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November/December 2011
MAINTENANCE
SALES NEWS Exclusively Serving Professional Distributors
November/December 2011
Vol. 28, No. 6
Read/Download MSN At: www.maintenancesalesnews.com
MSN FEATURE STORIES Maintenance Sales News Exclusive Distributor Feature
Regal Distributing Serves 8-State Area From 2 Locations ...........................6 Maintenance Sales News Exclusive Distributor Roundup: 4 Distributors Discuss
What Works Best For Them In The Current Economy ................................18 MSN’s 2011 ISSA/INTERCLEAN Post Show Coverage ISSA Show Lives Up To Theme “Start Of Something Big”..............................34 ISSA/INTERCLEAN® 2011 @ Las Vegas Booth Photo Gallery..................43 - 53
RANKIN PUBLISHING CO. www.rankinpublishing.com Co-Publishers Don Rankin Linda Rankin Editor Harrell Kerkhoff Associate Editor Rick Mullen Advertising Don Rankin Linda Rankin Graphics David Opdyke Reception Sandy Pierce
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Industry News/Products 30 | Advertisers Index 54 | Classified Advertising 54 On The Cover: Founded more than 50 years ago, Regal Distributing, of Lenexa, KS, is a one-stop source for janitorial/sanitation supplies. Left to right are CEO Greg Kopulos, Vice President of Operations Jim Breen, Vice President of Sales Ben Ankrom, Executive Vice President Dean Kopulos and Vice President of Marketing Alex Kopulos. See story on page 6.
Circle Number Replies Are Now Online @ www.maintenancesalesnews.com/circles.htm Industry Calendar of Events March 10-13, 2012 — International Home & Housewares Show, McCormick Place, Chicago, IL. For information: 847-292-4200. May 1-3, 2012 — National Hardware Show, Las Vegas Convention Center, Las Vegas, NV. For information: 203-840-5622. May 2-3, 2012 — New Jersey Sanitary Supply Association’s Supply Line, Taj Mahal, Atlantic City, NJ. For information: 973-283-1400.
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Maintenance Sales News (ISSN 1040371X) is published bimonthly by Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130. Publisher assumes no liability whatsoever for content of any advertisement or editorial material contained herein. Copyright 2011, 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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Distributing Serves 8-State Area From 2 Locations Seated are Executive Vice President Dean Kopulos (left) and CEO Greg Kopulos. Back row, left to right, are Account Manager Blaine Younger, Vice President of Sales Ben Ankrom, Director of Healthcare Stuart Lovejoy, Director of Facility Services Greg Page, Vice President of Marketing Alex Kopulos, Regional Account Manager Daniel Allegri, Vice President of Operations Jim Breen, Account Manager Rick Van Dolah and Sales & Service Specialist Aaron Jobe.
By Rick Mullen, MSN Associate Editor
F
ounded more than 50 years ago, Regal Distributing, of Lenexa, KS, a suburb of Kansas City, MO, is a one-stop source for customers offering janitorial/sanitation supplies, among other products. The company also has a location in Phoenix, AZ, and is planning to open a third location in Dallas, TX, in the spring of 2012. Regal’s service area includes Kansas, Missouri, Oklahoma, Iowa, Texas, Georgia, Arizona and Nebraska. “By opening up a location in Phoenix, AZ, a couple of years ago, and with our Dallas operation scheduled to open in the spring, we are gravitating toward cities with dense population bases,” said Regal Executive Vice President Dean Kopulos, during a recent interview with Maintenance Sales News Magazine. “When the economy picks up, we feel our position will be to grow our business in markets that have a dense population, because typically, with our jan/san products, the more people the more opportunity. “The idea is to grow our business with our own people and our own techniques in these markets. Furthermore, expanding geographically to other cities will help to somewhat insulate us from one market being soft. We are trying to gain geographic diversity.” Whether in Kansas City, Phoenix, or Dallas, Regal has located its facilities with its customer base in mind. “One of things about our facilities that is important is we are centrally located to our larger customers in order to facilitate more efficient delivery routes,” said Regal Vice President of Operations Jim Breen. “For example, in Kansas City we are a half mile from a major highway. In Phoenix we are centrally located to our regular customers. “When we acquire a new customer that is not located in a metro area, we will evaluate to see if we can drive there, or see if it is cheaper to send products by common carrier. We have the flexibility, being a small company, to make this call and let the customer know.” In Lenexa, the company also operates a separate showroom and training center nearby its primary warehouse and office facility. Officially known as the “GetRegal.com Showroom & Training Center,” the facility is purposely located just off a busy interstate highway. The showroom’s name and logo are easily visible from the interstate, which
means the Regal name can be seen by thousands of people each day — a plus for marketing and name recognition, company officials said. The Showroom & Training Center is designed to showcase products, educate and demonstrate correct procedures and applications for the products Regal provides. The Showroom & Training Center features: n A classroom setting with product tutorials for customers featuring seating for 50-plus people; n Floor machines and built-in test floors to conduct product demonstrations on various surfaces; n Manufacturer literature and product samples are on display to show Regal’s capabilities and reach; n An Americans With Disabilities (ADA) test bathroom
with partitions; and n A test kitchen with back room shelving. Also located at the Showroom & Training Center are additional warehouse space and a workout area for employees. “The primary aspect of our business is concentrating on service and providing solutions for our customers,” said Regal Vice President of Marketing Alex Kopulos. “We created our showroom and training center to showcase the best and newest products from our suppliers. We want our customers to know that they can get all of their products from one source.” Regal Vice President of Sales Ben Ankrom added: “We have our training room, showroom area, and multiple test floors for testing several different types of floor products. We test products as well as train people on how to use them efficiently. “On the health care side, we conduct all of our chemical training at the center. We also offer training videos from all our vendors and we host seminars on a regular basis. “The Showroom & Training Center is one of the best ‘tools’ we give to our customers. Not only are we selling consumable products and chemicals, we are also selling our skills. “Part of our new online Crown Access feature is designed to allow customers to request training at our showroom, whether it be strip-
“
The primary aspect of our business is concentrating on service and providing solutions for our customers. We created our showroom and training center to showcase the best and newest products from our suppliers. We want our customers to know that they can get all of their products from one source. — Alex Kopulos, vice president of marketing
”
Above left: Regal’s Showroom & Training Center. Lower right: Regal has about 30 dock doors available at its Lenexa facility.
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November/December 2011
ping or waxing a floor, auto scrubbing, carpet cleanup, etc.” Regal sales reps are also able to conduct training at the customer’s site — something that takes place nearly on a daily basis. “Education is a big deal at Regal,” Ankrom said. “We like for our new sales team managers to seek people who want to be educated. Education in the proper use of products is pretty scientific, especially when it comes to sanitizers, chemicals, etc.; therefore it is important to know what you are doing.” Regal employees receive training at the center and also attend training seminars conducted by vendors. “On our sales force, we have three prior manufacturer’s reps who know what products are available and how to use many of them,” Ankrom said “This kind of experience is a major plus to our sales.”
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Customer Driven — A Company-wide Mantra
A
ccording to Alex Kopulos, today’s Regal operates primarily in three business segments — janitorial/sanitation facility supplies; foodservice packaging and products; and sustainable and custom solutions. “However, we are not limited to these segments,” Alex Kopulos said. “We are customer driven. For example, many times customers will come to us to source products and we will find the items for our customers. In addition, we try to stock products that our customers routinely purchase.” Regal’s “customer driven” philosophy is evident in all aspects of the company’s operation from the warehouse to the front office. “One of the things that has made us successful is we don’t stock our warehouse and then tell our sales staff, ‘Go out and sell this,’” said Regal CEO Greg Kopulos. “We find and stock the right source and solution to meet a customer’s need. We really put their needs first.” Dean Kopulos added: “The model that some companies employ is to have a purchasing department that is renewing lines all the time. Our approach is a little different. Our purchasing is also driven by the customer. For our customers, we seek the best deal and the best price we can find.” Teamwork, attention to detail and personalized service are all involved in Regal’s approach to customer service to meet customers’ needs. “We always keep customers informed about up-to-date product offerings from our preferred suppliers. Regal excels in customer service,” Alex Kopulos said. “When a person phones Regal, he or she is going to talk to a real person, not a voice recording. “We want people to call our customer service reps or sales team whenever they have a question. Internally, we like to think of our customer service reps and sales force as a team. They work well together. They ask each other questions. They come to each other for solutions. “We also give out awards and prizes internally for people who have gone over and above what is expected of them.” Dean Kopulos said, “We are trying to foster an environment of promoting within, giving people the opportunity to expand themselves.” In its “customer driven” environment, Regal’s sales people are trained to allow the customer to basically call the shots when it comes to what products to purchase. Likewise, Regal gives its sales people the freedom to make the call on how to best support the course the customer wishes to take. “Our sales people have the ability to find the most effective products for their customers,” Alex Kopulos said. “However, we give customers free reign. We have our preferred vendors, but we do not tell customers they have to buy from one of these companies. “We also give our sales people free reign to make the best decisions to help their customers. We have helped our customers through product demonstrations, where we teach people how to efficiently use products to help reduce labor costs. Also, product consolidation has been a big factor by eliminating
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November/December 2011
SKUs for our customers.� To further enhance customer service, Regal takes advantage of suppliers, tapping vendor reps to conduct training sessions for its customer base. “We try to use our supplier reps as much as we can because we are the ones promoting their goods. It is their duty to come in and do product demonstrations,� Alex Kopulos said. “Our sales team is knowledgeable on many types of products, but the manufacturers are the ones that know their products the best. “It has also been beneficial to have vendor reps team up with our newer sales people to conduct demonstrations. This has worked out really well for us and it has also built strong relationships with our suppliers.� Ankrom added: “Our sales team is service driven — 24/7. We try not to let our customers go without, and I think this gives us an edge on the competition. We don’t inlay rules and regulations. If a customer needs product, we figure out a way to get it to them. This is true throughout the company from operations to sales. This is how we win business and do business.� Regal’s customer-driven culture seems to have paid off as the company has managed to prosper during the economic downturn of recent years. “We have been very fortunate during the down economy,� Alex Kopulos said. “Jim Breen has done a great job managing warehouse overhead and personnel expenses.
Pictured above left, left to right, are Purchasing/Pricing Coordinator Carly Browning, Dir. of Client Services Briana Madsen, Customer Service Acct. Mngr. Richard Shelby, Customer Service Acct. Mngr. Jamie Howarah, Customer Service Sen. Acct. Mngr. Michelle Stewart and Recptionist/Acct. Mngr. Danika Matters. Above right are, left to right, Receiving/Stocker LaMonte Johnson, Warehouse Mngr. Tim Cordry, Order Filler Robert Larson, LTL Shipping Mngr. Daniel Allen, Receiving/Stocker Dave Brison, Quality Control Mngr. Rick Gomez, Truckload Shipping Mngr. Michael Burns, Receiving Mngr. Patrick Wood, Order Filler Rick Roberts and Senior Order Filler Mike Hammer. Pictured at right is Equipment Repair Mngr. Michael Cloe.
“We had forecast 15 percent growth is sales this year, and we have surpassed that expectation. Right now we are on track to achieve next year’s goal of another 12 to 15 percent growth. We are constantly working to help better inform people about Regal. “We have many young motivated people in our organization, and they are excited to grow with the company. We are constantly investing such areas as new software technology, educating our employees to be more qualified and building new business in regions.� When people come to work for Regal, they tend to stay. This has resulted in a stable work force and is a positive testimony of the company’s corporate culture. “The difference between our company and some of the bigger companies is we want people to not be afraid they are going to lose their jobs,� Dean Kopulos said. “We want them to be happy and feel welcome. We want our employees to know that they are stable in their positions, rather than trying to play upon fear to get things done.� Alex Kopulos added: “Some of our employees who have been here 10, 15 or 20 years have seen the transformation of our company. It is exciting to see all the new changes that have happened and that we are growing.� Breen explained that part of Regal’s mission is to keep employees involved and informed. “We have monthly luncheons for the entire staff,� Breen said. “We are constantly striving to keep everybody in the loop of where we are going as a company, which makes our employees feel like they have a stake in the company’s success.� A Successful Transformation
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ounded in 1955 by the late George and Gus Kopulos, who were brothers, Regal began as primarily a concession supplier. “For the first 30 years of our existence, we supplied concession products to movie theaters, stadiums, schools, that type of thing,� Dean Kopulos said. Regal grew and enjoyed success servicing the concession market segment. In the 1990s, the company joined a well-known international organization that provides distribution services to global accounts in the health care, commercial real estate, and industrial markets. After joining the organization, Regal’s leadership saw an opportunity to expand its market share. “We saw that other people were selling some of the same type of products we were selling on the paper side,� Dean Kopulos said. “We saw an opportunity to sell One of the things that has made products we had in our warehouse to us successful is we don’t stock our markets other than the concession segwarehouse and then tell our sales ment, which was fantastic.� The new avenue of sales came at a staff, ‘Go out and sell this.’ We find good time as the movie theater business and stock the right source and was also undergoing change. solution to meet a customer’s need. “There was consolidation in the movie theater industry, as larger and We really put their needs first. larger multiplexes became the trend. The — Greg Kopulos, CEO smaller movie theaters on which we built our existence began consolidating as well,� Dean Kopulos said. “It was still a good business, but, because of the competition, we saw the margins begin to erode. Meanwhile, we saw an opportunity to grow the janitorial side of the business.� Regal’s transformation from a supplier of concessions to a jan/san distributor was completed when the concession side of the business was sold about three years ago.
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November/December 2011
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George Kopulos, who was Greg and Dean Kopulos’ uncle, passed away in 1979. Their father, Gus Kopulos, died in 1989. Alex Kopulos is the son of Greg Kopulos. With the passing of Gus Kopulos, the company’s ownership went to his wife. In early 1990, Greg and Dean Kopulos purchased the business from their mother. Associate Company Helps Expand Regal’s Customer Service
H
elping solidify its position as a one-stop source for customers is Regal’s associate company WinPro Solutions that warehouses out of Regal’s Lenexa facility. WinPro caters to walk-in customers and is Regal’s source for equipment repair. “WinPro Solutions serves a lot of walk-in clients such as people who just want to purchase a gallon of a product or one broom head, etc.,” Alex Kopulos said. “Our customers can also get their equipment serviced. This has been a good Our sales team is service driven — 24/7. We thing for us. We feel it is try not to let our customers go without, and I important to offer equipthink this gives us an edge on the competition. ment repair. “As a private, familyWe don’t inlay rules and regulations. owned company, if some— Ben Ankrom, vice president of sales one needs a price, we can give them a price that day. We don’t need to go through levels in the chain. I believe this is what makes Regal so unique. We have the ability to go outside the lines and react quickly. We feel like we need to be a one-stop shop for all of our customers to thrive in this economy.” Breen added: “Many customers are taking a close look at their costs. In the past, they watched their sales and they watched their operations, but today there is a real trend to having that less expensive alternative that will do the same job.” To further differentiate itself from the competition, Regal invests in projects that it believes will promote growth. “Such projects include being more energy efficient, reducing our overhead costs, adding a green product line, geographic expansion and the rebranding of our logo and website,” Alex Kopulos said. “Customers want an online catalog and they want to be able to access us 24/7. “Many new people in the jan/san industry don’t want to look at a big book, they want to be able to go online and find a product and a price. This can also hurt you too, because oftentimes people can go online and find a product that is cheaper.” According to Alex Kopulos, Regal is marketing itself by becoming involved in social media such as Facebook and Twitter, and by showing product demonstration videos on YouTube. “We feel like the technology has progressed so much since our founding, that we need to be on the forefront, whether it is with our software or our marketing efforts,” Alex Kopulos said. “Technology has greatly impacted our business.” Greg Kopulos added: “With today’s technology, everything is real time. In the past, you were either in the office or out of the office. After being out of the office, you would return to all the little ‘post-it’ notes on your desk. “Now if there is a question, people out of the office can be reached on their cell phones. Everything is quicker nowadays.”
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Setting A ‘Green’ Example
W
ith the down economy, sales of environmentally friendly products are not going gangbusters in Regal’s Midwest service area. However, in other areas, the demand for green products is higher. “We have seen a big push for green products on the East and West coasts, and in the Phoenix market,” Alex Kopulos said. “We have an entire green line of products that we offer our customers, but we are not going to say to customers, ‘You need to get this because it is great and it is what is hot right now.’ “There are so many levels of green and so many factors that come into play. You can be a little green or you can have The difference between our company everything green. Basically, we and some of the bigger companies is we want to give our customers the ability to choose the products want people to not be afraid they are they desire.” going to lose their jobs. We want them to In addition to selling ecobe happy and feel welcome. We want our friendly products, another aspect employees to know that they are stable of the green movement has also Regal’s bottom line in a in their positions, rather than trying to impacted positive manner. play upon fear to get things done. “The implementation of LEED (Leadership in Energy and Envi— Dean Kopulos, executive vice president ronmental Design) building certifications has grown our sales significantly,” Alex Kopulos said. “Businesses are learning that cleanliness is a major key in reducing work place absenteeism and sickness.” According to the U.S. Green Building Council (USGBC), LEED provides building owners and operators with a framework for identifying and implementing practical and measurable green building design, construction, operations and maintenance solutions.
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14 While the company’s Midwest customers have been slow to embrace green, Regal has taken the bull by the horns internally by setting an example with eco-friendly practices. At the same time, Regal’s sales force keeps up to date on the green marketplace by attending training sessions and studying the latest product literature. “We have set an example for our customers by recycling at our facility and having our cleaning crews use microfiber
November/December 2011 cloths, as well as encouraging other environmentally friendly practices,” Breen said. Alex Kopulos added: “Another thing we did in our business was to install energy efficient fans and lighting throughout the warehouse. These projects reduced our energy bill 15 percent and we received a big refund check for that, too.” Ankrom spoke of the rise in popularity of “no-touch” products and systems.
“The trend now is to do more for less,” he said. “There are many microfiber mop systems coming into the marketplace. Hands-free systems are also in higher demand. We are seeing many of these systems and that is kind of what we are leading with.” Breen added: “We are also big in the pre-measured chemicals arena. We install a lot of chemical dispensers.” Looking For Team Players
J
an/san companies have various methods when it comes to building a sales team. Some companies like to concentrate on seeking people who have experience in the field. Other companies don’t mind hiring people who have never worked in the jan/san industry. These companies feel like it is more profitable to train the newcomers in their methods. “At Regal, it really depends on the situation,” Greg Kopulos said. “We feel the best scenario is someone with experience in the industry. However, in today’s environment, these people are few and far between.” Regal also considers people who have worked in a “parallel” market segment as potential candidates for a position on the company’s sales team. “For example, we hired a person who was in the medical supplies field, selling hospital beds,” Greg Kopulos said. “With Regal, this person is calling on health care businesses, and is comfortable calling on these types of customers. “Potential sales people are tested and interviewed by management. While there’s always a little luck involved, we like to put people under the microscope before we offer them a position. “There are really no hard rules — each situation is a little different. We have been very successful in putting together a topnotch sales team.” Alex Kopulos added: “We seek people who can work well with the team, because we think of our sales staff as a team.” The “team” concept permeates all aspects of the sales team’s responsibilities, and even carries over to activities outside of work. “Our people like each other after work as well,” Dean Kopulos said. Alex Kopulos added: “We have events that we attend together such as barbeque contests, birthday luncheons and chili cookoffs, to name a few. We do a lot of things to create a fun atmosphere for our employees.” Regal promotes a culture in which sales team members feel comfortable going to each other for help and advice. Sunday Service
R
egal accomplishes deliveries in a variety of ways. The company has local delivery routes as well as outof-town routes. Some customers are on a set schedule, such as each Monday and Wednesday, for example. “We have some customers who want products delivered daily,” Breen said. “These customers give us their order by 2 p.m. and we deliver the next day.” Regal also ships products using UPS and other LTL (less than a truck load) carriers.
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16 “We utilize a lot of third-party logistics,” Alex Kopulos said. “This has been really good for shipping smaller packaged items.” At Regal, the bottom line is making sure customers receive the products they need when they need them. While the company’s delivery routes and methods are well thought out, sometimes mistakes are made and sometimes customers just forget to place an order. “If a customer forgets to place an order and is out of trash bags, we get them their trash bags,” Breen said. “We bend
November/December 2011 over backwards to take care of customers. There have been many times that we have done ‘Sunday service.’” It is not unusual for a Regal sales team member to use one of the company’s vans to deliver items to a customer. Indeed, some sales people deliver on a daily basis. “A sales person may drive as far as 50 miles away to deliver to a hospital, for example, that has run out of a certain product,” Alex Kopulos said. “It may be that someone forgot to place an order. We are going to do what we can to deliver the product when they need it.”
Regal has about 30 dock doors available in Lenexa. With this number of dock doors, the company is able to offer customers a program in which a customer can use its own trucks to pick up products. “Some customers like to pick up merchandise in truck load quantities,” Dean Kopulos said. “We have a very lucrative pick-up program, which cuts down on the number of trucks we need and the amount of truck miles we travel.” Under the pick-up program, customers may dock an empty truck at Regal. Regal warehouse personnel will load the truck for the owner, who will then return for it two or three days later, depending on the size of the order. “Our pick-up program is a big reason we are able to accomplish such high sales with such a low number of people,” Dean Kopulos said. “The program also reduces the number of trucks we need.” Regal maintains 100,000 square-feet of warehouse space in Lenexa, 40,000 squarefeet in Phoenix and 20,000 square-feet in the Lenexa Showroom & Training Center. An additional 40,000 square-feet of warehouse space is planned for the Dallas facility, scheduled to open in the spring. Regal uses state-of-the-art warehouse management software in its warehouse operation. “We also do a lot of manual cycle counting, as well,” Alex Kopulos said. “We trust our employees, but they are only human and they make mistakes. We back ourselves up by cycle counting.” Alex Kopulos also explained that “forecasting” is something the company takes seriously. In the area of ice melt, for example, Regal will track how much ice melt customers used last season, to make sure there is an adequate amount of ice melt stocked for this year. “We try to keep everything moving,” Alex Kopulos said. “We are constantly checking the stock and looking at reports to see when our customers have ordered products. If a customer hasn’t ordered a product in several months that they usually order on a monthly basis, we alert the customer. We keep a good eye on our inventory, as it is our biggest asset.” Adapting To The Times And Leadership Keys To Past And Future Success
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here are many factors to consider when evaluating why a given company is, and has been, successful. For Regal, a benchmark moment came when company officials decided to change course in the 1990s. In discussing why Regal has enjoyed success over the years, Dean and Alex Kopulos outline the following keys: n Being able to take a realistic view of the company, without letting egos get in the way, and realizing when the theater portion of the business began to change. “We were able to break out of our mold and pursue other opportunities in order to survive,” Dean Kopulos said.; n Monitoring inventory, making sure the correct products are stocked. “Slow stock can be as dangerous as dead stock,” Dean Kopulos said; n Making sure the company deals with people who are going to pay. Continued on Page 29
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What Works BEST For Them In The Current Economy deliver in about an 80-mile radius from Bryan.” Customers who have been outfitted with the Theater Management System also purchase While the economy continues to limp along, Maintenance Sales News supplies from ProSTAR. ProSTAR’s philosophy statement to its existing and potential customers says: “ProSTAR Magazine recently spoke with executives from four jan/san distributorships Industries’ philosophy is to make it simple — simple to understand, simple to implement. that have remained competitive through hard work, innovation, foresight Our products and systems are designed to maximize the productivity of a customer’s staff and an intense desire to serve the needs of their customers beyond the call and help eliminate product misuse and waste. Partnering with facility maintenance personnel, we will customize and implement a complete facility maintenance program. Through of duty. education and utilization of our latest and most cost-effective cleaning technologies and ounded in 1997 by Dory and O.J. Howell, techniques, we will help enhance both the appearance and the sanitation of a facility.” Today, ProSTAR employs 24 people, including two local sales reps and one national rep. ProSTAR™ Industries, of Bryan, TX, is a jan/san Dory & O. J. distributor specializing in serving the theater indus- With its relatively small staff, the company strives to foster a family-like atmosphere. Howell “Our employees are not just a number,” Howell said. “Our try. The Howells also own and Bryan, TX ‘family’ environment seems to be the key in keeping people operate a separate cleaning long term who are happy with their jobs. service, Howell Service Corp., “We really evaluate people and their strengths to find where which was founded by O.J. they work the best. For example, sales people are good at what Howell in 1984. they do, but they are not always good at the inside kind of stuff. “We were in the service side We have inside people who take care of the details, so that they of things and had an opportunity to clean a chain of theaters. (sales reps) can be on the road and not have those pressures. However, we didn’t like the cleaning program the theaters were “Our sales people know how to install the Theater Manageusing in their facilities,” said ProSTAR CFO Dory Howell. “As ment System, but we don’t tie them up with installations and a result, my husband worked with a chemist and developed a demos. We have a separate team that does the installations and line of chemicals, and we put together what we called a Theater works with the sales reps in that regard.” Management System (which remains a company staple today).” The team also travels around the country inspecting the sysThe system included color-coded and icon-labeled products tems it has installed. Based on the size of the customer’s theater with a solution mixing center dilution system to eliminate waste. or theaters, the team visits quarterly or every six months. “We cleaned the theaters nationwide and when the theaters “The team makes sure the equipment is working properly and decided to go in-house with their cleaning program, we provided performs any trouble shooting that may be necessary,” Howell them with the Theater Management System,” Howell said. “We said. put together the products, the brooms and mops — the basic The company’s customer service staff oftentimes gives the start-up equipment that they would need to develop an in-house installation/inspection team a heads up when a particular theater program. seems to be having problems or if a new management team has “We developed CDs for training. We sent our installers out to come on board and needs training. install the systems and then monitor the usage of their chemi“We are proactive in seeing our customers and providing cals and supplies. We gave them the basic outline of what they Dory & O.J. Howell, ProSTAR™ Industries them feedback,” Howell said. “Because we have customers would need in each theater. who are in the same industry, we can make comparisons with “The system tested well with them, and we won that business. From there, we began servicing other theaters. This is kind of our niche as a distributor. We other theaters. For example, we are able to tell a customer, ‘With the number of people who physically go into your facility, you should be going through, on average, this amount of refined the process and were shipping systems all over the United States.” As time went on, the Howells realized there was little in the way of local jan/san distrib- product and you are exceeding that, so there might be a problem here.’” While ProSTAR offers a wide range of cleaning products, for its theater customers, the utors in the Bryan and nearby College Station, TX, area, which prompted them to begin to company developed a concentrated product that can be used for 10 different applications. look at selling jan/san supplies to local businesses and contractors. “We call it our ‘Cleans All’ product,” Howell said. “Typically, a theater can purchase two “We opened a showroom and invited people in and began selling,” Howell said. “Theaters still constitute more than 50 percent of our business, and we do more shipping outside our 5-gallon pails of this product and that is the majority of what it will need.” Howell reported the company has begun to delve more into eco-friendly products and local area than we do within our local area. However, we have our own delivery trucks and By Rick Mullen, Maintenance Sales News Associate Editor
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November/December 2011 “Luckily, janitorial supplies are a necessity,” Howell said. “We have seen business cut back on the local front somewhat, but people still need supplies. They may decide to do the cleaning themselves, but they need the supplies. I have also noticed equipment budgets aren’t quite as large these days. “Nonetheless, the theater side of the business is going very well. People may not be able to afford to take a vacation, but going out to the movies is still an affordable option.” Two important value-added services ProSTAR offers are equipment repair and training. The company operates an equipment service department and is also able to go to a customer’s site to service equipment. Customers may also rent equipment. A major emphasis at ProSTAR is educating customers about the services and products they are receiving. ProSTAR will visit a customer’s facility to assess what that company needs. Drawing from its expertise in cleaning, ProSTAR feels it has an edge in understanding the issues customers may face. “We like to get in there and work with a customer’s crew,” Howell said. “We will strip a floor with a customer’s maintenance personnel. We can educate an in-house crew on how best to tackle the issues they face on a day-to-day basis. For facilities that do not have an in-house crew, we have our own janitorial service available.” On occasion, ProSTAR will host seminars at a local facility, focusing on one general topic. Howell said these types of training sessions have been well received. When it comes to ProSTAR’s delivery operation, around 50 percent of orders are shipped via LTL (less than a truck load) carriers. Nearly all orders originating from theaters are received online, Howell said. For deliveries in the local area, ProSTAR operates two trucks. “For the most part, if a customer places an order by 3 p.m., it will be delivered the next day,” Howell said. The company’s relationships with suppliers are also a critical aspect in doing business. “We look for flexibility. We want a vendor that is willing to have its reps come in here and spend time with our reps and with our customers,” Howell said. “We spend time checking out our suppliers. Are they going to provide us with some measure of protection? What kind of warranty and services do they provide? Do they back their products? “They are diligent in checking us out and we, in turn, do the same with them. We are also members of a buying group. It has been beneficial to Just Say No have this network to draw upon. We To Chemicals! can check with other distributors to see how their relationship has been with a particular supplier, for example.” 100% Natural—No chemicals to replace “GREEN” Many distributors will report that their success is built upon relationWith no batteries to replace, draws just 2 watts, simply plug it in or recess into the wall or ceiling ships with customers. One of the chalFront plate locks cartridge in place with a vandal-proof screw lenges facing the modern distributor, 24/7 Operation—Requires attention just twice a year with a two minute cartridge replacement Howell believes, is balancing technology with the personal, face-to-face 15 year + life expectancy interaction with customers that builds Silent Operation—No fans or moving parts. strong, long-lasting relationships.
practices. “This past year, we have started getting into the green process,” Howell said. “Theaters, primarily in California, are where we are seeing the most demand.” The company is also working to implement consistent standards and procedures across its customer base. Howell’s husband (O.J. Howell) is CIMS-certified (ISSA Cleaning Industry Management Standard) and is working in this area. “Trying to incorporate some of the ISSA standards to get a uniform standard across the board is not always easy,” Howell said. “We might be shipping to one theater chain, but that chain may have multiple locations in 20 different states. Each area is different. We must work with local health departments in each area. Trying to get them up to speed to have an industry standard has been challenging.” While business for ProSTAR has been good, there have been some ramifications stemming from the current economic situation in the country.
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“We have been geared toward making everything so electronic, such as online ordering and using technology to cut costs and personnel,
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but ultimately it comes down to relationships,” she said. “We make sure we are seeing our customers. For us, these relationships protect us from when the ‘big guy’ comes knocking at the customer’s door, but can’t provide the personalized service that we offer. In our close relationships with customers, we demonstrate that we are in it with them for the long haul.” Contact: ProSTAR™ Industries, 1590-A N. Harvey Mitchell Parkway, Bryan, TX 77803. Phone: 800-262-7104; Fax: 800-423-6254. Email: info@prostarind.com. Website: www.prostarindustries.com.
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ince 1979, Chemco Inc., of Sioux Falls, SD, has provided a wide array of janitorial and paper products to meet the needs of customers. Chemco’s offerings include paper supplies for restSioux Falls, SD rooms, soap dispensers and refills, deodorizing systems, hand lotions, toilet paper, plastic liners, floor cleaners, cleaning carts, wet mops, dust mops and wipers. While the company went through the recession years of 2008-09 relatively unscathed, Chemco owner Greg Parker reported that business has been “quiet” since August of this year. “We service parts of South Dakota, Nebraska, Iowa and Minnesota, where we have many school customers,” Parker said. “The schools cut back this year and, for the first time, we didn’t receive the school orders like we normally do.” An important segment of Chemco’s business is its commitment to offering environmentally friendly products. “We push green products and practices,” Parker said. “We conduct seminars for schools. We have a couple of people who have been through the CIMS training. Some state facilities here are working to become LEED certified, and we are helping them accomplish that goal. Other people say they offer green, but we are trying to live it.” LEED (Leadership in Energy and Environmental Design) is an internationally recognized green building certification system, developed by the U.S. Green Building Council (USGBC). “We have even gotten to the point that, in some product mixes, we don’t offer an alternative — it is green or nothing,” Parker said. “Green products have taken a bad rap as being more expensive and not as efficient as non-green products. One of our suppliers has put a lot of effort into manufacturing quality green products, and they have done very well for us. We can tout the performance and we can be competitive in price. We feel there is really no excuse for customers not to consider these products.” One of the results of the economic downturn has been companies are doing more with fewer people. Because some Chemco staff members have been educated in cleaning management, the company is able to help customers in this area.
Greg Parker
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“We seem to be leaning toward a trend where we help manage, which I never thought we would do,” Parker said. “Some customers have told us, ‘We are going to do 100 percent of our business with you folks and, in return, when we have people quit or when we hire new employees, we want you to train them.
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“It used to be that people would take a job and would be there for 20 or 30 years. Now many customers have a rapid turnover; therefore, we are helping them manage their staffs.” While the company prefers on-site, face-to-face training, Chemco often conducts semi-
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nars to educate customers about products and procedures. “We conduct seminars in two ways,” Parker said. “We have a major in-house seminar where we invite manufacturers to come in and set up booths. Then, throughout the day, we have training classes. Between classes, those attending the training can visit the vendors’ booths. “Another way we handle seminars is we will travel to each corner of the state and conduct seminars focusing on a particular category or customer.” Chemco is also involved in helping customers manage inventory. As modern technology, such as computers, online access and email, have become an essential part of the business world, Chemco has continued to emphasize the personal touch.
Greg Parker, Chemco Inc.
“We still promote one-on-one contact,” Parker said. “We may have internet capabilities for customers, but it doesn’t mean we don’t call on them on a regular basis. Our sales reps are all out face-to-face with customers. We really don’t do any phone contacts, and I don’t think that we will ever change. “We prefer customer relationships. We are not very good with people who just want to buy and don’t care if they ever see us. Part of that goes with selling quality products and systems. Customers need to know how to use them. They need some kind of education.
“We decided, as we looked things over the past year or two as the economy has changed, we are going to stay with what has made us successful. It is not that we can’t bend or yield when necessary, but we are not going to give up on our basic foundation.” Another important value-added service Chemco provides is its ability to service equipment quickly to minimize a customer’s downtime. Masury-Columbia “There are companies in our area that repair equipment; however, their turnaround time A brand of Fuller Brush Commercial Products Great Bend, Ks. 67530 can be anywhere from two to four weeks,” Parker said. “For most of our customers, we will www.fullercommercial.com have their equipment serviced and back to them within a day or two.” Chemco’s commitment to personalized service and consistency also extends to its delivCircle 18 ery operation. “If a customer is getting deliveries on Tuesdays, for example, they have received deliveries from us on Tuesdays for the past 35 years,” Parker said. “We have areas where we deliver every other day. As we travel farther out, customers may get their deliveries weekly or monthly.” Furthermore, 99 percent of the deliveries the company makes is with its own trucks, keeping • HIGH TEMPERATURE MACHINE DETERGENT with Chemco’s philosophy of maintaining face-to-face contact with customers. Also, in • ALUMINUM SAFE MACHINE DETERGENT the face of an emergency, Chemco’s customers • MANUAL POT AND PAN DETERGENT need not worry about getting products. “We will make an emergency delivery by way • RINSE ADDITIVES of our regular delivery system or a sales person,” Parker said. “We take that extra step to help cus• FLOOR AND GENERAL PURPOSE CLEANER tomers, and we encourage that. It helps to solid• FLATWARE PRESOAKS ify the relationships we have established. “Chemco is a family-owned business ✓ Accurate feeding system flushes product slowly to maintain the proper cleaning competing with a lot of ‘giants’ in the indussolution, eliminating over or under usage. try,” Parker said. “We have had to work hard and be dedicated to the business to survive. ✓ Compact Case Size - eases product handling and saves valuable storage space. In the early years, there were probably occa✓ “No More Heavy Lifting or Product Spills” Reduces workman’s comp claims. sions or reasons for us to give up and go out ✓ Maximized Concentration - lower use cost and decreased inventory cost. of business. However, we decided this is ✓ Unique Formulations - allows for lower use concentrations. what we want to do and where we want to go, so the best thing to do is work it out.” ✓ DfE certified formulas - Environmentally Preferable Cleaning Solutions. Contact: Chemco Inc., 3301 N. Markey Ave., Contact your Daley International Representative for information on our Solid Solutions and complete line of w Sioux Falls, SD 57107. Phone: 800-728-2436. DALEY INTERNATIONAL INSTITUTIONAL SYSTEMS AND SERVICES customerservice@chemcojanitorial.com. Chicago, Illinois 60652 • U.S.A. Website: www.chemcojanitorial.com. www.daleyinternational.com • info@daleyinternational.com International
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Clyde M. Hayes Glendale, AZ
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erving two-thirds of the state of Arizona, Northern Chemical Co., of Glendale, AZ (a suburb of Phoenix) is a family-owned janitorial supply and service company founded more that 40 years ago. The company, which offers a wide selection of jan/san products and equipment from well-known suppliers, also has a distribution center in Flagstaff, AZ, and a sales office in Tucson, AZ. Northern Chemical also operates a
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cleaning service. “We owe a lot of our success to our cleaning service,” said Northern Chemical Co. Vice President of Operations Clyde M. Hayes. “Operating this service has provided us with valuable experience and the knowledge that comes with trial and error in testing where particular products excel and what machines work best in which application.” Hayes reported that business has been relatively “flat” recently due to the uncertainty many customers feel concerning the struggling economy. To Clyde M. Hayes, Northern Chemical Company offset the negatives associated with the economy, Northern Chemical continues to emphasize personal relationships with customers to help them cut costs without sacrificing quality. “In our area, we have stiff competition from large national retail chains,” Hayes said. “However, we feel that customers see and appreciate the value-added services we provide.
“What is working the best for us these days is an emphasis on more door-to-door contact, making sure that we are in front of customers, showing them the value-added attributes of our products and services. “Our goal is to make sure customers understand all of our products, and to make sure they are using them correctly. We want our customers to realize the exact dollar amount that
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November/December 2011
they invested into their equipment and cleaning supplies.” To educate customers on products and procedures, Northern Chemical prefers to conduct training with as many participants as possible. “We try to organize training to where everyone comes into one site at one time, usually at an end-user’s location,” Hayes said. “Typically, we cover one specific item for an allotted time, making sure those attending the training understand what is being taught. We then move on to the next subject.” One value-added service Northern Chemical offers that has been well received by customers is its equipment service operation. “Our service department has been a real door-opener, because we can pretty much repair any piece of equipment,” Hayes said. “Our field technicians have the experience and expertise to repair equipment at the customer’s site, to eliminate any lag time or downtime.” On the green front, Northern Chemical has been pushing environmentally friendly products and has been successful in the government facility area due to mandates. Otherwise, Hayes said, many customers have been slow to embrace green products. Nonetheless, Northern Chemical offers a full array of quality green products and the training to back them up. In its delivery operation, Northern Chemical offers 24-hour delivery, and is willing to go the extra mile in making an emergency delivery to meet a customer’s immediate needs. “Orders we receive before 2 p.m. will go out the next day,” Hayes said. “We maintain a little more than 1.5 million items in our inventory, which helps meet any need that may arise.” In its relationships with suppliers, Northern Chemical seeks those who can provide training and support. “We want a vendor that is going to send reps out to teach our people how to properly demonstrate and sell our products,” Hayes said. One challenge Hayes sees moving ahead is what he calls the “Amazon” generation. “The ‘Amazon’ generation is people who feel they can get a less expensive ‘cart’ online,” he said. “People may be able to purchase a product online for a lower price, but, without the value added education we provide, they may not use the product correctly. “They may use a product in the wrong application or combine products incorrectly and make something that is harmful.
“The ability to stand in front of a customer and show that customer how to properly use something is always going to be a value added as-
pect of what we offer.” While computer and online technology can be a negative when not used properly, it can, on the other hand, be a plus when used wisely. “The computer age has arrived and it is going to help us with training,” Hayes said. “Many of our vendors offer training videos that we can email to a custodian, in case they have new hires or high turnover. “Also, we are currently looking at a computer system on our end, which will help our inhouse customer service people. By having immediate online access to information from our vendors and/or other manufacturers, our customer service people can better help customers get the answers they need.” Contact: Northern Chemical Company, 6110 N.W. Grand Ave., Glendale, AZ 85301. Phone: 800-279-1477. Website: www.northernchemical.com.
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ounded in 1967, Associated Paper, Inc., of Conyers, GA, located in the Atlanta metro area, services central Georgia, eastern Alabama and parts of South Carolina. Conyers, GA The company’s offerings include sanitary maintenance supplies; janitorial and packaging equipment; packaging and shipping materials; office products; and foodservice items. “We have four locations,” Associated Paper owner and President Ronnie Kent said. “Our main office is in Conyers, which services the metro Atlanta market. We also have a janitorial showroom geared toward building service contractors located in Marietta, GA. In addition, we operate branch office/warehouse locations in Augusta, GA and Lanett, AL.” While the U.S. economy seems to have been put on hold recently, Kent reported that business has been “OK.” “There is not a lot of new business opening up so we have to compete for what is out there,” Kent said. “We have seen a modest increase over the previous year, but it has taken a lot of hard work to accomplish.” While running a successful business in the current economy does, indeed, require a lot hard work and some creativity, Associated Paper has turned one result of the recession into a positive.
Ronnie Kent
“People are cutting their budgets and looking for ways to save money,” Kent said. “This trend has opened doors to a lot of opportunities to show new products. “We are able to meet our customers’ needs. We have invested heavily in technology to stay up with the ever-changing demands on efficiency. Some of the challenges continue to be the government and new regulations. It is sometimes hard to tell how it is going to affect us, whether directly or indirectly.” While today’s Associated Paper operates out of multiple locations and has many product lines, its beginnings were humble by comparison. Jim and Bette Kent founded the company with a single product (gummed tape) and a part-time driver. Ronnie Kent joined the business at age 16, and was servicing his own sales territory by age 19. Kent went on to become operations manager and then sales manager before being named the company’s president in 1990. In January 2005, Marie Kent Rainey, the third generation of the Kent family, joined the company full time. According to the Kent family, the company’s philosophy has always been: “To establish and maintain partnerships with our customers, providing quality products and services tailored to their needs. We strive to present new and distinctive products that differentiate us from our competitors. Our staff is very well trained and we encourage their continued growth in order to meet our goal of providing incomparable service to our customer base.”
Kent added: “We have been successful in partnering with our customers to find products that help them increase efficiency and add to their bottom line through labor savings or savings by changing the way they do things. We try to educate ourselves on our customers’ businesses and focus on their needs to recommend products we think are best suited to deliver results, along with value. “Our outside sales representatives act as consultants to help
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Maintenance Sales News customers. We utilize technology to help drive down transaction costs and improve efficiency in doing business. “We are not focused on selling the least expensive items at the lowest price. We deliver value and expertise to our customers. Our sales reps have all been with us for many years, and they provide a wealth of knowledge.” During the past decade or so, ecofriendly products and practices have made inroads into the business world, as well as society as whole. In today’s jan/san industry, many manufacturers have developed green products that work well, and with competitive pricing. “We have been actively engaged in promoting green products for nearly 10 years,” Kent said. “The quality of green products being offered today is, in most cases, equal to their nongreen counterparts. We have held Ronnie Kent, Associated Paper, Inc. many training classes on green products. We have also had a green products show and had our reps, along with our vendors, show what each company has to offer in the green category.” Associated Paper offers other training seminars, in addition to those concerning green products. “While we try to rotate to our different locations, most of our seminars are conducted at our Marietta location, where our showroom is located,” Kent said. Another important value-added service Associated Paper provides is its equipment service department. “We service packaging and janitorial equipment,” Kent said. “We will also service equipment that we do not sell — anything to service our customers.” Concerning the company’s delivery practices, next-day deliveries are the norm for the Atlanta metro area. Along with cultivating close, personal relationships with customers, Associated Paper also strives to do the same with its suppliers. “Our relationships with suppliers are a big deal for us,” Kent said. “We partner with our vendors and represent the best in each product category. We expect a lot from our vendors as we really do look to partner with them to win new business. We expect our sales representative to work closely with our supplier reps to identify targets and work together to solve problems for our customers.” When asked to reflect on the company’s success over the years, Kent said, “We have been successful because we have the best people and we have quality suppliers that support our efforts.” Contact: Associated Paper, Inc., 1202 Royal Drive, Conyers, GA 30094. Phone: 800-932-7195; Fax: 770-929-1464. Website: www.associatedpaper.com.
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Regal Distributing Continued From Page 16
“Our attitude is, ‘If you don’t get paid, it is not a sale.’ We typically don’t pursue customers we have to chase for money,” Dean Kopulos said; n Cultivating and maintaining talented leadership.
Promoting from within. “It gives people a reason to work hard and strive to be a better employee,” Alex Kopulos said; n Being aligned with highly respected vendors; and n Being aligned with customers that have healthy credit and well run organizations. Ankrom also reflected on the company’s success and the satisfaction he gleans from being in the distributorship industry and working at Regal. “We have developed many good relationships out there,” he said. “There is just something about the work in which we are involved — learning new things and meeting new people. At Regal, we have a great group of people to work with throughout the entire organization. Everybody has a good, posiWe have a very lucrative pick-up program, tive attitude. I don’t see anybody coming in to work who which cuts down on the number of trucks we doesn’t want to be here.” need and the amount of truck miles we Greg Kopulos echoed travel. Customers may dock an empty truck Ankrom’s remarks: “We try to at Regal. Warehouse personnel will load the create an environment that causes people to want to work truck for the owner, who will then return for here. We like to have fun. We it two or three days later, depending on the want our employees to have size of the order. fun. We are involved in lots of different things.” — Dean Kopulos, executive vice president Regal also gives back by supporting many non-profits and institutions that address community matters and concerns. “Regal is a family-owned company and it is a family-oriented environment in which we work,” Ankrom said. Contact: Regal Distributing, 9734 Pflumm Road, Lenexa, KS 66215-1206. Phone: 800-326-2022; Fax: 913-894-4005. Email: alexk@getregal.com. Website: www.getregal.com.
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November/December 2011
Anderson Chemical Company:
Cleaning Chemicals For Food Processing, Water Treatment, Industrial And Institutional Marketplaces Anderson Chemical Company is celebrating 100 years in business in 2011. A family owned, fourth-generation company, Anderson manufactures cleaning chemicals for the food processing, water treatment, and industrial and institutional (I & I) marketplaces. The INTEGRAÂŽ Program, Andersonâ&#x20AC;&#x2122;s division for the I & I markets, offers solutions for housekeeping, kitchen, and laundry cleaning needs. Working with independent distributors around the country, the INTEGRAÂŽ Program offers patented technology, super-concentrated products, protected territory, and professional support services for distributors and end-users.
The patented INTEGRAÂŽ System uses super-concentrated products in 1-gallon capsules. The company says it provides a safe, reliable chemical staging and delivery system. INTEGRAÂŽ HPG Hi-Temp Warewashing System offers products that are recognized by the DfE for safer chemistry. This system offers convenience, cost usage, performance and is environmentally friendly. HPG products work in all water conditions. INTEGRAÂŽ offers Lo-Temp systems as well. Spokespeople say INTEGRAÂŽ CVL Laundry System offers super-concentrated products which make this system cost-usage competitive. Product formulas can be used in 3-, 4-, or 5-pump systems. CVL can be used in all soil levels and water conditions. The Doseâ&#x201E;˘ by SurflexÂŽ Housekeeping System does not require a water source, and can be placed anywhere. Simply â&#x20AC;&#x153;Doseâ&#x20AC;? the premeasured product and fill the quart
DOSE by SURFLEX Circle No. 101
bottle with water. Doseâ&#x201E;˘ by SurflexÂŽ offers many DfErecognized products for safer chemistry. Products are applicable in housekeeping, laundry and kitchen facilities. For more information, visit www.theintegraprogram.com, call Anderson Chemical Company at 1-800-366-2477, or send an email to integra@accomn.com.
The name INTEGRAŽ describes the program and its technologies. Our philosophy - INTEGRAŽ ...in a word, SIMPLE. - applies equally to both. The INTEGRA ProgramŽ offers technology and support services that are as competitive with any on the market today. It protects the investment made by both our growing distributor network and the their customers in their laundry, housekeeping and kitchen cleaning programs.
DDI Systemâ&#x20AC;&#x2122;s Inform SBE â&#x20AC;&#x201C; Small Business Edition Software For Distributors With Less Than 10 Users DDI System has announced the launch of Inform SBE â&#x20AC;&#x201D; its new Small Business Edition (SBE) software, geared toward distributors with less than 10 users. This affordable alternative delivers the same advanced business management capabilities hundreds of companies are already succeeding with. Inform SBE is an easy-to-understand Windows system including: â&#x20AC;˘ Comprehensive Inventory & Warehouse Management â&#x20AC;&#x201D; Manage single and multi-location inventory levels with ease. Easily maintain stock levels with realtime forecasting, flexible purchasing options, special order management and consignment inventory; â&#x20AC;˘ Automated Purchasing and Pricing â&#x20AC;&#x201D; Informâ&#x20AC;&#x2122;s automated procurement system maintains stock levels and forecasts future needs. Flexible market-specific pricing models are designed to meet the unique needs of wholesale companies; â&#x20AC;˘ Complete Sales Tools â&#x20AC;&#x201D; Salesperson analysis, whobought-what reporting, commission management and more ensuring a team stays on top of customer service; â&#x20AC;˘ Advanced Accounting & Financial Reporting â&#x20AC;&#x201D; An accounting system with drill-down general ledger features; and, â&#x20AC;˘ Features to Drive a Business Forward â&#x20AC;&#x201D; Benefit with built-in custom reporting options, forms-free and paperless operations, group calendaring, contact and activity history, file attachments, system driven fax and email, plus so much more. According to the company, DDI Systemâ&#x20AC;&#x2122;s Inform SBE is the perfect solution for QuickBooks, Peachtree or any smaller distribution business looking to improve efficiency, productivity and profitability. DDIâ&#x20AC;&#x2122;s transition methods and support make switching easy. Call 1-877-599-4334 to schedule a demonstration today.
ACS Industries Offers The ScrubbleÂŽ Lint Free Filament Finish Mop
Lint free filament finish mop Circle No. 100
HPG Hi-Temp System
DOSE by SURFLEX
CVL Laundry System
*/5)1() 1SPEVDU
1 To 11 Product Systems. Simple Housekeeping Solutions! P[ NJOJ DBQTVMFT /P XBUFS IPPL VQ - No messy leaks - Install virtually anywhere - Accurate dispensing - Minimal training - Super-concentrated - More cost effective than RTU
1SPEVDU */5 $ The CVL Laundry System uses super concentrated products designed to make this TZTUFN FYUSFNFMZ DPTU VTBHF DPNQFUJUJWF 1SPEVDUT nFYJCMF GPS PS QVNQ systems. Used in all soil levels and water conditions Closed system for customer safety. Easy push button programming. Highly accurate and reliable
HIGH PERFORMANCE GREEN HPG Auto Dish, Detergent HPG Rinse, Rinse Agent
XXX UIFJOUFHSBQSPHSBN DPN t Circle 4
ScrubbleÂŽ Products Division of ACS Industries, Inc., a producer of hand pads, floor pads, mops, brooms, brushes, steel wool and screen disks introduces a lint free filament finish mop. ACS says this product gives floors more shine with no streaks. The specially engineered filament yarn does not absorb the finish, and coats are smoother and more even. The mop is available in narrow and wide band. For more information, call 800-222-2880, or visit www.scrubble.com.
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RD Industriesâ&#x20AC;&#x2122; New Portable Foaming Unit
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RD Industries introduces its new portable foaming unit. According to the company, this unit is a versatile and economic way to add the advantages of portability and value to foaming applications while using current chemical. It offers an ergonomic handle for added control, a bottle hook for increased stability during use, foaming, spraying, and rinsing options, and a trigger style on/off control. The portable unit has a large area for branding, and like RDâ&#x20AC;&#x2122;s portable dispensing unit, it is available in various color combinations. Call 1-800-759-7090 or vist www.rdindustries.com, or email sales@rdindustries.com.
ACS Announces Sales Rep Changes ACS Industries, Inc., Lincoln, RI, has changed its sales representation in the southeast U.S. region. Appointed for the states of Alabama, Georgia and the Panhandle area of Florida, with respect to Jan/San sales, is Southeast Marketing, with Mike Cline as principal. Appointed for the state of Florida with respect to Jan/San sales is Catalyst Sales & Marketing. Joe Schmidt covers from Orlando northward to the Panhandle; Gary Garavaglia covers south of Orlando.
The DPA Buying Group Has 10 New Distributor Members The DPA Buying Group, Cincinnati, OH, has 10 new DPA distributor members: Brogan Safety Supply Ltd., Grande Prairie, AB, Canada; Central Sales & Supply, Inc., Centralia, WA; Chaos Safety Supplies, Inc., Phoenix, AZ; Janitor's Warehouse, Round Rock, TX; Levy Jones, Inc., Williston, FL; Paidon Products Co., Inc., Aberdeen, MD; Sarasota Chemical & Paper Supply, Sarasota, FL; Sustainable Supply Company, Glendale, WI; The Thomas Tape & Supply Co., Inc., Springfield, OH; Triad Synergy Group, Inc., Tonawanda, NY. For more information about The DPA Buying Group, visit www.DPABuyingGroup.com or call (800) 652-7826.
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SCA’s Tork Brand Debuts Online ‘Better Business Center’ At ISSA SCA, a global hygiene company and makers of the Tork® brand of away-fromhome paper products, announced during ISSA/INTERCLEAN® in Las Vegas the launch of The Tork Better Business Center, an online information resource offering tips and insights from industry experts to help customers enhance their bottom line. The Tork Better Business Center (www.betterbusiness.torkusa.com) is designed to heighten SCA’s commitment to grow closer to customers by helping them drive their own business goals. This onestop resource highlights business tips, tools and insights to facilitate open, engaging conversations and the sharing of best practices. Visitors can access Tork’s social media sites, including Facebook, Twitter, YouTube, SlideShare, Flickr and LinkedIn to gain and share additional content and resources geared toward improving busi-
nesses. “The Tork Better Business Center is an industry first, providing valuable industry insights to our customers to help them increase their bottom lines,” said John Drengler, SCA Tissue North America vice president product and marketing. “It supports our continuing effort to provide full consultative services to the businesses and industries we support.” The Tork Better Business Center is relevant to any business but aggregates information most topical to the business segments served by SCA, including foodservice, health care, office, education and industrial. Subject matter experts from SCA and the Tork Green Hygiene Council™ (TGHC) cater to each segment, offering solutions for saving time and resources, retaining patrons and increasing a business’ bottom line.
The Tork Better Business Center serves as a search engine and aggregator of Tork content, such as studies revealing U.S. consumer preference for green products
Pro-Link’s Elite Hands-Free Towel Dispensers Offer Versatility Pro-Link says its Elite Hands-Free Towel Dispensers offer a new compact size, a modern look and added versatility to make servicing quick and easy, saving time and labor costs. The Elite Hands Free Dispensers are quiet, featuring minimal overspin and low pull force. They now feature a modular design which means users can replace the dispensing cassette without removing the unit from the wall. An integral reversible cover lets facility managers place the dispenser where they need it, as it can be set to open from the left or right.
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In addition, a new Elite Compact Hands Free Dispenser is now available. It has all the same features of the regular size dispenser, but in a smaller footprint. This means it can be installed in small spaces such as below the cabinet or over the countertop – spaces previously limited to folded towel dispensing. The Elite Compact Hands Free Dispenser uses a new 6 inch diameter roll towel: Pro-Link’s Green Elite Ultra White Roll Towel. The towel features consumer-like embossing with Green Seal certification. Visit www.prolinkhq.com.
and services, tips for initiating an employee handwashing program and how to create a more sustainable office environment. It also brings industry experts together to provide opinions, how to’s and advice. SCA officials say the Tork Better Business Center will continue to expand as new contributors offer insights in an effort to help customers create a stronger, more profitable business. The Tork brand offers a complete range of products and services within hygiene and cleaning for professional washrooms, health care, food service and industry. Visit www.torkusa.com or www.sca.com for more information.
Americo Announces Purchase Of Custom Textile Printing Company Americo Manufacturing (ASI 35750) announced on Nov. 1, 2011, the company has purchased the assets of Custom Textile Printing (ASI 47966), based in Dalton, GA. Custom Textile is a manufacturer of custom-designed logo mats for the promotional products industry.
The assets will be relocated to Americo’s new 152,000-square-foot, stateof-the-art, manufacturing facility located in Cartersville, GA. Americo has been a leading producer of entrance and anti-fatigue mats for over 35 years, and is one of the largest manufacturers of industrial and promotional floor matting products in the United States. “With this acquisition, we are able to expand our current product offering and streamline key manufacturing processes,” said David Rones, president of Americo’s Promo Matting Division. This is the third floor mat acquisition that Americo has completed within the past five years. Rones added: “We will continue to grow, both organically and through acquisition, as we capitalize on our competitive advantage of being vertically integrated.” Americo officials say the company is proud it can manufacture and imprint matting under one roof. Americo is a diversified, familyowned company operating separate factories which service the Nonwovens and Floor Matting industries. The company’s products are sold in all 50 states and over 70 countries worldwide. This is Americo’s 43rd year of operation under its second generation leadership team. Terms of the Custom Textile acquisition were not disclosed. Visit www.americomfg.com.
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osting a 13 percent increase in nonexhibiting attendees over last year’s show, ISSA/INTERCLEAN® North America 2011 lived up to its theme, “The Start of Something Big.” According to ISSA, this increase contributed to a total attendance of nearly 16,000. The event, co-produced with ISSA’s trade show partner, Amsterdam RAI, took place October 18-21 in Las Vegas, NV. “Now is a very dynamic time for our industry,” ISSA Executive Director John Garfinkel said. “Shifting trends, budget constraints, and environmental and regulatory changes demand that the industry adapts how it conducts business, and ISSA is adapting as well to help our members succeed... and better protect public health.” Below are some of this year’s ISSA/INTERCLEAN highlights, according to the association: n The event sold out of exhibit space by early fall, with a 15 percent increase compared to the last time the show was held in Las Vegas (2008); n Of the 645 exhibitors, 107 were new to ISSA/INTERCLEAN; n Over 13 percent of visitors hailed from 69 countries outside of the United States and Canada; n The exhibition featured suppliers from 27 different countries; n The addition of 150 new ISSA Certification Experts during the week brought the total number of individuals trained to over 1,000; and, n The new Advanced Distributor Program brought together top distribution experts to provide executive-level insights on profit generation, inventory management and sales strategies. ISSA also launched several new tools for members. They include the Power of Clean video, Value of Clean calculator, and Value of Clean cards. These tools are available at www.issa.com/value. Many of the ISSA/ INTERCLEAN education sessions hosted during the week also provided greater insight for members on how they can better protect public health and educate customers. Don Aslett’s Museum of Clean display featured Meanwhile, co-located cleaning products from an earlier period.
November/December 2011
conventions held during ISSA/INTERCLEAN North America 2011 included those for the International Executive Housekeepers Association (I.E.H.A.), Building Service Contractors Association International (BSCAI) and the Association of Residential Cleaning Services International (ARCSI), as well as a variety of distributor marketing group meetings. Trade associations from around the globe also were represented, including the British Institute of Cleaning Science (BICS), the Cleaning & Support Services Association (CSSA) from the United Kingdom, the National Contract South Africa-based Cleaners Association (NCCA), the Polish Cleaning Chamber of Commerce (PIGC) and the World Federation of Building Service Contractors (WFBSC). New ISSA President Introduced
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n annual event held during the last day of ISSA/INTERCLEAN North America is the General Meeting. This event honors ISSA award recipients and introduces the new ISSA Board of Directors. The 2012 ISSA Board will include new ISSA President Jon Scoles, of Scoles Floorshine Industries, Farmingdale, NJ. The president’s post is a one-year term. Scoles succeeds Scott Jarden, of The Bullen Companies, Folcroft, PA, as ISSA president. Scoles spoke during the General Meeting of the ISSA Board’s task of developing a strong strategic long range plan. The focus of this plan is Outgoing ISSA President Scott Jarden, left, passes to help shape the direction of ISSA the gavel to new ISSA President Jon Scoles. over the next five years. “Associations are great for unifying a cause. We need to continue to raise the level of awareness for (what ISSA does),” Scoles said. “I am so excited to be in this position at this time and to move forward.” In giving his final address as ISSA president, Jarden stated that he has worked with 13 other ISSA presidents over the years. “One of the things I have learned from all of these great presidents is, (serving as ISSA president) is like being a captain on a tugboat. You are next to this big ship (ISSA) and get to steer it along for just a little while. Another tugboat then comes
Maintenance Sales News along and takes over,” Jarden said. “There is only a short period of time as president to do what needs to be done. It’s for only a year, and the best thing to do is nudge that ship along and keep it going. I hope that has been accomplished (during his term as president).” Garfinkel also spoke during the General Meeting, stating that ISSA has experienced recent membership growth on a global basis among manufacturers, distributors, contractors and facility managers. “It’s been fairly equal (among these groups). I think this is outstanding,” he said. Also during the General Meeting, the following individuals were honored as recent award recipients: n The late Jim Ferris, formerly of Equipment Canada, Mississauga, Ontario; and Marek Kowaski, president of the Polish Cleaning Chamber of Commerce (PIGC), Bydgoszcz, Poland, both received the Jack D. Ramaley Industry Distinguished Service Award for exceptional service to the industry, the association and its members; n Allen Soden, retired, formerly of Deb, Inc., Stanley, NC, received the Lou Goorland Honorary Membership Award, which recognizes individuals who are no longer actively involved in the industry and have made substantial contributions to its advancement; and, n Joe Rhodenbaugh, president of Kutol Products Co., Inc., Sharonville, OH, received the Manufacturer Representatives’ Distinguished Service Award, which recognizes a person within the industry who has been supportive of manufacturer representatives. Also during ISSA/INTERCLEAN, Jim Chittom Sr., of Athens Janitor Supply, Athens, GA, received the YES (Young Executive Society) Industry Special Achievement Award, which is given to an individual or company that has made substantial contributions to the advancement of the cleaning industry and ISSA, and has demonstrated strong support to YES.
35 n Services, Technology and Other Category — BOC Plastics; HOSPECO; The Safety Zone; and United Soybean Board. Three companies were also recognized as Star Award recipients during this year’s convention. To achieve this designation, a company must have exhibited at the ISSA/INTERCLEAN North America trade show for a specified number of years while retaining continuous membership. This year’s Star 40 Award recipients are: Graco Manufacturing Co.; Karcher Commercial; and Windsor. The next ISSA/INTERCLEAN North America is scheduled for October 16-19, 2012 in Chicago, IL.
— Maintenance Sales News Editor Harrell Kerkhoff contributed to this article.
Best Customer Service Awards
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wenty exhibitors earned Best Customer Service Awards during the recent ISSA/INTERCLEAN North America. Distributors, building service contractors and in-house service providers who attended ISSA/INTERCLEAN cast their ballots for the awards based on which companies’ staffs best met their needs, answered questions, offered solutions or provided an outstanding interaction. The program this year included 10 companies with booths 300 square feet or less, and 10 with booths 400 square feet or more. Voters chose one of each from five different categories. The 2011 Best Customer Service Award winners are: n Cleaning Agents Category — Diversey, Inc.; Earth Friendly Products; Realzyme, LLC; and Spartan Chemical Co. n Equipment Category — Polti Distribution, Inc.; ProTeam, Inc.; Tennant Co.; and Viper North America; n Paper & Plastics Category — Ammex Corp.; Kimberly-Clark Global Sales; Total Paper & Packaging; and von Drehle Corp.; n Supplies Category — Fuller Brush Commercial Products; Impact Products, LLC; Rubbermaid Commercial Products; and Tersano International; and,
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Filmop Microfiber Systems Help School District Save Money, Win Green Cleaning Award Columbia Public Schools in Columbia, MO, headed up by Michael Jones, assistant director of custodial services won the American School and University Green Cleeaning Award for Best New Program 2010. They won
National Tissue Company Again On Milwaukee’s Future 50 Award List National Tissue Company, a national manufacturer of tissue, towels, wipers and napkins for the awayfrom-home market, has been honored again with a Future 50 Award from the Metropolitan Milwaukee Association of Commerce (MMAC) and its Council of Small Business Executives (COSBE). By being a three-time winner National Tissue has achieved the prestigious “Master Mettle” status. The Future 50 program was originated to salute the accomplishments of local, fast-growing entrepreneurs and now recognizes privately-owned companies in the seven county Milwaukee region that have shown significant rev-
enue and employment growth. To qualify companies must have been in business for at least three years. National Tissue was named to the Future 50 List for the first time in 2006 and repeated in 2008. Companies are limited to winning three times. Mike Graverson, president, said, “We are growing our business by emphasizing our service and our willingness to meet a customer’s special needs like special packaging, special sheet counts, and special sizes. Hard-to-find products are easy-to-order at National Tissue, and customers appreciate our flexibility.” Visit www.nationaltissue.com for more information.
Filmop’s Fred double-bucket and Spin 'n Drop microfiber mop. Circle No. 103
this award by embracing a comprehensive "go green" program that included changing to green cleaning products, paper, microfiber, and new green maintenance initiatives. The new floor maintenance program included switching from a more traditional floor maintenance program to Filmop USA's microfiber floor maintenance system. The district's new floor program incorporated several of Filmop's systems for floor maintenance and cleaning of flat surfaces. "We started transforming the floor maintenance program beginning with the district's dust mopping," notes Dave Thompson, president of Green Clean Institute, which provides adult education for green custodial services throughout the world and is based in Rolla, MO. The district replaced the use of cotton dust mops and mop oil with Filmop microfiber dust mops in sizes from the 24-inch flat mop to the super-sized, adjustable 72inch V-sweep. The district changed its damp mopping system by replacing the traditional string mop and single bucket with Filmop's Fred double-bucket system and the Spin 'n Drop microfiber flat mop that collapses so it can be used with a wringer. Filmop says the conversion to the Filmop system saved the district over $26,000 in the first three-years of implementation. The district implemented a new approach to cleaning tabletops, desk, walls, and whiteboards with Filmop's Top-Down Microfiber System with 12" microfiber pads. The system uses just three quarts of cleaning solution to charge up to 15 pads, which can clean up to 4,000 square feet of flat surfaces. For details about Filmop's full line of microfiber systems, microfiber products, mops, buckets and compartmentalized carts, visit www.filmopusa.com.
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Midlab Hosts Ribbon Cutting At New Athens Location Spokespeople for Midlab, Inc. say continued growth and the desire to provide better customer service has prompted the company to consolidate its manufacturing, warehouse, and shipping operations into a new, single site. Midlab, Inc., celebrated its move to the new facility in Athens, TN, with an official ribbon-cutting ceremony October 28. The new location at 140 Private Brand Way, Athens, TN, nearly triples Midlab’s manufacturing and warehouse capacity with an additional 100,000 square feet. The new facility not only upgrades production ability, it also streamlines the operation from receiving raw materials and production to warehousing and distribution. The location keeps Midlab near two major interstates. In recent years, Midlab has been developing environmentally preferred products, which it distributes through its Nattura line. Patsy Hazlewood, Tennessee Department of Economic & Community Development praised Midlab’s adaptability, “This is just the kind of company we want here in Tennessee … a company that has shown 30 years of continuous growth, changing business to meet changing business needs — by going green.” Midlab COO Matt Schenk agrees: “The growth in green cleaning products is one of the major reasons for our company’s expansion. The green movement is creating jobs.” Visit www.midlabinc.com and www.natturaproducts.com for more information.
Midlab, Inc., recently hosted a ribbon-cutting ceremony to formally celebrate the opening of its new Athens, TN, location. Owners Tim and Vince Keller were on hand to cut the ribbon with the help of COO Matt Schenk and local leaders of the community. Pictured during the ceremony are, from left, Matt Schenk, COO; Tim and Vince Keller, owners; and The Honorable John Gentry, McMinn County Mayor. Midlab is a manufacturer of cleaning products for institutional and janitorial markets. Its products are distributed in 50 states and the Caribbean.
ODORITE Of Baltimore Wins NISSCO@ISSA Booth Drawing Mark Bozich, president of NISSCO, LLC announced ODORITE of Baltimore is the winner of the company's ISSA Booth prize drawing of a trip for two to the Riviera Maya in Playa del Carmen, Mexico. ODORITE will be joining other NISSCO distributors in February 2012 at the buying group's annual T.R.I.P. (Travel Rewards Incentive Program) excursion, scheduled at the Barcelo Resort in Mexico. Other NISSCO distributors and suppliers earn T.R.I.P vacation by collecting points based on sales increase with participating manufacturers.
Proudly Made in the USA
p ro f e s s i o n a l s e r i e s ®
M A N U F A C T U R I N G
I N C .
t: 888-711-8011 t: 323-936-3566 f: 323-936-3567 w: delamo-mfg.com e: delamo@delamo-mfg.com 7171 Telegraph Road Montebello, CA 90640 USA
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November/December 2011
From Merfin Systems
Better Branding Through Videos Create A Distinct Corporate Branding
An Additional Color From Remco Products
Merfin Systems LLC, a subsidiary of Buckeye Technologies, has developed a series of corporate and training videos. Merfin's Marketing and NPD Strategist Gus Calabro, who is responsible for the creation of these videos, reflects on some of the aspects that motivated him to pursue this form of branding. “First and foremost, we believe in listening to our distributor partners, and as a result of that, we decided to create a series of training videos that would assist the end-user, and consequently the distributor, to minimize training time, which is costly and not always available.” Calabro added that the importance of using videos as a branding tool is also based on statistics since, he said, United States Internet users are online for an average of 19.5 hours a week, and 60 percent of them watch online video at least once a month. “Video is 2011’s hottest trend in corporate branding,” Calabro said. He identified some of the reasons for this trend. “The development of technology in smart phones with instantaneous access to view videos from the Internet has accelerated this trend across many social media and marketing platforms. Most studies in corporate branding focus on the influence of external communication, such as advertising and public relations, and less attention has been paid to the strategic role that external training can play in branding your product. What better media than videos to do this?” Merfin’s videos can be seen on Merfin’s YouTube channel: http://www.youtube.com/user/MerfinSystems, and on Facebook, search for: Merfin Systems LLC. For more information on Merfin Systems products contact: sales@merfin.com or call toll free 800-874-6373, ext. 2521. Phone Gus Calabro at 336-985-6589.
Remco Products has added an eighth color to its line of HACCP-compliant color-coded products. With 21 products now offered in purple, users can select from a variety of cleaning and material handling tools in this vibrant new color. Remco’s color-coded tools are hygienic and made from FDA-compliant materials. Remco’s wide range of color options affords flexibility for new color-coding schemes and another designated color option for critical zones in existing plans. All of Remco’s color-coded tools are available in green, blue, red, white, and yellow; and with recent additions, many products are now available in orange, purple and black. Users can consult a Remco Products catalog or the Remco website at www.remcoproducts.com to identify the availability of these colors in specific products. Color-coding is a practice that is gaining prominence as an easy method to implement for preventing crosscontamination. Even where it’s not mandated by state or federal regulations, color-coding allows for quick visual confirmation that cleaning and material handling tools are in their designated zone. Taking this step is extremely useful for HACCP compliance. For a complete catalog, call 317-876-9856 or visit www.remcoproducts.com.
Remco Products has added an eighth color to its line of HACCP-compliant color-coded products. Circle No. 105
From Mobilistics LLC
Do Mobile Sales Make Sense For You? With the chatter and buzz surrounding mobile devices, such as ipads, tablets, iphones and more, Mobilistics says many distributors are wondering how they can best utilize these emerging trends to further excel in their businesses. Are there tools available to make these new mobile devices a worthwhile investment for independent businesses? There is one trend that can change the way distributors are showcasing their products to clients and potential customers. Today’s mobile catalog apps may eliminate the need for expensive printing and can provide real-time information and product images, says Mobilistics. Companies can look cohesive and professional with a single presentation that’s automatically updated and designed for the customer. pp dA Showcase products with images and a P i drill-down capabilities to essential product information complete with videos and MSD sheets. The best of these apps don’t stop with showcasing products — they also provide tools to help sales teams complete the order while in front of their customers. Visually based product catalogs link to your existing ERP software to present real-time inventory and projected in-stock dates. They can present customer specific pricing, order history, open invoices, ship-to and additional contact information. The more advanced versions will also generate and send email quotes and on-the-spot orders. A sales rep can have the ability to Browse Products, Check Inventory and give order status updates and place new Pricing, View Sales History and Place Orders Customer orders on demand. All On-the-Go! Integrates with any system. Instant information delivery can enhance multiple aspects of customer service. Viewing outstanding invoices allows a sales team the ability to assist with accounts receivable. MobilisticApps.com
Build Sales with MobiOrder
Barbara Jagoe, executive vice president for Mobilistics LLC, can be reached at sales@mobilisticapps.com. Visit www.MobilisticApps.com for more information.
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Sales@MobilisticApps.com
MobiOrder
@MobilisticApps
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John Swigart Named President Of Spartan Chemical accounts. He was hired at Spartan in May 1988 as a divisional manager for the Northeast, Southwest and Pacific Northwest divisions. In June 1990, Reed transferred to Cincinnati as vice president of Spartanâ&#x20AC;&#x2122;s distributor operation, The Seybold Company. In September of 2004, Reed was promoted to the home office to manage a relatively new sales segment as national accounts manager. He has been promoted to vice president, national accounts, and will continue to assist in developing national account markets and businesses. Don Papenfus has been promoted to vice president, operations. He began his career with Spartan Chemical in September 1985 as a production worker in the plant. In 1987, Papenfus was promoted to 2nd shift supervisor. In 1993, he was promoted to 1st shift supervisor, and to the position of plant manager in 2002. In March 2006, Papenfus was promoted to the position of operations manager, overseeing the plant and the traffic department. As vice president of operations, he oversees the plant operations.
Stephen H. Swigart, Spartan Chemical Company, Inc. chairman of the board and CEO, has announced the following Spartan Board of Directors elected personnel changes. John Swigart has been promoted to the position of president. He began his career with Spartan Chemical in 1999, working in various areas in the plant, and then became an area sales representative, working with distributors in and around Tennessee. In January 2001, John Swigart was promoted to the position of distributor relations manager. In October 2005, he was promoted to the position of vice president, and in April 2009, he was promoted to executive vice president. In his new position as president of Spartan Chemical, John Swigart John Swigart will continue to work closely with Corporate Management, with U.S. distributor relations, and will actively participate in sales conventions, trade shows and industry organizations. In the international field, Swigart will also serve as president of Spartanâ&#x20AC;&#x2122;s wholly-owned subsidiary, Spartan do Brasil, as well as work closely with Spartanâ&#x20AC;&#x2122;s other South American affiliates. Jim Lenardson has been promoted to the position of corporate executive vice president. Lenardson began his career at Spartan Chemical in January 1976, working in the plant as a production worker. Throughout his years at Spartan, Lenardson has always worked in operations. His career evolved through promotions to the positions of operations manager, and then to the position of vice president of operations. In April 2009, Lenardson was promoted to executive vice president of operations. Dave been promoted to vice president, national $# #Reed has'!%$
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From Mobilistics
LLC Sales Catalogs Can Migrate To iPad
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Mobilistics LLC has launched MobiOrder, an enterprise level catalog and order entry solution. This iPad App is a comprehensive tool set geared towards progressive wholesalers with active sales teams. Company spokespeople say mobile technologies can make a significant difference in the distribution industry providing on-the-go advantages to progressive businesses. MobiOrder visibly places your products, inventory and pricing directly in the hands of a sales team. Sales teams quickly and easily present a professionally designed mobile catalog complete with drilldown product details and related items. Gain access to customer contact and sales history information. Provide customer specific pricing and check open orders, backorders and outstanding quotes. Instantly email new quotes and place orders right from your iPad, says Mobilistics. Utilize this mobile tool to successfully boost sales by presenting highlighted, up-sell and cross-sell products. Eliminate task duplication immediately sending quotes and orders while a seller is still with a customer. MobiOrder links with any ERP software or MS Excel database. Learn more at www.mobilisticapps.com. Now available on the App Store. Mobilistics LLC is a leading development company and provider of mobile distribution applications.
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INDUSTRY NEWS
November/December 2011
The Ozone Specialists: Cleaning The Air Mother Nature’s Way
G
reen is today’s new gold when it comes to selling products within the jan/san industry. Every company seems to have environmentally friendly products to sell. Which of these products are truly green, actually work and are worth the investment are key questions many distributors and end-users are trying to answer. The Ozone Specialists offers a wide range of ozone-generated products under the brand names Newaire, Queenaire Technologies and Rainbowair Activators that improve indoor air quality and meet the most stringent “green” qualifications. Ozone is often referred to as nature’s own purifier. It’s most evident at the seashore, near a waterfall, in a rain forest and after a thunderstorm. Ozone makes up approximately 20 percent of the air being breathed everyday, and has been used over the past century to purify water and eliminate a wide range of odors. Ozone is not used as a re-odorant, but rather totally destroys offending gases, reacting with contaminates in air, water, and on fabrics, walls and ceilings. And ozone is green.
“What can be greener than Mother Nature’s very own air cleaner?” The Ozone Specialists President Susan Duffy asked. “One of the most difficult issues to deal with when creating a ‘green’ environment is that of improving indoor air quality. Lack of proper ventilation, Newaire Plugin Series II Newaire HW500 low negative ion levels and odors all contribute to poor indoor air eliminate odors without the use of harsh quality regardless of what type of industry is chemicals. “From the restroom to the garbage area and involved. “We can all relate to the idea of freshening every room in between, this is the safest, most our home, office and vehicle by opening the effective means of eliminating troublesome windows and letting fresh air blow through. odors while improving air quality,” Duffy This leaves the area smelling fresher and said. “The bonus is that end-users will actucleaner. What many people don’t realize is ally save money in the process. “There are a lot of companies that indicate that the ozone being generated naturally in the air outdoors is what has the deodorizing ef- their products are natural and green. However, the way I look at it, if you bring a product in, fect when the breeze blows through.” She added that ozone generation is a simple such as a chemical, with the idea of improving and clean technology that helps naturally air quality — once it’s used, it still remains. To me this is not natural.” With an ozone machine, she added, basically all that is being done is manipulating the indoor air by splitting oxygen molecules. This process eliminates odors. High levels of ozone are necessary in most commercial applications, allowing the user to shock the area being treated to eliminate odors quickly and completely. The larger Rainbowair and Queenaire models are ideal for these types of
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applications. In a smaller room or areas that need ongoing odor control, however, high levels of ozone can become an irritant. The Newaire line of products produce a much lower level of ozone, which is very safe. “Our Newaire technology allows people to treat smaller areas such as a restroom, hotel lobby or office,” Duffy said. “The products we provide increase the negative ion count in a room, which removes particulates. This is done by creating a low level of ozone such as found outdoors.” Ions are charged particles in the air that are formed in nature when enough energy acts upon a molecule such as carbon dioxide, oxygen, water or nitrogen to eject an electron from the molecule, leaving a positively charged ion, Duffy explained. The displaced electron attaches itself to a nearby molecule, which then becomes a negatively charged ion. It is the negative ion of oxygen that affects people the most. “Near a waterfall or high in the mountains are two places that thousands of negative ions can be found. They create an effect on human biochemistry. The normal ion count in fresh country air is 2,000 to 4,000 negative ions per cubic centimeter (about the size of a sugar cube). At Yosemite Falls, there are over 100,000 negative ions per cubic centimeter,” Duffy said. “On the other hand, the level is far below 100 per cubic centimeter on the Los Angeles freeways during rush hour.” She further explained that negative ions cause microscopic particles (particulates) floating in a room, that often cause people to have allergic reactions, to clump together and fall to the floor where they can be vacuumed. This is due to an electrostatic charge between the negative ions and other air molecules and
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Newaire Plugin Series II are ideal for such locations as restrooms, nursing home resident rooms, school and hotel rooms, offices and “first impression areas” — all while getting rid of odors 24 hours a day. Building a strong relationship with jan/san distributors also remains a central focus for The Ozone Specialists. Its distribution base Making A Difference has helped the company spread the word about the mong the various true value of ozone-based ozone-generated products, and has opened products provided many doors to such venby The Ozone Specialists ues as restaurants, casiare the Newaire HW500, Newaire Plugin Series II nos, grocery and convenand the Newaire Auto II. ience stores. “One reason the New“It’s a tough economy aire HW500 unit has beout there, and in response come so popular concerns many of our distributors its ease of maintenance — have been expanding their Newaire Auto II the fact it has a simple, own customer base. Our twice-a-year replacement cartridge. The products are great door openers,” Duffy said. Newaire Plugin Series II is using the “Once end-users see how well such items as same technology,” Duffy explained. the HW500 and Newaire Plugin Series II “This is a great opportunity for distribu- work, they often want to know what else a tors who are looking for an added revenue particular distributor has available. “Our products lend themselves very well generator such as can be found with reto anybody who wants to do some cold callplacement cartridges.” The Newaire HW500 can be hard- ing and open new areas of revenue.” The Ozone Specialists manufactures its wired to virtually any wall or ceiling 110volt connection, while the Newaire products from the company’s modern facilPlugin Series II, like its name suggests, ity located in upstate New York. can be plugged into any standard electriContact: The Ozone Specialists, cal outlet. It also comes with a security 9483 State Highway 37, kit so the product can be bolted to an elecOgdensburg, NY 13669. trical box. The Newaire Auto II, meanToll Free Phone: 1-877-646-9663; while, can be plugged into any DC outlet Toll Free Fax: 1-800-493-4550. in a vehicle. Website: www.theozonespecialists.com. According to Duffy, the HW500 and particles in the air. Negative ionizers have been used for years to help rid closed indoor environments of allergens floating in the air. “Our products are proven to be good alternatives to chemicals when it comes to indoor air quality. They are less expensive and less maintenance intensive, plus they do a better job,” Duffy said.
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November/December 2011
From Kaivac: Hospital
From Enviro-Solutions
Goes No-Touch
The University of Southern California Medical Center in East Los Angeles, CA, is a busy public hospital treating more than 800,000 patients annually. With this many people, â&#x20AC;&#x153;Concerns about the spread of infection are multiplied thousands fold," says Bill Walton, the center's director of environmental services. Looking for an alternative, Walton decided to try the No-Touch Cleaningâ&#x201E;˘ System developed by Kaivac, Inc., of Hamilton, OH. "Because it's a no-touch system, our people don't have to hand-scrub toilets, wash down walls, or mop floors," says Walton. Kaivac, Inc., officials say it delivers complete cleaning systems designed to produce healthy results and outcomes while raising the value of cleaning operations and the professionalism of the worker. Visit www.kaivac.com for more information.
9OU DON T WANT TO MISS THE ONLY %AST #OAST 4RADE 3HOW FOR #LEANING 3UPPLIES Etess Arena in the Taj Mahal !TLANTIC #ITY .* !TLANTIC #ITY .* s -AY n 3UPPLY ,INE IS THE MOST EFlCIENT AND EFFECTIVE WAY FOR YOU TO REACH DISTRIBUTORS AND CLEANING PROFESSIONALS FROM -AINE TO &LORIDA AND EVERY STATE IN BETWEEN /VER OWNERS MANAGERS AND DECISION MAKERS ATTENDED THE EVENT 9OU WILL SAVE TIME AND MONEY WITH 3UPPLY ,INE AND AND HOTEL ACCOMMODATIONS ALL UNDER ONE ROOF Incredible rrate for exhibitors and attendees to stay in the new Taj Chairmanâ&#x20AC;&#x2122;s Towerâ&#x20AC;Ś s $119 for a Taj Chairmanâ&#x20AC;&#x2122;s Tower Room s $99 for a Taj Standard Room
3PECIAL &EATURES OF 3UPPLY ,INE s %XHIBITOR $ISTRIBUTOR s 'OLF /UTING n -AY s s Presidentâ&#x20AC;&#x2122;s Reception & .ETWORKING %VENT n -AY
â&#x20AC;&#x153;The NJSSA show has performed above our expectations again. It is a nice mix between the U.S. ISSA show and the ISSA Interclean show for us as suppliers to the jan/san market.â&#x20AC;? â&#x20AC;&#x201D;Scott Jarden, The Bullen Companies
â&#x20AC;&#x153;The NJSSA staff is to be congratulated for running a well organized show. The traffic on Wednesday was outstanding and all the events were very well coordinated.â&#x20AC;? â&#x20AC;&#x201D;Randy Starr, Golden Star
&OR ADDITIONAL INFORMATION ON EXHIBITING OR ATTENDING 3UPPLY ,INE CALL THE .*33! OFlCE AT
OR VISIT WWW NJSSA NET B888NJSSA-SupplyLine_ad_3pr.indd 1
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Has The Growth In Green Cleaning Stalled? Green Chemical Manufacturer Searches For Trends Enviro-Solutions says several attendees of the recent ISSA/INTERCLEANÂŽ tradeshow in Las Vegas reported that green cleaning did not appear to be as significant this year as in the past. Some distributors and manufacturers believe this is because many end customers Mike Sawchuk are now more concerned about saving green than going green. However, other studies indicate the selection of environmentally preferable cleaning chemicals will grow significantly in the next few years. To analyze the current state of Green affairs, Enviro-Solutions (www.enviro-solution.com), manufacturer of green cleaning chemicals from its inception, asked its approximately 250 distributors and sales representatives what they see happening in the green marketplace.* When asked, â&#x20AC;&#x153;Approximately what percentages of your customers are now selecting only Green cleaning chemicals,â&#x20AC;? just 5 percent said their clients select only green cleaning products. The rest indicated their clients select a combination of green and conventional cleaning products in varying degrees. â&#x20AC;&#x153;This has been somewhat of a holding pattern for the past couple of years,â&#x20AC;? says Mike Sawchuk, vice president and general manager of Enviro-Solutions. â&#x20AC;&#x153;However, for certain types of facilities like schools and universities, the movement to [purchasing] exclusively Green cleaning products has grown. We see this occurring among some cleaning contractors as well.â&#x20AC;? Other findings include: â&#x20AC;˘ Most end-customers (67 percent) do not ask about the ingredients in green cleaning products; â&#x20AC;˘ Nearly 70 percent of the distributors say they stress the potential economic benefits of green cleaning products (i.e., improved worker productivity, less absenteeism, etc.); â&#x20AC;˘ Nearly three-quarters of the reps and distributors offer to train custodial workers on how to use green cleaning products; â&#x20AC;˘ Eight-five percent say some training on how to use green cleaning chemicals is necessary; and, â&#x20AC;˘ Eighty percent believe green cleaning has elevated the role of cleaning workers. â&#x20AC;&#x153;The study also found more than threequarters of custodial workers are still reluctant to change to green cleaning products,â&#x20AC;? says Sawchuk. â&#x20AC;&#x153;But once they have, fully 85 percent say they like them.â&#x20AC;? *This is not a scientific study. Of the 250 invitations to take the survey, 83 people participated and answered all or most of the questions. All responses were included in the final tabulation.
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SCA TISSUE N.A. is one of the largest manufacturers of away-from-home sanitary products in North America. SCA delivers one-at-a-time Tork® dispensing systems that decrease usage and waste and guard against cross-contamination. Third-party certified, 100 percent recycled Tork paper products help conserve natural resources. SCA’s market-driven solutions include Tork napkins, hand towels, bath and facial tissue, wipers, soap and dispensers.
XYNYTH MANUFACTURING CORP., is a manufacturer of such products as environmentally friendly Mountain Organic Natural Icemelter™ as well as Yellow Sign™ multi-purpose absorbents. Shown are company representatives Roshael Tomsin and Kevin Wice.
THE BULLEN COMPANIES, INC. is a full line chemical formulator and chemical specialty house, including the following brand division:, Airx, Clausen, One Up, e-clean and Road Off. Pictured, from left, are Scott Jarden, Vince Smith, Rod Bennett, Alex Jarden, and Tim Morris.
ACS INDUSTRIES, INC./SCRUBBLE® DIVISION provides such items as stainless steel scrubbers, nylon scouring pads, grill cleaning products, mops, brooms, brushes, floor pads, steel wool and sand screen disks. The ACS Team is shown fielding questions about their Scrubble® products.
REMCO PRODUCTS provides quality color-coded cleaning tools designed specifically for the food processing, jan/san, pharmaceutical, safety and material handling industries. These products include brushes, brooms, squeegees, shovels, scoops, scrapers and tubs. Shown are Ann Bambrough, national accounts manager; and Steve Hawhee, vice president of sales and marketing.
THE OZONE EXPERTS features Queenaire, Rainbowair and Newaire products. This includes a full line of electronic ozone generators to eliminate odors in a wide range of applications. Shown are Nicole M. Plumley, chief financial officer; and Tom Coplen, senior sales representative.
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November/December 2011
NORTH AMERICAN SALT CO. (NASC), a Compass Minerals Co., manufactures Safe Step® Pro Series, a family of high quality ice melters designed specifically for the jan/san professional. Shown, left to right, are Mark Mavec, NASC; Todd Spencer, NASC; Scott Depaolo, HJS Supply Co, W. Seneca, NY; Bill Held Jr., HJS Supply Co, W. Seneca, NY; Mark Callahan, Callico Distribution, Taunton, MA; David Inscoe, JMZ Distributing Co., Englewood, CO; Mark Paladino, Lower Huron Supply, Wayne, MI; Stephanie Kline, Lagasse, Inc., Deerfield, IL; Millie Boss, NASC; and Rob Peterson, NASC.
INTERCON CHEMICAL CO., INC., offers a product lineup of chemical specialties/degreasers; floor and carpet care items; herbicides; disinfectants; and products for laundry, warewash and food service. The company provides private and Intercon label items and the Pro-Con proprietary dispensing system.
STEFCO INDUSTRIES, INC., offers a broad line of JRTs, hardwound towels, small roll tissue, folded towels, kitchen roll towels, centerpull towels, napkins, facial tissue, toilet seat covers, soap and dispensers.
EXPANDED TECHNOLOGIES CORP., is a developer of new products including Slip-On®, Wrap Around™ and Slip Over® floor savers; Slide-All® furniture movers; felt protective pads; furniture glides; door stops and anti-fatigue logo mats.
FULLER BRUSH COMMERCIAL PRODUCTS represents Franklin Cleaning Products, Masury-Columbia and Fuller Professional product lines. Shown, left to right, are Michael Leonard, vice president of sales; George Lawrence, northeast region manager; Steve Phillips, Midwest region manager; Brett Hughes, director of marketing; Cindi Bentley, director of national/OEM accounts; and Stephen Haines, southeast region manager.
CASCADES TISSUE GROUP offers a broad range of sustainable products including paper hand towels, bathroom tissue, facial tissue, paper napkins, perforated roll towels, wipers and dispensers.
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VON DREHLE CORP., provides an extensive selection of centerpull towel products, jumbo roll tissue, standard bath tissue, hard wound towels, folded towels, household towels, facial and speciality tissue products and dispensers.
CP INDUSTRIES offers technically advanced and environmentally safer products, including ice melts, liquid and powder cleaning detergents, custom chemical formulations, blending and private labeling. Pictured, from left, Fred Lieber, Ann Lieber, Mike Burwell, and Cody Farhner.
FULLRIVER BATTERY USA manufactures a complete line of sealed, maintenance free, deep cycle batteries for electric floor scrubbers and sweepers.
HAVILAND CORPORATION would like to thank all who visited with company representatives at the show. A special thank you to those who continue to support American Made products. Shown in front row, left to right: Randy Wolfe, manager of replacement blade division; Diane Wolfe, Haviland assistant; Joe Schmidt, catalyst sales team; Alice Haviland Andrews, director of strategic planning; and Joyce Dudenhoeffer, marketing director. Shown in back row, left to right, Gary Garavaglia, catalyst sales team; and Dale Heidbrink, vice president of operations.
POLTI DISTRIBUTION, INC., is a manufacturer of Vapore速 cleaning systems, floor scrubbers, wet/dry vacuum cleaners, floor sweepers and gum removal equipment.
EARTH FRIENDLY CHEMICALS is recognized by the federal government for achievements in innovative technology. Earth Friendly Chemicals produces cutting-edge green chemistries valued by many markets seeking 100% readily biodegradable, non-toxic and extremely powerful products. Pictured are Melanie Joe and Jamie Welch.
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November/December 2011
AMERICO MANUFACTURING CO., Inc. offers such items as stripping, scrubbing, polishing and burnishing floor pads; sand screen discs; sponges; deodorizing urinal screens; as well as a complete line of indoor and outdoor floor matting and anti-fatigue matting.
CLEAN CONTROL CORPORATION is a premier manufacturer of many cleaning solutions including OdoBan The Original Odor Eliminator since 1980. Clean Control produces high quality products for household, institutional and commercial use worldwide. From left to right are: Cory Hammock, Michelle Bowen, Adan Fernandez and Jimmie Tukes.
DELAMO MANUFACTURING brings innovation and experience to traditional cleaning tools â&#x20AC;&#x201D; 20 years in the making. The first Salesman of the Year Award was presented to Brett Lambert of CLA.
INTERNATIONAL SALT CO. offers ice-melt products including treated and untreated bulk ice-control salt and packaged ice-melt products. Pictured, from left, Larry Yonish, National Accounts Manager, Morton Salt; Mary Kay Warner, Marketing Manager, International Salt; Niles Hysell, Marketing Product Manager, Morton Salt; Gus Kotsakis, Retail Account Executive, Windsor Salt; and Daniel Beliveau, National Retail Sales Manager, Windsor Salt.
CARROLL COMPANY CEO & President Kyle Ogden is shown cutting an anniversary cake as the company celebrated its 90th year in business during the ISSA convention. Carroll Company provides private brand development for multiunit distribution, sales and marketing organizations and other selected targets.
U.S. BATTERY MFG., CO., specializes in deep cycle batteries for electric sweepers and floor scrubbers. The company also has an extensive line of AGM-type batteries.
Maintenance Sales News
SEKO DOSING SYSTEMS CORP., provides state-of-the-art equipment for warewashing, drain and odor control, laundry, dilution, water treatment and swimming pools.
LAMBSKIN SPECIALTIES offers such cleaning-related items as lambswool, feather and synthetic dusters; applicator pads; polishing bonnets; chamois; Window Pro strip washers; squeegees and utility handles.
MIDLAB, INC., has a broad selection of high quality, custom blended formulas in powder, liquid and solid forms. Midlab is a leader in creation and growth of "National Brands" for the companyâ&#x20AC;&#x2122;s partner distributors.
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AMREP, INC., makes a complete line of aerosol, liquid and lubricant products for the jan/san, facility supply and industrial/MRO markets. The companyâ&#x20AC;&#x2122;s product line has over 300 items in 14 product groups.
MILAZZO INDUSTRIES, INC., is a supplier of snow and ice melting agents/winter products as well as charcoal and barbeque-related products. The company provides solutions for both residential and commercial applications. Shown is company representative John Wesolowski.
LINDHAUS USA provides a lineup of dual motor commercial vacuums, including the RX and the Dynamic. Both are available in several widths. The single motor Activa Pro vacuum, as well as the Lindwash Pro hard floor scrubber, are also favorites.
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November/December 2011
NATIONAL TISSUE CO., is a manufacturer of paper products including tissue, towels, napkins and wipers. The company offers custom core, custom sheet sizes, embossing and private labeling.
ZEPHYR MANUFACTURING CO., INC., is a provider of such cleaning-related products as wet and dust mops, brooms, brushes, dusters, handles, and more. Zephyr’s Bob Schneider, vice president of sales, is shown talking to a customer while at the company’s ISSA booth.
OCCIDENTAL CHEMICAL CORPORATION states that it is the world’s largest producer of calcium chloride, a premium salt with a variety of beneficial applications including ice control, dust suppression, road stabilization and oilfield services. Pictured, from left, are Tim Dyck and William Berrett.
CONTINENTAL COMMERCIAL PRODUCTS, LLC, provided product demonstrations at the company’s ISSA booth. Continental provides a complete line of janitorial and sanitary maintenance products.
GOFER PARTS offers aftermarket parts for a wide range of floor care equipment. Pictured, from left, are Jennifer Sammacicci, Josh Henley, Stefanie Foster, Daniel Bell, Mike Egnak and John Grace III,
AWAY CHEMICAL CORP., provides drain pan treatment solutions. Tablets lock into place, dissolve completely and leave nothing to remove or throw away.
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MORGRO, INC., is a supplier of premium ice melt solutions throughout the United States and Canada. Shown are Rick Jensen, vice president of operations (left) and Andy Giannis, region manager.
RD INDUSTRIES, INC., offers self-venting, closed-loop chemical containment and dispensing systems for any size container. The company also specializes in low-cost dispensing options such as portable bottle top units and wall-mounted gravity flow systems. Shown, left to right, are company representatives Dave Kernes, Chris Beach, Angela Brummond, Stacey Schneider, Rod Laible and Todd Davis.
R & B WIRE PRODUCTS, INC., is a 65-year-old diversified manufacturer of wire, tubular steel, sewn and poly products serving the janitorial supply, health care, hospitality, general laundry, material handling and car wash sectors.
MERFIN SYSTEMS LLC is an innovator of value-added paper systems. Since 1984, Merfin has served the away-from-home industry in North America with strong customer, employee and supplier partnerships.
J & M TECHNOLOGIES, INC., is an industry leader in creating customized on-line shopping carts and print catalogs. The company has unveiled new features of its catalog creation software.
BISSELL PROFESSIONAL offers floor care products including vacuum cleaners, cleaning formulas, carpet deep cleaner machines, steam cleaners, mops and manual sweepers.
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November/December 2011
SPARTAN CHEMICAL CO., INC., is a specialty chemical manufacturer of institutional and industrial maintenance products. This includes warewash products; food service/ processing chemicals; hard floor, concrete, wood and carpet care products; disinfectants; industrial cleaners/degreasers; restroom/hand cleaners; chemical management systems; and CompuClean速 Custodial Maintenance Management Software.
PERFECT PRODUCTS, INC., introduced its new dual motor upright vacuum at the 2011 ISSA show. The product joins a growing line of vacuums from the company. This line includes single motor upright vacuums, CRI-approved hepa upright and backpack vacuums, LEED-certified quiet vacuums, and an array of janitorial supplies, microfiber products, vacuum parts and cords.
AMERICAN PAPER CONVERTING, INC. manufactures bathroom tissue, facial tissue and paper towel products along with their coreless bath tissue system. Pictured, from left, are Thomas Connor, Brian Work, Denise Fennewald, Jorge Tunnermann, Lydia Work, Mike Isola, and Craig Thomas.
STARCO CHEMICAL offers jan-san and food service liquid and powdered products. Also provided are warewash and laundry products and services. Their extensive line of DfE products solves all demands for green cleaning. Pictured, from left, are John Russo, Regional Manager; Katrina Villalobos-Fernandez, Miss Starco 2011; Harvey Wasserman, VP Sales; Scott Koenings, Regional Manager; Robert Dattoli, Regional Manager; Drew Anderson, Regional Manager and Harold Diamond, President.
THE GIFT SALES CO., supplies such products as toilet bowl deodorants, wall and sewer blocks, bowl cleaners, fly swatters, urinal screens, moth crystals, carpet fresheners, dust pans, bowl mops, bowl caddies, enzyme blocks, absorbents and more.
CROSS COUNTRY INSTALLATIONS & SERVICE, LLC, installs and services all types of dispensing equipment. The company plans, coordinates and executes regional and national roll-outs as well as provides emergency service and regularly-scheduled maintenance visits.
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KRUGER PRODUCTS marketing and sales team launched Kruger’s “Best Performing Towels Ever” at ISSA in Las Vegas. Quality improvements consist of a new visually appealing embossing pattern, increased strength and absorbency. Shown, left to right, are company representatives Mark Ray, Jay Candido, Brad Whalen, Emile DeLazzer Meunier and Sandra Garcia.
SPRAY NINE/PERMATEX is a specialty chemical manufacturer servicing the institutional, industrial, food service and automotive markets. The company places an emphasis on a low contact time for disinfection, powerful cleaning and environmental concerns.
MOBILISTICS offers field sales iPad application. The company helps empower a field sales force, drive out costs and improve customer interaction with its iPad sales order entry, detailed electronic catalog and customer order dashboard.
MAGNOLIA BRUSH MANUFACTURERS LTD., provides many types of brushes, brooms, mops, squeegees, buckets, handles, sponges and dust pans for the janitorial supply trade.
EES, INC. offers urinal screens and blocks, toilet blocks, wall deodorizers, toss blocks and liquids, Bead Bag Air Fresheners and Spray-A-Jell Air Fresheners. Pictured, from left, are Dan Ritter, Vivian Ritter, and Linda Nix.
BRO-TEX, INC. is a converter of cloth, paper and nonwoven wipers, microfiber products, industrial absorbents and spill kits. Private label and contract converting is available. The company is also the manufacturer of premoistened Fresh Start disinfectant wipes.
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November/December 2011
ENVIRO-SOLUTIONS LTD., supplies a complete line of green cleaning chemicals proven safer for people and the environment. Products are also proven to work with many certified by Green Seal, EcoLogo™ or DfE.
BERK WIPER CONVERTING, LLC, specializes in nonwoven disposable wiping cloths, sold primarily into the jan-san, medical, automotive paint, general industrial, and health care markets. Pictured, from left, are Bob Lee, Jeff Berk, Eileen Hupp and Ernie Kelly.
TUCEL INDUSTRIES, INC., features green/recyclable products containing no glues, metal staples and harmful chemical elements. Tucel products are also made with up to 35 to 40 percent fewer raw materials. Products include fused brushware (no staples) used in food processing, food service, infectious disease control, safety and janitorial sanitation. Shown are John C. Lewis Jr., president; and Joanne Raleigh, vice president.
METERPAK, INC., produces cleaners in water soluble packets. Private label products are available. Shown at the company’s ISSA booth is Mike Edyvean, sales manager at Meterpak.
UNELKO CORP., has pioneered the preservation, enhancement and preventive cleaning of public buildings and facilities with patented, patent-pending and proprietary surface care technologies under its Sani-Shield® and Eliminate brands.
SKY SYSTEMS CO., INC., provides such products as air fresheners, bag-in-box hand/foam soap systems, high speed hand dryers and urinal deodorant screens.
Maintenance Sales News
DALEY INTERNATIONAL is a provider of private label chemicals, commercial cleaning solutions and services, institutional systems and services, industrial coatings and cleaning chemicals, managed cleaning services and sanitation management solutions.
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DIAMOND WIPES INTERNATIONAL is a professional manufacturer of premoistened and disposalbe wiper products for all cleaning needs. Pictured, from left, are Anthony Reyes, VP Institutional Sales; Tom Hill, Senior VP; Louis Cantelmo, National Sales Director Commercial Products.
DDI SYSTEM, LLC, provides inform software which is designed to increase efficiency, profitability and future success. Guaranteed to gain operational benefits and drive out costs.
MAT GUYS manufactures custom logo mats. The company stocks a wide variety of mats with a large selection of colors. Custom cuts and stock sizes available.
VVF AMENITIES provides wrapped and unwrapped institutional and lodging size bar soaps as well as lotion and shampoo in bottles and packets. Among the companyâ&#x20AC;&#x2122;s products is its Good Day bar soap line. Shown is Monica Bahr, vice president of amenities.
ULTRA CHEM USA offers technologically advanced, high quality cleaning and protecting chemical products incorporating true green initiatives, safety for the public and the use of natural ingredients. Pictured, from left, are Fred Shufelt, Samuel Hyun, Ben Shieh, John Shieh, Caroline Shieh, Olivia Kirkland, Patricia Shieh, Dennis Cruz, and Larry Alvarado.
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November/December 2011
MAINTENANCE SALES NEWS CLASSIFIEDS
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MAINTENANCE SALES NEWS ADVERTISERS’ INDEX ACS Scrubble ....................................13
Janibell ...............................................16
Americo ................................................9
Lambskin Specialties ..................28, 29
Anderson Chemical Company.........30
Mat Guys............................................37
Away Chemical Corp........................40
Merfin Systems............................31, 41
Bro-Tex, Inc. ......................................40
Midlab Incorporated ........................12
Bullen Companies, The.......................8
Mobilistics ..........................................38
Clean Control Corporation................2
Mor-Value Parts Co. .........................36
CP Industries .....................................55
National Tissue Company ................26
Daley International ...........................24
Newaire...............................................20
Delamo Manufacturing, Inc.............37
NJSSA Supply Line 2012..................42
Name _________________________________________________________
Earth Friendly Chemicals................23
North American Salt.........................17
Company ______________________________________________________
EES, Inc..............................................38
Perfect Products ..................................5
Address _______________________________________________________
Enviro-Solutions................................26
Polti Distribution, Inc. ......................22
City __________________________ State ____________ Zip_________
Expanded Technologies ....................25
RD Industries.....................................11
No. of Insertions:________ Amount Enclosed: $________
Fuller Brush Commercial Products24
Remco Products.................................27
Phone ___________________ E-mail _______________________________
Fullriver Battery Mfg. Co. Ltd........19
SCA Tissue ...........................................7
Heading or Classification __________________________________________
Gift Sales Company ..........................39
Sky Systems Co., Inc.........................35
Authorized Signature _____________________________________________
GKR Industries, Inc..........................39
Spartan Chemical..............................21
Copy __________________________________________________________
Gofer Parts.........................................31
Stefco Industries ..................................3
______________________________________________________________
H & S Manufacturing.......................36
Ultra Chem Labs...............................41
______________________________________________________________
Ha-Ste Manufacturing, Inc. .............32
von Drehle Corporation ...................15
______________________________________________________________
Haviland Corporation ......................14
XYNYTH Manufacturing Corp......33
Intercon Chemical.............................56
Zephyr Mfg. Co., Inc. .......................10
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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
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