1400.

Name _______________________________________________

May 21-24, 2016 — National Restaurant Association’s Restaurant, Hotel-Motel Show, McCormick Place, Chicago, IL. For information: 800-424-5156.

City, State, Zip ________________________________________

4 — Maintenance Sales News — September/October 2015

Name _______________________________________________

Address _____________________________________________

New Address: Print new address here:

Address _____________________________________________

Clip and return to Maintenance Sales News P.O. Box 130, Arcola, IL 61910 • Fax: 217-268-4815 • Email: drankin@consolidated.net

www.rankinpublishing.com e-mail: drankin@consolidated.net

Maintenance Sales News (ISSN 1040371X) is published bimonthly by Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130.

Publisher assumes no liability whatsoever for content of any advertisement or editorial material contained herein.

Copyright 2015, Rankin Publishing, Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form without written consent of Rankin Publishing, Inc. Periodical postage paid at Arcola, IL, and additional mailing offices. POSTMASTER: Send address changes to Maintenance Sales News Circulation, 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130 Subscription Rates in United States: 6 issues $25 Single Copy rate: $5 plus postage/handling; Buyer’s Guide $15 plus postage/handling International rates: 6 issue annual Air Mail Subscription $60 U.S. dollars net

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MSN Interview With

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David Sikes [The Science Behind the Cleaning Industry] Celebrate Our 30th Year of Support for ISSA!

At Midlab, “The Science Behind Clean” is more than just a phrase. For over 30 years, Midlab has provided solutions to make cleaning easier and more effective. We stand behind the ISSA and the Cleaning Industry in the challenges you face.

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Visit MIDLAB in Las Vegas October 20 - 23 | Booth #932 140 Private Brand Way | Athens, TN 37303 800.467.6294 | midlabinc.com 6 — Maintenance Sales News — September/October 2015

David Sikes, CEO of Sikes Paper Company, will be introduced as the new ISSA president during the ISSA/INTERCLEAN® North America 2015 tradeshow and ISSA convention, which will take place October 20-23 at the Las Vegas Convention Center in Las Vegas, NV. Following is a recent interview with Maintenance Sales News Magazine, where he discusses his background and vision for his upcoming one-year term as ISSA president.

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MSN: Please provide your background as it pertains to your company and the janitorial/ sanitation industry.

MSN: How long have you been affiliated with ISSA — both from a company perspective and a personal perspective?

Sikes: I began my career with Scott Paper Company in 1981. After Scott, I worked for Dillard Paper Company, later know as XPEDX, before going into business for myself in 1989. So, I have a total of 34 years, and counting, in our industry. It continues to be a lot of fun and very rewarding.

Sikes: My affiliation with ISSA began when I went into business for myself in 1989. I attended my first convention/tradeshow in my hometown of Atlanta, GA, in 1990. It was quite impressive, and really opened my eyes to the entire universe of all things “jan-san.”

MSN: What made you decide to seek the ISSA president’s post?

Sikes: My longtime friend, Pete Demetriades, asked me to run for a seat on the board of directors in 1999. This was something that I had never considered, and I was pleasantly surprised when I won. I thoroughly enjoyed my board service, and the opportunity it afforded me to become further involved in our industry.

So, after that three-year term as a distributor director, I ran again and was elected treasurer. This experience on the executive committee reinforced my belief that ISSA was really something special, and provides great value to our members in an ever-changing environment. Running for president was just a natural evolution, and I wanted a chance to use whatever skills I possess to keep our association moving forward.

MSN: What qualities do you possess that will make you an effective ISSA president?

Sikes: Hopefully, I have developed some skills in leadership, since I went into business in 1989.

At this point in my career, I enjoy thinking about and developing strategies for progress. We recently adopted a new strategic plan at ISSA. It will be my responsibility for the next year to make sure that we stay focused on its implementation, and to let the outstanding staff at ISSA develop and manage the execution.

MSN: What, from your perspective, is the role of ISSA in the cleaning/ maintenance industry?

Visit Us At ISSA Booth #1129 8 — Maintenance Sales News — September/October 2015

Sikes: I believe that ISSA plays a critical role in our industry. There are really three main ISSA objectives, all of which provide enormous benefit to our members.

They are: n ISSA provides a voice for our members legislatively as we monitor and influence legislation in Washington, D.C., that pertains to our industry; n Training and certification are

Visit Us At ISSA Booth #1956

becoming increasingly important as our members try to differentiate themselves. All members should be taking advantage of the broad range of tools that ISSA offers in this area; and, n Our conventions and tradeshows around the world provide members a unique opportunity to come together for education, networking and to see the latest and greatest that our industry has to offer.

Specifically, ISSA/INTERCLEAN in the United States is an annual “must-attend” event.

Those who don’t attend are conspicuous by their absence.

MSN: What improvements can be made to ISSA? Sikes: All organizations can be improved. If we don’t move forward, we fail. Fortunately, ISSA is stronger today than ever, and it will be my responsibility to keep us on track as we implement the aforementioned strategic plan.

MSN: What are some of the most prominent challenges and concerns in the cleaning/maintenance industry today, and how can these issues be addressed by ISSA and its members?

Sikes: Each business has it’s own unique set of problems. Challenges from non-traditional competitors, continued pressure on margins, increase in government regulations, most notably healthcare — all of these things, and more, keep our members awake at night. I would encourage all members, regardless of category, to attend as many of the Tuesday educational sessions as possible. In these sessions, these issues, and more, will be addressed, with the goal of providing valuable information, all of which will help attendees improve their businesses.

MSN: How is the “green” movement impacting the cleaning/ maintenance industry?

Sikes: As you know, “green” has morphed into “sustainable.” It continues to be important, but not as top-of-mind as in the past. I believe that today’s customers expect that the products they are using are, in fact, sustainable. It’s almost like the ticket to the game: if you are not marketing sustainable solutions, there may not be a place for you anymore. ISSA can help. Visit www.ISSA.com, for more information.

MSN: Please discuss the importance of the ISSA reacting to ongoing industry changes.

Sikes: ISSA’s mission is “to change the way the world views cleaning.” We have to provide our members the tools they need to accomplish this goal. One of our best tools is The Value of Clean®. Cleaning needs to be viewed as an investment in a clean, safe and healthy environment, and not viewed as a cost that must be minimized.

MSN: What plans do you have as ISSA president for the coming year? What would you like to see accomplished?

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Sikes: It is an honor and a privilege to follow in the footsteps of so many passionate and talented women and men who have been president of our association. I hope that I can help maintain the momentum that all of these wonderful people have developed. With that being said, my primary focus will be to make sure that the new strategic direction of the association is followed. In addition, I will encourage our staff to continue to enhance the value we deliver to our membership. We also have a lot of opportunity to grow our international presence, primarily through the promotion of our international tradeshows. Lastly, I would like to continue to work hard to make sure that end-users in all market segments know about ISSA, and truly view us as “the experts in cleaning and maintenance.”

MSN: Is there anything else that you would like to speak about?

Sikes: I would like to invite and encourage everyone to attend the ISSA/INTERCLEAN North America 2015 tradeshow and convention in Las Vegas on October 20-23. Each year the show gets better and better, and this year is no exception. We will have a new outdoor exhibit space, with demos and other attractions unique to this space. Our education seminar offering is stronger than ever with the addition of the Advanced Distributor Program. And, of course, the value of the networking opportunities cannot be overstated. Spending time with colleagues from across the country and around the world — people who are facing the same challenges as you — can be extremely valuable. The show is a “must-attend” for anyone who is serious about their business. Don’t miss it.

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Dear MSN readers,

A Letter Of Welcome To ® ISSA/INTERCLEAN North America 2015 From ISSA President

Alan Tomblin 12

Welcome to ISSA/INTERCLEAN® North America 2015. It will be great to be in Las Vegas again. To me, the show in Las Vegas is always my favorite venue. It is our best attended venue, and we expect over 16,000 members to be attending ISSA/INTERCLEAN® this year. There is much to do in this vibrant city. Just remember, that saying “What happens in Vegas….,” well, it just isn’t true.

As I reflect on the past year, I have thoroughly enjoyed serving as ISSA president. We have accomplished a great deal. I was fortunate to serve with an outstanding board of directors. It is an incredibly talented group, and the leadership we enjoy from our highly talented Executive Director John Garfinkel is simply outstanding. John has led us for 25 years. His accomplishments are endless. We are so much stronger today than we were in 1990. Much has changed since then, but John has kept ISSA on the forefront of innovation. He installed a terrific staff, set clear direction and led from the front — often taking proverbial bullets. Please take the opportunity to thank John for his contributions to ISSA as executive director when you see him on the show floor.

After a thorough and extensive search, the ISSA board of directors chose John Barrett as ISSA’s new executive director. He has more than 35 years of industry-related experience, including serving as CEO, president, vice chair, trustee, and board director at some of the leading companies in the technology, manufacturing, distribution, private equity and service industries. His experience includes accepting increasing levels of responsibility at such well-known companies as Frontenac, SMS Assist, Compass Group, Kimco Corp., York Management, Gemini Industries, Ogden Allied, and Xerox. John is going to serve us exceptionally well and move us forward.

He will help us change the way the world views cleaning.

Back to “The Show.” This year’s exhibition will be the largest in ISSA/INTERCLEAN history, with more than 700 exhibitors. The entertainment factor has never been better.

This year, we’ll get off to a “roaring” start with a presentation from Afterburner — a group of U.S. military pilots discussing the Secrets of Flawless Execution. Do you think we can learn something from them about operating at an incredible level in a fast-changing, uncertain environment?

You will laugh all the way to the bank on Thursday morning after hearing Jay Leno engaging in Funny Business. Leno first appeared on NBC’s The Tonight Show in 1977, became a guest host in 1987, and succeeded Johnny Carson in 1992. Last year, he retired from The Tonight Show. I am quite certain that he will find humor in our business.

Shark Tank’s Kevin O’Leary will close the show on Friday as host of the ISSA Excellence Awards Luncheon, with a presentation on How You Can Be a Successful Entrepreneur in Everything You Do. O’Leary’s six years hosting of Shark Tank has allowed him to see some fantastic ideas and some that weren’t so fantastic. This promises to be a terrific and entertaining learning event, during which the Innovation Award and Best Customer Service Award winners will be announced, and the ISSA Milestone Members recognized.

This year’s show offers educational opportunities on all four days, including more than 45 seminars and workshops beginning on Tuesday and continuing through Friday. These informative sessions include topics on sales and marketing, workforce development, social media and many other timely programs.

We all look to maximize our “Return on Investment” at this show. Sure, we renew old acquaintances, see old friends and make new ones, but we’re here for business. For me, it’s the only place I can see distributors, endusers and fellow manufacturers and their representatives, all under one roof. (Although this year, with the new outdoor exhibits area, it is even bigger than that.) It’s a prime opportunity to take personal responsibility for making “our show” the best event of the year. Enjoy the show.

Sincerely yours, Alan Tomblin 2015 ISSA President

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2015

ISSA/INTERCLEAN® North America: Heads To Las Vegas, Nevada MONDAY, OCTOBER 20 THROUGH FRIDAY, OCTOBER 23

John Barrett, new ISSA Executive Director

Three tradeshow days, a full slate of educational and networking opportunities and three keynote speakers will highlight ISSA/INTERCLEAN® North America 2015.

The event is scheduled for October 20-23, at the Las Vegas Convention Center, in Las Vegas, NV. 14 — Maintenance Sales News — September/October 2015

Rated one of the Top 100 tradeshows in the United States by The Gold 100, ISSA/INTERCLEAN, hosted

by ISSA and its partner, RAI Amsterdam, will feature innovations from leading manufacturers, along with more than 45 educational seminars, workshops, and networking events.

This year’s tradeshow floor will be open three days: n 9 a.m. to 5 p.m. on Wednesday, October 21; n 9 a.m. to 5 p.m. on Thursday, October 22; and, n 9 a.m. to 1 p.m. on Friday, October 23.

This year’s tradeshow features a new outdoor exhibits area, where more than a dozen of the show’s 700-plus exhibitors, from more than 30 countries, will showcase their products and services in an open-air environment.

In addition to food trucks, the outdoor area will feature many types of cleaning equipment, including live demonstrations of high-pressure washers; gum removal equipment; propane burnishers and floor strippers; and water reclamation, rider sweepers, and material handling equipment.

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Other exhibitors will have large, branded trucks parked and opened to showcase equipment and products to outdoor area visitors. A full list of exhibitors is available at www.issa.com/exhibitors.

Inside the exhibit hall, the show floor will again feature the ISSA Innovation Showcase, where attendees can vote on their favorite products and services to choose five Visitors’ Choice award winners in this year’s ISSA Innovation Award Program.

The Visitors’ Choice selections will join five online winners of the program, and all 10 winners will be announced during the ISSA Excellence Awards Luncheon, featuring Shark Tank’s Kevin O’Leary, at 1 p.m. on Friday, October 23.

Companies celebrating a milestone ISSA membership anniversary year as well as ISSA/INTERCLEAN® Best Customer Service Award winners will also be revealed during this luncheon.

The ISSA Convention seminars kick off Tuesday, October 20, and include such topics as infection control and green trends to tips on navigating the industry’s mergers and acquisitions environment. Additional sessions will take place on the tradeshow floor Wednesday, October 21, through Friday, October 23, at the ISSA Keynote and Education Stage, Booth 281.

“We identified what keeps our members up at night, as well as where they want to grow and innovate, and then found experts to help them address those issues,” ISSA Director of Conventions and Meetings Kim Althoff said.

Workshops begin Monday, October 19, and run through Friday, October 23, and include opportunities to become an ISSA Certification Expert (I.C.E.), an Accredited Certification Trainer (A.C.T.), or become Cleaning Maintenance Institute (CMI) Supervisor and Management certified. Plus, there will be multiple Institute of Inspection Cleaning and Restoration Certification (IICRC) floorcare technician courses.

All show floor education sessions are included in the trade show registration fee. Seminars and workshops not on the show floor require separate registration.

The complete education schedule begins on page 98, or is available at: www.issa.com/seminars.

Multiple industry organizations also host special events during the week of ISSA/INTERCLEAN® North America, and all have access to the exhibit hall. This provides a variety of

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distributors and end-customers in one place.

In addition, the following associations co-locate their own conventions with ISSA/INTERCLEAN® North America: the Building Service Contractors Association International (BSCAI); the International Executive Housekeepers Association (IEHA); the Association of Residential Cleaning Services International (ARCSI); and the Cleaning Equipment Trade Association (CETA).

For more details, visit www.issa.com/colocated.

The tradeshow floor will also be home for this year’s three ISSA keynote speakers. Dates and speakers are: n 8 a.m. on Wednesday, October 21 — Afterburner Inc., is a global team of fighter pilots that will discuss how to be in full fighting form to meet the challenges of today’s business climate. Their presentation is titled Secrets of Flawless Execution; n 8 a.m. on Thursday, October 22 — Comedian and talk show host Jay Leno will give a presentation titled Funny Business. He will share his observations and a lifetime of lessons and business insights; and, n 1 p.m. on Friday, October 23 (ISSA Excellence Awards Luncheon) — Kevin O’Leary, who is a businessman, investor and a host of the TV show Shark Tank, will give his opinion on what it takes to be successful in today’s economy. O’Leary will also announce who he has chosen to be the winner of the ISSA Excellent Idea Contest.

Visit www.issa.com/keynotes for more information.

The ISSA/INTERCLEAN® schedule also includes several networking events, including: n Show Floor Happy Hour, from 4 to 5 p.m. on Thursday, October 22, where more than 40 exhibitors, including those in the outdoor exhibit area, will offer hospitality and raffle tickets for prizes; and, n ISSA LinkedIn Reception, from 4 to 5:30 p.m., on Thursday, October 22, at the ISSA Resource Center, Booth 899, (during the Show Floor Happy Hour), where ISSA’s LinkedIn members can meet face-to-face and win prizes. (To join the group of 23,000-plus industry professionals, search “ISSA—The Worldwide Cleaning Industry” on LinkedIn under “Groups” and click “Join.” To

attend the reception, attendees can print out the invitation or show they are a member on their smartphone.)

For more information on ISSA/INTERCLEAN®, visit www.issa.com/show.

To register, go to www.issa.com/register.

ISSA Names John Barrett As Executive Director SSA recently announced that John Barrett has been named the organization’s next executive director, effective Sept. 1, 2015. Barrett replaces John Garfinkel, who will work in a consultative capacity through 2016 to facilitate a smooth transition.

Under Garfinkel’s 25 years of leadership, ISSA evolved into a leading organization for the global cleaning industry, having grown from 3,000 to 7,200 member firms worldwide. Garfinkel leaves the organization in a position of strong financial strength, with a board of directors and staff committed to accelerating growth and value for all member classes.

“Thank you for your trust, confidence, and support,” Garfinkel said. “Serving the association these last 25 years has been the highest honor and most rewarding experience in my 50 years within the cleaning industry.

“Earlier this year, I requested the board commence its search for a new executive director. The board has gone through a sound, effective process, and we are all fortunate in the selection and acceptance of the position by John Barrett. He is well-qualified and motivated to move us forward having many years of leadership experience at the CEO level, both inside and outside our industry.”

Barrett’s more than 35 years of experience includes serving as CEO, president, vice chair, trustee, and board director at leading companies in the technology, manufacturing, distribution, private equity, and service industries. His experience includes accepting increasing levels of responsibility at such companies as Frontenac, SMS Assist, Compass Group, Kimco Corp., York Management, Gemini Industries, Ogden Allied, and Xerox.

Barrett has served as an ISSA Board member for the

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past six years, with the last three as an officer, serving this year as treasurer. An Evans Scholar, Barrett graduated from the University of Michigan in 1981 with a degree in economics and speech communications. He earned his MBA with an emphasis in finance and marketing from the University of Chicago in 1986.

“The work of ISSA is nothing short of mission-critical to human health and wellness,” Barrett said. “Our association understands the true value of clean, and its importance to economic and social advancement. I have never been more proud to be a part of something so absolutely essential.”

To fill the position, the ISSA Board of Directors sanctioned a search committee led and chaired by ISSA President Alan Tomblin.

“We are extremely fortunate to have found a leader such as John Barrett,” Tomblin said. “The search and selection committee had a plethora of worthy candidates.

The committee is convinced John (Barrett) will lead ISSA into the future. He has a terrific staff and a solid foundation provided under Garfinkel’s leadership.”

ISSA Elects New 2016 Board Members he following individuals have recently been elected to serve on the 2016 ISSA Board of Directors, which will be led by incoming ISSA President David Sikes, of Sikes Paper Co. Vice President/President Elect: Richard L. Rones, Americo Manufacturing Co., Inc.; Executive Officer: Jeffrey Packee, Marsden Holding, LLC; Manufacturer Director: Michael C. Dunn, GeorgiaPacific Professional; Distributor Director North: Daniel Josephs, Spruce Industries, Inc.; and, Manufacturer Representatives’ Director: John Riches, Riches Associates.

The election for open positions on the 2016 ISSA Board of Directors closed Aug. 20, 2015. Jack Hill, of Minuteman International, Inc., was elected to fill the final year of the Manufacturer Director term vacated by Matt Wood, ProTeam, Inc. Returning Board Members In addition to Sikes, returning from the 2015 board to serve in the following positions on the 2016 board are: Past President/International Director: Alan R. Tomblin, P&G Professional; Treasurer: John Swigart, Spartan Chemical Co., Inc.; Secretary: Ken Bodie, Kelsan, Inc.; Director Canada: Paul Goldin, Avmor Ltd.; BSC Director: Taylor M. Bruce, IH Services, Inc.; Distributor Directors: West – Nick Spallone, Tahoe Supply Co.; South – Mercer Stanfield, Brame Specialty Co., Inc.; Manufacturer Director: Mark Jackmore, Rubbermaid Commercial Products, Inc.; Latin America Council Chair: Mauricio Chico Cañedo, Distribuidora Lava Tap, S.A. de C.V.; and, Booth Europe Council Chair: Andrew #869 Dunning, Numatic International Ltd. Outgoing Board Members The following individuals have com-

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pleted their service on the board in 2015: Fritz Gast, P.B. Gast & Sons Co./Allied Eagle Supply; John Barrett, SMS Assist; Mark Warner, Americhem International, Inc.; Steve Lewis, Golden Star Inc.; Craig Miller, Apex; and, Matt Wood, ProTeam, Inc. ISSA members are invited to personally greet the new board members when they officially take office at the ISSA General Meeting, scheduled for 7:45 a.m. on Friday, October 23, in Room N101, at the Las Vegas Convention Center.

ISSA Announces 2015 Award Winners SSA will present the following awards to specific achievers in the professional cleaning industry during ISSA/INTERCLEAN® North America 2015 in Las Vegas, NV. Jack D. Ramaley Industry Distinguished Service Award The Jack D. Ramaley Industry Distinguished Service Award may be conferred by the board to those individuals who have demonstrated outstanding service to the cleaning and maintenance industry through their innovation, professionalism, leadership, elevation of industry standards, promotion of the Association’s growth and development, unselfish dedication without personal gain, and emulation of the ISSA Code of Ethics.

This year’s award recipient is Scott Jarden, president, The Bullen Companies. The award will be presented during the ISSA General Meeting, at 7:45 a.m. on Friday, October 23, in Room N101 at the Las Vegas Convention Center.

I

Manufacturer Representatives’ Distinguished Service Award The Manufacturer Representatives’ Distinguished Service Award recognizes a person within the industry who has had a positive impact on the industry and the association, and who has been supportive of manufacturer representatives. This award is presented on behalf of all independent manufacturer representatives. This year’s award recipient is Terry Neal, president and CEO of Impact Products, LLC. The award will be presented at the Manufacturer Rep Forum & Reception, which will take place at 5:30 to 6:45 p.m., on Thursday, October 22, in the DaVinci Room at the Bellagio Hotel.

YES Industry Special Achievement Award The YES Industry Special Achievement Award honors an individual or company who has made substantial contributions to the advancement of the cleaning industry and ISSA, and who has demonstrated strong support of the Young Executive Society (YES). This year’s award recipient is Chris Martini, vice president of sales and marketing of Central Sanitary Supply Co. The award will be presented during a reception scheduled from 5:30 to 7:30 p.m., on Thursday, October 22, at the Grand Patio, in the Bellagio Hotel.

ISSA/INTERCLEAN 2015 SCHEDULE OF EVENTS 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, Las Vegas) 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 Inc. — Secrets of Flawless Execution

9 a.m.-5 p.m. — ISSA/INTERCLEAN Exhibit Hours 10 a.m.-5 p.m. — ISSA Convention Seminars on the Tradeshow Floor 10 a.m.-Noon — CITS: Accredited Certification Trainer (A.C.T.) Workshop - Part 2

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

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Leonard Paper Co. Celebrates 75th Year Of Serving Baltimore Area Dedicated To A Greener Maryland

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By Rick Mullen, Maintenance Sales News Associate Editor

In the fall of 2013, Leonard Paper installed more than 1,700 solar panels on the roof of its facility. Left to right are Michael Leonard, Bob Leonard, Daniel D. Leonard Sr. and Dan Leonard Jr.

24 — Maintenance Sales News — September/October 2015

elebrating its 75th year in business, Leonard Paper Company, of Baltimore, MD, serves the Baltimore-Washington, D.C., metropolitan area, supplying both janitorial/sanitation products and foodservice disposables.

Leonard Paper was founded by the late Charles B. Leonard in 1940.

Today, the company remains a family business, co-owned and operated

by Charles B. Leonard’s grandsons, President Michael Leonard, Vice President/General Manager Dan Leonard Jr., Vice President of Sales John Leonard and Vice President of Purchasing Bob Leonard.

Dan Leonard Jr. is the son of Daniel D. Leonard, who is retired from the company. Michael, Bob and John Leonard are sons of Charles B. Leonard Jr., who is also retired.

“My grandfather’s slogan was ‘Quality and service since 1940,’” said Bob Leonard, during a recent interview with Maintenance Sales News Magazine. “We still operate under that principle today, making sure the products we deliver to customers are from top line manufacturers, and making sure our service is of the highest quality.”

The company’s mission statement says: “Leonard Paper Company is committed to being the leader in each of the markets we serve. We will achieve this position by providing our clients superior products and exceptional service which exceed their expectations. We will add value to these products and services by providing exemplary customer service. We will provide our associates with the tools and environment to accomplish these objectives, thus ensuring the success of our business partners and ourselves.”

“We are fortunate to be in the Baltimore/Washington, D.C., market, as there are more than 8 million people residing in our primary trading area,” Bob Leonard said. “We basically have a daily service umbrella over almost all of our accounts. This enables us to make sure our customers get the products and services that they need to run their businesses.”

In its early years, Leonard Paper supplied twine and bags to the Baltimore meat and grocery market. During World War II, the company diversified into the foodservice disposal market, as the raw materials needed to make twine and paper bags went into the war effort. Later, Leonard Paper diversified further, offering jan/san products.

Leonard Paper’s original location was on Aliceanna Street in Baltimore. Outgrowing that facility, the company moved to Calvert Street, and then later to Matthew Street. In 1980, the distributorship moved to its current building on North Haven Street.

Visit Us At ISSA Booth #347

John Leonard added: “Now, we are definitely seeing an uptick in sales. We are excited about our sales going north and not south.

“We currently have a strong sales force with 38 reps. It is still a relationship business.

“We have a strong sales force with 38 reps.

We have built many It is still a relationship business. We have built long-term relationships over the years. Ultimany long-term relationships over the years. mately, it comes down to the trust that is built Ultimately, it comes down to the trust that is Leonard Paper’s customer service team includes, between the customer left to right, Mary Jo Davis, Tina Young-Fowlkes, Norman built between the customer and the sales rep.” and the sales rep.”

Sheckells, Krissy Phipps P.J. Lloyd and Kristen Dunn.

John Leonard said — Vice President of Sales John Leonard the company strives to “We are very pleased,” Bob Leonard said. “We are having a great year. We continue to offer value to customers in all asmove forward, adding many new accounts. We are very happy with the way things have pects of the business, including offering quality products and been going this past year.

“Throughout the recession years, we basically flattened out. Fortunately, in the Balti- services with its professional and more/Washington, D.C., market there is a tremendous support from governmental entities. experienced sales, customer servThis customer support really helped mollify the effects of the recession on Leonard Paper. ice, warehouse/delivery, equipWe have spoken with peer distributors in other areas, such as Detroit, MI, who told us they ment repair and leadership staff saw decreases of 20 to 30 percent in sales, in some instances, during the recession. While members.

“We are good at dealing we didn’t experience growth during the recession, we did not decline in sales either.” with challenges and other issues that face us,” John LeoWarehouse management employees Fran Breznicky and nard said. “No company is Triple Concentrated Odor Control Jason Bess are pictured on a company loading dock. perfect. When there is a misFrom Perform Manufacturing take, we deal with it. This is one of the things we have always been committed to at Leonard Paper. The customer is always first.”

Leonard Paper has a long history of working with customers to help make their businesses successful, whether it is by consultative selling techniques, training and even extending credit if needed, John Leonard explained. eliminates airborne odors and neutralizes “It always goes back to the relationships that have been built between Leonard Paper and most offensive odor problems customers over the years,” he said.

“The jan/san side of Leonard Paper accounts for about 60 percent of our business, with foodservice encompassing the remaining 40 percent,” Bob Leonard said. “Our customer base includes everything from contract cleaners, to school systems, to government, to health care. Jan/san customers are definitely our core sector right now.”

Since the recession years, Leonard Paper has experienced continual growth in sales, with this year being no exception.

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Visit Us At ISSA Booth #3738 26 — Maintenance Sales News — September/October 2015

them save time and money. The sales force helps customers decide what systems, cleaning techniques and products will best help them be successful.

“As a consultative sales rep, it is necessary to sit down with customers to determine their needs and wants,” John Leonard said. “For example, we think the different dilutions systems we offer are an important way to help save customers money. Sometimes customers resist installing dilution systems, as they still like purchasing chemicals in gallon jugs. However, the trend is to go to dilution systems.

“In sales, a rep always wants to be the ‘go-to’ person for questions. This also goes back

to consultative selling — where we bring value to the table.”

Consultative selling techniques play a major role in helping customers reduce labor costs.

“In the building service contractor segment, the biggest expense is labor,” Bob Leonard said. “Our sales reps will help customers determine which systems will reduce the amount of labor it takes to clean buildings. The main thing is assisting customers to help them run their businesses better.”

In accomplishing Leonard Paper’s goal of providing value in every aspect of the business, customer service reps are also adept at establishing long-term relationships with customers.

“We have six customer service reps who provide quality service,” John Leonard said. “We do what it takes to get the job done. Customer service is an integral part of the selling process. Many of our customers like to call and communicate with customer service. There are important relationships that have been established between customers and customer service reps.”

Another crucial aspect in making a sale and backing it up with quality service and products is training, both for Leonard Paper employees and for customers.

For its employees, Leonard Paper stresses the importance of being experts when it comes to product knowledge. The company regularly taps its quality vendors for product information. For new employees in sales or customer service, the company has a mentoring program.

“In this business, with all the different lines we carry, product knowledge takes time,” John Leonard said. “We have a mentoring program here. For example, someone coming into customer service will work with a senior rep for a period of time to build confidence.”

For customers, Leonard Paper reps are experts at conducting training, both at the company’s training room and also at a client’s facility.

“Training is part of the selling process,” John Leonard said. “When we go to a customer’s facility, we typically train the managers, which works very well. The managers, in turn, train the custodians.

“We have spent a fair amount of money in our training room, where we have installed different types of floors on which to train customers.

“Customers can get away from their day-to-day routines and come in and spend a couple of hours at our training facility. We like to be very specific when it comes to training. We don’t like to paint a broad picture.”

When a customer approaches Leonard Paper about receiving training, a company representative will develop a specific training program to meet that customer’s needs, John Leonard explained.

“Having customers come to our facility for training is a plus, because they get to see Leonard Paper and they have the opportunity to interact with our folks, which I think is a win-win for everybody,” John Leonard said.

The Green Revolution hen Bob Leonard said, “We have seen the green revolution,” that was just part of the story. Not only has Leonard Paper seen the green revolution come to pass, the

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Visit Us At ISSA Booth #2121 28 — Maintenance Sales News — September/October 2015

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company itself has been a major player in doing its part internally in the Baltimore-Washington, D.C., area.

“One of the key things Leonard Paper did was the installation of solar panels,” Bob Leonard said.

When it became time to install a new roof on the warehouse, Leonard Paper officials did some diligent research and determined that incorporating a solar system would deliver sound financial and environmental benefits, according to a news release that can be viewed on the company’s website, www.leonardpaper.com. In the fall of 2013, more than 1,700 solar panels

were installed on the roof.

“We invested $1.5 million in putting solar panels on our roof,” Bob Leonard said. “We are producing more electricity than we use; therefore, we also provide green produced electricity to the Baltimore Gas and Electric utility in our area. This project has been very beneficial for us, and it also enables us to do our part to help the community.”

Leonard Paper expects the solar system will generate sustainable energy for 30 years.

The solar investment also provides the company with a hedge against volatile electricity rates, predicted to increase regularly in the coming years, the news release said.

Billing itself as the “greenest” distributor in Maryland, Leonard Paper has also invested in other projects to reduce its carbon footprint, including the installation of motion sensing lighting. Furthermore, Leonard Paper’s comprehensive paper and plastic recycling program has reduced its landfill impact to zero.

On the product side of the equation, the demand for green products and systems is high among many of Leonard Paper’s customers.

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“We invested $1.5 million in putting solar panels on our roof. We are producing more electricity than we use; therefore, we also provide green produced electricity to the Baltimore Gas and Electric utility in our area. This project has been very beneficial for us, and it also enables us to do our part to help the community.”

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“We think we were one of the first distributors in our market to offer green products,” Bob Leonard said. “Environmentally friendly items have become commonplace. Today, many manufacturers have converted their entire product lines to green. In foodservice, we are facing bans in some of the municipalities where we trade, when it comes to foam and related products. Therefore, we have lined up some products for our customers to allow them to continue to be able to offer packaging solutions to their clients.”

Leonard Paper offers lines of green products from several top national suppliers.

“Many suppliers offer green certified products, which is what people are asking for in the Baltimore/D.C. market,” John Leonard said. “Much of what we offer in our product lines is directed by our base, and the trend is customers are going more and more green.”

Bob Leonard added: “When we first

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started with green, some manufacturers came out with additional product lines that met the green criteria end-users were looking for, but there was a premium to be paid for those products. At this point in the game, some forward-thinking suppliers have incorporated green into their entire product lines and they are as competitive as anyone else with those items.

The marketplace is expecting green products, and we are able provide them at competitive prices, which makes it a whole lot easier.”

Bob Leonard also pointed out that several building service contractors, especially in Wash-

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ington, D.C., where there are many governmental facilities, seek LEED (Leadership in Energy & Environmental Design) points for the buildings they service.

“For building service contractors in Washington, D.C., getting LEED points by using green certified products is worth its weight in gold,” he said.

According to the U.S. Green Building Council, to receive different levels of LEED certification, building projects must satisfy prerequisites and earn points. Leonard Paper’s consultative sales approach is also a critical element in helping customers obtain LEED certification.

“It gets back to our sales people consulting with customers saying, ‘If you use X, Y and Z green products, you can obtain LEED points,’ and this is what our customer base is seeking,” John Leonard said.

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n many cases, it speaks well for the culture of a company that its employees tend to stay for a long period of time. There are, indeed, many positives in having a seasoned and knowledgeable workforce.

There are also some challenges, however, whenever an employee base is skewed toward Visit Us At ISSA Booth #3738 having mostly older workers. The most obvious challenge is replacing retired staff members.

“We are very fortunate here. Our employees stay with us. We take care of our employees and they tend to make a career of working at Leonard Paper,” John Leonard said. “Is our sales force aging like the entire industry? It is. We have reached out and hired some Millennials, and they are doing well. However, Free Dispensing Program for you can’t just throw these younger Concentrated Cleaning Products people out in the field. You have to commit to a year and half to two years LYSOL® is the #1 disinfectant brand!* THE PERFECT BLEND OF... to really break them into this business and to learn all the products that we ECONOMY SIMPLICITY • FREE Precision Blend® Dilution System with offer. We think our mentoring pro• All components snap together, no tools needed. purchase of concentrated products.** gram is the best way to bring a new • FREE training and staff support.

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“During the recession, many people’s or visit www.reckittprofessional.com.

• Durable, low maintenance hardware. retirement programs got ‘hammered,’” Bob Leonard said. “There were many people who delayed retirement. As a result, I think there is a ‘pent-up’ round of retirements coming throughout the industry.

“In the past, when a sales rep retired, we would hire two new people and split the retired person’s accounts between the two new employees. Once they got *Based on retail sales IRI 52 week data. **See loaner agreement for details. †For qualified purchases only. © 2015 RB. All Rights Reserved. those accounts situated, the new sales people would then grow their base with new accounts.

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32 — Maintenance Sales News — September/October 2015

“Our sales reps have laptops, allowing them to place orders while in the field, with the support of our customer service department,” John Leonard said. “The sales team now has much more access to the information about the products and the different processes we offer.

“Laptops and tablets have become essential tools out in the field. Some of our older reps resisted using the new technologies available. We still have people who take orders on their order pads. They like to write it down. The main thing is they still get the order.”

Bob Leonard added: “We take orders anyway we can get them. Many of our sales reps on the foodservice side of the business, as well as some on the janitorial side, manage the customer’s inventory. These sales reps will go into a storeroom and write an order for a customer. Because we have such trusting relationships with customers, they know we don’t overship products, and they can count on the product being there when they need it.

“The laptops have really helped. We went through a couple of different types of systems to allow sales reps to enter orders and our current system works very well in that regard.”

Much has been written and said about how Millennials are impacting the workplace as they move into both the distributorship side of the industry, and also into positions for the companies that distributors serve.

“Because of the Internet, many Millennials are well educated in the types of products and services available in the marketplace,” John Leonard said. “When I was in sales, I liked dealing with an educated customer. However, the contract cleaner market is still a ‘show and (Compact Design At A Great Price) tell’ type of business. You can sell Amazingly compact and lightweight, both the products over the Internet, but Newaire HG1500 & HG2500 Hydroxyl Air Treatment you still have to demonstrate the Systems feature state-of-the-art Photo Catalytic products and conduct training — there is more that goes into the Hydroxyl Generator Technology designed to treat selling process than just price. I the air inside the unit to help eliminate odors and think Millennials are starting to destroy a wide range of bacteria in occupied areas. realize that.

“Are we impacted by online retailers? Yes, a little, but a lot of that Feature HG1500 HG2500 tends to be smaller customers buyRoom Capacity 1500 sq/ft 2500 sq/ft ing ‘onesies’ and ‘twosies.’ Will they always be there? Yes. Do those UV Bulb UVC Germicidal UVC Germicidal customers come to us, looking for Chamber Life training? Yes. So, a lot of times we 25,000 + hours 25,000 + hours Expectancy end up getting that business through the training and our reputation in Photo Catalytic Hydroxyl Hydroxyl the marketplace.”

Chamber Leonard Paper also has a system Pre & Post Filter Carbon Carbon in place to allow customers to place orders online via the company’s Brushed Brushed website.

Aluminum Aluminum Color/Material “We have seen an increase in the ABS/PC Black ABS/PC Black number of customers who are placWeight 6 lbs 8.5 lbs ing orders on our online system,” Bob Leonard said. “We do not float 6.5”W x 8.5”D 8.2”W x 10”D Size our products out for sale on the X 13”L X 17”L open Internet, where somebody in Volts/Amps 6 lbs 8.5 lbs Texas can log on and order a case of product from our website. However, Fan Volume 130 CFM 212 CFM our customers, at their preference, 24 hours/ can order online through our online Timer 24 hours Continuous ordering system. We customized the Warranty 2 Years 2 Years ordering system to work well with our building contractors. Many of these customers have monthly PERFECT FOR TREATING OCCUPIED SPACES IN: budgets that we help them control and manage.”

Hotels Apartments Offices Schools In addition to solving the probThe Ozone Experts Hospitals Nursing Homes Buses & Shuttles lem of an aging workforce and 9483 State Hwy 37, keeping up with the latest in techVehicles Boats Fitness Centers Ogdensburg, NY 13669 nology, there are other challenges to Toll-Free: (866) 676-9663 Day Care Centers deal with in today’s ever-changing marketplace. Among the challenges are non-traditional companies moving into the jan/san arena, and larger Visit Us At ISSA Booth #1088

“We have not had many retirements the past couple of years. We do not have a mandatory retirement program at Leonard Paper, and we have many people in their 70s who do a fantastic job. But, there will come a time when some of those accounts will be passed to the younger generation. We do have quite a few people under 35 years of age who are up-tospeed, and they are doing great.”

Another challenge that often comes to the fore with an aging workforce is the reluctance of older workers to embrace the modern technologies critical to operating a successful business in today’s marketplace.

Computer ordering systems, smart phones, laptops, pads and tablets are fast becoming the sales person’s most basic tools. These technological wonders are fast replacing the traditional order pads, catalogs, pens and pencils, landline phones, etc., on which sales staffs once depended.

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34 — Maintenance Sales News — September/October 2015

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distributors expanding their reach.

“There are numerous players in the market. Years ago, there were a few players out there selling the product categories that we are in,” Bob Leonard said. “Now there is definitely a lot of competition coming from distributors that outgrow their home markets and seek to be more regional players. We are also seeing more nontraditional companies moving into the jan/san marketplace, such as the big box outlets. However, it is competition that motivates us to step up to the plate and do a better job. I always look at competition as one of the best ways to better our business. It forces us to become a better company.”

John Leonard has issued a challenge to the company’s sales staff concerning the GPO

(group purchasing organization) marketplace.

“Even though we do a lot of business in the GPO market, having a third party involved with our orders is outside our normal way of doing business. This has been a challenge for us,” he said. “Are we doing well with it? We are doing OK, but we could do a lot better.

Therefore, I have challenged our sales reps to step it up in the GPO marketplace.

“As many cleaning products have become so ‘commodisized,’ how do we, as a company, differentiate ourselves? Again, we look at different technologies that are out there, and what value can we bring to the customer.”

Navigating A Densely Populated Region

eonard Paper’s primary service area encompasses about a 150-mile radius around Baltimore, which includes Washington, D.C. and Northern Virginia. “From our Baltimore warehouse, we can make next-day deliveries to most of our customer base,” John Leonard said.

Leonard Paper also makes deliveries in Philadelphia, PA, and Richmond, VA, The professional way to but not on a daily basis.

“We have a few customers that we are soak up and clean up able to give same-day delivery service,” mess and odor.

Bob Leonard said. “However, for most customers, we take orders up to 4 p.m., Instantly. and they are shipped and delivered the following day. We also make deliveries in Philadelphia and Richmond, but they Charles B. Leonard Jr. (left), the father of are weekly routes. These deliveries are Michael, Bob and John Leonard, is retired from Fortified with enzymes to to accommodate large customers in our the company. Daniel D. Leonard Sr. (right), who is primary trading area who have requested help eliminate odor! also retired, is the father of Dan Leonard Jr. us to service them in those markets. We Both are former Leonard Paper presidents. don’t sell on the streets there.”

Servicing one of the more traffic congested regions in the United States presents challenges to the many Leonard Paper delivery drivers who must navigate the crowded roadways. To help them accomplish this difficult task, the company depends on modern technology.

Order today and “We use a state-of-the-art vehicle routing system that helps configure and arrange deask for it by name liveries to accommodate the customer’s delivery window,” Bob Leonard said. “With this system, our customer service people are able to track every truck in real time. They can the original Voban®. view the projected route, and, as a truck proceeds on a route, the system provides updates on the projected delivery time.

“If someone calls customer service enquiring about a delivery, we can tell the customer Frank Miller & Sons, Inc. the expected delivery time right away. We think this a benefit to our customers.” ($/''$@:<$D<CK Flkj`[\ L%J%1 ($.'/$)'($.)'' =Xo1 .'/$+./$,,*One of the most difficult areas to make deliveries in is Washington, D.C. “There are definitely travel issues in accommodating customers in Washington, D.C.,” nnn% `Z\d\ck%Zfd Jkli^`j# D@ +0'0( John Leonard said. “We have many customers there who want their orders delivered as early as 5 a.m.”

Visit Us At ISSA Booth #3738 In order to make deliveries in Washington, D.C., by 5 a.m., Leonard Paper drivers must leave the Baltimore wareVisit us at ISSA booth 2529 house by 3:30 a.m. for the complete Microfiber Line!

“Making these early deliveries in Washington, D.C., allows our trucks to avoid the morning rush hour traffic,” John Leonard said. “Drivers can make their deliveries and head back before the afternoon rush hour begins.

“We also make night deliveries for many of our building service contractors. Many have personnel who start work after 5 p.m.

We have a couple of trucks that make night deliveries that don’t leave our warehouse until 6 p.m. A lot of building service contractors do not have day quarters in the buildings they clean. So it is better to make a delivery while the building service crew, who is receiving the products, is in the building. Our flexible delivery service is another way we differentiate ourselves from the competition.”

In several ways, Leonard Paper’s uniformed drivers go the extra mile when making deliveries, one of which is to put away items for customers in their storerooms or closets.

“We keep more than 150 keys to customers’ storerooms to send out with drivers,” Bob Leonard said. “In certain cases, Golden Star Inc. | 6445 Metcalf Avenue, Overland Park, KS 66202 we will deliver without signature, if that is www.goldenstar.com | 816.842.0233 | 800.821.2792 acceptable to the customer. Our drivers

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know where to put products. A storeroom might be on the third floor of a building.

Our driver would have a key to that storeroom to put products in there for the customer.

Another example is delivering to a theater that doesn’t open until 2 p.m. In those cases, drivers will have a key to the theater and its storage area to make the deliveries. We make accommodations for our customers whenever, and however, we can.”

Most of the time when drivers make deliveries, they are not alone in a customer’s facility. In this regard, they are, along with the sales rep, one of the most visible members of Leonard Paper to customers.

“Our drivers are one of the key emissaries of our company,” Bob Leonard said.

“They are out there, making deliveries and routinely interacting with customers. They also communicate back if they see a competitor’s product surface in an account. Many times, this kind of information can be very helpful to our sales reps. Sometimes delivery windows change from what was set up when the account was established. Drivers will communicate preferences for different delivery windows for customers back to our customer service. With that information, we will make adjustments in our routing software.”

The jumping off point for deliveries is Leonard Paper’s 110,000-square-foot warehouse. The warehouse stocks more than 4,400 products. The company has a 99.3 percent fill rate.

“We keep track of inventory with the computer system we have in place,” Bob Leonard said. “We know what we have. When customer service looks into the system and sees that there are 104 cases of a certain product in the warehouse, there are 104 cases in the warehouse.”

John Leonard added: “I think we have one of the better warehouses out there.

We spend a lot of time and energy arranging it so it can be used as efficiently as possible. All our warehouse employees are trained to operate cherry pickers and/or electric pallet jacks. We pretty much fill 30 straight trucks and 2 tractortrailer trucks every day. We keep busy here.”

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have the ability to transport equipment back to our fa“We have highly-trained technicians who go out in the cility. We have an inventory of more than $100,000 in field and evaluate equipment,” John Leonard said. “They parts. In addition, we have many suppliers that will can repair equipment on-site, but we find it works the best turn equipment around and ship it back the same day.” to bring equipment back to our repair facility. We are chalIndeed, it is imperative that equipment is repaired and lenged to repair equipment as fast as possible.” returned to the customer as soon as possible, as machine The company has three vans that technicians can use to downtime can be costly. travel to customers’ facilities to inspect and/or service “If it takes a while for us to repair a piece of equipment, equipment. we hear about it,” John Leonard said.

“In some cases, we arrange to have equipment picked up Bob Leonard added: “We must make a quick and accuby a delivery truck to bring back to our service division,” rate assessment of what is needed to repair a piece of Bob Leonard said. “For some of the larger pieces of equipequipment. Then we have to fix it and get it back to the ment, we will have experienced technicians go on-site who customer as soon as possible.” will do some preventive maintenance. The technicians will Not all the equipment that comes into the repair division also assess if any major components need to be replaced. are items that were purchased at Leonard Paper. SomeIf needed, we will go back out and make replacements on times, new accounts will have a backlog of equipment that site. needs to be brought up to speed.

“We also have preventive maintenance contracts on Leonard Paper’s accounting team includes, left to right, “Sometimes we get a new account that also wants to start some of the larger pieces. For these customers, we will go Kelly Leonard, Amanda Meyers, Janet Eisen, Ken Crist, using us for equipment repair. We have found that often to their facilities, usually every other month, to inspect and Lindsay Hood and Patricia Bewig. these customers will have quite a few down units, espeservice equipment. At times, we might need to replace some routine parts. When they go out to do a PM, the technician knows what equipment they are cially in a large facility, such as a hospital,” Bob Leonard said. “In these cases, we can get going to work on, so they will bring with them some basic replacement parts, such as a tremendous amount of repair work up front. Following that first wave of repairs, there will be some incremental repairs that come along. It is amazing how many customers we brushes, squeegees, etc.

“When operating an equipment repair service, it must be done the right way. We bring on board because they just need someone to fix their equipment.

Visit Us At ISSA Booth #1279 40 — Maintenance Sales News — September/October 2015

“It goes back to the quality and service we have been able to offer all stakeholders in our business. We are consistent and reliable — people can count on us.”

— Vice President of Purchasing Bob Leonard “At times, we run into challenges with equipment we did not sell. Unfortunately, some of the third-tier equipment manufacturers do not have the parts support necessary, which can cause some challenges in trying to fix that equipment. For the mainstream lines, we have direct parts support from manufacturers.

“Many first-tier equipment lines maintain the necessary parts inventory to help us replenish our inventory. If there is a part we do not stock, we can usually get it quickly from those manufacturers.

I

“Equipment service personnel not only repair items, they also help facilitate the sale, perform the installation and setup, and conduct training on new pieces of equipment we sell. The division is headed by Dan Tippet, who does a fantastic job.”

To further help customers with their equipment needs, Leonard Paper has implemented a rental program.

“We find there are a many contractors who will have more project-oriented work,” Bob Leonard said. “These customers are better served renting a piece of equipment

to use on a particular project, without having to purchase it outright. We have been doing quite well with the equipment rental division.”

Looking Ahead s a forward-thinking company, Leonard Paper officials are always striving to make the distributorship even better at giving customers the best value possible. Keeping up with the latest and greatest in technology is one way the company accomplishes its mission.

John Leonard praised his brother, Bob Leonard, for being the expert at the company when it comes to technological upgrades.

“Looking ahead, I think we need to upgrade some of our online capabilities that allow customers to obtain information about our company,” Bob Leonard said. “When we upgraded our current system three years ago, we thought it worked very well. However, things continuously change on the technology front, and what was top of the line three years ago, is basically standard, at best, today. Hopefully we will make some upgrades and enhancements to be a little more user-friendly for customers who do choose to interact with us electronically.”

In discussing what has helped make Leonard Paper a success story over the years, both John and Bob Leonard stressed consistency and the invaluable contributions of the company’s employees.

“We have good employees,” John Leonard said. “Our sales force, customer service reps, warehouse personnel, drivers — they are Leonard Paper.

We strive to hire the best of the best. We believe in taking care of our people. We have good people who are out there working everyday. They provide a valuable resource to our customer base.”

Bob Leonard added: “Much of our success is the result of the consistency that we have been able to offer, both to suppliers and end-users. It goes back to the quality and service we have been able to offer all stakeholders in our business. We are consistent and reliable — people can count on us. We follow through. When a customer orders from us, he or she will receive their order in a timely fashion, and we pride ourselves in that.”

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By Harrell Kerkhoff, Maintenance Sales News Editor

Over the years, each issue of Maintenance Sales News Magazine has included a feature article highlighting a well-established janitorial/sanitary distributorship. These companies have varied in size, history and location, but all have been more than willing to share their stories for the benefit of the entire industry.

MSN is taking a look back at four such distributorships that graced its cover 10 or more years ago.

The objective is to see what has changed with each company, and how the jan/san industry has progressed.

Clayton Paper & Distribution

a one-stop jan/san house.

“Since we are located in the Midwest, our company services many rural areas and covers a lot of geography. From the beginning, my dad and I recognized that Clayton Paper & Dishe July/August 2005 issue of MSN featured a cover photo of current Clayton Paper tribution would have to be involved in jan/san, foodservice disposal, packaging and even & Distribution President Jim Clayton standing next to his father, Jack Clayton, office supplies,” Jim Clayton said. “This has created some challenges, as we need to stock who was involved in the jan/san industry for over 50 years before he died in 2012 a large inventory. In return, the payoff is larger sales and our capability to provide greater value-added services to customers. This focus hasn’t changed over the years. Our sales peoat the age of 80.

For years, Jack Clayton had been the owner of Sheridan Clayton Paper Company, located ple also like to sell a large variety of products.”

Since 2005, officials at Clayton Paper & Distribution have increased the company’s focus in St. Joseph, MO, a business started by Jack’s grandfather in 1884. In 1987, Jack Clayton sold the family business and settled into retirement. It was not long, however, until his son, on industrial packaging. It’s an area of business that has experienced the most growth as of late for the distributorship. Other growth areas over the past 10 years have come from wareJim, caught the sales bug and talked his father into helpwash and laundry products, service and expertise, Jim ing him form a new distributorship in 1992.

Clayton added.

By that point, the company Jack Clayton had sold was “I see future opportunities in packaging, warewashing no longer operating in the St. Joseph marketplace. Thereand laundry,” he said. “It’s helped us that some of our supfore, the two men found no difficulty in choosing a name pliers have also entered these markets. We have aligned for their new business. They added a bit of a twist to a ourselves with very good suppliers, including some of the familiar name, and decided on Clayton Paper & Distribest packaging vendors in the industry.” bution, Inc., headquartered once again in St. Joseph. The The service region for Clayton Paper & Distribution has city of approximately 76,000 residents is located just basically remained the same over the past 10 years. It innorth of the Kansas City metropolitan area, in western cludes the greater Kansas City market, Topeka, KS, to the Missouri. west, and Chillicothe, MO, to the east.

Jack Clayton remained active in the business he started “We also service Internet orders from other places in the with his son until shortly before his death.

— Clayton Paper & Distribution President Jim Clayton country. We are happy to sell to these customers as well,” “My father was still coming into the office in early DeJim Clayton said. “The main purpose of our website, howcember 2012 before passing away later that month,” Jim Clayton said. “He was working on a limited basis during his later years, but it’s impossible ever, is to simply help our customers. We conduct a lot of business with municipalities and to replace the amount of knowledge he had acquired while in the jan/san industry. My father schools. Our website is designed to help them order products online. It’s also designed for the general public to view our catalogue and learn more about our product lines.” served as a great sounding board, and he is greatly missed.”

There have been some changes at Clayton Paper & Distribution since Jim Clayton was Ten years after appearing on the cover of MSN, Jim Clayton still considers his company

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“ Being a family-owned business, when you need to get lean, you can get lean.. There are four to five fewer people working here compared to 2005. We are paying our people more to do more — and it’s paid off.”

44 — Maintenance Sales News — September/October 2015

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â&#x20AC;&#x153;It often surprises me the value some people place on themselves during the hiring process, even though they possess no industry experience or product knowledge. They just want an account list handed to them,â&#x20AC;? Jim Clayton said. â&#x20AC;&#x153;However, we have hired people with no experience who have become very successful, and have had similar hits and misses when hiring people with actual industry knowledge. You just never know. â&#x20AC;&#x153;For me, when hiring a person, it often comes down to likability. If that person is likeable and communicates well, this is often half the battle. That person should be capable enough to eventually make the necessary sales calls and put in the needed effort.â&#x20AC;?

Although there is a lot of knowledge necessary to become successful in the jan/san business, Jim Clayton said plenty of training is available. This includes help from manufacturer reps.

Since his 2005 MSN interview, Jim Clayton has seen an increase in the number of non-traditional players entering the jan/san industry. This includes corporate big box stores. â&#x20AC;&#x153;These companies have definitely found their foothold in our industry. Although they bring aggressive pricing and corrode margins, I donâ&#x20AC;&#x2122;t see a lot of personal interaction with their customers or added value,â&#x20AC;? he said. â&#x20AC;&#x153;The competition they bring does present challenges for traditional distributors. We have taken our hits on some pieces of business, and that is frustrating.â&#x20AC;?

To counter, officials at Clayton Paper & Distribution work to cultivate positive relationships with current and potential customers. This includes following up on promises. â&#x20AC;&#x153;If we say we are going to deliver a product Monday afternoon, then we have to make sure this is what we really do. It sounds basic, but this Clayton Paper & Distribution President Jim Clayton stands by photos of his great uncle, Al Clayton (far left), type of service is a building block to developing solid relationships and and father, Jack Clayton; both were key to the success of the Sheridan Clayton Paper Company. trust. Everything else will fall into place as long as you keep your word,â&#x20AC;?

Jim Clayton said. last interviewed by MSN a decade ago. For one, the company was able to survive the Great A strong focus on customer training is another way the St. Joseph distributorship provides Recession of 2007/2009 by becoming leaner. â&#x20AC;&#x153;Being a family-owned business, when you need to get lean, you can get lean. And, we value-added service. â&#x20AC;&#x153;Most of our training is conducted on-site, and often takes place in cooperation with suphave stayed lean ever since. There are four to five fewer people working here compared to 2005. We are paying our people more to do more â&#x20AC;&#x201D; and itâ&#x20AC;&#x2122;s paid off,â&#x20AC;? Jim Clayton said. â&#x20AC;&#x153;I pliers. We conduct in-service customer training on a monthly basis,â&#x20AC;? Jim Clayton said. consider Clayton Paper & Distribution a small, family-owned business. We have remained â&#x20AC;&#x153;Many customers place great value on training. This helps separate our company from larger big box suppliers.â&#x20AC;? nimble. If a change needs to take place, we can make it happen pretty quickly.â&#x20AC;?

Helping customers maintain problem cleaning areas within their facilities is a key objecHe added that finding new sales people remains a challenge, and that no specific hiring tive during the training process. formula seems to work every time.

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“There are many concerns from customers about keeping restrooms in good shape. Building occupants often perceive the cleanliness of an entire facility by how well restrooms are maintained. If the restroom is dirty, occupants may think the kitchen is also dirty, etc.”

Providing new and innovative products is another way officials at Clayton Paper & Distribution differentiate their company from others.

“We always look for new and improved products to show our customers. New products are fun to sell, and they can provide additional margins,” Jim Clayton said. “The jan/san industry is still innovating. This helps us, as a full-service distributorship, to provide value and improve the daily lives of customers.”

The company uses its own delivery drivers while leasing its fleet of trucks.

“Leasing allows us to use trucks that are constantly in good working condition. We started leasing delivery vehicles a long time ago, and it’s worked out well,” Jim Clayton said. “Our drivers are very important to the success of this distributorship. They are willing to go beyond just delivering products.

“For example, if a customer needs 10 cases of copy paper delivered to the second floor of a building, our drivers are very willing to provide such service. Our delivery people have as much, if not more, contact with customers than anybody else at the company.”

Among the major types of end-users served by Clayton Paper & Distribution are those involved with education, healthcare, contract cleaning, manufacturing, offices and restaurants.

“Business has been good as of late. We are seeing signs in the Midwest of some positive economic movement, such as increased construction,” Jim Clayton said. “Our company has also benefited by working with many quality suppliers. We often look for product exclusivity when selling into a specific marketplace. This can often be attained with suppliers that don’t currently have a foothold in a certain area or marketplace.”

Looking ahead, Jim Clayton feels confident that his company, now in its 23rd year, will continue to prosper as long as it properly services customers with quality products.

“It’s also always important to change as market conditions change. We have to be aware when these changes occur, and respond.”

Contact: Clayton Paper & Distribution Inc.,1302 S 58th St., St Joseph, MO. Phone: 816-364-0220. Website: www.claytonpaper.com.

Hercules & Hercules Inc. (HHI)

hange is imminent in the cleaning business. Those jan/san distributorships that can adapt to change are most likely to survive and thrive. A prime example is Hercules & Hercules Inc. (HHI), based in Detroit, MI. The origin of HHI dates to 1964, when Hercules Jefferson Sr., started his contract cleaning business and eventually grew the company into a successful full-service distributorship.

Hercules Jefferson is still active in the business, along with his wife, W.L. (Pat) Jefferson, while their daughter, Belinda Jefferson, serves as president.

Since HHI appeared on the January/February 2003 cover of MSN, the company has moved its headquarters to a more efficient facility within the Motor City. Another significant change

C

50 — Maintenance Sales News — September/October 2015

“Having a more consultative approach is necessary. Today’s opportunities are based on relationships.

We diligently try to understand our customers.

It’s essential to evaluate their facilities, and help them meet proper compliance issues.. ” — HHI President Belinda Jefferson

has taken place beyond Detroit, as HHI has branched out. It now also operates distribution centers in Durham, NC; Cleveland, OH; and Union City, CA (near San Hercules & Hercules President Belinda Jefferson Francisco). is pictured in the company's showroom.

The concept of these centers originated from a chance meeting Belinda Jefferson had with a facilities manager of a large university, during a past ISSA/INTERCLEAN® convention.

“We started having a conversation about some issues he was having with his facilities. I gave him some advice, recommendations and my business card,” Belinda Jefferson said.

Eventually, the university became a customer of HHI, which led several years later to the distributorship setting up its own infrastructure in North Carolina.

Today, the HHI distribution center in the Tar Heel State includes equipment service and customer training capabilities. Meanwhile, the company’s facilities in Ohio and California strictly serve as distribution centers.

Meanwhile, the company’s Detroit headquarters was relocated in 2007 to a newer and more efficient 60,000-square-foot location.

“Our current warehouse has 20-foot ceilings and we are now able to better monitor turns and inventory,” Belinda Jefferson said. “We also work with an improved ERP (enterprise resource planning) system, and have 5,000 square feet dedicated to training and showroom space.

“We conduct monthly training sessions at our Detroit facility. HHI has a functional restroom and every imaginable floor surface available at our headquarters’ training location to better show proper cleaning procedures and equipment usage.”

Educating customers is just one way HHI officials separate the distributorship from competitors.

“We also make sure all equipment is properly assembled and ready for customer use. This focus includes properly training customers on how to use this equipment. We provide refresher training when necessary,” Belinda Jefferson said. “It’s important that HHI remains a valuable assist to the client base. For example, our sales staff has access and can provide sustainable building audits for customers. Many of our staff members are also CIMS

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(Cleaning Industry Management Standard) certified through ISSA.” She added that time has brought many positive changes for the types of products HHI offers. This includes focusing on more sustainable items.

“Since 2003, we have moved away from those old toxic floor finishes and floor strippers. Most of our products today are sustainable. This includes paper goods and cleaning chemicals. There are still some customers who seek the older items, but our preference is to

sell sustainable products,” Belinda Jefferson said. “We also ‘walk-the-walk’ when it comes to sustainability.

For example, our Detroit facility now features LED motion-controlled lighting as well as touchless flush and soap systems. These changes not only save our own company electricity and help us become friendlier toward the environment, they serve as reminders to clients the many advantages of sustainability.”

Since interviewed by MSN in 2003, Belinda Jefferson has seen traditional jan/san distributorships face greater competition from non-traditional players. This has forced HHI officials to focus even more on customer service.

“We take additional time to find out what our customers are doing, and how we can help them improve and become more efficient. This can be done by introducing better equipment and/or changing the cleaning processes currently used by their employees. Having a more consultative approach in place is necessary,” she said.

“Today’s opportunities are based on relationships. We diligently try to understand our customers. It’s essential to evaluate their facilities, and help them meet proper compliance issues when involved with such industries as education and healthcare.”

She credits the workforce at HHI for providing the highest level of customer assistance.

“We have been fortunate that members of our workforce are dedicated to securing long-term professional relationships with customers,” Belinda Jefferson said. “HHI customer service representatives are the pulse of our organization, with our delivery staff serving as important ambassadors as well.

“It always brings me great pleasure when I receive a phone call, or email, from somebody who has had a positive experience while working with one of our drivers or customer service representatives.”

Looking ahead, HHI officials are working to increase the company’s presence in the healthcare and education segments. They are also

wanting to further expand the distributorship’s national building service contractor (BSC) customer base. Another goal is to have an additional distribution center located in the Midwest.

“The jan/san industry is forever changing, which makes our business very exciting and fun. You have to consistently change with the times. This involves self-education,” Belinda Jefferson said. “My family has been involved in this industry for over 50 years. It’s provided many solid opportunities for our second- and third-generation family members. We continue to succeed by selling products and systems that people need.”

Contact: Hercules & Hercules Inc., 19055 W Davison St., Detroit, MI 48223.

Phone: 313-933-6669.

Website: www.herculesandherculesinc.com.

Brady Industries

oom for growth was evident 10 years ago for Brady Industries when the jan/san distributorship, based in Las Vegas, NV, appeared on the March/April 2005 cover of MSN. At that time, the company served 5 locations in 5 western states. Today, Brady Industries has expanded to 12 locations, in 6 western states, while remaining a full-service janitorial and facility supply distributorship.

“For years, we were a Las Vegas-only company. That changed in 1999 when we opened a second facility,” Brady Industries President & CEO Travis Brady said. “We have continued to increase resources and services available to customers. This has enabled us to grow into new markets. For example, while we started providing warewash products and services 10 years ago, this is now a significant division within our company — everything from actual warewashing to kitchen sanitation, food processing and foodservice disposables.

“Our whole foodservice category has greatly expanded. We felt there was a need in this market, and we have received great response.”

Another area of growth for Brady Industries focuses on the servicing of jan/san-related equipment, such as floor machines.

“Ten years ago, the majority of our equipment repairs took place at our own facilities. We would pick up a piece of equipment from a customer’s location, take it to our building, work on it, and then send it back. This was time consuming,” Brady said. “Today, most of our reIT YOUR OWN WITH: pairs are conducted on-site. We have technicians who travel in fully-equipped repair vehicles. The turnaround time for this type of service is a lot quicker. Brady Industries also provides equipment rentals to help customers during extended repairs or other emergency needs.”

All 12 of Brady Industries’ locations are full-service operations. For example, each facility has its own in-house wareAvailable in 3 Styles: wash and laundry technicians.

Slot Pocket “I feel this is unique in our industry,” Round Keyhole Brady said. “Many companies that offer Square Keyhole (shown) these kinds of services often rely on a manufacturer or third-party business to provide the actual work. The expansion of our capabilities is not unique to the larger locations within our system, but offered throughout our network.”

When Travis Brady’s grandfather, F.J. Brady, started the family’s Las Vegas distributorship in 1947, the city’s Available in five colors: population was approximately 25,000.

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grew up in the company. They started by filling bottles and doing other similar jobs. (Bill) went back to the business as an adult, while his brother became a university professor,” Travis Brady said.

In the late 1970s, Bill Brady purchased City Janitor Supply from his father, and changed the company’s name to Brady Industries. Bill Brady retired in 2009, leaving his son Travis in charge of the family’s jan/san distribution business.

Meanwhile, a second son, Eric Brady, is in charge of Brady Linen Services, LLC, which is now a global commercial laundry operation.

“In 2005, Brady Linen Service operated from one facility and was processing around 150,000 to 160,000 pounds of commercial laundry a day.

Today, the company processes up to 1 million pounds of laundry a day with facilities in Las Vegas, the Bahamas, and Cancún, Mexico; and projects in China,” Travis Brady said. “The linen division grew to the point where it’s now its own entity, and recently merged with another company that has additional facilities in Atlantic City, NJ, Boston, MA, Philadelphia, PA, and Connecticut.”

Since last interviewed in 2005, Travis Brady has seen several changes take place, not only ® Brady Industries President & CEO with his family’s company, but also within the Travis Brady leads a distributorship entire jan/san industry. with locations in six states.

“One area of big change comes from the heightened importance placed on environmen- the years has allowed us to sell top products at extremely tally friendly products today. More customers competitive price points. We also have the advantage of proB O O T H are wanting entire viding the necessary indus‘green’ cleaning try expertise that some of systems put into these non-traditional compaplace for healthier nies can’t, or won’t, supply. buildings,” he said.

Brady Industries contin“Another change I ues to hang its hat on the have seen is the ability to provide real solugrowth of non-trations to customers, so they — Brady Industries President & CEO Travis Brady ditional players encan clean more effectively, tering the jan/san economically and safely.” market. They are coming from such industries as Overall business at Brady Industries has been good, he foodservice and office supplies. added. This is due, in part, to the company’s long-standing “Brady Industries is able to compete very well commitment to the jan/san industry and its participants. against these new competitors. Our growth over “Our policy is to always find solutions for customers, such as implementing better delivery schedules and/or helping people find more efficient and economical ways to clean,” Travis Brady said. “We also benefit from a positive business culture.

Brady Industries currently has many locations, with greater overall size and scale, but we have never departed from our family business attitude and mentality.

Our employees enjoy being together and taking care of customers.

“We also actively promote people from within the company, and give everyone an opportunity to expand and grow their careers. Many of our current leaders have been developed from within the organization.”

A strong commitment is also placed on training programs for both employees and d tr a e sh customers. a “All of our sales reps now receive cerBooth tification through the ISSA CITS (Clean3401 ing Industry Training Standard) co m e see us program,” Travis Brady said.

According to ISSA, CITS is designed to increase professionalism and demonstrate a commitment to effective training. SpecifFood Service · Hospitality · Health Care · Beauty · Personal Care · Pharmaceutical · Household · Industrial · Retail ically, the program is focused on training and certifying frontline cleaning professionals, verifying training programs and training facilities to a set industry standard, Diamond Wipes International, Inc. Manufactured in the USA and improving the skills of industry train@diamondwipes www.diamondwipes.com 1(800)454-1077 toll free (909)230-9888 ers through a comprehensive workshop.

F.J. Brady, who died in 2005 at the age of 98, was brought to Las Vegas many decades ago as a manager for Safeway.

Eventually, he set out on his own in the business world and formed City Janitor Supply.

Travis Brady stated in 2005: “My grandfather started the business in 1947, which happens to be the same year that Bugsy Siegel opened the Flamingo in Las Vegas.”

As the years progressed, so did the Brady family’s involvement with the business.

“My father (Bill Brady), along with his older brother,

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“ We made the decision that of all the job responsibilities our sales reps have, training is at the top of the list.”

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“We made the decision that of all the job responsibilities our sales reps have, training is at the top of the list. These reps must be able to instruct, whether through formal training sessions or on-the-fly situations with an individual customer,” Travis Brady said. “We also hold, within our various facilities, different customer training seminars. They help end-users better understand proper product usage, industry regulations, cleaning industry trends, etc.”

A strong focus on training and education helps Brady Industries compete against big box stores that have not traditionally been involved with the jan/san industry.

“Many of these companies look at janitorial supplies as just more boxes on a truck. That is fine for them, but our customers need additional resources. We are able to help with logistic issues,” Travis Brady said. “We can differentiate Brady Industries when it comes to personalized service, whether it’s helping with equipment, stone care, kitchen sanitation or other needs that are important to our customers.”

As the company nears its seventh decade, Travis Brady said he sees continued growth ahead — both in geography as well as product line development.

“We remain committed to growing the Brady brand,” he said.

Contact: Brady Industries, 7055 Lindell Rd.,Las Vegas, NV 89118.

Phone: 800-293-4698. Website: www.bradyindustries.com.

Visit Us At ISSA Booth #2474 58 — Maintenance Sales News — September/October 2015

Kenway Distributors, Inc. major event took place at Kenway Distributors, Inc., of Louisville, KY, shortly after the jan/san distributorship appeared on the May/June 2003 cover of MSN. In 2004, the company moved into a newer and more efficient facility.

“We had been in the older building since 1963. The old warehouse featured 10- to 12-foot ceilings and was divided into different sections, with limited loading docks. The office space was good, but the warehouse was a major issue. There was also a need for more room to train end-users,” Kenway Distributors President Ken Crutcher said. “Today, our current 51,000-squarefoot facility includes a 40,000-square-foot warehouse with 28-foot ceilings. Our operations and inventory management are much more effective and efficient.”

Kenway Distributors was started in 1951 by Ken Crutcher’s grandfather, Rowland Crutcher. Over the years his father, James Crutcher, also became involved in running the business.

Kenway Distributors President Ken Crutcher heads Ken Crutcher’s daughter, Ashley Crutcher, has been the family business started by his grandfather. involved in the business since 2008, and currently serves as sales manager.

“She brings a lot of energy and excitement to our company, and likely is the next generation to lead Kenway,” Ken Crutcher said.

Today, the distributorship’s service region covers the state of Kentucky as well as parts of southern Indiana and southeastern Illinois. There are branch facilities operating in Lexington and Owensboro, KY. “The Lexington branch is designed to be a storefront operation. It’s for walk-in traffic and emergency deliveries. Most of our deliveries in the Lexington market come from Louisville, about 70 miles to the west,” Ken Crutcher said. “Meanwhile, the facility in Owensboro is a fully-stocked branch, featuring its own inventory and truck routes. It covers the western one-third of our overall service area.”

One aspect of Kenway Distributors, that hasn’t changed since it was featured in 2003, has been its focus on remaining a top-of-the-line, value-added jan/san supplier.

“Our product lines have remained consistent during this time period, and we have had very little employee turnover. This includes our sales people, warehouse staff and management. Many employees have found a home here,” Crutcher said.

“There are a lot of people, especially since the 2008 recession, who look for steady employment, good working conditions and a good income. That is what we provide.”

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Along with a more efficient warehouse, another major benefit Kenway Distributors received, as a result of its 2004 move, was the development of a state-of-the-art training facility.

“We like to solve a customer’s problem before that customer even knows he/she has a problem.”

— Kenway Distributors President Ken Crutcher

“We began calling our training program the ‘Kenway Institute’ at the time of the move. There is room for up to 100 people at this training facility. However, it’s really meant to offer a more classroom-type setting for 25 to 50 people. A big part of our training is focused on hands-on education,” Crutcher said. “Our training facility includes a large floor area to help demonstrate the operation of such equipment as floor scrubbers. This allows end-users to actually ride on machines and practice their cleaning skills.

“We also built a large custodial closet within our training facility to show people to proper way to put away and store items. Another feature is our fully-functional restroom, where demonstrations are held to show the proper way to clean toilets, shower stalls, sinks, etc.”

End-users can also learn about gym floor care and carpet care at the training facility.

“It’s all hands-on training, and we work with several of our suppliers. We can take our training system on the road as well,” Crutcher said. “Our biggest customer market segment is education, followed by healthcare, industrial and commercial facilities. It’s often good to get a custodial staff off-site for their training needs. We now have a place to meet these needs. This strong focus on training helps separate Kenway Distributors from many competitors.

“It’s important to show customers how to reduce costs, while still cleaning for improved health, safety

and appearance. Everyone wants to reduce labor costs.

When it comes to cleaning, 90 percent of expenses is tied to labor, while the remaining 10 percent is associated with products. This is as true today as it was when I first came into the business in the 1970s.

“We help customers address that 90 percent expense, which saves them money when it comes to payroll and budgeting.”

Crutcher added that restrooms, lobbies and overall floorcare usually provide people with the most challenges when it comes to keeping a facility clean.

“It’s important to remember, that in the cleaning world, there continues to be a steady turnover of custodians at many end-user facilities. Therefore, we see a constant need to provide quality training programs to help customers with their problem areas,” Crutcher said.

“We like to solve a customer’s problem before that customer even knows he/she has a problem — and that is often hard to do.

“When it comes to deliveries, the customer wants to see a happy face.

That goes a long way in building a good customer relationship.”

“Instead of being focused on just getting the next order, we work with customers to find how their facilities can improve. Sometimes this involves our employees providing last minute deliveries or working on a weekend or at night to address a specific issue.”

Like many well-established jan/san distributors, Crutcher has seen new players enter the industry since his company was featured by MSN in 2003. This new competition has mainly come from large healthcare and office suppliers as well as big box movers.

“These companies can provide cheaper products, but we counter with better service and added value,” he said.

“In other words, we have to provide more ‘bangfor-the-buck.’”

This includes delivering products with the help of courteous and experienced drivers.

“If a customer wants one of our drivers to place items on a shelf in the stockroom, etc., that will get done. This type of service goes back many years to when my grandfather and father were in charge,” Crutcher said. “They had to work with 55-gallon drums, which were hard to move. Sometimes a customer would want these drums placed in his/her basement. Our company made sure that is where they ended up.”

He added: “There are three key job positions at most jan/san distributorships that can either make or break the company.

They are: sales consultants, people answering the phone, and delivery drivers.

“When it comes to deliveries, the customer wants to see a happy face. That goes a long way in building a good customer relationship,” Crutcher said. “I feel very Your One Stop good about the overall future of Kenway Source for Quality Distributors, especially if we continue to ® Cleaning Product Products focus on our value-added training pro800-821-7197 – U.S. & Canada grams. This helps distinguish our company 660-827-0352 – International from many others.”

R.J. Lindstrom President SEDALIA, MO – USA Contact: Kenway Distributors, Inc., 6320 Strawberry Ln., Louisville, KY 40214. www.zephyrmfg.com Phone: 502-367-2201.

Website: www.kenwaydistributors.com.

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60 — Maintenance Sales News — September/October 2015

ADVERTORIAL

Essendant And Independent Stationers Extend RDC Agreement

Essendant, Inc. and Independent Stationers have jointly announced the renewal of the RDC agreement between their organizations.

The RDC program was originally launched by Independent Stationers in 2004, and Essendant (formerly known as United Stationers) has been the exclusive provider under the program since 2009. The RDC program adds value to IS members by providing direct or near-direct pricing while allowing members to combine their needs into one order assortment across all program products and brands. It leverages Essendant’s nationwide network, logistics excellence and inventory depth and breadth. Because the program offers competitive pricing with lower item minimums than buying each item directly from manufacturers, it allows dealers to be “capital smart” – a concept introduced by Essendant in their “Seven Moves to Win” for resellers.

“Independent Stationers’ members are leaders in the market, and we are confident that the RDC program together with Essendant’s support positions our members to thrive in the face of a very challenging business environment,” stated Mike Gentile, president and CEO of Independent Stationers.

“Independent resellers of business essentials remain our core business, and this agreement supports our strategy to strengthen that core,” said Tim Connolly, chief operating officer of Essendant. “Our RDC program agreement extends Essendant’s strategic relationship with Independent Stationers and reaffirms our commitment to the Independent Dealer Channel. We look forward to working with Independent Stationers and their members to grow our businesses together.”

Founded in 1977, Independent Stationers is a global organization providing sales, marketing support and purchasing power for the community based independent office products dealer. The organization’s members are located throughout the U.S. and in 5 foreign countries.

Collectively, Independent Stationers members produce close to $4 billion in end-user sales. Visit www.independentstationers.coop or www.essendant.com.

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Continued Growth In 2015 For The United Group of their products, as well as breadth of product lines, before approving them for group affiliation.

Some suppliers offer volume discounts and growth incentives in addition to contracted rebates on purchases.

TUG also offers private label product lines, in some categories, available exclusively through its suppliers.

“The United Group continually seeks potential new members in areas where additional marketplace coverage might be needed. It vets each prospect to confirm the extent to which it is a viable and growing business, and ascertains from what vendors they purchase.”

Group members with proximity are polled regarding conflicts with prospective members, and they have the right to voice objections to adding a company that encroaches on a market share.

“The United Group charges no membership fees, and every member owns an equal share purchased at a symbolic cost. All members are invited to participate on committees, task forces and at the annual stockholder meeting.

Members network with one another through online forums and at regional meetings.”

TUG’s interactive website also provides members with information on solutions to shared business concerns and to vendor product and system sales flyers, product training videos, news releases, and promotional specials. The website also features a secure, password-protected portal where members can "By Test - The Best Mops Made" check rebate earnings in real time, exchange information, ideas, and collaborate with other members. www.carolinamop.com The group continued to grow in 2015, adding 19 E-mail: info@carolinamop.com new distributor members Toll Free: 1-800-845-9725 and 20 new suppliers, and Fax: 1-864-225-1917 gross annual rebate revP.O. Box 5072 Anderson, SC 29623 enues are projected to exceed last year. TUG’s 2015

The United Group® (TUG) is a member-owned, nationwide marketing and sales organization for independent distributors of jan/san, industrial packaging, foodservice and safety products and equipment.

Founded in 1983 and headquartered in Monroe, LA, it connects over 400 members with 200 suppliers, including redistributors and manufacturers.

“Joining a buying group like TUG can help increase buying power for distributors seeking to purchase from premium vendors. Suppliers may be more accommodating for buying groups than for a single independent distributor,” said TUG officials.

Suppliers are free to discuss rebate programs and have one-on-one meeting time with members at TUG’s annual conference.

“The group’s executive staff negotiates rebates with suppliers for benefit to members, and makes contract details available to every member at all times.

“We regularly evaluate our supplier relationships and weigh the value that our members are receiving,” United Group President Tobie McKown said, “and we encourage suppliers to collaborate with members.”

TUG says it verifies its suppliers for industry longevity, proven success, relevance, quality and special attributes

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National Conference in Orlando, FL, over Super Bowl weekend, featured two days of tabletops meetings, new member orientation, a golf tournament, stockholders meeting, breakout market segment meetings, welcome cocktail reception and an awards dinner.

TUG also introduced The United Group app ahead of its annual conference which allowed users to view the event schedule, connect and exchange contact details with other attendees, access maps of session and event locations, search for supplier information, check show specials, and more.

Next year, TUG’s National Conference is set for March 28-30, 2016, at the Wynn Las Vegas resort. It will feature two days of social and business gatherings at the tabletops meetings, presentation of annual awards, stockholder meeting and market segment breakout sessions.

Visit www.unitedgroup.com or call 318-348-0806 for more information.

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Kansas City, KS 66106 800-423-9861 www.performmfg.com

Products That Perform!

Nittany Paper has partnered with Green Sealâ&#x201E;˘ to take the guesswork out of Going Green. We are now offering products that are Green Seal-certified under a standard that offers very clear and measurable criteria. From governments and universities to office buildings, Nittany Paper helps businesses and institutions of all types green their purchasing, operations, and services. You can transform your organization and make a positive impact.

Our programs offer the tools, resources and information to show you how.

Intercon Chemical Company

Booth 2268

Compass Minerals

Booth 647

Primo: A New, Concentrated, All-Purpose Cleaner Primo is a newly concentrated water-based multi-purpose cleaner. Primo offers the best of traditional â&#x20AC;&#x153;multi-purpose typeâ&#x20AC;? products with a cost effective, environmentally responsible formula. In addition, Primoâ&#x20AC;&#x2122;s superior cleaning capability and fresh lavender fragrance leave surfaces sparkling clean and incredibly fresh.

Primo is a neutral, all-purpose cleaner. The product can be sprayed, brushed or mopped on virtually any surface. This includes desks, sinks, tubs, ďŹ&#x201A;oors, stoves, etc. When diluted with water to the correct consistency (a little goes a long way), Primo leaves behind a wonderful fresh lavender aroma.

Compass Minerals, headquartered in Overland Park, KS, is North Americaâ&#x20AC;&#x2122;s leading producer of deicing minerals. Itâ&#x20AC;&#x2122;s also a leading salt producer in North America and the United Kingdom.

For jan/san professionals, Compass Minerals offers the Safe StepÂŽ Pro SeriesÂŽ brand of ice melt products. The Safe Step line uses a variety of ingredients and blends to meet maintenance professionalsâ&#x20AC;&#x2122; varying needs for price and performance, creating a â&#x20AC;&#x153;Good, Better, Bestâ&#x20AC;? approach to melting ice. The line also includes two products that have received the EPAâ&#x20AC;&#x2122;s Design for the Environment certiďŹ cation.

von Drehle Corp.

Booth 3167

The von Drehle Corporation has announced its new Eleganceâ&#x201E;˘ line of premium towel products. von Drehleâ&#x20AC;&#x2122;s new Eleganceâ&#x201E;˘ line of Premium TAD products is the perfect solution for high-end markets such as front ofďŹ ce spaces, upscale restaurants or anywhere a premium towel is needed.

Through Air-Dried (TAD) technology is a process by which a sheet is dried by passing air through it, as compared to the conventional dry or wet crepe paper machine process which uses heated dryer rolls. This TAD process results in a softer, stronger and more absorbent sheet.

Available in a variety of hardwound roll towels and folded towels.

Call 877-462-7258 or visit www.nasalt.com.

Visit www.interconchemical.com.

Bar Keepers Friend Maker of premium-quality name-brand powder & liquid scouring cleansers, plus new Spray + Foam. For over 130 years, Bar Keepers Friend (BKF) has been a trusted brand preferred by millions of satisfied users. â&#x20AC;&#x153;Once tried, always usedâ&#x20AC;? is our motto! Now available in institutional sizes and NSF-registered formulas for expanded sales & profit fordistributors. distributors. opportunities for

Booth 650

Visit www.vondrehle.com for more information.

Haviland Corp.

Booth 1129

Microbe SpikerT Squeegee New from Haviland Corporation is the Microbe SpikerT Squeegee.

This squeegee is the revolution to stretching cleaning dollars.

Microbe SpikerT provides revolutionary cleaning, with percentage change of bacteria on surfaces, anywhere from 55% to 99.9% reduction, without use of additional chemicals/water. Â This is accomplished through the use of NANOTECHNOLOGY.

â&#x20AC;&#x153;CLEANS WHERE FAI AI FILâ&#x20AC;?

OTHERS FAILâ&#x20AC;?

Stop by Booth 650, visit and learn more!

For more information, visit www.havilandcorp.com.

JJOTUJUVUJPOBM!CBSLFFQFSTGSJFOE DPN t OTUJUVUJPOBM!CBSLFFQFSTGSJFOE DPN t www.barkeepersfriend.com/institutional www w.barkeepersfriend.com/institutional

Harvard Chemical Research

Dirt Killer Pressure Washers

Trusted by professional carpet cleaners for nearly two decades, Pet Stainoff is a special blend of bacteria and enzymes that, under proper conditions, will eliminate organic matter and the odors caused by animal waste. This productâ&#x20AC;&#x2122;s bacterial action will digest materials that are causing odors such as urine, fecal matter, vomit and other pet related odors.

In carpet cleaning, Pet Stainoff can be used as a carpet deodorizer and digestant of organic waste, such as urine and fecal matter and odors from many sources. Pet Stainoff can be used in conjunction with many types of carpet cleaning equipment and methods. The product can be added directly to the solution tank or used in a pump-up sprayer. Pet Stainoff works extremely well with hand, bonnet and extraction cleaning methods.

Kranzleâ&#x20AC;&#x2122;s new K1122TST replaces the K1120 and K1120T, featuring an improved AZ Kranzle pump as well as total-stop capability. Now when you let go of the trigger, the pressure washer shuts off, saving wear and tear on the pump and motor.

Another major difference is a new, more rugged one piece frame. This makes the K1122TST more durable and easy to repair.

The 110 volt, 15 A, electric cold water pressure washer can be plugged into any standard household circuit and produces 1,400 PSI at 2 GPM. The unit comes with a Dirt Killer rotary nozzle for maximum cleaning performance, as well as a Variojet nozzle for low pressure soap application and high pressure rinse. Standard features include a hose reel with 50 feet of high pressure hose and a ground fault interrupter for safety.

Visit www.hcronline.com.

Call 800-544-1188 or email info@dirtkiller.com.

64 â&#x20AC;&#x201D; Maintenance Sales News â&#x20AC;&#x201D; September/October 2015

Booth 639

Kleenrite Equipment

Booth 341

Kleenrite Equipment offers the MEGAx series ďŹ&#x201A;ood water extractor, giving the power of a truckmount in a portable. Itâ&#x20AC;&#x2122;s powerful enough to handle the toughest water damage job.

Designed with superior vacuum and discharge performance, the new clear lid for visibility is also included. The product raises the industry standard in ďŹ&#x201A;ood water removal.

Kleenrite is the ďŹ rst, and only, choice for portable cleaning equipment. Whether looking for portable extractors, hard surface cleaning, ďŹ&#x201A;ood water removal or escalator cleaning equipment, Kleenrite has what you need.

Kleenrite Equipment provides the quality and reliability customers have come to trust over the past 40 years. Kleenrite has been engineered to be the best since 1973, and manufactured in the USA. Visit www.kleenritemfg.com.

Carolina Mop

Carolina Mop offers products which include hand pads, ďŹ&#x201A;oor pads, utility pads, trash cans, trigger sprayers, dust pans, microďŹ ber dust mops and microďŹ ber wet mops.

The company also makes a full line of mops, brooms, dust mops, handles, squeegees, hardware, frames and plastic products.

Established in 1945, Carolina Mop is a full line manufacturer of quality products with a dedication to excellent service.

Contact: Carolina Mop Inc., Phone: 800-845-9725; Fax: 864-225-1917. E-mail: info@carolinamop.com; Visit www.carolinamop.com.

SCA

Booth 2047

Tork Image Design™ dispensers bring seamless style into high-end washrooms. Employing touch-free and fully automatic capabilities, the dispensers meet hygiene standards, and are made of premium materials including brushed stainless steel exteriors featuring anti-fingerprint protection surfaces.

They continue to deliver on a premium promise with a wide range of dispensing options and corresponding Tork Premium refills, ensuring customers have the right dispensers and towels to improve any washroom.

With Tork Image Design dispensers, businesses can deliver continuity in an elegant experience that begins at the front door, and carries through to the washroom. By providing a timeless design with reliable functionality that complements any environment, businesses can offer patrons an even greater experience.

Visit www.torkusa.com.

The Gift Sales Co.

Booth 785

Americo Manufacturing

Booth 1229

Morgro, Inc.

Booth 632

A SMART & RESPONSIVE Jan/San Mobile App Americo takes the guesswork out of floor pad and mat selection by introducing an innovative tool that provides immediate consultation, backed by the latest methods and advice from leading experts in the jan/san industry.

The Floor Pad Selector Guide offers recommendations based on the user’s own requirements, such as floor type, application, floor condition, equipment and finishes. The selector guide also allows the user to switch views from diamond to traditional floor pads for product and method comparison. The app’s Mat Selector Guide displays recommendations based on placement (market segmented), mat type, foot traffic, and more. Other components include access to teaching tools, product details for instant sharing, an environmental calculator, educational videos on sustainable solutions, and an exclusive inside tour of Americo’s production plant. This app is multilingual-based. Version 1 features English and Spanish. A free download is available for Android and soon for Apple — plus, it’s FREE! Visit www.americomfg.com.

Morgro’s Sno-Plow ice melter is formulated to meet those situations where maximum performance as well as pricing demands are critical. The product is a combination of sodium chloride and magnesium chloride. Sno-Plow works in temperatures as low as -27º F. Each particle of Sno-Plow is coated, not blended, with magnesium chloride, creating product uniformity and efficiency. Also, the inhibitor in Sno-Plow’s Liqui-Fire™ melting enhancer helps reduce corrosion on exposed metals.

Sno-Plow is safe to use on concrete and will not harm trees, shrubs or other vegetation when used as directed. It’s also safe on carpets and floors, leaving no oily residue. Sno-Plow’s green colored granules reduce the possibility of over-application. The product comes in a wide variety of packaging sizes.

Other Morgro ice melter products include: Ice Fighter Plus, Cal-Melt and Deep Thaw.

Visit www.morgro.com for more information.

Golden Star, Inc.

EZ Dump Commercial

Booth 2529

10 Liter Microfiber Charging Bucket

Among the wide variety of janitorial supplies available from The Gift Sales Co., is the 12-inch, 20-gauge metal dust pan. The product, manufactured in the USA, is made with one-piece reinforced construction and is powder coated. A single pack contains 1 dozen, while 50 dozen are available per pallet.

The Gift Sales Co., is located in Wichita, KS, the center of the continental United States, for more reasonable freight rates and shorter delivery times.

Visit www.giftsalescompany.net or call 1-800-992-0181 for more information.

Methodology in cleaning is crucial to limit cross-contamination between patients in a hospital setting. The use of charging buckets, separating clean and contaminated solution and products, is one way to help achieve this goal.

The 10 liter charging bucket is the perfect solution for keeping clean and used microfiber cloths and pads apart and sorted by area of use.

The clear plastic lid also keeps splashing and debris contamination to a minimum. Just one more way Golden Star helps customers achieve a cleaner tomorrow.

Visit www.goldenstar.com.

Carlisle Sanitary Maintenance Products Booth 3574

Kissner Group

The Complete Floor Care System Is Here

Booth 360

Nothing “beEts

“

ICE

better than...

EZ Dump Commercial’s ISSA Innovation Award winning and revolutionary 23gallon SmartcanMax™ eliminates having to pull a trashbagoutofthereceptacle.

Much safer and efficient for all workers. Users simply tie the bag shut, step on the foot release pedal and remove the lightweight receptacle off the full liner bag.

This allows the user to remain in a safe, neutral position to remove the liner bag, using two hands at all times.

• Reduces back injury potential, OSHA’s No. 1 injury issue; • Easier to clean and maintain, more efficient; • 3 year No Holes warranty provides customer ROI; • Revolutionary, patented design, made in USA; • Commercial and Industrial grade.

Visit www.ezdumpcommercial.com to watch 1 minute demo video. Call 1-800-944-5011 or contact Brady Heath at Brady@ezdumpcommercial.com.

Briarwood Products

Booth 351

ICE

BEETER

™

Ice ce Beeter Treated IIce Melter • Specially formulated with Beet Extract • Effective to the -20° range • Improves melting efficiency

Ice ce Beeter Ultimate Ice Melter • Enriched with Beet Extract and Calcium Chloride • Effective to the -30° range • Exceptionally fast acting formulation

Carlisle Sanitary Maintenance Products provides the only floor care system available that saves both time and money. By coupling its Value Rotary Brushes with its EZ Snap Clutch Plates, the company has created a simple floor maintenance solution.

This system is easy on the wallet, but also great for the environment. The Rotary Brushes outlast floor pads 100 to 1. The EZ Snap System offers real, measurable cost savings and “peace of mind,” knowing that the user is doing what is right for the environment.

Visit www.carlislefsp.com/ez.

Ice ce Beeter Responsible Ice Melter • Enriched with Beet Extract and Calcium Magnesium Acetate (CMA) • Effective to the -20° range • Less harmful to vegetation and pets, when used as directed

www.ice-beeter.com

66 — Maintenance Sales News — September/October 2015

1-800-434-8248

Briarwood Products has released a new Microfiber Surface Cleaning Mop in 18-inch and 24-inch sizes. The mop features a strong molded case and two super-aggressive Velcro® strips that securely hold pads in place for heavy-duty cleaning.

The wide base provides flexibility to reach under furniture and equipment with ease. Streaking is eliminated because the mop maneuvers evenly over the floor. The versatile mop accepts any standard threaded handle.

Visit www.briarwoodproducts.com or call 800-266-1680 for more information.

Visit Us At ISSA Booth #612

The Safety Zone

Booth 125

Charlotte Products

Booth 1479

Sofidel America

Booth 2828

Essendant

Booth 2473

ES72 Hydrogen Peroxide Multi-Purpose Cleaner ES72 is a high grade, readily biodegradable surfactant enhanced with the power of hydrogen peroxide. It’s fully effective to clean a wide variety of surfaces with multiple dilutions.

True Count® brings Quality, Service and Competitive pricing for all disposable food and beverage service needs. allows another The Safety Zone Brand “True Count®” allows another way to b C your customers’ needs under one reliable brand. bundle The Safety Zone B Visit The Safety Zone at ISSA booth 125.

Visit Visit us at our ISSA Booth #

• Light Duty—Glass & Hard Surface: Includes glass, plastic, laminates, trim, walls and partitions. Effective in mopping, auto‐scrubbing Visit Charlotte and carpet extraction. Dilution is 1 oz./gallon; Products Ltd • Medium—Soiled Surfaces: For hand at Booth 1479. cleaning of porcelain, stainless, chrome, desks, way to and more. This dilution also makes a very effective carcounters pet pre‐treat for traffic areas. Dilution is 4 oz./gallon; and, • Heavy—Spots & Stains: For the toughest removal of soap scum and some hard water stains. Will remove most ink and marker from walls and desks. For carpets, effective for spotting spots of wine and juice. Dilution is 12 oz./gallon.

T R U E CO U N T

Royal Paper Inc.

Visit www.enviro-solution.com or call 1-877-745-2880.

Booth 3409

Royal Paper Inc. has the ability and commitment to provide quality products and exceptional service.

Royal Paper has high-speed paper converting machines with the capability to manufacture and package all sorts of sizes and counts. With a highly-aggressive sales force situated in Southern California, Royal Paper’s products are thoroughly distributed, both domestically and internationally.

For more information, call 1-800-258-9007 or visit www.royalpaper.us.

Lambskin Specialties

Booth 553

Lambskin Specialties has introduced two amazing new dusting solutions — the DMDM-100 Disposable Dusting Mitt and the DSDS-100 Disposable Dusting Sleeve. Both products are manufactured from an unscented spunlace fabric with a pillowy waffle-like surface, designed to capture and hold dirt, dust and hair, and then are discarded.

The one-size-fits-all mitt effectively dusts railings, phones, picture frames, computers and other surfaces within hands reach. The dusting sleeve easily slips over all popular wool dusters including our 312FH, 350EX and 360 models.

This duo is another great tool for attacking so many types of hard surfaces including blinds, ledges, light fixtures, plants and electronics (just to name a few). They are ideal for use in hotels, hospitals, residential cleaning, bottle shops and more. They are the perfect addition for any cleaning cart.

Universal Business Systems

Booth 2991

A Fully Integrated B2B & Retail/B2C eCommerce Solution For Distributors Stop losing sales to the industry giants! Promote and sell your products online and increase sales with Universal Business Systems’ Synergy.Net OMNI. Combining both Business to Business (B2B) AND Retail Business to Consumer (B2C) online ordering, Synergy.Net OMNI features: • Real-time pricing and order building; • Coupons and promos; • Group products by industry or department to target specific audiences; • Multiple units of measure; • Shipping and delivery options; • Credit card processing; • Order history; • Custom shopping and re-order lists with par-values; • Enhanced search engine optimization; and, • Responsive design allowing viewing on all mobile devices and web browsers, extending reach to potential customers.

Call 908-725-8899 or visit www.ubsys.com/synergyomni.

EES, Inc.

Booth 2395 One Air Freshener With Unlimited Applications

Bead Bag Air Fresheners from EES are a simple, low maintenance and cost effective method of deodorizing a multitude of spaces. Bead Bag Air Fresheners are simply a mesh bag filled with fragrance-infused plastic pellets. The air fresheners work by allowing air to flow through the bags and across the beads. This airflow pushes the fragrance out and deodorizes the desired area.

Bead Bag Air Fresheners are available in 14 unique fragrances and are ideal for use in air conditioning units, cars, trucks, buses, campers, vacuum cleaners, drawers and hampers.

By placing the Bead Bags inside the EES Flow Fresh Dispenser, they can also be attached to doors, garbage can lids and air vents.

Visit www.lambskin.com.

68 — Maintenance Sales News — September/October 2015

Visit EES at ISSA Booth No. 2395 to sample Bead Bags and see other EES products.

Maintaining a clean workspace is key to ensuring safety, driving productivity and preserving product quality.

Boardwalk wipers provide a high quality and affordable solution.

The wipers are strong and long-lasting, and a great alternative to shop towels and rags. The broad lineup includes products to support users in tackling a number of tasks, such as cleaning spills and equipment, wiping rough surfaces or removing metal shavings. Interfold dispenser boxes allow for easy transportation from job-to-job, while floor and wall dispensers provide storage and dispensing for larger formats.

Contact an Essendant sales representative or visit www.boardwalklabel.com to learn more about this extension to the affordable Boardwalk lineup.

Magnolia Brush

Booth 212

Manufacturing quality brooms and brushes since 1907, we carry a complete line of floor brushes, garage brushes, brooms, dust mops, wet mops, squeegees, wire scratch brushes, as well as microfiber cleaning products.

Stop by ISSA Booth 212 and see all of the products we have for the janitorial industry.

When the job is this big...

You Can Depend On

Visit us at ISSA Las Vegas in booth #461

WWW.USBATTERY.COM

Cascades-IFC Disposables

Booth 1466

Busboy® Quat Control Towels are engineered to maintain the efficacy of a sanitizing or quaternary solution’s PPM (parts per million); allowing for the proper and effective release of sanitizer to foodservice surfaces.

This is achieved by a proprietary binder system that locks the towel fibers, keeping the towel from absorbing and binding the active ingredients in the sanitizing or quaternary concentrate. Towels have a superior wet strength, and stand up to repetitive use with an apertured texture for excellent cleanup of spills and food particles.

Proper sanitation procedures are critical to minimizing the risks of cross-contamination, and with Busboy® Quat Control Towels — they work with sanitizing and disinfecting solutions, not against them!

Visit www.afh.cascades.com for Busboy’s full foodservice towel line.

Superabrasive

Booth 3757

Superabrasive has introduced a new, more efficient way to restore and maintain floors. Now, users can hone, polish, clean and burnish floors with one machine — the LAVINA B36G-S, featuring a 36-inch low profile base; forced planetary drive with 3 x 14-inch heads; and 603cc Propane Kawasaki engine.

The L B 3 6 G - S works wet and dry, and delivers superior results with the ShinePro system of diamond screens and pads. ShinePro mechanically cleans and removes micro abrasions on a variety of floors, including polished concrete, natural stone, VCT, etc.

ShinePro is offered in all popular sizes for use on any floor machine, and will restore the shine on even the dirtiest and worn floors in no time, reducing an end-user’s time on the job site.

Visit www.superabrasive.com.

IPC Eagle

Booth 2285

Still Cleaning By Hand?!?

IPC prides itself on being able to offer the ONE solution for all your cleaning needs, and leading the industry in innovative ways to increase your cleaning power and productivity. The Cleano is no exception. Cleaning professionals are raving about how the Cleano allows them to clean windows, desks, tables, walls and other flat surfaces in a fraction of the time, with much less effort.

No more, “We don’t do windows.” The Cleano is fast, rivaling some of the fastest window cleaners. No buckets, no chemicals, no spray cans or bottles. You can use the Cleano for jobs that are 2 feet up to 35 feet; allowing window cleaning to be done safely from the ground.

We created the Cleano because we realize, just like you, that you have much more square footage to clean above the floor.

BETTER SOLUTIONS FOR EVERY SURFACE IPC Eagle is a leading manufacturer of cleaning equipment and tools throughout the world and your ONE source for cleaning innovation.

PUT US TO THE TEST! Visit booth 2285, call 800-486-2775 or visit www.IPCEagle.com.

Rubbermaid

Booth 1117 & 10022

Expanded Technologies

Booth 794

Vending Machine Floor Savers

Slim Jim® Step-On Containers Slim Jim® Step-On refuse containers, the newest addition to Rubbermaid’s hands-free waste management portfolio, are designed to satisfy the diverse needs of any facility. The containers maximize space efficiency with a 20 percent smaller footprint and a slim profile, ensuring a perfect fit in tight spaces.

The Slim Jim® Step-On containers feature a built-in lid dampener that ensures a quiet and controlled lid closing. This minimizes noise so patients and patrons are not disturbed. The hinge of the lid is located inside the container, preventing wall damage.

The container is available in five sizes and in front-step or end-step styles to meet a variety of space requirements and applications. Premium color and finish options enhance the aesthetics of any environment.

Visit www.rubbermaidcommercial.com.

Vending Machine Floor Savers® protect tile and hard floors from heavy vending machines. The reinforced felt surrounds a solid cup, allowing machines to be moved for cleaning and maintenance without damaging floors. The formed sides and powerful adhesive ensure the Floor Savers® stay in place.

Recommended for: All hard floor surfaces including VCT, luxury vinyl, ceramic tile, finished concrete and hard wood.

Visit www.expandedtechnologies.com.

Nyco Products Company

Sky Systems

Booth 847

• Easy to install, peel and stick back; • Protect floors from scratches, dents and rust stains; and, • Ultra durable to handle even the heaviest machines.

Booth 2121

Trax-Buster Ice Melt Film Dissolver: The Simple Solution For Winter’s Ice Melt Residue On Facility Floors Trax-Buster Ice Melt Film Dissolver, from Nyco Products Company, is a staple for facility maintenance managers in wintertime.

Ice melt products and salt compounds spread on facility grounds and public sidewalks leave behind a white haze on floors and carpeting when tracked in. A 1:64 solution of Trax-Buster — used with an autoscrubber, mop and bucket, or extraction machine — effectively neutralizes and removes damaging residue.

The neutralizing formula of Trax-Buster can also be used as a hard floor protector to extend the life of floor finishes and time between strip-outs. As a neutralizer, it conditions floors after stripping to ensure bonding and performance of floor finishes and coatings. As a protector and restorer, it brings back shine and gloss to any hard floor surface. Trax-Buster can be used on wood, concrete, metal, carpeting, equipment and machinery, and outdoor sidewalks with a pressure washer.

Visit www.nycoproducts.com.

Frank Miller & Sons, Inc.

Booth 3738

Ice Melt Products From Frank Miller & Sons Include:

• Sunshine®, which features the power of calcium, potassium and sodium chlorides plus Urea Max®.

This all-in-one exclusive color-coded formulation melts ice and snow in temperatures as low as -21°F; and,

• Ice Attack®, which generates instant melting action. The product features an exclusive combination of potassium chloride, calcium chloride, sodium chloride and urea. This product melts ice and snow in temperatures as low as -12°F.

70 — Maintenance Sales News — September/October 2015

Visit www.icemelt.com.

The Sky-Slender™ high speed hand dryer dries hands completely in 10 to 15 seconds. Sky-Slender™ is a true slim hand dryer. The product provides a smooth appearance with cover screws on the bottom. Patented parallel dual air outlets allow high drying efficiency and quiet operation. Thin profile protrudes less than 4 inches (10 cm) from the wall. The product is Americans with Disabilities Act-compliant.

Sky-Slender™ provides a wide drying area and allows users to dry hands more naturally and comfortably. There is an air speed adjustment and on/off heater switch. Standby power is less than 0.5W. Blue action light indicates sensor range and maximum drying efficiency. The product is easy to service.

Visit www.skysystemscoinc.com.

ABCO Cleaning Products

Booth 3343

ABCO Cleaning Products introduces the next generation of color-coded, dual-cavity bucket & down press wringer combo units for sale into the commercial, industrial, hospitality, and food service markets.

Available in red, yellow, blue and green, the innovative design features include non-marking “easy glide” wheels, a patentpending enclosed wringer gear drive system without external springs exposed to water, and a rugged molded-in double-wall divider to separate clean and soiled solution.

The ABCO Dual-Cavity buckets are certified by the National Floor Safety Institute (NFSI), and are proven to help provide cleaner, safer floors when used as part of a daily floor care program.

Product Inquiries can be directed to: 1-888-694-2226, ext. 6003; or email: jenniferr@abcoproducts.com.

Clean Control Corporation

Lambskin Specialties

Booth 553

OdoBan® 360° Continuous Spray Is A Multi-Purpose Air Freshener, Disinfectant And Cleaner!

OdoBan®, Odor Eliminator, cleans, disinfects, sanitizes and deodorizes all precleaned hard, nonporous household surfaces.

OdoBan® eliminates unpleasant odors on washable surfaces such as upholstery, carpets, bedding, showers, walls and floors while leaving a fresh scent. This industrial liquid odor eliminator leaves no residue, and has a variety of uses.

New Continuous Spray Technology, with air propellant, sprays 360°.

Lambskin Specialties introduces two new microfiber dusters to complement its full line of dusting products. Both models can be used as hand dusters, or can be secured to a utility handle (with an Acme thread) for maximum reach and flexibility.

There is simply no excuse — dust particles are not safe anywhere now!

Visit Lambskin Specialties at ISSA Booth 553 or online at www.lambskin.com.

Visit www.cleancontrol.com.

DDI System

Booth 960

Inform ERP Connects Your Business To New Selling Channels

Today’s business environment calls for distributors to operate with new agility. Wholesale distributors need a robust ERP that keeps pace with the mobile and eCommerce evolution. Inform ERP is that solution; industry-aware software for high performance operations and connections to the cloud. Inform is the leading ERP solution for jan/san and paper suppliers with an easy and fun-to-use intuitive design. Integrate your daily workflows with mobile responsive tools, interactive performance dashboards, and many of the leading online sales channels such as amazon.com to increase overall profitability.

Call 877-599-4334, visit www.DDISys.com, or email Sales@ddisys.com.

Royce Rolls Ringer Co.

Booth 861

Tired of losing tools off your cart? The Royce Rolls Ringer Company introduces the Snap Rack handle holder. It’s now standard on all carts!

The Snap Rack offers a more efficient way to keep mop sticks and tools in place. It’s composed of four stainless steel hooks and Royce Rolls’ stretch mount, latex-free rubber toggle strap.

The Snap Rack fits on any cart from Royce Rolls, and is installed in place of the existing tool rack.

For questions regarding this product, call 800-253-9638 or visit www.roycerolls.net to see a demo.

Triple S

Booth 133

The SSS HyTouch™ Smart Door Handle Hand Hygiene System is designed to reduce the risk of HAIs, by making good hand hygiene as intuitive as walking through a door. The system, created by a team of doctors, engineers and designers, provides a sanitizing method that seamlessly integrates with the workflow of healthcare professionals.

The companion SSS HyStat™ Web Monitoring software gives users access to key hygiene data for their facility, allowing hospital administrators to track hand hygiene adherence rates by shift and location. This leads to better hand hygiene practices and more accountability, in a simple instinctual way, without impacting workflow.

For more information on the SSS HyTouch System, contact a local Triple S Member-Dealer or call 1-800-323-2251.

Visit www.triple-s.com.

Milazzo Industries

Booth 612

Providing quality ice melter products, and educating distributors and end-users on how to properly use these products, has led to the success of Milazzo Industries, Inc. The company offers a multitude of ice melter products for different applications and end-user preferences. Its flagship product is Qik Joe Instant Ice Melter®, which is a calcium chloride pellet. Another important product is Qik Joe Polar Express Ice Melt®. This is a high performance deicer containing a proprietary blend of calcium, solar salt, and potassium chloride.

All of Milazzo Industries’ products are designed to fill the needs of various discriminating end-users, and are diverse in terms of application as well as budget.

For more information, call 1-800-288-6358, or visit www.milazzoindustries.com.

Air Spencer USA, LLC

Booth 799

The “PeePod,” a truly amazing 21st century urinal cleaning system that was invented in Japan, is now available. Benefits include: • The PeePod installs in seven seconds in the upper part of urinals; • Its battery-free system uses the gravity flow of water to clean inside the urinal; • It restores the drain and eliminates odors quickly. You can smell the difference in seven minutes; • No tools, tapes or screws are needed for installation; • After 14 to 45 days, the stains in the drain are washed away; no more urinal odors. Watch testimonial video including amazing before and after pictures at: http://airspencerusa.com/testimonials.html; • Banish forever the janitor’s nightmare of ugly urinals, now all restored with no scrubbing.

Visit www.AIRSPENCERUSA.com.

Kleenrite Equipment

Booth 341

Kleenrite Equipment offers the patented escalator cleaning solution for a new century. The 2240 escalator cleaner is the most versatile escalator/moving sidewalk cleaner in the industry.

The mobility, simple operation and adjustability for any escalator makes the 2240 a must-have tool in any escalator maintenance program. The 2240 provides additional features such as a spray tank to address spills, vacuum attachments, spray bottle holders, disposable filter bags and on-board storage. Both restorative and maintenance brushes are included standard with every 2240 (U.S. Pat. No. 8555461).

72 — Maintenance Sales News — September/October 2015

Visit www.kleenritemfg.com.

Moonsoft International Moonsoft Microfiber Tube Mop With Extra Power A problem commercial laundries are having with microfiber tube mops is their lack of scrubbing power. Resourceful janitors have been trying to using the head band to scrub off the tough spots. This tactic doesn’t work very well at removing the difficult dirt, and will cause the band on the tube mop to fray and wear out quickly.

Moonsoft has come up with a solution — a new and improved tube mop, with a scrubbing band that wraps around the mop head.

Moonsoft’s microfiber tube mop with scrubbing band not only provides extra scrubbing power, but comes with an extended life span.

Visit www.moonsoftcorp.com.

Fuller Commercial Products

Booth 2221

J&M Technologies

Booth 2375

HyperOx™ HyperOx™ (product number F062312) is a true multi-purpose cleaner/degreaser that is formulated with biodegradable surfactants, citrus oil, and hydrogen peroxide. Its many uses range from glass & mirrors to general cleaning & degreasing to carpet & fabric stain removal.

Use areas include glass, floors, restroom, shower room, tile & grout, stainless steel, carpet and fabric. HyperOx™ has a pH of 2.5 and has a natural citrus fragrance.

Visit: Fuller Commercial Products, Great Bend, KS 67530.

Phone: (800) 848-4901. Website: www.fullercommercial.com.

Increase sales with enhanced online ordering and a variety of sales tools! J&M Technologies is the leader in e-commerce for the jan/san industry, and offers multiple products to boost sales.

The “Internet Order Entry” program is the industry choice for online orders. It is user-friendly, has rapid product access and interfaces with all major software providers. Continual upgrades and enhancements are included to keep companies competitive in this ever-changing marketplace.

The newest is the MOBILE RESPONSIVE upgrade, which enables users to order via smartphones. Other products include ELECTRONIC REP ASSIST (ERA), an interactive mobile application for sales people; and PRINT CATALOG CREATOR, which allows sales people to create professional looking quotes and catalogs.

Visit www.jmcatalog.com and ISSA booth 2375.

Kleenrite Equipment

Booth 341

Perform Manufacturing, Inc.

Booth 373

Nexstep Commercial Prod.

Booth 1385

Nexstep Commercial Products offers three new blue items in its waste container line. They are: • Item 6826, the 23 Gallon MaxiRough® Slim Container, is rated NSF standard 2 for use in foodservice. It has a durable external texture for scuff resistance, and a smooth internal texture for easy cleaning. The container features a drag-resistant bottom and reinforced rims and walls; • Item 6826-2, the Lid with Slot for 23 Gallon MaxiRough Container, is also rated NSF standard 2. The slots provide easy access for disposal, making the container ideal for recycling; and, • Item 6813, the 28 Quart Waste Basket, is made of high-quality, long-lasting material. The ergonomic handle is designed for easy gripping and reduced slippage. Along with the slim container, the basket features a white recycling symbol.

Visit www.ocedarcommercial.com.

Frank Miller & Sons, Inc.

Booth 3738

Triple Concentrated Odor Control

The Kleenrite M.A.C. (Muti-Area Surface Cleaner) uses proven technology to provide a completely self-contained system for cleaning carpets and hard floors.

With little or no effort, the MAC glides over the carpet, cleaning forward and backward, even reaching the hard-to-reach areas.

The MAC is a must-have to increase efficiency and productivity.

Visit www.kleenritemfg.com.

Clift Industries, Inc. Beyond Green Cleaning® Multi-Surface Disinfectant & Cleaner A disinfectant without warnings or cautions — There is a Better Way to Clean! Beyond Green Cleaning® is a hospital-grade, 1-step disinfectant, cleaner and deodorizer. It features 18 kill claims in 3 minutes, including MRSA and even mold; with short contact times for viruses in 1 minute, bacteria in 2 minutes and fungi in 3 minutes.

Ideal for disinfecting and cleaning frequently-touched and high-contact surfaces where germs quickly spread.

Tough on dirt — quickly cuts grease and grime. Provides excellent cleaning performance on tough soils, and leaves surfaces residue-free and streak-free with a sparkling shine. Eliminates odors and deodorizes hard surfaces on contact, leaving a pleasant, clean scent.

Requires no wiping or rinsing — Spray and Go! Low toxicity, with no warnings or cautions like certain conventional disinfectants that are labeled hazardous to humans.

Visit www.cliftindustries.com.

The Eliminator eliminates airborne odors and neutralizes most offensive odor problems. One spray in a 10x10 area will eliminate all odors for up to 24 hours, leaving the room fresh and clean smelling all day.

Available in 8 fragrances: citrus, apple, cherry, pumpkin, spring mist, mango, plumeria and peach. Recommended for schools, churches, hospitals, country clubs, athletic clubs, restaurants and hotels.

Effective for cigarette smoke, food odors, garbage odors, pet odors, restrooms, musty odors and any malodors.

Visit www.performmfg.com.

Bro-Tex, Inc.

Booth 855

Orange Peels, from Bro-Tex, are texture multi-purpose wipes that can change the way an end-user cleans. The powerful orange oil formula will quickly clean metals, laminates, fiberglass, machinery, concrete and tools.

The wipes also cut through grease, oil, paint, sealants, tar, wax and most graffiti. With their dual texture, the wipes provide versatile uses that allow for a complete and clean finish. They contain lanolin and vitamin E, so they are safe on skin and gentle on hands. Bro-Tex also provides wipe refill pouches to replace the sheets inside the Orange Peels can.

74 — Maintenance Sales News — September/October 2015

Visit www.brotex.com.

Voban® Aromatic Absorbent provides a professional way to instantly soak up and clean messes and odors. Voban® is fortified with enzymes to help eliminate odor. Also helps prevent staining of carpets and fabrics.

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

Visit www.icemelt.com.

M2 Professional Cleaning Products Booth 2072

M2 Offers 4 New Side Clipped Retail Pushbrooms, Including Handles M2’s four new all-purpose pushbrooms can sweep debris ranging from fine dust particles on smooth surfaces, to coarse gravel and dust on rough surfaces.

They are designed for indoor and/or outdoor use, under wet or dry conditions. The high quality all-purpose pushbrooms come complete with handles in an attractively designed retail package, making these products perfect for retail displays.

Call 905-738-2007 or visit www.m2mfg.com.

THE MOST EFFICIENT WAY TO RESTORE AND MAINTAIN A BRILLIANT FLOOR FINISH

INNOVATIVE & VERSATILE Visit us at ISSA 2015!

Booth #3757

LB36G-S “hybrid” machine - a 36” propane burnisher that can also hone, polish and clean.

FIN ISH YOUR PROJECTS FAS T E R W IT H L AV INA AND SHINE P RO ! SUPERIOR RESULTS AND COST SAVINGS!

SHINEPRO ® DIAMOND SYSTEM

Ideal for concrete and natural stone floors, terrazzo, overlays, VCT, ceramic tiles, and resin floors. Offered in all popular sizes to fit any floor machine, and can be used wet or dry. Eco-friendly.

Manufactured by manufacturing diamond tools since 1987

WWW.SUPERABRASIVE.COM

Chase Products

Booth 2128

Cascades Tissue Group

Our Best Seller Now Has NEW USES And CLAIMS!

Booth 1466

Hygiene Is Important, Even In Tight Spaces!

The Solution: The Tandem+® Nano™ Towel Dispenser

Knock out cold and flu viruses with Champion Sprayon® Spray Disinfectant. Kills 99.9 percent of germs (sanitizing) in 20 seconds, and disinfects in 10 minutes. This hospitaltype formula kills most common bacteria, such as Salmonella, E. coli, MRSA, Staph and Strep, as well as athlete’s foot fungus, Rhinovirus 39 (the leading cause of the common cold) and Pandemic 2009 (H1N1) Influenza A Virus.

It’s on the EPA’s list of disinfectants for use against the Ebola virus. Ideal for disinfecting high-touch hard surfaces such as telephones, light switches and doorknobs as well as toilet seats, shower stalls and garbage cans. The product can even be used to sanitize soft surfaces like couches, mattresses and pet beds.

This easy-to-use aerosol prevents mold and mildew, and can be used as a space deodorizer and air freshener. Also kills HIV-1 (AIDS virus) on precleaned environmental surfaces. See product label for complete efficacy list and directions for use.

Visit www.chaseproducts.com.

The Tandem+® Nano™ hardwound roll towel dispensing system was engineered to fit in all limited space areas like doctor offices, break rooms, food preparation areas, and hand washing stations.

This compact dispenser is the perfect replacement for folded towels — quick and easy to load, touchless dispensing, and it does not require batteries. Also featuring the customizable OnDisplay advertising window, which allows for promotion of hygiene as well as a business.

Visit www.cascades.com.

Brightwell Dispensers Inc.

MidLab, Inc.

Booth 369

Building on the success of the popular ECOMIX, a single chemical dilution system, Brightwell Dispensers Inc., is expanding its product range to include a new two-chemical proportioner. Ideal for use with spray bottles, buckets or a combination of both, this proportioner allows for the dilution of two chemicals in high- and low-flow applications.

Recognizing the need to overcome problems associated with cumbersome metering tips; proportioners from the ECOMIX range are created using Brightwell Dispensers’ patented dilution pin technology. The revolutionary wheel design eliminates the need for metering tips, and enables installers to calibrate up to 12 independent dilution ratios per chemical outlet.

Join Brightwell Dispensers Inc., at ISSA booth 369 and visit www.brightwell-inc.com.

Kutol Products Company

Booth 1279

Booth 932

Jelmar, LLC

Booth 2987 CLR Mold & Mildew Remover

CLR Mold & Mildew Remover is BLEACH FREE and safely formulated to combat mold and mildew in commercial environments. It’s certified by the U.S. E.P.A. as a Safer Choice Product in the formulation category.

CLR Mold & Mildew safely removes mold and mildew in bathrooms, kitchens, basements, storage areas, showers, interior walls and facility equipment rooms. CLR Mold & Mildew can be used on ceramic tile, hardwood floors, baseboards, walls, glass, metal, brick, concrete, marble, laminated surfaces, vinyl, grout, fiberglass and many other surfaces.

Contact Jelmar at (847) 983-1639 or (847) 675-8400.

Jelmar is a 2015 U.S. E.P.A. Partner of the Year Winner.

Discover Energy Corp.

Booth 3569

Nattura, a leader in eco-friendly cleaning products, introduces its newest green formulation — Stainless Steel Cleaner. This industrial strength stainless steel cleaner is uniquely formulated to clean, polish and protect stainless steel and other surfaces, like aluminum and chrome, without streaking or scratching.

Stainless Steel Cleaner leaves a long-lasting brilliant “liquid” shine that resists smudges and fingerprints.

This environmentally responsible, non-flammable formula contains no petroleum distillates, and is safe for use in heavy-duty commercial environments. Perfect for facilities with large areas of metal surfaces, Stainless Steel Cleaner helps employees quickly and effectively clean challenging environments like foodservice, manufacturing and healthcare facilities.

This product has been extensively tested in tough environments to provide long-lasting results.

Visit www.midlabinc.com.

Discover Energy Corp. is a global leader in advanced energy system innovation, and a trusted provider of battery solutions to the world’s leading Original Equipment Manufacturers of battery powered and backed up equipment.

The company’s knowledge-based distribution model helps it to understand costumer needs and requirements, and drives it to innovate, optimize and manufacture new battery technologies. This includes EV Traction Dry Cell batteries and the newly released Advanced Energy Systems.

Discover® EV Traction Dry Cell batteries provide high integrity and reliability. The sealed VRLA maintenance-free EV Traction features a traction plate designed to deliver excellent run times and very good cycle life in hard, high rate, deep cycle applications. Discover® Advanced Energy Systems allow for equipment design and functionality improvements that deliver users dramatic productivity gains through enhanced cycling, charge time and weight reductions in stationary and mobile applications.

Visit ISSA booth 3569 and www.discover-energy.com.

CP Industries

Berk Wiper International

Booth 3187

Booth 2821

New Hand Soap For Allergy Sensitive Facilities Foaming Ultra Green, our most environmentally responsible hand soap, has no sulfates, parabens, peanut or tree nut ingredients. With aloe and other naturally-derived plant-based ingredients and moisturizers, it removes common soils and is gentle on the skin.

This biodegradable, dye- and fragrance-free formula is Green Seal™ certified, and ideal for schools, day care centers, nursing homes and other allergy-sensitive settings. Ultra Green is available in 1000 mL Wall Mount refills and 950 mL Clean Shape pump bottles.

Visit www.kutol.com.

CP Industries is proud to announce that Superior Sno-N-Ice Melter® and Premiere Ice Melter® have earned the U.S. Environmental Protection Agency’s Design for the Environment (DfE) recognition.

Whether you need to protect your front walk, your loading docks, or your multi-million dollar parking structure, CP Industries has developed a full line of ice melters for every job and every budget. For over 30 years, our distributors have appreciated our dedication to excellent customer service and providing educational material to help them understand our products better. Our products are available in boxes or tough poly bags.

Call CP Industries at 1-800-453-4931 or visit www.cpindustries.com.

76 — Maintenance Sales News — September/October 2015

Berk Wiper International proudly introduces the Fitness Wipe, a pre-moistened wiper.

Safely remove sweat and grime from gym equipment without harming vinyl or leather. This high capacity roll (8” x 6” x 1750 wipes, 2 rolls/case) is both compostable and biodegradable. Dispensers and buckets are available.

Please call for pricing at 866-222-BERK(2375) or 610-369-0600. Visit: www.BerkWiper.com.

Finding the right buying group is easy once you know where to look.

Whether you’re puzzling over which group to join or finding few benefits with your current group, The United Group® (TUG) offers a clearly outstanding solution. Our full-time SUPPORT staff provides Members with assistance, information, intercession and training. TRANSPARENCY means that vendor contract information is always available for Member review. We encourage collaborations among Members and Suppliers to promote enhanced PROFITABILITY for everyone.

TUG is Member-owned, and we don’t limit your AUTONOMY by setting prices or capping margins. NETWORKING opportunities for Members include our annual Conference, website forums and regional events. Members eagerly participate in group LEADERSHIP on our Board of Directors and standing committees and create group sales opportunities through shared national accounts. For a group that won’t play games with your business, choose UNITED.

The United Group is the clear answer. Visit ISSA Booth #574 or check out www.unitedgroup.com

Call Bob Klief, Vice-President of Marketing at 318.348.0806 or Ty Huffer, Vice-President of Sales at 318.331.6762.

Koblenz

Booth 1893

The new Koblenz SP-2815 Orbital floor machine helps users prepare large areas quickly with less effort. This machine has a 28" x 14" pad size with a powerful 1.5 H.P motor at 3,500 rpms, a 50-foot 14gauge line cord, safety switch, cast iron frame and aluminum base plate.

Optional accessories available are: 22pound weight, dust control kit, 4 gallon water tank, and 6" pigtailed outlet. Included are a one-year warranty on parts and a twoyear warranty on the motor.

Visit www.koblenz-electric.com.

Diamond Wipes International Booth 3401

Spartan Chemical Company

Diamond Wipes, a leading Western U.S. manufacturer of wet wipes, has announced its newly improved Handyclean™ cleaning and sanitizing wipes.

The Handyclean™ wipes include three formula options, including the newly developed Multipurpose Cleaning Wipes. Made with the cleansing and deodorizing power of vinegar, the wipes quickly and easily clean non-porous hard surfaces. The formula is free from ammonia and sulfate, and is gentle on hands.

Handyclean™ Hand Sanitizing Wipes and Handyclean™ Alcohol-Free Sanitizing Wipes, with their proven antimicrobial efficacy, effectively kill 99.99 percent of germs. Both products are made with conditioning vitamin E and aloe vera, so they safely clean and effectively sanitize, while being gentle on hands.

Stop The Spread Of Infectious Pathogens With Diffense™ Spartan Chemical Company’s Diffense™ is a ready-to-use formula designed to kill Clostridium difficile (C. diff) and other harmful bacteria and viruses.

Infectious pathogens spread mainly on hands from person to person, but can also be transferred to high touch surfaces such as cart handles, bed rails, bedside tables, toilets, sinks, stethoscopes, thermometers — even telephones and remote controls. As part of a complete infection control program, proper cleaning and disinfection procedures are paramount to reducing Healthcare Associated Infections (HAIs).

Diffense™ is an EPA-registered, broad spectrum, cleaner disinfectant proven to kill Clostridium difficile spores. Also effective against a comprehensive range of harmful bacteria and viruses including Staphylococcus aureus, Pseudomonas aeruginosa, Norovirus and bloodborne pathogens, Diffense is ideal for those areas where infection control and the prevention of HAIs is critical.

Visit www.diamondwipes.com or call 1-800-454-1077.

Premalux, LLC

Booth 779

Step1 Software Solutions

Booth 2474

New Surge Janitorial Cleaners are environmentally safe, high-performance solutions that remove dirt, stains and grime from all types of surfaces, fabrics and floors. It’s available in concentrate and ready-to-use formulas for multi-purpose, glass, stainless steel, carpet, laundry and floor scrubber cleaning.

Surge Janitorial Multi-Surface, Glass and Stainless Steel products clean appliances, fixtures, tile, porcelain, granite, and acrylic, leaving them streak-free and shining.

Surge Janitorial Laundry Detergent penetrates and cleans fabrics, washing the dirt, stains and odors out. Surge Floor Scrubber Cleaner is a neutral pH solution for use in commercial/industrial floor scrubber equipment, and leaves a cleaner and safer floor surface.

Put extreme cleaning power in your hands with Surge Janitorial Products.

Visit www.premalux.com.

Proform

Booth 3478 PRO-GRIP Mat Gripper Pads

PRO-GRIP pads are designed to reduce or eliminate mat movement on hard floors (not effective on carpet). Perfect on granite, marble, terrazzo or any hard flooring. PRO-GRIP’s tacky, non-transferable surface will hold on the back of the mat and lock it to the floor.

Remove one side of plastic sheet from pad and apply the pad to the corner of the mat, covering some amount of the vinyl safety edge.

Repeat process for each corner (larger mats may require more pads).

Position mat and remove the second sheet of plastic. Do not throw plastic sheets away. Store Pro-Grip pads between the plastic sheets when not in use. Each pad is 6.25" x 6.25" in size.

Visit www.proformmat.com.

Booth 1847

Visit www.spartanchemical.com.

XYNYTH Manufacturing Corp.

Booth 347

NEW SIZE XYNYTH is proud to announce the addition of the Arctic ECO Green® 50 lb. pail.

Arctic ECO Green® Icemelter is a powerful, all-natural deicer that is gentle on the environment and the surfaces it is applied to, and is harmless around children and pets. This ice melter is designed for the organically inclined.

Arctic ECO Green® Icemelter works in temperatures as low as -29°C (-20°F). It is manufactured using encapsulating technology, and uses a multi-layered, anti-corrosive formula which includes CMA. Visit www.XYNYTH.com for more information.

Transmacro Amenities

Booth 648

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. We have announced a new flow wrap presentation. This results in cost savings that go entirely to your company. Price rebates for most amenity soap and liquid products became effective July 1, 2015. Products include: • Beach Mist™— Known as the company’s shoreline collection, the brand features attractive wrapper and mild scent. The foamy feel of Beach Mist™ provides a soothing touch. Beach Mist™ bar soap comes in three sizes, while conditioning shampoo and skin lotion are available in .75-ounce bottles and .25-ounce packets; • Hotello™ — Includes a wrapper design supporting pastel color tones. The brand is designed for hotels, blending with any bathroom decor; and, • Good Day™ — The economy line features three bar soap sizes plus conditioning shampoo and lotion. Good Day™ is priced competitively. Also sold unwrapped.

Visit www.transmacroamenities.com.

78 — Maintenance Sales News — September/October 2015

Zephyr Manufacturing

Booth 471

Zephyr Announces The New SorbUp™ Wet Mop The SorbUp™ mop has an unchallenged 700 percent absorbency, perfect for use in spill cleanup. In addition, it has a 40 percent release rate, allowing the user to clean up large spills quickly and easily.

It’s made from 100 percent post-industrial recycled material, and does not require a breakin period. The non-woven material is perfect for cleaning up anything from water to oil. Because it’s less expensive than a comparable cotton mop, the SorbUp™ is truly a disposable wet mop.

For more information on this revolutionary new mop, stop by Zephyr’s booth #471 at the ISSA show in Las Vegas, and also visit www.zephyrmfg.com.

Visit Us At ISSA Booth #3621

ACS Industries

Booth 3421

National Chemical Laboratories, Inc. Booth 1956

Aluf Plastics

Booth 361

Low Odor - High Performance Stripper

Tile And Grout Cleaning Turf Pad ACS Industries’ Green Turf Pad is well-suited for scrubbing grouted tile floors, concrete floors and poured non-slip floors.

Turf Pad works as good as a brush, and at a fraction of the cost. The single-sided pad is flexible for optimum use. Run on standard equipment up to 350 RPM or on oscillating machines.

Floor maintenance staffs have long had to weigh the benefits of using a strong stripper, with an odor that could be unpleasant to facility employees and guests, or using a less-effective, lower odor product.

Bare Bones® Low Odor has merged the power and features of a high performance, fast acting stripper with a true, low odor formulation.

Powerful stripping performance. Removes even the toughest, burnished films easily. Improved ‘wetting’. Flows easily to cover the entire stripping area, with fast penetration into the dried film, stays wet longer eliminating the need for constant re-application. Low foaming. Versatile, for use with all types of equipment. Rinses easily. Eliminates flood rinsing.

Save time, labor and money.

Visit www.acsindustries.com.

CardConnect

Booth 3404

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Did you know ISSA members save up to 40% on current fees by switching to CardConnect?

Visit www.nclonline.com.

Airosol Company, Inc.

Booth 366

Airosol Company, Inc. has been developing and packaging aerosol products since 1943. One of the featured products in the company’s Jan/San line is the Metered Air Fresheners. Each metered spray releases a fine mist of fragrance with odor eliminating power. One can adequately freshens up to 6,000 cubic feet and delivers more than 3,000 metered sprays. Available in many popular fragrances and sizes.

Features that will simplify your payment processing needs: Next Day Funding Including Amex

Payment Gateway

Merchant Center

Secure Rolodex

Recurring Billing

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Airosol offers a full line of products for Jan/San professionals.

For more information, call 800-633-9576 or visit www.airosol.com.

'2ࣅ32 ;,-9 !& y 9-+2 <6 >-;, <9 #@ 3='1#'8 ;3 8'$'-=' ! -9! +-đ $!8&Q www.cardconnect.com

Safeworker.com

dbruns@cardconnect.com

Booth 3479

No-strap Disposable Knee Pads Soft Knees Disposable Knee Pads provide knee protection and comfort without the hassle of a biting strap. Simply peel the backing off and stick your Softknees pad to your pant leg. Can be applied to the inside or out. Pads can be re-used in some environments.

While providing cushion to the knee, they also stop contaminates from penetrating the fabric. Pads may also be used to protect other body parts such as elbows, thighs and hips. Manufactured by Working Concepts, Inc., of Gresham, OR. Call toll-free 888-456-3372 or visit www.softknees.com.

Saniflow Corporation New and improved, energy efficient DualFlow Plus M14 is GreenSpec® approved, LEED point contributing, and ADA compliant. A high speed jet stream literally blasts the water off hands in 10-15 seconds.

With adjustable motor to regulate speed and energy consumption, the DualFlow Plus is considered the quietest in its class, with a decibel level of 62-72 dBA. The newly integrated HEPA filter removes 99.9 percent of bacteria circulating in the air, and is 100 percent humidity resistant.

Biocote®, an antimicrobial surface protectant, is also embedded on the key parts of the dryer, including the retractable water tank and hose, to prevent the growth of microorganisms on the surface. DualFlow Plus is the best value hands-in dryer in the market!

Visit www.saniflowcorp.com.

80 — Maintenance Sales News — September/October 2015

The plastic Poly Sheeting Program from Aluf Plastics offers numerous plastic sheeting sizes and strengths for addressing a variety of facility maintenance needs.

The lightweight 2 mil. thickness is ideal for covering surfaces, equipment and furniture to protect it from airborne particulates created by renovations, sanding or orbital stripping. The heavier 4 mil. sheeting can be used as economical dust and vapor wall barriers. It can also be used for mulching, concrete curing, and carpet protection during remodeling or moving. Use the heavyduty 6 mil. sheeting for concrete slab vapor barriers, temporary roof patching, and heavy-duty mulch underlayment. Available in various sizes.

Visit www.AlufPlastics.com and ISSA booth 361.

Innovative Chemical Corp.

Booth 869

Innovative Chemical Corp. Grows Capacity With New High-Speed Filler Innovative Chemical Corporation (ICC), a manufacturer of cleaning, maintenance and personal care chemical products, located in St. Paul, MN, announces a major upgrade to its manufacturing operations with the acquisition of a new highspeed filler.

The new HighSpeed Automated Bottle Filler will enable the company to more than double its bottle filling capacity, and customers will benefit from shorter lead times on orders.

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

Call 651-649-1762 or visit www.iccmn.com.

Tucker Pole Systems

Booth 898

Tucker Pole For Window & Surface Cleaning The Tucker® High Level Window Washer -- the original waterfed pole system -- celebrated its 50th anniversary in 2007. Tucker Manufacturing Co. Inc. introduced the Tucker Pole for window washing at institutional facilities in 1957. Today, professional window cleaners and building service contractors, along with institutional users, operate the Tucker Pole at a variety of facilities to reach and wash windows and other surfaces. Utilize the Tucker brand of water-fed poles for short-level work and mid-level work up to 45 feet, done by one person, and tackle a variety of cleaning surfaces using different models of Tucker Poles. Detergent options and a variety of special brushes and accessories are also available, in cluding “spot free” water rinse options.

Stop by and visit us at the ISSA Booth #898 to learn more about the Tucker® Pole System and related products.

Visit Us At ISSA Booth #3406

ForeFront Product Design

Booth 3863

Seko Dosing Systems Corp.

Booth 3621

The ProFaucet is a new and easy faucet proportioner, for mixing pot and pan chemicals with water, in the desired ratio, at the push of a button.

ProFaucet has a full stainless steel body and is made to withstand heavy use and chemical aggression for reliability and a long life.

ProFaucet is inexpensive, while still providing excellent chemical consumption and cost control. With the water on, simply push and release the button to activate the ProFaucet. When water is turned off, ProFaucet will automatically disengage.

ProFaucet is safe, eliminating manual mixing and unnecessary direct contact with concentrated chemicals.

Visit www.sekousa.com.

Carroll Company

Booth 947

Reckitt Benckiser Professional Booth 2210 Precision Blend® Dilution Control System

The Carroll Company wipes lineup consists of nine specially formulated products including hand cleaning and sanitizing, disinfectant cleaner, multi-use and specialty cleaning wipes.

The formulas and fabrics are custom matched for superior cleaning, polishing and protecting.

The perfect blend of economy: • Free Precision Blend® Dilution Control System with purchase of concentrated products; • Free training and staff support; • Automated dilution eliminates waste; • Concentrated formulas provide low cost per use.

Of performance: • Comprehensiverangeofproductsfor cleaning,disinfectionandodorcontrol; • DfE (Design for the Environment) certified products; • Durable, low maintenance hardware.

Of simplicity: • All components snap together, no tools needed; • Multiple units connect to a single water source; • Built-in water flow regulator allows for quick, easy filling of mop buckets and trigger bottles.

Visit www.reckittprofessional.com.

Visit ISSA Booth 947 for more information.

One Pass Mold Blaster

Booth 2966

The One Pass Mold Blaster™ is revolutionizing the pressure cleaning industry! The professionally engineered OPMB will reduce labor costs, increase efficiency and profits, and provide safe and pristine sidewalks.

Boasting a powerful Kohler engine, and shorter, more effective hoses, the OPMB consistently performs with ultra high P.S.I. force and water pressure to assure zero loss of hitting impact. The One Pass Mold Blaster™ incorporates baffle ball technology to maintain consistent space between the OPMB’s sprayer tips and surfaces, while also providing an extremely smooth and comfortable ride for operators.

The 5 turbo-tip Curb Attachment is designed to clean a variety of angled curbs and surfaces, and comes standard with each One Pass Mold Blaster™. Additional attachments are available.

Visit www.theopmb.com.

U.S. Battery Mfg. Co.

Booth 461

Never worry about battery electrolyte levels again. U.S. Battery Mfg. Co., has announced that it is the exclusive distributor of the new Sense Smart Valve, the only valve with an electrolyte sensor built-in. Unlike existing sensors; the new valve will eliminate the need to drill into batteries.

Its UL Classification, separate electronic housing, multiple fuses and protection from transient voltages combine to make it the safest sensor available. Two models are available: TBU-1000 and TBU-2000. Both models include a LED indicator light to alert operators of low electrolyte levels.

The TBU-2000 features a dashboard mountable indicator with 6’ lead. Both models are covered by a one year limited warranty. The Sense Smart Valve is the easiest way to care for, and maintain, your batteries.

Visit ISSA Booth 461 or online at www.usbattery.com.

82 — Maintenance Sales News — September/October 2015

Warsaw Chemical Co., Inc.

Booth 513

Select Care™ Hand Cleaners From Warsaw Chemical Warsaw Chemical Co., Inc. offers Select Care™ Hand Cleaners, Warsaw Chemical’s first industrial hand cleaner line created using totally natural, renewable ingredients. This line of hand cleaners is VOC compliant and features concentrated, water activated formulas that were developed with soy, d-Limonene and walnut shell scrubbers for extra deep cleaning. Select Care Hand Cleaners dissolve heavy soils, such as grease, tar, resins, paints, adhesives, carbon and inks.

This line includes Citrus Select and Soy Select Premium Industrial Strength Hand Cleaners. These cleaners utilize renewable natural resources, helping to conserve non-renewable resources such as petroleum. Biodegradable soy oils, detergents and walnut scrubbers are also used.

The Select Care line is enriched with skin softening ingredients and aloe to prevent hands from drying out.

For more information contact Warsaw Chemical Co., Inc. Phone: 800-548-3396. Website: www.warsaw-chem.com.

Perform Manufacturing, Inc.

Booth 373

The Foaming Decarbonant Oven and Grill Cleaner is recommended for ovens, hoods, grease filters, grills, fryers, canopies, ducts and smoking equipment.

The product penetrates and loosens burned-on soils — with no dripping. Rapidly removes baked-on fa ts, grease, protein as well as animal and vegetable carbohydrate residue. It’s economical, nonflammable, easy-to-use, with no toxic fumes.

Safe for use on stainless steel, porcelain, chrome, ceramic, glass and cast iron.

Visit www.performmfg.com.

Sigma Plastics

Booth 2775

Sigma Plastics has over 38 polyethylene manufacturing facilities in North America. Institutional can liner products are produced in 5 of these strategically located plants. These 5 Sigma companies will be joining forces at the Las Vegas ISSA show.

So please visit Beta Plastics, FlexSol Packaging, Omega Plastics, Poly Plastic Products, and Republic Bag at booth 2775.

Our strength as sister companies under common ownership, assures service of your every need. In-house laboratories, chemical engineering and quality assurance programs guarantee consistent quality of high- and low-density can-liners, produce bags, ice bags and infectious waste bags. Private label, stocking, custom bags and special packaging programs are also available.

R&B Wire Products, Inc.

Booth 3543

Trojan Battery

Booth 1580

Queenaire Technologies, Inc. Booth 1088

Trojan Battery Solutions For Floor Care Equipment

R&B Wire will feature its proven Basket Truck with Non-Marking Bumper – fully sewn, for its line of Fully Sewn Vinyl Basket Trucks. No more marked walls or shredded vinyl basket trucks!

R&B has been evaluating options for the past year for the right bumper material and sewing machine to make this great product option a reality. This is truly a game changer, and these trucks will be in very high demand in hospitality and health care.

R&B will offer the bumper system on its fully sewn line of basket trucks 6-24 bu. sizes as an option. It will not be available on the knocked-down line of trucks due to the fact that it must be sewn in the factory.

Trojan Battery’s deep-cycle battery technologies are engineered to increase performance, reduce downtime and extend battery life of floor cleaning equipment.

Trojan’s broad line of deep-cycle flooded and AGM batteries are designed for maximum sustained performance to meet demanding requirements of floor machine applications. Trojan’s AGM batteries are ideal solutions to power equipment used in locations where regulatory mandates require use of non-spillable batteries, such as airports and healthcare facilities.

Trojan works closely with floor machine manufacturers, ensuring its batteries provide the functionality needed to keep pace with new floor equipment designs and customer demands. This includes advanced single-point watering systems for easier flooded battery maintenance. With Trojan’s HydroLink™ watering system, a set of batteries can be filled in less than 30 seconds.

Visit www.rbwire.com.

Dear Cleaning professional,

On behalf of the Proform design team I invite you to visit Creative Flooring Concepts at the ISSA show booth #3478. Proform specializes in providing upscale matting solutions to Class A Properties through our consultative distributor entry matting program.

Summary of our process

Our website features photos of beautiful projects in Hospitality, Office buildings, Universities, Residential high rise, retail, & healthcare facilities from coast to coast. The best way to move a project forward is to email a CAD of the lobby floor plan along with digital photos of the areas, & a logo file.

We’ll create preliminary schematic layouts of the matting, photo renditions, an estimate, & send you samples of all the recommended material / color swatches. There is no cost or commitment on your part for the artwork, schematics, or photo rendition.

Proform Guiding Principals

2.

3.

4.

Our goal is to create a beautiful entrance. The appearance of the matting should meet or exceed the visual standards set by the interior design & architecture of the building.

There is no greener way to clean & improve air quality than to stop the dirt at the door without chemicals, labor, or energy.

Our mission is to understand the needs of our clients & help them achieve the best possible solutions with respect to: a. Safety b. Layout Design (keep the matting in the natural walk pattern of guests) c. Color & Pattern d. Green Cleaning e. Floor protection f. Transport, Storage, & Re-assembly (the right weight & size) g. Budget From property survey to installation Proform guarantees customer delight.

We have many materials, styles, & colors from which to choose that will meet any design, function, or budget requirements. Rest assured that we will create a first impression that will delight your clients. We look forward seeing you at the ISSA show at booth 3478.

Best Regards,

Mitchell Saltzman

84 — Maintenance Sales News — September/October 2015

Amazingly compact and lightweight, both the Newaire HG1500 & HG2500 Hydroxyl Air Treatment Systems feature state-of-the-art Photo Catalytic Hydroxyl Generator Technology, designed to treat the air inside the unit to help eliminate odors and destroy a wide range of bacteria in occupied areas.

Perfect for hotels, apartments, offices, schools, hospitals, nursing homes, buses and shuttles, vehicles, boats, fitness centers and day care centers.

Visit www.trojanbattery.com.

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ISSA Foundation Awards 2015-16 Scholarships ISSA® has announced the winners of the ISSA Foundation’s 2015-16 Scholarship Awards. This past year, the ISSA Foundation awarded 45 scholarships, totaling nearly $140,000. The scholarships are made possible by the contributions of ISSA member companies and individuals.

Below are this year’s winners and the academic institutions they will be attending: Northeast District Awards: Caitlin Haggerty, James Madison University; Callie Migden, University of Delaware; Middle Atlantic District Awards: H. Blake Foster, University of Virginia; Danielle Kaeck, Old Dominion University; Southeast District Award: Alison Shutzberg, Georgia Institute of Technology; Georgia-Pacific Southeast District Award: Cynthia Metzger, Duke University; Great Lakes District Awards: Taylor Gray, Murray State University, Hutson School of Agriculture; Kara Kershner, Purdue University; North Central District Awards: Stephanie A. Nisic, Elmhurst College; Rebecca Bixler, Marquette University; South Central District Awards: Noah R. Mathis, Mississippi College; Pablo L. Padilla, University of Texas at El Paso, Medical Branch; Pacific Northwest District Awards: Kathrin Woodall, Central Washington University; Olivia Woodford-Berry, Brown University; Pacific Southwest District Awards: Rebekah A. Garcia, Stanford University; Samuel Tanner, Utah State University; At-Large Awards: Zachary B. Fisher, Elon University; Kenna Gatzmer, University of Wisconsin; James Lee, Undecided; Shane Odom, Gordon College; Chris Poliquin, University of Oregon; Francis T. Callahan Award: Alyson DePalma, Loyola University Maryland; GOJO Industries' Jerome Lippman Award: Sarah Housour, Kent University, College of Public Health; Golden Star, Inc.’s Leland Gradinger and Earl C. Julo Award: Evann Dufort, University of California-Davis; International Award: Marta Janyska,

Kozminski University-Poland; Edward Lane National Sanitary Supply Co Award: Rebecca Bixler, Marquette University; Maintex/Silverman Scholarship Award: Leah Norimatsu, University of California, Irvine; Manufacturer Representatives’ Scholarship Awards: Alexandria Korodi, The Ohio State University; Harry Maziar/Zep Manufacturing Award: Kendall De Laria, Georgia Tech; NCL Alfred Pollack Memorial Scholarship Award: Adelina Gjeloshi, Drew University; New England Sanitary Supply Association Awards: Nils DeStefano, Binghamton University; Jacob Mann, Endicott College; New Jersey Sanitary Supply Association Award: Shikha Shah, New Jersey Institute of Technology; NYCO/Robert J. and Mary Ann Stahurski Award: Hannah McDonald, Seattle Pacific University; Roger & Victoria Parrott Award: Rachel Norman, The George Washington University; RDA Advantage Scholarship Award: Olivia Glass, Mississippi College; Jack D. Ramaley Award: Christina J. Halcovich, Yale University; Jerome E. Rau Award: Kaley Thorn, University of Minnesota, Carlson School of Business; Southern California Sanitary Supply Association Award: Kaelyn J. Barron, University of California-Riverside; Sean Bennett, San Diego State University; Spartan Chemical Co.’s E.T. Swigart Award: James R. Kronk, University of Dayton; SSWA Scholarship Award: Mia Innamorato, High Point University; TEC Products SSWA Jacob & Bob Holtzman Award: Bethany Dix, University of Minnesota; Waxie’s Enterprises, Inc.’s Morris and Jeannette Wax Award: Veronique deGracia, University of California-Davis; and, Malcolm Zucker Award: Rebecca Rady, The Ohio State University.

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VISIT US AT SAFETY-ZONE.COM OR CALL 800.821.5702.

Visit Us At ISSA Booth #125

86 — Maintenance Sales News — September/October 2015

ISSA BOOTH #2375

ADVERTORIAL

From Universal Business Systems, Inc.:

Will Your Website Survive The Latest Mobilegeddon?

What is Mobilegeddon?

On Tuesday, April 21, 2015, Google introduced a new algorithm that changed the way searches work to now favor mobile friendly websites. Due to the number of sites this affects, media and industry pundits have called it "Mobilegeddon.” Research shows only 38 percent of all current business websites are optimized for mobile devices.

How does it affect me?

According to Google, mobile friendly sites will be given top priority. If your website is not mobile friendly it will be much harder for someone to find your site, even if you enjoyed high rankings in the past. As we all know from our own searching habits you rarely go beyond the first two pages when viewing your search results.

When does it affect me?

Google says that non-mobile friendly sites could start seeing the effects over the next several weeks.

How can Universal Business Systems (UBS) help and what is Synergy.Net OMNI? “In order to be truly mobile friendly, your site has to be built that way from the ground up. Having an app or a mobile friendly home page is not enough. Universal is prepared for this change and we have the tools and technology to help you. Our new eCommerce / Online Ordering system, SYNERGY.NET OMNI, was developed on a Mobile Responsive platform making it 100 percent compatible with Google and all mobile devices and web browsers. Promote and sell your products 24/7 with your own customized Synergy.Net OMNI website that handles both Business to Business (B2B) and Retail, Business to Consumer (B2C) ordering with: • Integrated Online-Ordering; • Real-Time Pricing; • Promo Codes & Coupons; • Shipping & Freight Options; • Credit Card Processing; • Order History; • Custom Shopping Lists; • Re-Order Lists with Par Values; • Trend & Performance Reports; • Feature Items in Multiple Categories; • Product Images, Videos & SDS; • Group Products by Industry or Department; • Google Analytics, AdWords & Merchant Integration*; and, • Search Engine Optimization & More!

Let us show you how to turn your static, non-mobile friendly website into a commanding and engaging Internet presence, extending your reach to potential customers and increasing online sales. Contact us today to learn about our mobile friendly solutions for your business.

Visit www.ubsys.com for more information.

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ONE PULL NO TOUCH SANITARY DISPENSING STRONG AND ABSORBENT USES LESS TOWELS THAN THE COMPETITION ELIMINATES COST AND TIME OF CHANGING BATTERIES

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For more information, call 866.222.BERK (2375) or 610.369.0600 Visit us at www.BerkWiper.com to view our complete line of wiping products

Visit Us At ISSA Booth #2821 88 — Maintenance Sales News — September/October 2015

Become a trusted adviser for your customers by providing a quality carpet cleaning program that works.

Make Customers Feel Like This

Not Like This

We provide: Qualified trainers that fly coast to coast solving problems and teaching restorative carpet cleaning techniques on site. Together we will stop wicking, browning, and carpets that ugly out. Your carpets need to look good! It is time for change!

For over 30 years we have offered our healthy, safer carpet cleaning program that is designed to impact carpet cleaning problems. Our program is aggressive and it works. Whether you or your customers are dealing with carpets in Educational Facilities, Health Care Facilities or you are a Commercial Contract Cleaner, you need to become a trusted adviser and educate your customers to understand what problems they are dealing with so they can be solved and not repeated at other job sites.

This is where PROCYON stands above the rest! We offer a NO COST, NO SALES consultative visit to your facility to help assess and solve the toughest carpet problems for your customers.

No soil attracting residue left behind with soap free cleaning.

Procyon delivers: • A free consultative visit to assess carpets in crisis • A carpet cleaning plan that can solve your customer’s problems and be replicated • Education for you and your customers on how to solve carpet problems • The most cost effective way to reduce cost in labor and cleaning products

#1 GREEN CARPET CLEANING PROGRAM THAT WORKS

soapfreeprocyon.com | 800.776.2966 | ISSA Booth #2092

ICC Offers Distributors Full Line Of Jan/San Products Along With High End New Market Formulations Innovative Chemical Corporation (ICC), a manufacturer of cleaning, maintenance, and personal care chemical products, located in St. Paul, MN, now offers several new formulations.

As an example, the company manufactures a wide range of high-end products for the health and beauty industry. Several of ICC’s distributors have entered new market segments with ICC products targeted outside of the jan/san arena.

ICC will be exhibiting at the ISSA Show at booth #869, and will be displaying its full line of PROTÉGÉ Brand Products marketed to janitorial supply distributors.

Call 651-649-1762 or visit www.iccmn.com for more information.

All Attendees Receive CITS® Certification At Spartan 16th Annual BSC Seminar Spartan Chemical Company, Inc., recently announced the training and certification of nearly 50 building service contractor attendees during its annual BSC Seminar.

Each year Spartan hosts a two-day seminar focused on BSCs and topics facing the industry. This year, the seminar focused on the importance of training and leveraged the new ISSA CITS program to confer advanced pro certification to the attendees. The Cleaning Industry Training Standard (CITS) program is designed to increase professionalism and demonstrate a commitment to effective training. The program is focused on training and certifying frontline cleaning professionals to a set industry standard.

“With the release of the new CITS standard, we thought it would be valuable to offer this accreditation to our BSC partners at our annual seminar,” said John Swigart, president, Spartan Chemical Company.

“We congratulate the inaugural group of CITS certified facilities professionals on their commitment to growth and performance.”

During the two-day seminar, CITS training was administered via Spartan’s CleanCheck® Training System, which is a CITS verified training program for advanced pro certification in the areas: hard floor care, healthcare, carpet care, restroom care, hazcom communication, and school/education institution. David Frank, president, AICS, spoke on using training to increase value and retain customers and employees to generate overall improved value proposition to the market.

In addition, comprehensive safety modules demonstrate Bloodborne Pathogen Standard and GHS OSHA HAZCOM. All modules include bilingual, online and DVD based tutorials, laminated training cards, interactive tests, and an instructor manual.

Visit www.spartanchemical.com for more information.

The Sigma Plastics Group is one of the largest polyethylene film manufacturers in North America with over 40 manufacturing plants throughout the United Sates & Canada. Our can-liner divisions are well positioned throughout the country to service your can-liner requirements both on a national and local level. We offer a complete line of High Density (HDPE), Linear Low Density (LLDPE) and Low Density (LD) Repro Liners. In addition, we manufacture custom poly bags, food bags and infectious waste bags. Offering flat or star bottoms, coreless rolls or individually folded.

Get acquainted with us at booth 2775 — Our professional staff is looking forward to meeting you.

Your complete Can-liner source for High Density, Linear Low Density, & Black Repro

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90 — Maintenance Sales News — September/October 2015

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Over 40 YEARS of quality and durability made in the USA

ISSA, booth 341

Edge carpet and upholstery

Horizon hard surface cleaning

Sphere carpet and upholstery

MEGAx flood extractor

M.A.C. Multi Area Cleaning

X-Vac pile lifter

MEGA flood extractor

1122 Maple St. Madera, CA 93637 www.kleenritemfg.com 559.673.5700 800.241.4865 fax 559.673.5725

2240 escalator cleaner

SCA Launches Tork Image Design™ Dispensers In North America At ISSA/INTERCLEAN 2015 ments any environment, businesses can offer patrons an even greater experience.

“Tork continues to innovate within the washroom space by focusing on design-conscious customers, who want to provide a consistent, clean and high-end experience for their visitors, guests and employees,” says Cheryl Rickert, washroom marketing director for SCA’s Away-fromHome Professional “Businesses are judged in part by their facilities Hygiene business in and amenities, and often functionality and design North America. “The full line of towel, make a real difference in how they are perceived. bath tissue and soap The Tork Image Design line of dispensers were dispensers combines developed to improve the overall guest experience.” form, function and premium quality to When creating any business space, be it a restaurant enhance and seamlessly complement washrooms.”

While good design plays an important role in creor office, every part of the experience should contribute to a flawless impression. With Tork Image De- ating the best experience, functionality remains the sign dispensers, businesses can deliver continuity in backbone of any washroom upgrade. Businesses and an elegant experience that begins at the front door, and institutions continue to incorporate modern elements carries through to the washroom. By providing a time- with a focus on functionality in a wide range of facilless design with reliable functionality that comple- ities, such as restaurants, hotels and office spaces. The Tork Image Design line responds to the demands of an image-conscious customer, while continuing to improve upon performance.

“This is a step that Tork is taking to ensure customers do not have to choose between stylish design and functionality,” says Rickert. “Businesses are judged in part by their facilities and amenities, and often functionality and design make a real difference in how they are perceived. The Tork Image Design line of dispensers were developed to improve the overall guest experience.”

Tork customers will have access to the full line of Tork Image Design dispensers at the ISSA show, as well as online (www.torkusa.com).

SCA, the producer of the Tork® brand of awayfrom-home professional hygiene products, will be launching its full line of high-end Tork Image Design™ dispensers at this year’s ISSA/INTERCLEAN show (booth #2047) in Las Vegas, NV. SCA is showcasing “The Art of Creating Impressions” with its innovative product lineup.

Employing touch-free and fully automatic capabilities, the dispensers meet hygiene standards and are made of premium materials. This includes brushed stainless steel exteriors featuring anti-fingerprint protection.

Tork Image Design dispensers continue to deliver on a premium promise with their wide range of dispensing options and corresponding Tork Premium refills to improve upon any washroom.

Visit ISSA booth #2047 or www.torkusa.com.

Aluf Plastics Wins PLMA 2015 Salute To Excellence Award For Packaging Innovation Aluf Plastics, a manufacturer of custom, retail and private label trash bags, has been honored by the Private Label Manufacturers Association (PLMA) as a co-recipient of the PLMA 2015 Salute to Excellence Award for Packaging Innovation.

“Winning an award for the packaging created for Brookshire Grocery, a retailer and valued client, is an achievement worth celebrating,” said CEO Susan Rosenberg, who’s been leading the Inc. 5000-ranked company since its founding in 1977. “The fact that we stood out among the hundreds of other products vying for a spot in this high-profile competition, and turned heads with our innovative tube packaging, shows how Aluf Plastics is an industry innovator.”

The PLMA awards give recognition to outstanding store brand products introduced on the shelves of supermarkets, mass merchandisers, wholesale clubs and retailers from coast to coast over the past year.

According to Wendy Wagner, the director of retail trade relations at PLMA, the winning products and featured retailers will be announced in centerfold ads in Supermarket News, Grocery Headquarters and Progressive Grocer in the November issues. Over 500 products were evaluated and the winners were selected by a team of professional judges. Winning entries will also will be featured online at www.plmawinners.com.

92 — Maintenance Sales News — September/October 2015

Rosenburg said, “When we originally created these custom-designed, space-saving tubes for 13 gallon, 3-ply drawstring kitchen trash bags, we did it to help Brookshire Grocery roll out a private label lineup of plastic liners to sell to shoppers. That it would be a success within our industry circles was rather obvious, but it's gratifying to know that our packaging solutions sparked so much interest among the retail world at large.”

The innovative tube package used for these bags is a cost-effective, eco-friendly alternative to the traditionally bulky boxes used to pack trash bags. The Aluf Plastics team created, patented and manufactured a cylindrical package that stores rolled up, coreless bags neatly, and sits on a retail store shelf.

Well over 500 brand-name products were submitted for consideration, including food and beverages, kitchen and household, and health and beauty categories. Entries were evaluated by a panel of judges for performance, packaging, presentation, and value for money.

Aluf Plastics is a minority-owned, woman-owned (WBENC member) company in business under the same family ownership since 1977. The company maintains facilities in Orangeburg, NY, and Sulphur Springs, TX. Call 845-365-2200 or visit www.alufplastics.com for more information.

Introducing Essendant: LagasseSweet Repositions To Provide Today’s Jan/San Distributor With Products And Tools To Grow For many years, LagasseSweet has been the leading pure wholesaler of cleaning and sanitation products to distributors across North America. And now Lagasse has officially become Essendant, enabling distributors to access even more products and more capabilities to support their success.

The rebranding that occurred in June is just the beginning of an ongoing journey to bring together the capabilities of the companies formerly known as United Stationers, Azerty, LagasseSweet and ORS Nasco. Essendant is a combination of the words essentials and ascending — representing the company’s commitment to providing a robust offering of business essentials in a growing marketplace.

“LagasseSweet has built a strong reputation for supporting distributors with their janitorial, paper and foodservice product offerings for years,” says Harry Dochelli, SVP of sales, care, and marketing. “As Essendant we are able to harness the collective insights, expertise and resources of our entire company as one team to help our customers unleash their full potential.”

In a fluid market, staying one step ahead of customers’ demands is essential in order to maintain success. Each year, consumer preferences, habits, and lifestyles change. Recent years have seen dramatic shifts in the digitization of work, the blurring of channel lines, the shift to online purchasing, and the migration of B-to-C expectations into the Bto-B space. Companies must think ahead and adapt to succeed, and Essendant is well-positioned to help support customers’ evolving needs across a variety of industries, bringing

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operational excellence, industry expertise, and dedicated people to meet today’s challenges.

Essendant offers its customers nationwide next-day fulfillment for thousands of essential products from its extensive network. During the latter part of 2015 and into early 2016, the company is in the process of combining its Business and Facility Essentials platforms to enable additional ordering simplicity and flexibility, enhanced inventory visibility, and a wider selection of products for its distributors.

Essendant distributors will soon have access to a full range of cleaning, facility maintenance, foodservice, safety, office products, technology and furniture products available from one source to meet the expanding needs of their customer base. Essendant provides distributors a conduit to new products without having to make a bet on which will be the biggest sellers, allowing for innovation with minimal inventory investment.

Through a variety of flexible ordering and shipping options, Essendant can extend the reach of distributors beyond their core geographies to be as operationally efficient as possible and to enable new avenues for growth.

Essendant connects hundreds of suppliers with thousands of resellers who reach millions of end-users. This connectivity allows Essendant to bring keen insights to their resellers, much of which is nurtured through their Center of Reseller Excellence (CORE) offerings.

Essendant brings together leaders from a variety of channels through their CORE Live and CORE Lab events to create a community of successful business people that benchmark performance and share ideas. CORE Learn offers sales and management training to distributors that starts from an inside understanding of the channels served.

Serving distributors of all shapes and sizes, Essendant combines primary and thirdparty research to provide valuable insights to their suppliers and customers. Essendant also offers Digital Lift, a full suite of best-in-class content, search, merchandising, marketing and analytics as the building blocks for distributors’ ecommerce platforms, allowing them to simply sell more online.

Essendant also offers a wide range of marketing tools, including print catalogs, customizable flyers, do-it-yourself email and collateral design programs, and even conciergebased marketing, branding, and research support to help drive sales success for their distributors.

“Essendant supplies the essentials that unlock the potential of our partners and those they serve,” Essendant COO Tim Connolly said. “We’re confident that as Essendant Business and Facility Essentials, we will continue to build on the long history of success we have enjoyed with our loyal LagasseSweet customers.”

Essendant will be participating in the ISSA trade show in Las Vegas this October.

For more information, visit Essendant at Booth #2473, at www.essendant.com, or contact an Essendant sales representative.

Visit Booth #861

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Visit Us At ISSA Booth #553 96 — Maintenance Sales News — September/October 2015

From U.S. Battery:

New Sense Smart™ Electrolyte Sensor Valve Lets Operators Know When Batteries Require Watering The new Sense Smart™ Electrolyte Sensor Valve from U.S. Battery is a single replacement valve with a built-in probe and LED indicator that lets operators know when a set of batteries require watering.

Flooded lead-acid batteries used in golf cars, access lifts, cleaning machines, forklifts and many other vehicles, can lose water from normal evaporation and charging. Adding a Sense Smart™ Electrolyte Sensor Valve into one of the batteries in the vehicle's battery set can monitor the electrolyte levels of the entire pack, according to U.S. Battery.

"Many industries have switched to battery powered vehicles for their fleets, and know that flooded lead-acid batteries are the most cost effective method to power them," said Don Wallace, U.S. Battery CMO/executive vice president. "The problem is that providing proper maintenance to all those batteries can be overwhelming and time consuming. The Sense Smart™ valve takes the guesswork out of battery watering maintenance, which when done routinely, can improve battery life, save time, and reduce annual operating costs."

U.S. Battery spokespeople said the Sense Smart™ valve is the only valve of its kind with a built-in processor and probe that triggers an LED indicator light, mounted to the battery pack, and tells operators if the battery set needs water. A solid green light indicates the electrolyte level of the set is okay. A solid red light tells operators to add water after the next full-charge. A blinking red light indicates the electrolyte level has been low for more than 10 days and requires immediate attention.

The Sense Smart™ Electrolyte Sensor Valve (TBU 1000) replaces one cell vent cap on a single battery of a connected battery set, and doesn't require drilling or calibration. An optional system (TBU 2000) includes a dash mounted LED indicator with a six-foot wire lead.

Manufactured by Battery Watering Technologies, and distributed exclusively through U.S. Battery Manufacturing, the Sense Smart™ valve fits a variety of 6-volt, 8-volt, and 12-volt batteries and works with all BWT single point watering systems.

U.S. Battery products and Battery Watering Technology products are manufactured in the United States, and distributed worldwide. Visit www.usbattery.com for more information.

The DPA Buying Group Announces New Member Companies The DPA Buying Group, of Cincinnati, OH, has 11 new distributor members in its janitorial and packaging product divisions.

They are: Ramayan Supply, Inc. (West Columbia, SC); Complete Packing & Shipping Supplies Inc. (Freeport, NY); HFD Packaging, LLC (West Valley City, UT); Fikes Fresh Brands, LLC (Indianapolis, IN); Fikes of Minnesota (Maple Grove, MN); Stickel Packaging Supply (Lakewood, NJ); Alpha Supply Warehouse (South Elgin, IL); Crest Environmental Products (Hudson, WI); Mark’s Vacuum, Inc. (Greenwood, IN); National American Sales (Thibodaux, LA); and, Sigma Supply, Inc. (Hot Springs, AR).

The group also has three new preferred suppliers: Deb USA, Inc. (Charlotte, NC); Minuteman International (Pingree Grove, IL); and Multi-Clean (Shoreview, MN).

DPA is a national buying and networking organization of over 600 distributors and 180 preferred suppliers in various product industries.

Visit www.DPABuyingGroup.com for more information.

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Visit Us At ISSA Booth #553 September/October 2015 — Maintenance Sales News — 97

ISSA Convention Seminar Schedule The following is a schedule and partial description of educational offerings for the 2015 ISSA/INTERCLEAN®. Sessions begin on Tuesday, October 20, and continue through Friday, October 23. (Note: Times and topics are subject to change. Session descriptions courtesy of ISSA.)

ership means more, what skills and attributes will help future leaders stay more competitive, why women are critical at the negotiating table, and what steps women and men can take to become more innovative leaders.

TUESDAY, OCTOBER 20 8 to 11:45 a.m.

IICRC Basic Skills Commercial Carpet Maintenance Certificate Program Gain a basic understanding of how to maintain and restore carpeting in commercial and residential settings. A certificate is provided to those who meet session requirements. Separate registration required: $140.

9:30 to 10:15 a.m.

Selling Value With Business Solutions Attendees will be challenged to rethink their sales approach, analytical tools, and B2B deliverables. This customer-centric sales approach will increase bottom-line profit and top-line sales. Learn how to: build a profitable sales model, reach executive level decision makers, and define and distinguish value proposition.

9:30 to 10:15 a.m.

Gender And Generations: Driving New Leadership Participants will learn: why gender matters less and quality lead-

10:30 to 11:15 a.m.

Cleaning For Infection Control: Not Just Spray And Wipe!

Those attending this session will learn not just how to alert people

A

to these needs, but also to the importance of choosing the right cleaner and/or disinfectant. Attendees will also learn how to: identify desired traits of disinfectants, including the ability to discern different active chemistries commonly used in EPA-registered products; understand best practice principles for using disinfectants to minimize occupational health and safety concerns, while meeting infection prevention needs; and balancing tradeoffs to optimize disinfectant selection and implement an effective cleaning and disinfection program.

10:30 to 11:15 a.m.

Do You Know Your Buyer? The Top 10 Things You Must Know About Today’s Jan/San Purchaser This session will provide insight on what today’s buyers are looking for, and how they are using technology to drive purchase decisions.

11:45 a.m. to 12:45 p.m.

Lunch And Learn: Slicing Through The Noise — Powerful Communication For Leadership And Professional Success Takeaways from this session will include: powerful strategies for building and improving relationships; easy and effective persuasion techniques; tactics for overcoming communication problems that may sabotage a business relationships; and how to overcome the most common and probably most damaging communication roadblock. Separate registration is required for this session.

®

PRIVATE LABEL SOLUTIONS THAT WORK

72

Celebrating Years!

LOW MINIMUM QUANTITIES At only 10 cases, we have some of the lowest minimums in the business.

FULL GRAPHIC SUPPORT Whether you have your own label or need a label, we can help.

WAREHOUSING CAPABILTIES Let us hold it for you. We’ll store your product in our 50,000 sq. ft. warehouse.

PRODUCT DEVELOPMENT Our full R&D capabilities allow us to formulate and create products that meet your needs.

It’s all about you. From your business to your quality product, your customers want to know that you stand behind your product.

Airosol Company Inc. is celebrating 72 years since developing and packaging the first aerosol.“We owe our success to intense customer loyalty, which is built on extra attention in details”.

Airosol offers product development, compliance assistance, unique packaging private label programs.

COMPLETE LINE OF JAN-SAN PRODUCTS

plus...

• Metered Air Fresheners • Specialty Cleaners

• Industrial Products • Automotive Products

• Adhesives • Lubricants

For more information or to receive a free consultation and quote, call Toll free: 800-633-9576 or 620-325-2666 1206 Illinois Street • P.O. Box 120 • Neodesha, KS 66757 • 620-325-2666 • 800-633-9576 • fax: 620-325-2602 Visit us at ISSA Booth # 366

1 to 1:45 p.m.

Behind The Broom: Are Your People on the Same Page?

Join Behind the Broom authors Lance Witschen, of 1 Class Consulting; Judy Gillies, of The Surge Group; and Kevin Keeler, of Keeler Consulting, to discover how creating and implementing operational standards will improve cleaning, workplace culture, and the bottom line.

1 to 1:45 p.m.

Grow Your Business While Others Shrink Those attending this session will learn how to: inventory a team’s skills and coach to their weaknesses and opportunities; increase new business prospecting time and efforts; shift to a selling process style of leadership; and how to involve yourself, as a coach, at the beginning of a team’s selling process, not just when proposals are issued.

1 to 5 p.m.

IICRC Basic Skills Hard Floor Maintenance Certificate Program Attendees will develop a comprehensive understanding of how to clean, maintain, and care for hard floors. They will also learn how to identify each floor type; perform maintenance, restorative, and routine tasks; as well as receive cleaning, polishing, and spot and stain removal tips. Separate registration required.

1 to 2:45 p.m.

How To Become A Pro Using ISSA Tools (This training session will be taught only in Spanish)

This training session provides an overview of the tools and resources that ISSA offers to help professional cleaning managers run their departments, based on world-class standards. In this workshop, facility managers, cleaning supervisors, and managers will learn the basics to design quality systems, as well as how to develop cleaning services as key to protecting public health, improving the environment and increasing the bottom line.

1 to 1:45 p.m.

Society 3.0 - The Future Of Work The modern workplace requires individuals and firms to engage in workforce preparation to ensure personal, corporate, and national prosperity. Apply lessons learned from the healthcare, media, manufacturing, automotive and

Continued on Page 104

98 — Maintenance Sales News — September/October 2015

IPC

MACHINES EQUIPMENT TOOLS IPC Integrated Professional Cleaning

PUT US TO THE TEST! VISIT BOOTH # 2285 AT ISSA OR CALL 800.486.2775 TODAY! 3650 Dodd Road | Eagan, MN 55123 | 651.686.5399 | 800.486.2775 | www.ipceagle.com

ADVERTORIAL

LINDHAUS USA raises the bar for floor care equipment with the addition of dual core technology to its line-up of commercial floor care products. Dual Core technology allows the user to perform encapsulation cleaning along with the primary function of the unit. It is one piece of equipment that now performs two critical functions of floor care.

Now, the full line of LINDHAUS scrubber driers will clean hard floors as well as carpet. Lindhaus wide area vacuum cleaners will not only vacuum carpet but can be used to clean carpet, remove stains and restore dingy carpet to that new look quickly and easily with Oxy-Gen encapsulation cleaner from Lindhaus.

The Lindwash line of floor scrubbers includes a range of machines from 12-inch to 20-inch widths, corded and battery operated floor scrubbers designed to clean all hard floor surfaces with minimum effort, while leaving the floor dry and ready for immediate use. Lindwash floor scrubber driers increase productivity by factors of up to 9 times.

According to ISSA figures, the average worker can mop and rinse 1,700 square feet per hour, while the LW46 scrubber drier does 16,000 square feet per hour. Dual Core technology will enable users to achieve similar increases in productivity when it comes to carpet maintenance as well as hard floor cleaning. Every Lindwash model can fill the gap between deep extraction cleanings and for many facilities even eliminate the need completely. Lindhaus Oxy-Gen low-moisture encapsulation cleaner utilizes breakthrough chemistry advancement with the first double oxygenated encapsulation solution.

Powered with heavy-duty oxygenators and fortified with real hydrogen peroxide, Oxy-Gen and Dual Core technology will deliver visibly cleaner results and fast turnaround for time-sensitive jobs.

Contact Lindhaus USA at 1-800-498-7526

Dual core technology is not just for the Lindwash scrubber driers, but is also a feature on the just released Lindhaus LS50 Wide Area Vacuum Cleaners. The LS50 Electric and LS50 Battery are highly maneuverable easy to operate wide area vacuum cleaners. With a working capacity of 16,000 square feet per hour, on board tools and self propelled cleaning action the LS50 as a vacuum is an immense labor saving product. Now, coupled with the ability to encapsulate clean the very same carpet, the LS50 is twice the value for end-users.

This new encapsulation function provides a fast and efficient carpet care program with only the investment of one piece of equipment. Operators simply snap on the conversion plate, (no tools needed) apply the correct amount of solution and the machine is then run back and forth over the carpet to agitate the pile, breakdown stains, and restore the look of a dirty worn carpet to a fresh clean state.

The LS50 is fitted with the same waterproof, chemical resistant bearings and brush roll system that is used in the LW46 scrubber drier. All Dual Core products from Lindhaus also use a cylindrical brush as opposed to the rotary brush employed by most other machines. This reduces fiber damage dramatically as the process of cleaning with a Dual Core machine is no more abrasive to the fibers than everyday vacuuming.

The encapsulation process is so easy that almost no training is required. The LW46 models are pre-equipped to apply the correct amount of solution to carpet fibers. Oxy-Gen combines a highly effective hydrogen peroxide detergent blend which fortifies the solution with oxygen to attack protein based soils. This process is effective for removing blood, coffee, chocolate, red wine, urine stains, browning and even food and grease. The re-soiling problems associated with traditional carpet shampoos won’t happen with Oxy-Gen. The crystallizing polymer microencapsulates soil particles, grease and grime and will not reattach to the carpet fiber. Encapsulated crystals are extracted from the carpet during routine vacuuming. No rinsing is required. Oxy-Gen is safe for all fibers including 5th generation carpets and even wool.

Cash strapped facilities love the concept of Dual Core, one piece of equipment that serves two critical floor care functions and cuts equipment expenses in half. Multiply this with high standards of Lindhaus when it come to performance, quality and cutting edge technology and Dual Core technology will deliver at every level:

• Cuts equipment expenses in half; • Increases labor productivity; • Eliminates building downtime; • Increases carpet life through effective soil removal; • Prevents re-soiling; • Zero residue; • No soap scum build up; • Eliminates fiber damage during cleaning process; • Improves indoor air quality; • Requires no pre-conditioners and expensive pre-treatments; • Naturally deodorizes; • No training necessary; and, • Cost effective, as little as one penny per square foot.

100 — Maintenance Sales News — March/April 2015

LW Professional Line Ultra Compact Scrubber Drier Over twice the working capacity of competitors.

50% longer run time per tank.

50% increased productivity over competitors.

Over 10 times more productivity than a mop and bucket

Dynamic Professional Line Ultra Light Multifunction Upright Vacuum Lightest handle weight of any 2 motor upright.

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True 15, 18 and 20 inch wide models.

800-498-7526 E-Mail: info@lindhaus.com Web Site: www.lindhaus.com Serving The Industry For 29 Years

Visit Us At ISSA Booth #2195

Carroll Company Names Chris Norgren Executive Vice President

Nexstep Purchases Southern Broom And Supply Assets Nexstep Commercial Products has purchased the assets of Southern Broom & Mop Company, in Nashville, TN, from its owner, James Rollins.

Southern Broom & Mop Company was a regional manufacturer of mopheads and mopsticks that carried an assortment of other cleaning products such as brooms, brushes and handles.

Southern Broom & Mop’s facility in Nashville was closed and consolidated into Nexstep’s facility in Paxton, IL. Todd Leventhal, president of Nexstep Commercial Products, said the acquisition will strengthen Nexstep’s presence in the growing Sun Belt.

“Nexstep looks forward to serving all of Southern Broom & Mop’s customers and offering them the opportunity to expand their product assortment due to Nexstep’s broad product line,” said Leventhal.

Visit www.ocedarcommercial.com for more information.

Nexstep is the exclusive licensee of O-Cedar.

Nexstep Promotes Jamie Daugherty-Weaver To Director Of Marketing.

Nexstep Commercial Products has promoted Jamie Daugherty-Weaver to director of marketing.

She started with Nexstep in January 2014, as a sales support specialist. She graduated from Wittenberg University with a B.F.A. in 2008.

Her job responsibilities include making arrangements for all tradeshows and conferences; managing creation of catalogs and price lists; communicating with customers, trade journals, and sales force on new products, promotions, and programs; coordinating all graphic projects and website improvements.

Carroll Company has appointed Chris Norgren executive vice president.

“Norgren is a senior executive with strong experience in building organizations and teams. He has a proven ability to negotiate to positive resolution, while building customer and employee trust. He excels at partnering with all constituency groups within and outside the organization. An ethical leader, Norgren develops and maintains winning relationships through an ability to identify mutually beneficial outcomes, without losing sight of business integrity and operational objectives,” said Carroll Company representatives.

He was most recently president and chief operating officer for Marsden Holdings, Central Division, headquartered in St. Paul, MN. He joined Marsden in June of 2008 with over 25 years of experience in the cleaning industry.

Norgren has held leadership positions in ownership sectors including Family, Private Equity and Publically held businesses. Previous positions held include CEO, regional president and senior vice president of sales. Prior to Marsden Holdings, Norgren was responsible for directing the corporate sales group for AmSan, a division of Interline Brands Corporation (IBI).

He grew up in the Midwest and has a Bachelor of Science degree in marketing from the University of Wisconsin, is an active member of the Young Presidents Organization Forum 16 in the Twin Cities, and participates on several non-profit and for-profit boards.

Carroll Company will celebrate its 100th anniversary in 2021, and has been an active member of the ISSA for over 60 years. Visit www.carrollco.com for more information.

Visit Us At ISSA Booth #898 102 — Maintenance Sales News — September/October 2015

Diamond Chemical Hires Matthew Light As Technical Rep Diamond Chemical Company Inc., of East Rutherford, NJ, a national manufacturer of laundry, warewash, floor care, housekeeping, organic intermediates, industrial and consumer products, has named Matthew Light technical representative.

Light has 10 years of experience in the textile care industry.

He worked his way up from an entry level position to lead coordinator, production manager, and then maintenance supervisor for a major full service fabric care provider. He has substantial experience servicing laundries, is a licensed power engineer, and has studied laundry management at TRSA’s Production Management Institute.

Call 1-800-OK-4-SOAP for more information.

Jennifer Humphrey Joins Nexstep’s Purchasing Department Jennifer Humphrey has joined Nexstep’s purchasing department.

Humphrey has a Bachelor of Science degree from Southern Illinois University in paralegal studies. She worked in various law firms until she accepted a job at Herff Jones, where she worked for eight years before coming to Nexstep.

Humphrey is married and has two children. She can be reached at 217-379-2377, Ext. 224 or at jennifer@ocedarcommercial.com.

Visit Us At ISSA Booth #336

Nyco Employees Clean School For Children With Autism Nyco Products Company employees teamed up to clean and prepare classrooms for the school start at the Helping Hand School for Children with Autism in Countryside, IL, a facility of the Helping Hand Center.

Nyco took a team of 15 employees and family members to the Helping Hand Center school facility, along with cleaning products, supplies, and equipment needed to wash windows and walls, disinfect desks and tables, and more.

According to Carolyn Kline, director of community outreach for Helping Hand Center, “We are grateful for the

Nyco volunteers and their expertise to deep clean and sanitize the classrooms, sensory rooms and common areas before the new school session begins. We are so appreciative of the support that Nyco is giving us.”

Helping Hand Center is a nonprofit organization serving 750 children and adults with intellectual and developmental disabilities in Countryside, IL. It offers a wide range of programs and services including adult developmental training and employment services, outpatient therapies, early intervention, high school transition, and the school for children with autism, whose goal is for each child to become as independent as possible.

In addition to the volunteer cleaning, Nyco donated school supplies for the HHC children, in partnership with contributions from Ticsay Group brand marketing firm, 3-Chem Professional Maintenance Products, Pinnacle Sales and Marketing, and Golden Star.

Nyco is a privately owned manufacturer of national cleaning brands and distributor of private branded chemicals used in the sanitary maintenance, industrial, institutional and other specialty cleaning markets.

Visit www.nycoproducts.com for more information.

Starco Chemical To Exhibit Full Line Of Liquid, Powdered And Solid Specialty Chemical Products During 2015 ISSA Starco Chemical, a division of Diamond Chemical Co. Inc., of East Rutherford, NJ, will be exhibiting its full line of liquid, powdered and solid specialty chemical products at ISSA/INTERCLEAN, at booth 678.

Management attending the show will be Harold Diamond, president; Martin Zaret, vice president; Harvey Wasserman, vice-president, sales; Tom Strnad, sales manager; and Tony Lau, Mid Atlantic/East regional sales manager.

Others set to attend and represent Starco will be SHM Sales Associates, Plainview, NY; SNE Sales, Philadelphia, PA; Progressive Marketing, Rochester, NY; Sharpe and Perkins, West Palm Beach, FL; Walsh Sales Co, Nashville, TN; A.J Litezio, New England, Repke and Associates, Mid Atlantic; and Krehbiel and Associates, Strongsville, OH. Starco will be exhibiting a broadened DfE Green Key® product line. Eighteen (18 DfE) products are now available for all housekeeping and floor care chores.

Additionally, Starco has introduced See our full line of wipes at new, bulk fill, foaming and antibacterial www.brotex.com hand soaps as well as cartridge systems.

On display from Starco will be a complete line of kitchen and laundry chemical products. Also new this year are three warewash solid products.

Starco’s parent company, Diamond Chemical, says it can provide full service laundry and warewash programs as well. Experts will be available at the show to answer questions about full service programs.

Multi-use, long lasting Starco will also be promoting its food service wipes complete powdered and liquid product ProKnit - Durable to lines. With a large powder manufacturresist more solvents ing facility, Starco produces powdered laundry, warewashing and general purpose powders. These products may be DRC - Soft outside with highly used manually or with automatic injecabsorbent inner layer tion equipment.

Starco invites attendees to look for the STARCO overhead sign at booth 678, and to stop and see the folks at 1/4 Fold Starco Chemical.

Booth #855 Dispense Pro® Bro-Tex Inc 800.328.2282 www.brotex.com Visit www.diamondchem.com Center Flo® info@brotex.com 651.646.1876 fax Flat Pack for more information.

Wipes For All Your Needs

Visit Us At ISSA Booth #639 September/October 2015 — Maintenance Sales News — 103

and abroad to determine what sustainability information needs to be measured, tracked and reported. Attendees will also delve into the broad landscape of important issues and trends, identify specific opportunities and tools to help meet customer reporting needs, and find solutions to internally reduce environmental impact and save money.

2 to 2:45 p.m.

Behind The Broom: Steer Your Operations Away From The Cliff Attendees will learn the ways performance control technology can benefit a business and help promote the value a company brings to the bottom line. Plus, they will learn how staff inspections, and communicating those results across an organization and client base, can improve operations and expand a department or business. Further discussion will include: how to evolve from reactive to proactive management, investing in a solid reputation, manageable tools for measuring quality, evaluating performance and opportunities for improvement, communicating results to stakeholders, and implementing appropriate changes.

2 to 2:45 p.m.

Career Coach: Marketing In The Digital Age Join ISSA’s Young Executive Society (YES) for a panel discussion about different tools and tricks of marketing in the digital age.

2 to 2:45 p.m.

Filling The Glass for Sales Success Learn tips from Barry Maher’s best seller: Filling the Glass: The Skeptics Guide to Positive Thinking in Business. Maher will show how to change the sales scale, helping a person’s biggest competition become smaller.

ISSA Seminar Schedule: Continued From Page 98 other industries. Plus advice for both employers and employees from the book Society 3.0. Tips include: how globalization and societal forces have created a new workplace; technologies that are changing work, skills, and careers; what work will look like in 2020; skills required in a digital world; and how to stay employed for life.

1 to 1:45 p.m.

Strategic Pricing For Distributors Attendees will learn how to derive customized, sophisticated data and analysis they need. They will also learn how to implement a plan for territories that includes pricing broken down into each customer segment and product line, with the ability to adjust for customer sensitivities and needs.

1 to 1:45 p.m.

The Winning Numbers Behind Sustainability Those attending will tap into research available in the United States

2 to 2:45 p.m.

Help Facilities Save Money And Reduce Environmental Impact Building owners and facility managers are focused on reducing total operating expenses, which means much more than cleaning.

They need to move away from discussing the direct cost of cleaning to what they really care about — energy, water, waste and other expenses. This session will cover strategies, processes and products that can help save money and reduce environmental impact.

cisions. Practical tools taken from this presentation include: creating a culture of accountability and responsibility, conducting difficult conversations without fracturing relationships, correcting performance problems and, and managing conflict and dealing with anger.

3 to 3:45 p.m.

Attract the Best Millennials To Your Sales Team The millennial generation (ages 20 to 40) presents the greatest opportunity to replace retiring baby boomers. Attendees will learn the different motives, interests, and opportunities these millennials pose. Plus, they will learn how to develop a new leadership philosophy and approach that can maximize the performance being received from the next generation sales team.

3 to 3:45 p.m.

CIMS: The Professional Standard For Clean, Healthy, and Sustainable Facilities Those attending will learn how CIMS and CIMS-GB can serve as a rallying point around which a company can work toward delivering an unprecedented level of professionalism and customer value.

3 to 3:45 p.m.

Listening: Your Key To Extraordinary Leadership In this program, attendees will discover why being an effective listener is the key to success as a leader, understand essential distinctions that will enable a person to be an effective listener, and leave with a powerful tool to transform the quality of all relationships — both at work and at home.

3 to 3:45 p.m.

Mergers & Acquisitions For Distributors Sneak preview from Brent Grover’s The NAW Guide to Distributor Mergers & Acquisitions book, released this fall. Attendees will gain insights from a study of more than 100 recent industry transactions, their valuation methods and deal structures. Hear highlights from six in-depth interviews with professional advisors — including attorneys, CPAs and investment bankers — who share hands-on experience.

3 to 4:45 p.m.

The Art & Mystery Of Hard Surface Flooring Mark Warner, IICRC Hard Floor Division Leader, will provide a summary of the State of Hard Surface Flooring, as well as review the evolution of new hard surfaces attendees may be asked to clean.

This includes green flooring. Also speaking on this topic will be Stan Hulin, from the League of Hard Flooring Professionals. Claudia Lezell, of the Forensic Expert Witness Assoc. and National Wood Flooring Assoc., will discuss floor safety,standards, and how to address slip-and-fall issues.

Continued on Page 106

2 to 2:45 p.m.

Straight Talk Attendees can enhance leadership skills by establishing a new standard of communication — encouraging candid discussions, expression of opinions, and healthy debate.

Plus, they will learn how to encourage honest feedback and avoid making foolish de-

Here, social media begins with a personal call

RDA Advantage believes in the power of technology to enhance how you do business, but knows it can’t do everything. Technology is just a tool. It can’t replace a handshake, face-to-face interaction, or the expertise of a redistributor partner who’s been helping businesses like yours succeed for decades. Our member companies give you reliable guidance and service, and great products at the most competitive prices, every day. Why? Because that’s our mission.

Find your local RDA Advantage member at www.rdaadvantage.com/members

104 — Maintenance Sales News — September/October 2015

The Bullen Companies Introduces BYOB “Be Your Own Brand” Program

Nexstep Announces 40-foot Velcro® Disposable Dust Mop Systems

“Bullen has been helping distributors, entrepreneurs, even chefs Be Your Own Brand for decades. We have helped them create brand new products, brands for existing products, new systems for cleaning that have never been thought of or used before and much more,” said company spokespeople.

Bullen uses the following process to help distributors create, market and sell their own brand. Its four steps address how BYOB relates to a business: 1. Problems: What are your current and future problems as a distributor or a business?

2. Solutions: Creating and selling your own brand can help manage the issues and problems with your business.

3. Outcome: By creating and spending time selling your own brand, you can control your market better and the influences you listed as problems 4. Commitment: By committing to BYOB, you can make your problems better and under your control, complete with solutions to achieve the outcome you want to solve the problems.

Bullen says its BYOB Competitive Advantage includes: thousands of stock formulations and packaging options; users can reproduce popular national brand formulas; and, users can create custom formulations that solve cleaning problems while earning profits.

Visit Bullen at www.bullenonline.com/byob or call 800-444-8900. See Bullen in Las Vegas at the ISSA show at booth #2543 inside and #11012 in the outside exhibit area.

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

Nexstep Commercial Products now offers its new 40-foot Velcro® Disposable Dust Mop Systems.

The features include: • 40-foot roll can be easily cut to desired length with knife included; • Velcro® backing that fits any standard microfiber frame; and, • Best value per foot and can reduce cost by controlling inventory.

Visit www.ocedarcommercial.com for more information.

Phone Number: 1-800-992-0181 Fax Number: 316-267-2930 e-mail address: gscjansplymfr@juno.com website: giftsalescompany.net P.O. Box 17082 Wichita, KS 67217

September/October 2015 — Maintenance Sales News — 105

ISSA Seminar Schedule: Continued From Page 104 3:30 to 5 p.m.

Women’s Forum Sponsored By ISSA Hygieia Network 4 to 4:45 p.m.

Creating An Insanely Positive Workplace Culture This session will focus on: recruiting strategies to maintain, grow and develop a strong office culture; performance feedback do’s and don’ts; the six most important actions a

manager can take to keep staff motivated; tactics to improve productivity and engagement; and more.

4 to 4:45 p.m.

Sales Wisdom Of The Dinosaur Attendees will review best practices in prospecting, needs analysis and negotiation, and numerous examples of “Dinosaur Wisdom” to ensure success in any sales environment.

4 to 4:45 p.m.

The Spoken Word: Your Access To Power Attendees will learn how to speak to engender hope, confidence and enthusiasm. This session will focus on using language consistent with its true purpose, learn the true function of language, and learn how to better provide leadership.

From Spartan Chemical:

The CompuClean® Mobile App For Custodial Inspections “The CompuClean App lets users perform custodial quality inspections when and where needed, using a smart phone or tablet. Users have the power to inspect, capture images to highlight deficiencies, and document facility performance, even where there is no internet connection,” said Spartan.

WEDNESDAY, OCTOBER 21 11 to 11:45 a.m.

7 Steps To Marketing Success Learn the steps to creating a marketing system that produces consistent results. Topics include: developing a marketing strategy that creates momentum; mastering the art of differentiation; learning how to produce content that builds trust, educates, and gets attention; finding the systematic approach to generating leads; and understanding the marketing calendar.

Noon to 12:45 p.m.

Selling Clean As Risk Management Attendees will learn how to make the best case for the value of proper cleaning — as a way to invest in reduced workplace safety risks and increased profits. This can be done by using the newly released ISSA Value of Clean tools. Plus, those attending will learn the lingo that helps them network with risk management and safety officers.

1 to 1:45 p.m.

Combating Public Enemy No. 1: Infectious Pathogens Better understand common community-acquired infections and how they can spread. Plus, attendees will be able to identify the financial burdens associated with infection outbreaks, and how to communicate the value a proper infection control protocol can provide facilities. Major topics include: key terminology associated with environmental cleaning, disinfection and best practices; the vital details regarding MRSA, norovirus, influenza and other emerging pathogens; how cross-contamination occurs and its role in public outbreaks; the differences between cleaning, sanitizing and disinfecting; and environmental cleaning and disinfection strategies for preventing the spread of infections on hard and soft surfaces.

Available from Google Play for Android® devices, and in the App Store for iPad, iPhone, and iPod touch, the CompuClean App is free for all registered CompuClean users.

According to Spartan, “CompuClean® offers solutions for custodial management problems with the convenience of cloud-based accessibility. Streamline inventory purchasing and tracking to reduce costs and eliminate shortages, take control of labor costs and standardize cleaning and maintenance procedures to gain efficiencies.”

It also offers enterprise level security, complimentary upgrades, free training and data migration assistance.

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

To learn more visit www.spartanchemical.com.

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t

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t Easy installation with patented design (No tools, tapes or screw required / 7 seconds installation).

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Please Visit ISSA Conference Booth: #799 106 — Maintenance Sales News — September/October 2015

2 to 2:45 p.m.

Patient Room Cleaning Times Review best practices developed by the Provincial Infectious Diseases Advisory Committee, of Ontario, Canada. Also covered is research conducted by the Canadian Association of Environmental Management, in conjunction with Queens University, that helps determine how much time is required to clean and disinfect based on best practices.

2 to 2:45 p.m.

Fill Your Marketing Hourglass Attendees will learn seven steps that are linked to specific actions designed to move prospects and clients logically through various stages of the buying process.

3 to 3:45 p.m.

Going Viral: Understanding Public Infection Spread Attendees will learn real-world examples of how to reduce risks and costs in commercial, educational, hospitality and other public facilities where disease can spread rapidly.

3 to 3:45 p.m.

State Of The Residential Cleaning Industry Education Session sponsored by the Association of Residential Cleaning Services International.

4 to 4:45 p.m.

Seven Tips To Successfully Building A Strong Relationship With Key Personnel In The Workplace Education Session sponsored by the International Executives Housekeepers Association.

FRIDAY, OCTOBER 23 10 to 10:45 a.m.

Improving Customer And Employee Retention In Tandem This session will discuss a program to engage employees through personal goal setting and motivation, for the purpose of improving service quality and customer retention. Attendees will also learn to drive down employee attrition and training costs.

THURSDAY, OCTOBER 22 10:30 to 10:50 a.m.

Custodial Training Roundtable Master trainers field questions about training front-line and supervisory staffs during a roundtable discussion. Learn the importance of industry training, training trends, and best practices to help ensure a staff can handle day-to-day tasks and challenges.

Those attending can submit questions prior to the session by sending an email to session moderator Brant Insero at brant@issa.com.

2:15 to 3 p.m.

Cost Savings Through Safety Regulatory Compliance This session will show how a commitment to safety and regulatory compliance can have a positive impact on the bottom line, as well as how people can help institute a safety culture within an organization. This I.C.E. recertification session is open to all show attendees.

11 to 11:45 a.m.

CITS: An Introduction Commit To Training And Professionalism Learn how to help cleaners develop professionalism and pride in their work using ISSA’s new training verification and professional certification program.

2:15 to 3 p.m.

ICE & CIMS: Assisting Customers In Meeting HR And Green Cleaning Requirements This session covers best practices, with the help of a CIMS assessor. The session will also offer compliance tips. This I.C.E. recertification session is open to all show attendees.

Noon to 12:45 p.m.

Creating A Culture Of Promotion This session will focus on how to design a company structure that promotes advancement opportunities, including ways to discover if, and when, an employee has the skills for promotion.

1 to 1:45 p.m.

CETA Educational Theater Session Sponsored By The Cleaning Equipment Trade Association.

3:15 to 4 p.m.

The Journey To Transparent Quality Using CIMS Using the Quality Systems pillar of CIMS as a foundation, a CIMS assessor will demonstrate the advantages of transparency, how data visualization can lead to improved customer satisfaction, and how quality metrics can be used to foster a culture of continuous improvement. This I.C.E. recertification session is open to all show attendees.

For more information visit www.issa.com/show.

OEM SUPPLIER TO THE BROOM & MOP INDUSTRY hƟůŝƚLJ ƌƵƐŚĞƐ

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tŝƌĞ ƌƵƐŚĞƐ &ůŽŽƌ ^ƋƵĞĞŐĞĞƐ

WƵƐŚ ƌŽŽŵƐ Direct importers/distributors of hot dipped galvanized pails, tubs, chip brushes, corn brooms, handles and other quality products.

P.O. Box 932 Clarksville, TX 75426 (903) 427-2261 phone (903) 427-5230 fax sales@magnoliabrush.com www.magnoliabrush.com

Visit Us At ISSA Booth #212

2 ;3&!@Z9 '?$''&-2+£@ $316'ধধ=' { &'1!2&-2+ 1!80';T $,339-2+ ! 9;832+ 6!@1'2; 683$'9938 6!@9 #-+ &-=-&'2&9W

Did you know ISSA members save up to 40% on current fees by switching to CardConnect?

Features that will simplify your payment processing needs: Payment Gateway

Next Day Funding Including Amex

Merchant Center

Secure Rolodex

Recurring Billing

!@-2+ ;33 1<$, (38 683$'99-2+S -2& 3<; #@ (!?-2+ ! 8'$'2; 1'8$,!2; 9;!;'1'2; ;3 W W (38 ! free { $32)&'2ধ!£ $39; !2!£@9-9W '2ࣅ32 ;,-9 !& y 9-+2 <6 >-;, <9 #@ 3='1#'8 ;3 8'$'-=' ! -9! +-đ $!8&Q www.cardconnect.com

dbruns@cardconnect.com

Visit Us At ISSA Booth #3404 September/October 2015 — Maintenance Sales News — 107

ADVERTORIAL

From Warsaw Chemical

New Product Branding Program, Maintenance Product Guide, And Enzyme Degreaser/Deodorizer Full Line Maintenance Product Guide Warsaw Chemical Co., Inc. is offering a 16-page Full Line Product Guide featuring its maintenance line of products. Full descriptions for food service and laundry, disinfectant, washroom sanitation, maintenance, floor care and carpet, transportation and hand cleaner products are available. The literature also provides details on customer benefits, laboratory services and the private branding program. Several products are a part of the Green Time System™ line of earth-conscious, environmentally friendly products, focusing on cleaning, health and the environment without losing product performance. Each Green Time System product offers different environmental and health benefits. Many of the hand cleaners are VOC Compliant.

Warsaw Chemical Co., Inc., P.O. Box 858, Warsaw, IN 46581.

Phone: 800-548-3396, Fax: 574-267-3884.

Website: www.warsaw-chem.com.

See us at ISSA Booth #513.

New Bio-Force Enzyme Degreaser/Deodorizer Warsaw Chemical Co., Inc. is now offering Bio-Force, an enzyme-fortified degreaser/ deodorizer designed for cleaning hard porous surfaces such as concrete, quarry tile, ceramic tile, brick or any grouted floor surface. Bio-Force removes embedded grease and grime, improving slip resistance. It also controls unwanted pests like fruit flies by digesting organic waste on floors and in drains that may attract insects. Bio-Force contains no NPE’s, phosphates, acids or caustics. It is rinse free and will not leave buildup or residue. Recommended for use in food preparation and service areas, restrooms, shower rooms, schools, hotels, hospitals and nursing homes. Available in a case of four plastic gallons or a 5-gallon pail.

Warsaw Chemical Company, Inc. offers over 200 Industrial and Institutional Maintenance cleaning products, Car Choice automotive detail products and truck wash products throughout the United States and internationally.

Private Branding Program Warsaw Chemical Co., Inc. is introducing a new Custom Formulating and Private Branding Program. The in-house graphics department of Warsaw Chemical assists distributors in creating their own private brand, including custom designed labels, literature and data sheets.

Private label minimums allows distributors to sell their own brand while maintaining a low inventory of each. This private branding program helps companies create growth opportunities, eliminate same brand competition, reach potential customers and increase profit margins.

With this program Warsaw Chemical offers its over 70 years of manufacturing and marketing experience and field support and on-site training from Regional Account Managers. Features include: research and development laboratory, full graphic arts department, small minimum order quantities and quick turn around.

108 — Maintenance Sales News — September/October 2015

“

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

•

New Outdoor Exhibits with demonstrations to trigger innovative ideas

•

More than 45 educational sessions to boost your business productivity

•

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

OCTOBER 20-23 LAS VEGAS, NV USA

MAINTENANCE SALES NEWS CLASSIFIED ADVERTISING RATES

MSN CLASSIFIEDS

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

Classified Ad deadline date is 1st of preceding month.

Additional charge for blind classified advertising.

Maintenance Sales News

201 E. Main St. • P.O. Box 130 • Arcola, IL 61910 Ph. (217) 268-4959 • Fax: (217) 268-4815 drankin@consolidated.net Statement of Ownership, Management and Circulation (Requester Publications Only)

13.

14.

15.

Publication Title: Maintenance Sales News Publication No.: 1040-371X Date of Filing: 10/8/2014 Issue Frequency: Bi-Monthly No. of Issues Published Annually: 6 Annual Subscription Price: $25/$60 Complete Mailing Address of Known Office of Publication (Street, city, county, state, and ZIP+4®) (Not printer): 204 E. Main St., P.O. Box 130, Arcola, Douglas County, IL 61910-0130 Complete Mailing Address of Headquarters of General Business Offices of the Publisher: Same Full Names and Complete Mailing Addresses of Publisher, Editor, and Managing Editor: Publisher (Name and Complete Mailing Address): Don and Linda Rankin 204 E. Main St., P.O. Box 130, Arcola, IL 61910 Harrell Kerkhoff Editor (Name and Complete Mailing Address): 204 E. Main St., P.O. Box 130, Arcola, IL 61910 Managing Editor (Name and Complete Mailing Address): None Owner: Full Name: Rankin Publishing Co. Complete Mailing Address: 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130 Known Bondholders, Mortgagees, and Other Security Holders Owning or Holding 1 Percent or More of Total Amount of Bonds, Mortgages, or Other Securities: None Tax Status (For completion by Nonprofit Organizations Authorized to mail at nonprofit rates) (Check One) The Purpose, Function, and Nonprofit Status of This Organization and the Exempt Status for Federal Income Tax Purposes:

Has Not Changed During Preceding 12 Months Has Changed During Preceding 12 Months (Publisher Must Submit Explanation of Change With This Statement) Publication: Maintenance Sales News Issue Date for Circulation Data: July-August 2015 Extent and Nature of Circulation: Average No. Copies No. Copies of

a. b.

Total Number of Copies (Net Press Run) Legitimate Paid and/ or Requested Distribution

1.

2.

3.

4 5.

6.

7.

8.

9.

10.

11.

12.

Each Issue During Preceding 12 Months

Single Issue Published Nearest to Filing Date

8,288

8,081

0

0

15,667

(By Mail and Outside the Mail)

1. Individual Paid/Requested Mail Subscriptions Stated on PSForm 3541. (Include direct written request from recipient, telemarketing

and Internet requests from recipient, paid sub-scriptions including nominal rate subscriptions, advertiserʼs proof copies, and exchange copies)

Copies Requested by Employers for Distribution to Employees

by Name or Position Stated on PS Form 3541 3. Sales Through Dealers and Carriers, Street Vendors, Counter Sales, and Other Paid or Requested Distribution Outside USPS® 4. Requested Copies Distributed by Other Mail Classes Through the USPS (e.g. First-Class Mail®) c. Total Paid and/or Requested Circulation (Sum of 15b. (1), (2), (3), and (4)) d. Nonrequested Distribution (By Mail and Outside the Mail) 1. Nonrequested Copies Stated on PS Form 3541 (include Sample copies, Requests Over 3 years old, Requests in-duced by a Premium, Bulk Sales and Requests including Association Requests, Names obtained from Business Directories, Lists, and other sources)

2. Nonrequested Copies Distributed Through the USPS by Other Classes of Mail (e.g. First-ClassMail, Nonrequestor Copies mailed in excess

of 10% Limit mailed at Standard Mail® or Package Services Rates)

3. Nonrequested Copies Distributed Outside the Mail

0

15,000

0

0 8,288

0 8,081

6,087

6,262

0

0

403 0 6,490 6,262 14,778 14,343 889 657 15,667 15,000 56.1% 56.34% Publication of Statement of Ownership for a Requester Publication is required and will be printed in the September / October 2014 issue of this publication.

17. Signature and Title of Editor, Publisher, Business Manager, or Owner e. f. g. h. i.

16.

(Include Pickup Stands, Trade Shows, Showrooms and Other Sources) Total Nonrequested Distribution (Sum of 15d (1), (2), and (3)) Total Distribution (Sum of 15c and e) Copies not Distributed (See Instructions to Publishers #4, (page #3)) Total (Sum of 15f and g) Percent Paid and/or Requested Circulation(15c divided by f times 100)

Publisher

Date: 9/1/2015

I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misleading information on this form or who omits material or information requested on the form may be subject to criminal sanctions (including fines and imprisonment)and/or civil sanctions (including civil penalties).

110 — Maintenance Sales News — September/October 2015

ATLANTA AREA CHEMICAL COMPANY Selling to the end user, automotive, industrial, and janitorial chemicals and supplies.

Gross sales $536,000. Excellent profits, great product line, and sharing warehouse for cost reduction.

Send only serious inquiries on letterhead stationary to fax 770-442-1893. Non disclosure must be signed.

MAINTENANCE SALES NEWS ADVERTISERS’ INDEX Abco ...................................................................17 Absorbcore, LLC..............................................59 ACS Industries, Inc..........................................19 Air Spencer USA LLC ...................................106 Airosol................................................................31 Aluf Plastics.......................................................33 Americo .......................................................41, 95 Away Chemical .................................................40 Bar Keepers Friend..........................................60 Berk Wiper International, LLC .....................88 Briarwood Products .........................................90 Brightwell Dispensers Inc................................49 Bro-Tex, Inc.....................................................103 Bullen Companies, The....................................10 CardConnect...................................................107 Carlisle Sanitary Maintenance Products.......54 Carolina Mop Mfg. Co.....................................62 Carroll Company ...........................................106 Cascades ............................................................45 Cascades IFC ....................................................61 Charlotte Products ...........................................20 Chase Products Co. ..........................................65 Clean Control Corporation ...............................2 Clift Industries Inc. ..........................................58 Compass Minerals............................................13 CP Industries...................................................111 DDI System .......................................................43 Diamond Wipes.................................................54 Dirt Killer Pressure Washers ........................103 Discover Energy Corp......................................23 Distributor Partners Of America ...................46 EES Industrial LLC.........................................53 Essendant...........................................................11 Expanded Technologies....................................39 EZ Dump Commercial ..................................107 ForeFront Product Design.............................104 Frank Miller & Sons, Inc. ...................26, 32, 36 Fuller Commercial Products...........................42 Gift Sales Company........................................105 Golden Star .......................................................36 Ha-Ste Manufacturing, Inc. ............................52 Harvard Chemical Research, Inc. ..................38 Haviland Corporation........................................8 Innovative Chemical Corporation..................18 Intercon Chemical/Clearly Better, LLC...56, 112 IPC Eagle...........................................................99 ISSA/INTERCLEAN.....................................109 J & M Technologies..........................................87 JanSanOptimize.com .....................................104 Jelmar ................................................................16 Kissner ...............................................................73 Kleenrite ............................................................91

Koblenz..............................................................71 Kutol Products Company................................40 Lambskin Specialties .................................96, 97 Lindhaus..........................................................101 M2 Professional Cleaning Products, Ltd.......30 Magnolia Brush ..............................................107 Midlab Incorporated..........................................6 Milazzo Industries Inc. ....................................67 Moonsoft............................................................14 Mor-Value Parts Co. ......................................105 Morgro, Inc. ......................................................35 National Chemical Laboratories, Inc...............9 Newaire (Queenaire Technologies) .................34 Nexstep Commercial Products........................55 Nittany Paper....................................................63 Nyco....................................................................15 One Pass Mold Blaster...................................106 Perfect Products .................................................5 Perform Manufacturing ............................26, 62 Proform Mat .....................................................27 R&B Wire..........................................................21 RDA Advantage ..............................................104 Reckitt Benckiser Professional .......................32 Rep Toolkit ......................................................102 Royal Paper.......................................................29 Royce Rolls Ringer Co. ....................................96 Rubbermaid ......................................................47 Safety Zone........................................................85 Safeworker.com ................................................97 Salt Depot ..........................................................81 Saniflow .............................................................52 SCA Tissue...........................................................7 SEKO Dosing Systems.....................................79 Sigma Plastics Group, The ..............................90 Sky Systems Co., Inc. .......................................28 Soap Free Procyon ...........................................89 SOFIDEL America.............................................3 Spartan Chemical.............................................83 STEP1 Software Solutions...............................58 Superabrasive ...................................................75 Surge Janitorial ..............................................103 Transmacro Amenities .....................................38 Triple S...............................................................50 Trojan Battery ..................................................51 Tucker Pole Systems.......................................102 U.S. Battery .......................................................69 United Group, The ...........................................77 Universal Business Systems, Inc. ....................93 vonDrehle ..........................................................37 Xynyth ...............................................................25 Zephyr ...............................................................60

Visit Us At ISSA Booth #3187

I’ve got a secret!

Please come to the Intercon…Clearly Better Booth #2268 to see the “clearly better” innovation.

800.325.9218 InterconChemical.com

Booth #2268

ClearlyBetter.com