Nov/Dec 2012 Maintenance Sales News

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November/December 2012

MAINTENANCE

SALES NEWS Exclusively Serving Professional Distributors

November/December 2012

Vol. 29, No. 6

Read/Download MSN At: www.maintenancesalesnews.com

MSN FEATURE STORIES Family-Owned American Paper & Twine Co. Grew From Humble Roots To Regional Distributorship...............6

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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4 Distributors Offer Ideas On How To

Deal With Higher Costs, Lower Margins ........................18 MSN Focus On Warewashing & Laundry........................48 MSN’s 2012 ISSA/INTERCLEAN Post Show Coverage New Exhibitors, International Visitor Growth Spark 2012 ISSA/INTERCLEAN Show ...32 Booth Photo Gallery .......................................................................................................50

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

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

Industry News/Products 36 | Advertisers Index 42 | Classified Advertising 62 On The Cover: American Paper & Twine Company, headquartered in Nashville, TN, serves a large swath of the southeastern United States.

Left to right are Executive Vice President/CFO Wm. David Morris, President/CEO Robert S. (Bob) Doochin, Vice President Karen Doochin Shaffer and Senior Vice President Mark Wright. See story on page 6.

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Family-Owned

American Paper & Twine Co. Grew From Humble Roots To Regional Distributorship American Paper & Twine Co., with its headquarters in Nashville, TN, began in 1926 with one truck and one driver. Today, the company operates about 70 delivery trucks out of five distribution centers, serving a large swath of the southeastern United States. In addition to janitorial/sanitation supplies, AP&T’s offerings include office, packaging and foodservice products.

By Rick Mullen Maintenance Sales News Associate Editor

e have more than 45 outside sales representatives who cover our distribution network,” said AP&T Ecommerce & Marketing Manager Lonnie Spivak, during a recent interview with Maintenance Sales News at the company’s headquarters in Nashville. “Our corporate office and warehouse in Nashville is supported by regional offices and distribution centers in Chattanooga, TN, Memphis, TN, Knoxville, TN and Little Rock, AR.” In 1926, Nathan Doochin and Milton Lockenbach started the company in Nashville with a $500 investment and one employee, the above-mentioned driver.

Today, the company is headed by President/CEO Robert S. (Bob) Doochin, Nathan Doochin’s son. Bob Doochin grew up working in the business. After graduating from The University of Pennsylvania’s Wharton School of Business in 1962 with a bachelor’s degree in finance, he joined AP&T full-time. He became president/CEO in 1982.

Members of the company’s top management team in Nashville include Executive Vice President/CFO Wm. David Morris; Senior Vice President Mark Wright; and Vice President Karen Doochin Shaffer, Bob Doochin’s daughter.

During his long and distinguished career at AP&T, Bob Doochin has seen many changes and met many challenges.

“Our industry has always had the challenges of warehousing, sales, personnel needs, etc.

— typical factors in operating a distribution business,” Doochin said. “Today, there are more challenges than ever because we have many more components of commerce with which we contend in order to be on the cutting edge of modern business.

“Thirty years ago what was needed for a distributor’s primary sales effort was to maintain a quality sales force, whereas today it is a much more complex picture.

“Through the years, we have kept up with each aspect of doing business. We have maintained a talented sales force, we are always investing in technology and we have kept current on best practices in warehousing.

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Vice President Karen Doochin Shaffer and President/CEO Robert S. (Bob) Doochin

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November/December 2012

“We are very unique in that we have a diversified group of product categories. This gives us an advantage over most of our mainstream competition, because we can go to customers and help them consolidate or reduce their vendor base, thus reducing their soft costs.” — Senior Vice President Mark Wright icals and supplies; cleaning equipment and tools; floor equipment and service; foodservice disposables; safety apparel and products; and office papers, products and furniture.

AP&T services Tennessee, Arkansas and portions of Kentucky, Georgia, Alabama and Mississippi.

The company’s customer base includes manufacturing and distribution facilities, administrative offices, health care organizations, government, educational institutions, restaurant and catering operations, as well as a diverse group of service industries.

“We consider ourselves a one-stop shop for businesses large and small,” Spivak said.

“AP&T is committed to reducing customers’ costs. We continually search for the best pricing available from our many suppliers,” Mark Wright said. “As a customer-driven enterprise, we are continually enhancing our product lines, while investing in new information technologies, fine tuning distribution and increasing value-added services. As our No. 1 priority, we continually strive for excellence in our service to our customers.

“We are very unique in that we have a diversified group of product categories. ® This gives us an advantage over most of our mainstream competition, because we ÊV> Êà ÛiÊÞ ÕÀÊ ` ÀÊEÊ«>Ì }i Ê can go to customers and help them con«À L i ÃÊµÕ V ÞÊ> `Êi>à ް solidate or reduce their vendor base, thus reducing their soft costs.

“Taking that a step further, it expands our opportunities. Now we can sell into every market segment — manufacturing, industrial, education, public sector, foodservice, retail, health care, etc.

“We have a sales rep who likes to say, ‘If you have a zip code, I can sell you something,’ which sort of reflects our strategy.”

In addition to overseeing a sales force with more than 45 reps, Wright is also heavily involved in operations, merchan-

“With much of the commerce that goes on in the country, a product is sold to whoever is buying it and the delivering entity is an outside freight carrier. In other words, the seller does not maintain possession of the product until it reaches the buyer.

“In our industry, customers typically buy supplies from the distributor, who, in turn, bought them by the truckload from the vendor or manufacturer. AP&T takes possession of the product and maintains possession until the product gets to the end-user on our trucks.”

AP&T’s product categories include packaging supplies and equipment; janitorial chem-

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dising, vendor management and purchasing. After graduating from Belmont University in Nashville in 1986, he joined AP&T that same year as a sales rep.

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“We have a sales rep who likes to say, ‘If you have a zip code, I can sell you something,’ which sort of reflects our strategy.”

hen 2008 and 2009 found the country in the depths of the worst economic downturn since the Great Depression of the 1930s, many companies across all market segments did some serious soul-searching business-wise.

As the economy plunged into a rapid downward spiral in 2008, AP&T officials began what turned out to be a proactive quest, not only just to get through the re-

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10 cession, but also to steer the company in a new and better direction. “In 2008, when the economy began having a serious downturn, we started talking internally about what we need to do to prepare for the future,� Karen Shaffer said. “We asked ourselves, ‘We have so little control over so many things going on right now, but what can we have control over and what can we do?’ “We knew we were going “When the economy began having to be here when the economy turned around, and we a serious downturn, we started knew we wanted to grow. talking internally about what we We wanted to continue to need to do to prepare for the service our customers the way we always had, and we future. We asked ourselves, wanted to figure out what we ‘We have so little control over were lacking foundationso many things going on right now, wise to be able to do that.

For one thing, we all thought but what can we have control it was a good time to start inover and what can we do?’� vesting in technology and building a new foundation — Vice President Karen Doochin Shaffer for the future.�

According to her colleagues, Shaffer took the lead role in spearheading AP&T’s concentrated effort to analyze and implement the technologies that would best take the company into the future. Currently she oversees IT, operations and human resources at the company.

Shaffer grew up working summers at AP&T answering the switchboard and working in customer service. She earned a bachelor’s degree from The University of Georgia in 1992

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Left to right are AP&T Ecommerce & Marketing Manager Lonnie Spivak, Vice President Karen Doochin Shaffer and Senior Vice President Mark Wright.

and a Master of Social Work from the University of Kentucky in 1994. Following four years in the health care industry, she joined AP&T. AP&T’s management team spent 2008 searching for the best ERP (enterprise resource planning) computer technology system to meet the company’s needs.

ERP is business management software that allows an organization to use a system of integrated applications to manage the business. ERP software typically integrates all facets of an operation, including development, manufacturing, sales and marketing. “In 2009, we selected our ERP, which is a system that is heavily geared toward distribution and manufacturing,� Shaffer said. “We spent 2009 getting ready to implement our new ERP and in doing that, we had to evaluate every single process we had in place — some of which had probably been in place since my grandfather was here. “We analyzed the way we operated finances, purchasing, selling, marketing, customer service, delivery, routing, warehousing — you name it. It was very difficult, but AP&T is so much better now because of this effort.�

After spending 2009 getting everything ready, AP&T implemented the new ERP in 2010.

As is typical when a company makes changes in a large way, the process doesn’t always go as smoothly as company officials would like or envision. “The big stores have forced us “Our CFO, David Morris, to compete on the technology likes to say, ‘evolution not side. Now, we will force them to revolution,’� Shaffer said. “We tried to stick with the compete at the local level with evolution side of things, but expertise, relationships and better at a certain point, there was a solutions — which is where we little bit of a revolution in 2010. Not intentionally, but it thrive. If you are not investing in happened and it has made us your business, you are not going stronger. It was painful, but it is worth it now. to be in business very long.� “We spent 2011 tweaking — Senior Vice President Mark Wright the system that we put in place in 2010 and now, in 2012, we are focusing on sales, marketing, purchasing and a new website. It has been a five-year evolution to move the company toward the future, except for the one year that kind of seemed like a total revolution. “With everything getting tighter (margins, etc), we are always looking for more efficient ways to do things.�

One of the major milestones in AP&T’s ongoing evolution is coming in the near future with the launching of the company’s new website. With the company’s new ERP technology in place, AP&T officials feel the new website will help in competing with some of the big box stores that have been increasingly moving into traditional jan/san markets. “When we started this project of upgrading our technology five years ago, we didn’t quite realize what we were up against on the Web with the big box stores,� Shaffer said.

According to Shaffer, it is the norm for big box companies to spend millions of dollars each year on Web content development. Shaffer related that she and Spivak had recently heard a Web expert who said the focus is currently on rich item content.

Shaffer said, “The question is, ‘How good is your content on the Web?’ In other words, ‘How good is the data you provide on what you sell?’ The customers of today and tomorrow want quality information at their fingertips. “Five years ago, we didn’t quite see the impact the big box stores were having with online sales. However, everything that we have gone through led us to the place where we can now try to compete online. Now that our new foundation and back-end operating system is in place, we are able to build a good customer experience on the Web.

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AP&T Account Representatives Tony Reeves, Scott Bell and Jim Hatcher (left to right) work at the company’s headquarters in Nashville, TN.

“We are a month or two from launching our new website. We are planning a soft launch (sometime in December) and a hard launch the following month. We feel we have put together a site and a customer experience that with time will rival the big box’s sites in terms of functionality.

“What we have learned from this process is that we have to continually invest in new functionality and content development. Customers want good information on every single item.”

While the new website will feature the tools to compete with the big box stores, AP&T will have the additional advantage of being able to bring its expertise into play with customers. The idea is to not sacrifice the distributor’s mission of offering personalized service while expanding its Web capabilities.

“When a person orders a product online from a big box retailer, all he or she will receive is the item,” Spivak said. “When customers order online from AP&T, we have the resources to back that up with hands-on service. We have the ability to make our product specialists available to customers to evaluate their facilities and help them to develop business solutions.”

Shaffer added: “If we lose personalized service, we lose the core of who we are.”

“The big stores have forced us to compete on the technology side. Now, we will force them to compete at the local level with expertise, relationships and better solutions — which is where we thrive,” Wright said. “If you are not investing in your business, you are not going to be in business very long.

“We started expanding outside Nashville and our other branches about 20 years ago.

We still have an expansion plan that is very viable, and as soon as next year, we might consider a new market.

“Distributors who are not investing in technology, personnel and geography are going to have a very difficult time surviving because “Getting drivers involved in looking of the changing marketfor sales leads gave them ‘buy in.’ place, of which technology Drivers have taken more ownership is a big part. The new website is just one piece of in the company because they have what we are trying to sell.” seen us respond to their requests.”

AP&T’s evolution the — Senior Vice President Mark Wright past several years has reaped many benefits, some of which were not planned or foreseen when the process began. For example, as the company’s executive team worked together, a road map for the future succession of top leadership began to come into focus.

“The vision started to come together for everyone at once, almost without effort, about how we can move forward for the future,” Shaffer said. “This vision gave some level of comfort to my father and our CFO, David Morris, about preparing for the future.

Wright added: “We began to have confidence in our succession plan.”

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hile a succession plan for AP&T’s top leadership began to become apparent during the company’s “evolution” period, the process also gave other employees the chance to shine when it came to displaying leadership qualities.

“We have about 275 ‘fabulous’ employees,” Shaffer said. “One of the reasons we have been successful is the relationship between management and our employees. We have extremely low turnover. Their dedication to us and our dedication to them has made us stronger and more successful.”

As AP&T analyzed every aspect of the business in 2009 and 2010, many employees began to emerge as leaders and problem-solvers.

“Prior to 2009, we had our executives and top management, but we didn’t have a good foundation of middle management,” Shaffer said. “We began to identify many new leaders for the future of our company as people started stepping up and getting involved in problem solving.

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November/December 2012

“I call them ‘change agents.’ We saw a new generation of change agents emerge, and today, the same people are still stepping up as leaders. General managers at our locations really displayed their leadership qualities.”

People with leadership and problem-solving abilities surfaced in many areas of the company, including the new director of IT and the new director of customer service.

“People rising up and showing their leadership skills took some pressure off top management,” Shaffer said. “Having a better management team freed us up to be able to plan for the future. I don’t think we would have the management team that we have today had we not gone through the process of going to a new ERP system. This is a huge benefit.”

Wright agreed: “The company’s size has reached the point where we have to have strong leaders stepping up for the future. We feel like we have a better company now because of stronger managers and employees.”

Shaffer added: “We want strong leaders. We want to invest in the best people to get the best possible results and some of our employees have really risen to the top. I have been very impressed and honored to work with these people. Mark (Wright) and I have really come to rely on the managers and directors that we have in place today.

Most of these people took on their new roles after implementing the new computer system and the overall company reorganization.”

While delivery drivers are not usually considered middle management, they are oftentimes the “face” of a distributorship, that is, they are the people who customers see the most. AP&T’s drivers also stepped us as a result of the company’s evolution project and have become more involved in obtaining leads for the sales department.

“We have drivers who have been here a long time,” Shaffer said. “During the past couple of years, they have helped us in our sales efforts. One of the things we asked them to do was help us with sales leads, whether it be a building they drive by that we don’t service, or items they see getting delivered to a customer that we are not delivering.

“We put together some incentive programs for them on sales leads and it has been pretty successful. The drivers feel rewarded and our sales reps are ‘over the moon’ for the programs.”

Wright added: “Getting drivers involved in looking for sales leads gave them ‘buy in.’

Drivers have taken more ownership in the company because they have seen us respond to their requests.”

From Putting Out Fires To Proactive Approach

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ith about 70 trucks in its fleet, sporting “American Paper & Twine” in large letters and traveling about 2.3 million miles a year from five warehouses, anecdotal evidence suggests the company’s name is well known throughout the region. Evidence has also indicated that while AP&T’s name is widely recognized, exactly what the company does and what is in its trucks are not as well known.

“I was hired in May (2012) to help bring direction to the marketing effort of American Paper & Twine,” Spivak said. “The company recognized the market was starting to change and just having a sales rep on the street wasn’t enough to keep its name out in front of customers or potential customers anymore.

“The problem we were having was many people knew the name and they recognized the trucks, but they really had no understanding of what we sold or how we sold it.

We needed to do a better job communicating.”

AP&T’s vendors are also playing an important role in ratcheting up the marketing initiative.

“Our vendors participate in our marketing program and they really help us reach out and touch our customers,” Spivak said.

“They are also helping us with website content and many other things. This will make it easier for us in the coming year to reach out and be able to better communicate to our customers and potential customers about what and how we sell.”

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Pictured left to right are Amie Potter, director of customer service; Tom Barry, purchasing; Pam King, customer service representative; and Shane Rogers, transfer supervisor.

One successful marketing effort now in its third year has been AP&T’s partnership with the Tennessee Titans of the National Football League. The Titans play their home games in Nashville. AP&T is the “Official Office Supplier of the Titans” and also partners with Titans Radio for the “American Paper & Twine and Titans Teacher of the Year” program.

Another focal point, this year, has been the reorganization of the purchasing program and staff.

“With our purchasing organization, we have continued to evolve and grow,” Shaffer said. “The purchasing side of our business was a very flat line. We developed product segment teams to get better organized and more focused.

“Now, we have a foodservice team, a jan/san team, an office products team and a packaging team. The teams can really look at the best products on the market, what fits our customers’ needs, quality products vs. not quality products, the best purchasing programs, the best rebate programs and what our customers want in the market.

“We just had to get a little more strategic about dividing our purchasing staff into teams that could work together, and I think that is what we have done in the past year.”

Wright added: “We were also able to unite our purchasing staff, sales staff, customers and vendors together. It is not uncommon for our purchasing staff to have significant interaction with customers.”

The company’s reorganization efforts also carried over to customer service.

“We changed the way we handle customer service a great deal,” Shaffer said. “We have cast a broader umbrella to make sure things are more consistent across the organization. We are not so focused on putting out fires like we were prior to the new system. Now we can focus on being proactive and getting ahead.

“Our customer service philosophy is to go above and beyond. We pride ourselves in putting together programs for customers to meet their specific needs. Many of our programs, especially with larger customers, are very customized to their needs.

“We excel at implementing programs effi“We have a significant amount of ciently and without inventory for our customers. mistakes. For exWe have a saying — ‘A back order ample, we have, during the past two is a mistake.’ You are not going to to three years, have too many back orders if you strived to eliminate have adequate inventory.” mistakes from our order picking de— Senior Vice President Mark Wright livery process. We are very efficient and we have a lot of checks and balances in place all the way through to make sure orders go out correctly.”

AP&T officials have organized the company in such a way that the various segments such as sales, purchasing, customer service, etc., interact and communicate, all in a team effort to best meet customers’ needs. In this system, many times a customer’s most frequent contact is a customer service rep, rather than the sales person.

“Sales reps do a great job interacting with their customers and purchasing agents,” Spivak said. “However, many times their customers rely more on our customer service people.”

The system is designed to allow the customer to interact, daily if needed, with the same customer service rep who has access to all the information needed to get the customer taken care of quickly and efficiently.

“We must figure out how a customer wants to be serviced, whether it is the old-fashioned way of feet-on-the-street (a sales rep comes by every week), or whether through some application on an iPad. I think there is a big gap in how people want to be touched and this is a key point. We have to make sure we have the ability to do all of them.”

— Vice President Karen Doochin Shaffer While the company does have a call center to allow a customer to phone in and talk to any of the customer service reps, it is the direct relationship between a customer and a customer service person that is most desired.

“The system allows customer service person A to always deal with customer B,” Shaffer said. “For our larger customers with very customized programs, we are very big on creating that triangle between the sales rep, the customer service person and the customer, so it is very ‘clean’ in the delivery of programs and products.

“There is an additional bond from the customer service side to the customer Continued on Page 39 Circle 3

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November/December 2012

By Rick Mullen, Maintenance Sales News Associate Editor

In a marketplace of higher costs and lower margins, executives from four distributorships told Maintenance Sales News Magazine recently how their respective companies are staying ahead of the game.

Hailing from four distinct regions of the country — the north, south, east and west — these companies share some of the same concerns and goals as they aggressively deal with an uncertain economy.

J

anitorial/sanitation distributor Alpena Paper & Supply Co., of Alpena, MI, located on Lake Huron’s Thunder Bay, services a large swath of northeast Michigan. The company’s offerings also include cleaning equipment, foodservice items and packaging products.

“Our service area stretches from Au Gres to the south, located just north of Saginaw Bay, to Sault St. Marie in the Upper Peninsula on Lake Superior,” said AP&S owner Ed Bolanowski. “We service schools, state and county governments, small businesses and small offices. We also offer medical supplies such as gloves, paper aprons, etc.

“Two or three larger companies from outside the region have moved in, purchasing smaller businesses; however, of the distributorships owned by people who are actually from Northeast Michigan, we are probably the largest.

“We have always tried to offer products that are new and cutting edge. We are looking for something to enhance sales that is a little different — something that the competition is not seeing or selling.”

While sales of “green” products are not great in AP&S’ area thus far, the company does offer environmentally friendly products and Bolanowski expects this area to grow in the future.

“We have customers who are using green and biodegradable items, such as can liners, etc.,” he said.

Bolanowski reported that business has been good and sales are up. Nonetheless, the current state of the economy is not making it easy to maintain an upward path.

“Our sales numbers have been steady. Overall, business is up. We were lucky to be able to increase other areas of our business when times got bad,” Bolanowski said. “For example, we concentrated more on the hospitality segment when times started slowing down than we had before.”

With the sluggish economy, Bolanowski said sales of big-

ticket items are lagging and municipal and government cus- when dealing with individual schools, a distributor could find someone to work with to get a foot in the door. With tomers are scrutinizing their spending more closely than a contractor, you are either the guy or you are not, and before. that is the end of the conversation.”

“Governmental agencies are not spending the way they To maintain an edge in today’s highly were six or seven years ago,” he said. “Like many companies, we competitive jan/san industry, AP&S is are seeing tighter margins. Even continually fine tuning its customer customers, such as doctor’s ofservice and sales efforts. fices and others, that tradition“On the customer ally did not pay much attention service side, one thing to how much items cost — if we are stressing is zero they needed something; they tolerance for order bought it — are scrutinizing mistakes,” Bolanowski prices.

“Rising costs of doing busisaid. “We want to get ness and lower margins are putour customers’ products ting us in a spot. Between to them correctly the first time. decreasing margins and the inAnother big area we are emphacreasing costs of fuel, electricsizing is the professionalism of ity, etc., we are being squeezed.

One of the biggest challenges in our sales people. We want our the future is going to be how to sales people to be knowledgeweigh out increasing costs with Ed Bolanowski of Alpena Paper able. We want to make sure cuscustomers’ demand to be price & Supply Co., Alpena, MI tomers know we are not just effective.”

Another challenge to the traditional way distributors do selling products, but we are also the answer business Bolanowski spoke of is a trend toward privatiza- guys for them.” tion. For example, Bolanowski said Michigan schools have AP&S offers training to customers in a variety of ways. been urged by the state government to at least consider out- The company occasionally conducts seminars at a nearby sourcing janitorial/maintenance work. facility, offering training on stripping floors, how to clean a “We are seeing this outsourcing more and more with the bathroom, carpets, etc. The company’s vendor reps also play smaller school districts in our region,” Bolanowski said. an important role in training.

“This can either help or hurt, depending on where a distrib“When we have our shows, we bring in manufacturer reps utor is at on that fence. If the outside contractor is the dis- to conduct training of products and cleaning methods,” tributor’s guy, it is great. If it is another contractor, then the Bolanowski said. distributor will be pretty much out of the picture. At least Vendor reps also often accompany AP&S sales people on

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November/December 2012

the road to help conduct training at a customer’s site, bringing a professional product expert right to the customer’s door.

“In our relationship with our suppliers, we seek those who will make their reps available to us,” Bolanowski said.

Among the many value-added services AP&S offers to customers is not requiring minimum orders or delivery fees.

“We try to make certain most of our customers receive same-day or next-day delivery, which is one of the important ways we separate ourselves from the competition,” Bolanowski said. “Our trucks are routed so that they cover a different area each day.”

Bolanowski said the challenge in the company’s wide service area is to make fast, personalized deliveries in an era when customers can go online and get a product in a couple of days. To enhance its own online capabilities, AP&S is planning to launch a new website after the first of the year that will offer e-commerce capabilities.

“Companies are getting leaner. I think smart people are going to do what we are doing and that is making sure we are getting good margins where we are able,” Bolanowski said.

“We are going to have to stay really sharp on our pricing until the economy improves and people feel better about things. I think we are coming out of this depressed economy.

It seems as though most of the industrial businesses we deal with are picking up. We are hoping in another year or two

this trend will carry over to our non-industrial customers and eventually to municipalities.”

Contact: Alpena Paper & Supply Co., 401 N. Second Ave., Alpena, MI 49707.

Phone: 989-356-2088.

Email: erbolan3@yahoo.com.

W

CP Solutions, headquartered in Kent, WA, is a full-line distributor covering the Pacific Northwest with 13 locations. WCP currently operates distribution facilities in Alaska, California, Idaho, Montana, Oregon, Utah and Washington.

“Today, we carry a full line of jan/san products. In addition, we offer warewashing and laundry programs, and we sell and service equipment,” WCP Director of Facilities Tamara Ferguson said.

The company was founded in 1930 by Dick Abrams, selling basic packaging supplies such as brown wrapping paper, tying twine and bags to the merchants in Seattle’s public markets. Today, WCP President Teresa Russell is the third generation of family leadership.

“We have had great growth.

With this economy, a lot of people have pulled back, but we took the opportunity to hire sales people and continued to expand our business,” Ferguson said. “We really focus on the service our customers need, and we have developed a good reputation in our marketplace.

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WCP jan/san product categories include paper, wipers, dispensers, soap, skin care, personal hygiene, brushes, brooms, mops, waste receptacles, can liners, chemicals, floor and carpet care and matting.

The company also offers packaging supplies, equipment, foodservice disposables, as well as commercial printing paper and envelopes.

In an area abundant in forests, mountains and waterways, environmentally-friendly products and practices are very popular in the Pacific Northwest.

“A distributor must have a green platform to do business in our area,” Ferguson said. “We actually look at green a little bit different, because there are different levels of green. It all depends on the customer’s definition.

“Whether through source reduction or the use of recycled content, WCP ana-

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November/December 2012

lyzes what the client is trying to achieve and then tailors a program that is designed to meet his or her needs. We have everything available.”

According to Ferguson, the Pacific Northwest has more commercial composting facilities that any other region in the United States.

“The downtown Seattle corridor has laws in place that prohibit the use of plastics, such as silverware and foodservice disposables,” Ferguson said. “The local government wants all such items to be compostable, and we can help customers achieve this goal.”

As a supplier of chemicals, WCP is seeing a trend toward low-chemical or no-chemical cleaning in areas that do not need to be disinfected. The company is able to help customers in their efforts in this area.

Ecological cleaning solutions for a safer environment...

“You have to be on the cutting edge because if you are not going to offer your customers these types of services, somebody else will,” Ferguson said.

WCP also offers such equipment as vacuum cleaners, blowers, burnishers, carpet extractors, polishers, scrubbers and sweepers. WCP services both janitorial and packaging equipment.

“Many of our locations have at least one service tech and our larger markets have multiple technicians,” Ferguson said.

In today’s marketplace of escalating costs and smaller margins, WCP helps customers be more efficient and save money through its training efforts.

“Today, customers expect training seminars and product demos. You can’t be in the jan/san business and not have training to offer, especially in areas where margins are being crunched,” Ferguson said. “Many businesses are experiencing margin pressure and unless a distributor has something to offer them, it is just a race to zero.”

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To help in training and conducting demos, WCP also relies on its suppliers.

“We have many long-term vendors. We expect a lot from them, but we offer a lot in return,” Ferguson said.

In discussing the challenges WCP faces in doing business in today’s marketplace, Ferguson said staying abreast with online platforms is high on the list.

A challenge facing the industry as a whole, Ferguson said, is attracting new sales people.

“There are many people at, or approaching, retirement age,” she said.

“As in many trades and industries, there are not a lot of young people entering the market.”

As for the future of WCP, Ferguson is anticipating more growth ahead.

“We have a lot of growth opportunities in our market. During the recession, we saw a lot of consolidation in our manufacturing customer base.

We lost customers simply because companies consolidated their locations and left our territory,” Ferguson said. “We are starting to see some growth in these areas again.

“It is a pretty positive time to be in our market. Everybody needs toilet paper, and buildings need to be cleaned; therefore, it is a pretty stable industry.”

Contact: WCP Solutions, 6703 S. 234th St., Suite 120, Kent, WA 98032-2903.

Phone: 253-850-3560.

Website: www.wcpsolutions.com.

O Circle 40

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riginally founded as a retail vacuum cleaner business, VCC Janitorial Supply, of Bossier City, LA, is now a full-line jan/san distributorship serving a 70mile radius around Bossier City.

“I started the company as a vacuum cleaner business and, at one time, I had four vacuum cleaner stores,” said VCC owner Randy Hill. “Eventually, we grew into sell-

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ing janitorial supplies, but we still have the walk-in retail vacuum cleaner business.”

Seeking just one location, VCC built a new facility five years ago. The new building includes offices, a showroom, warehouse and four rental locations that VCC rents to other businesses.

“We have a very good location with a nice walk-in business,” Hill said. “We also have a full-service repair department with four repair people. We service equipment from propane buffers to household vacuum cleaners to battery operated equipment. We also expanded our office space last year.

“Business has been good and we are trying to control growth to make sure we are financially sound. We have worked hard to Tamara Ferguson be confident that what we have of WCP Solutions, in our warehouse is what we are Kent, WA selling.”

Also last year, the company reconfigured its warehouse, adding space by narrowing aisles and taking advantage of the warehouse’s 30-foot ceiling to stack products higher. VCC purchased a $45,000 fork lift as a part of this project.

When it comes to customer service, VCC seeks to establish relationships with customers where they feel the company is their partner.

“Our goal is for our sales reps, as they work with an account, to partner with customers to see where there is opportunity for us to help them save money — to be valuable to them,” Hill said. “We have had distributors in our area who go after low margin items and they price them low. Then, a month later, these distributors raise their prices. We don’t conduct business that way.

“We seek to give our customers value, while building long-term relationships that are positive, professional and honest. We have developed our business with integrity and honesty. When we say we are going to do something, we try to follow through with what we promised.”

An important aspect of building lasting relationships with customers is service after the sale.

“For example, we support customers when they purchase equipment,” Hill said. “We train

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their employees how to operate the equipment, and we also follow up with service. We take care of warranty service if needed.”

As well as offering training at the customer’s site, VCC has a conference room that will accommodate up to 25 people where it conducts seminars from time to time. The new conference room was part of last year’s office expansion project.

“When we have people in for a training seminar, we also offer tours of our warehouse and facility,” Hill said. “When we train, there is no cost to the customer. These events have helped seal our relationships with customers. We are trying to be a value-added with an emphasis on service.”

VCC’s low turnover rate among employees also aids in building relationships, as customers are able to deal with the same people over a period of years.

“We have 25 employees and they are the best,” Hill said. “When people visit our facility, they see the same faces. When our guys deliver, we stack the items where and how customers desire.

“Our drivers have relationships with customers and they actually help us retain business. They let us know when there are issues at an account.

We all work together. I tell all our people we are all commissioned sales people, whether we get paid by commission or not.

“We have a great group and that is the key to success of our company.

Our employees are top-notch.”

While demand for environmentally friendly products is not yet huge in VCC’s delivery area, the company offers green products and is gearing up for when the demand increases.

Randy Hill of “We are preparing our VCC Janitorial Supply, customers for when green Bossier City, LA becomes more focused in our area,” Hill said. “Many people still have the, ‘If it is green it doesn’t clean mentality,’ but we have tried to show this attitude is old history. Today, the new green products perform well.

“I have dealt with a lot of chemicals over the years. When we are conducing in-service training, I tell housekeeping people, ‘We must take care of ourselves before we can take care of other people.’ We have to be concerned about what we are exposed to, whether we are breathing it or touching it on our skin or ingesting a substance — we have got to take care of ourselves. This is where green products have an advantage. They are safe, not only for the environment, but also for us.

“We have a major contractor customer that is LEED certified. We have supported the company with eco-friendly products from microfiber to chemicals. This service has been very effective and we have developed a good relationship with the contractor. We work with and train its employees.”

Hill said VCC has good relationships with its suppliers and the company has recently joined a national buying group.

Looking down the road, Hill said VCC’s emphasis will be to continue to look for ways to enhance the company’s value to customers.

“It is very important that we remain a source for solutions and not just a price,” Hill said.

“Anyone can get the price, but we have got to be bigger and better than that. We will accomplish this by getting off of the price and becoming valuable to our customers by being a resource. When there is a need, we fill that need.”

Contact: VCC Janitorial Supply, 65 E. Texas, Bossier City, LA 71111.

Phone: 800-326-5442; 318-746-5442; Email: vccjanitorial@bellsouth.net.

Website: www.vccjanitorialsupply.com.

W

hile Domade, of Boones Mill, VA, near Roanoke, was founded more than 30 years ago, it has been owned by Todd Dean for just a little over a year. Dean describes Domade as primarily a specialty chemical company, with an emphasis on harder-to-find industrial strength products.

“Our sales are probably 70 percent chemicals and 30 percent hardware,” Dean said. “We offer products in such categories as industrial, jan/san, herbicides, insecticides, auto care, floor care and hand care, servicing Virginia and North Carolina.”

Domade’s customer base includes schools, colleges, universities, manufacturing, trucking and a variety of small businesses.

“Municipalities are a big customer segment for the company,” Dean said. “When I say

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municipalities, I mean the whole gamut — sheriff’s offices, administration offices, public works departments, waste water treatment plants, etc.”

While Domade’s customer base has grown 20 percent since Dean took over the company, he describes sales as currently “flat.” A big factor in the current flat condition goes back a year or so.

By this time last year, customers had loaded up on deicer and ice melt in preparation for the upcoming winter. When last year’s winter turned out to be mild with little snow in many areas, some customers were left with substantial inventories of deicer and ice melt. This means that customers did not need to order as much this year, as they were already carrying inventory.

“We sell a lot of winter products,” Dean said. “The mild winter last year was a big hit for the company. Even if we have a normal winter this year, I have many customers who have told me they are already stocked.”

Under Dean’s leadership, the company is making changes to bring the business more in line with what is happening in today’s distributorship industry.

“I have only had the business for a year. Prior, it was run on a very solid business model with excellent results, but still required some basic updating,” Dean said. “Until recently, we didn’t have a website. Our new website is going to be launched shortly. It is going to be a full-service website, which will allow people to order online.

“We jump through a lot of hoops for our customers. Domade has been around long enough that when I introduce myself for the first time, people have heard of our company and they know about our products and service. This is because of the previous owner’s work ethic and dedication to service and we are continuing this culture moving forward.

“We have gained a lot of new customers by word of mouth. If we don’t have an item a customer needs, we will get that product. We go that extra mile. I’m not saying the big guys

don’t, but they don’t have that small, family-owned feel.

“We are not ‘pushy’ sales people. We know we have good products and we know how to establish good relationships with people.

We are a small local company and we know the people. I’m the owner and I’m out there seeing customers and not in an office somewhere. We don’t seek contracts. We are not looking to fill the entire bucket for customers.

Domade is located in Boones Mill, VA

“We look for opportunities and issues where we can offer solutions for customers. We ask questions and find out where customers are having difficulty.

“We also like to be innovative. We have found some unique products that are kind of under the radar that have been successful. We are looking for those unique products that stand out and we have found a couple.

“One of the positives is the big guys are losing touch with their customers. They are pushing customers to the computer, to the Internet, to the phones, while fewer visits are made from a sales person. The majority of our customers want to see someone and build a relationship.”

Dean said the best marketing tool for the company at this time is face-to-face contact and cold calling.

“We have a system. We know how many cold calls it is going to take to set up an account,” Dean said. “We also know how many accounts we need to set up to gain a long-term or a consistent customer.

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November/December 2012

“Our plan for now is to stick with this model and keep plugging away.

“You have great days, and you have days when you wonder if you are going to make it.”

With its relationship with suppliers, Dean said the company is small enough that it is not on the “top of the food chain” for any of its main suppliers.

“However,” Dean said, “If a supplier does not treat us like we are at the top of the food chain, then we have no interest in doing business with that vendor.

“We seek relationships with suppliers like we have with our customers, no matter what the size. We have very large customers that make up an extensive amount of our business,

but we also have very small customers. We treat them all the same, which is how I want to be treated by suppliers. I want them to answer the phone and help us when we need them.

“We also look for innovation — someone who is going to be offering or looking for the next big thing.”

One of the biggest challenges Dean said the industry is facing is the under-cutting of prices.

“With the economy the way it is, there are distributors under-cutting prices,” Dean said.

“This makes it very difficult at times. In this industry, I am finding the low price asked for a particular product may be a $1, for example, but the high may be $10 — it is just all over the board.

“Nonetheless, I see a good future for Domade with the success we have had in the past six or seven months of growing our business from a customer standpoint.

We win with superior products and excellent service.

“We know what our costs are and we probably have 35 or 40 percent more capacity we could be selling. We haven’t even reached our stride yet.

“There is business out there. We are located in a good area with a lot of untapped potential.”

Contact: Domade, 80 Domade Drive, Boones Mill, VA 24065.

Phone: 540-483-1928.

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The organization also provides national field support, troubleshooting, and training for members and end-customers.

Visit www.prolinkhq.com for more information.

Circle 48

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November/December 2012

CaddyClean® Scrubber Now Available In Both North And South America Cleaning hard-to-reach areas is a common problem. This and other cleaning challenges are being overcome, however, thanks to the dexterity and effectiveness of the CaddyClean® — a battery-powered, double-headed scrubbing machine that can be used with a handle and solution tank or as a hand-held device.

Now available from CaddyClean Of The Americas, the product originated in Sweden in 2000. Since then, approximately 40,000 units have been sold in Europe. CaddyClean® continues

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“The machine was originally designed to clean stairs. The inventor’s son had a hard time finding good equipment to clean the stairs in a public building in Sweden. Thus, the CaddyClean® was born. Through the years, many more cleaning applications have been found for the product — more than the inventor could ever dream,” CaddyClean Of The Americas President Tony LaGreca said. “As a motor scrubber, this product can clean multi-

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CaddyClean ® is designed with the user in mind, simple to handle and economical. The extremely low weight 4.9 lbs and practical design makes it ideal for cleaning in areas where manual methods presently are used.

Visit Caddy Clean at www.caddyclean.com Distributors Wanted 855-797-0477 Circle 39

Comes With Numerous Features The CaddyClean® is much more than a onedimensional product. A typical kit contains five sets of pads with different levels of stiffness; two sets of brushes; and dry pad holders that include microfiber. Also included are a handle, solution tank and battery.

Brushes range from the very soft (.02) to the very stiff (1.0) and are easy to change. The CaddyClean® can be used as a hand-held device or can be attached to the handle with solution tank —just depending on what needs to be cleaned.

“We have found people like to clean counter tops and certain areas of a wall where a handle is not needed,” LaGreca said. “Another important feature of the CaddyClean® is that the brushes can be turned to multiple positions in order to go backward, forward and all different angles. There are endless places where this product can clean.”

The CaddyClean® battery, which weighs similar to an iPhone, runs for approximately 2.5 hours between charging. The battery can hang on the unit when the handle is being used or can be worn on the end-user’s belt while the CaddyClean® is needed as a handheld tool. A long cord is available with the battery for ease-of-use.

“The longevity of our product is very good, and the battery is portable and easily charged,” LaGreca said.

When using the CaddyClean® with the handle, the solution tank attached to the handle features a motor with well designed Swedish gear boxes. The end-user simply pushes a button on the handle and the solution from the tank comes out near the base of the cleaning heads through a hose.

“A person can put a lot of pressure on the unit and it will not shut down. This is all due to Swedish technology,” LaGreca said. “Any cleaning solution can be used. We have also found that just using water works amazingly well.”

He added CaddyClean® is also a good tool to have when using microfiber for buffing applications.

“Stripping pads, cleaning pads and buffing pads can all be used. These are the same type of pads found with regular floor machines,” LaGreca said. “Using such pads allows the end-user to clean some real tough spots where aggressive pad scrubbing is needed.”

With the development of CaddyClean Of The Americas, the CaddyClean® scrubber is now readily available in both North and South America. Distributors are currently wanted.

“This is a demonstration product. Therefore, we are looking for distributors who are willing to go into the field and demonstrate the ability of the CaddyClean®,” LaGreca said.

Call 1-855-797-0477 for more information.

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In 1932, a Sicilian immigrant named Nicholas Marcalus revolutionized the paper industry with recycling technology, making Marcal one of the most respected, environmentally-conscious companies in America.

Today, as Soundview Paper Company, we are a fully integrated manufacturing facility led by industry veterans who are committed to producing high-quality, affordable products that are right for your customers and the environment. We offer:

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November/December 2012

New Exhibitors, International Visitor Growth Spark 2012 ISSA/INTERCLEAN Show “Our keynoter, Tom Brokaw, summed it up quite well strong showing of new exhibitors and a large international presence among overall visitors were when he said that we are all looking for a ‘big idea’ to unite among the highlights of ISSA/INTERCLEAN® us these days,” ISSA Executive Director John Garfinkel North America 2012. The event, held at McCormick Place said. “We believe that the shared drive to prove cleaning is in Chicago, IL, October 16-19, was produced and managed a long-term investment in human health, the environment again this year by ISSA, and its trade show partner, Amsterdam RAI. According to ISSA, this year’s registrations were on par with ISSA/INTERCLEAN shows held in Las Vegas, NV, and ran about 15 percent higher than the last show hosted in Chicago.

Co-locating their annual conventions again this year were the Building Service Contractor Association International (BSCAI), IEHA, and the Association of Residential Cleaning Services International (ARCSI). Also present were many supporting associations from throughout Europe, Africa and Asia-Pacific.

ISSA officials stated that more than 9,000 buyers were among the registrants who visited with this year’s 623 exhibitors. The event experienced substantially increased attendance from distributor marketing/buying group members as well as building service New ISSA/INTERCLEAN North America President Lydia Work accepts contractors. the gavel from outgoing President Jon Scoles.

Also contributing to this growth, according to ISSA, was the association’s recent move to bet- and facilities’ bottom lines is what continues to bring toter engage high-profile in-house decision makers as part of gether so many leaders in our industry to meet face-to-face its strategy to change the way the world views cleaning. The and find the right solutions.”

This year’s ISSA/INTERCLEAN highlights, according to association’s efforts attracted many large national and international facility management executives and managers, sub- the association, included: n Of the 623 exhibitors, 95 were new to ISSA/INTERstantially growing the purchasing power represented.

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CLEAN; n About 20 percent of visitors hailed from 65 foreign countries; n The exhibition featured suppliers from 29 countries; n Sixty-eight firms joined the list of more than 145 organizations that have completed or renewed their Cleaning Industry Management Standard (CIMS) and CIMS-Green Building certifications. The pool of CIMS experts also grew to more than 1,000 following the week’s workshops; n Many of the Tuesday seminar sessions were standing room only and resulted in positive feedback; and, n More than 1,800 viewers logged onto www.ISSA.com to watch live excerpts from the event. Archived footage and attendee interviews can be viewed at www.issa.com/ondemand.

In addition, the association continued to provide exclusive new tools designed to help its members prove their value to discerning facility executives. These tools can be found at www.issa.com/value. Meanwhile, ISSA Resource Center attendees took tours to discover many of the association’s services and watched live feed broadcasting. The ISSA bookstore also had a 25 percent increase in educational and business resource sales.

Work Is Introduced As New ISSA President

A

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 2013 ISSA Board includes new ISSA President Lydia Work, of American Paper Converting, Inc., of Woodland, WA. The president’s post is a one-year term. Work succeeds Jon Scoles, of Scoles Floorshine Industries, of Farmingdale, NJ, as ISSA president.

Work said during the General Meeting that she is honored to serve as president and excited to help guide the future direction of ISSA. “There are approximately 314 million people in the United States who are looking for healthy environments, whether they are at home or work,” Work said.

“Cleaning for health is just as important, if not more so, than general appearance.

Good science is needed to drive the health aspect of janitorial maintenance.”

Work outlined her goals for the upcoming year as ISSA president. She stated it’s important to make the association an even greater force as the recognized global leader in the cleaning industry. It’s also essential, Work noted, to be the No. 1 “go-to” source for the best science-based information when it comes to health and human safety for the maintenance of indoor or built environments.

She added: “The work we do, as an industry, has a very positive influence on the health of our entire nation. With your

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November/December 2012

which companiesâ&#x20AC;&#x2122; staffs best met visitorsâ&#x20AC;&#x2122; needs, help, I look forward to a very productive year.â&#x20AC;? answered questions, offered solutions and/or proIn giving his final address as ISSA president, vided outstanding interaction during the event.

Scoles stated the past year had gone by fast for The following 16 companies received the most him and was quite enjoyable. votes out of more than 600 exhibitors: Afflink, â&#x20AC;&#x153;Personally, itâ&#x20AC;&#x2122;s been an extremely rewardAluf Plastics Division, American Paper Converting year. We (the ISSA Board) accomplished ing, Aqua ChemPacs, Claire Manufacturing Co., everything we set out to do, and I had the privCombined Distributors, Georgia-Pacific Profesilege of meeting a lot of terrific people from all sional, Golden Star Inc., Hospeco, Kutol Products over the world who are making great contribuCo., Lagasse Inc., Northwest Enterprises, OMI tions to advance our industry,â&#x20AC;? Scoles said.

Industries, SCA, Step1 Software Solutions and â&#x20AC;&#x153;The experience has opened my eyes to the Windsor. wonderful opportunities that are ahead for our association. I am extremely grateful to be alMeanwhile, winners of the 2012 ISSA Innolowed to serve as your president.â&#x20AC;? vation Award Program during ISSA/INTERAlso during the General Meeting, the folCLEAN were also announced. The following lowing individuals were honored as award recompanies were selected by cleaning industry cipients: distributors, wholesalers, building service conn Jim H. Chittom Sr., CEO of Athens Janitractors and in-house service professionals who cast their votes for the most innovative products tor Supply Co., Inc., of Athens, GA, and Roman among 51 entries in 5 categories. The 2012 Chemical Corp., of Rome, GA, received the Opening day show attendees fill the aisles of Chicagoâ&#x20AC;&#x2122;s McCormick Place. winners are: Cleaning Agents â&#x20AC;&#x201D; CloroxÂŽ HyJack D. Ramaley Industry Distinguished Service Award for exceptional service to the industry, the as- dividual members of ISSA who have recruited a minimum drogen Peroxide Disinfecting Cleaners by Clorox Profesof 25 companies into the association. sional Products Co.; Disposables â&#x20AC;&#x201D; MOD Dispensing sociation and its members; Also during ISSA/INTERCLEAN, Mark Bevington, System from Kimberly-Clark Professional; Equipment â&#x20AC;&#x201D; n Roger E. Parrott Jr., retired, formerly of RoVic, Inc., of Manchester, CT, received the Lou Goorland Hon- president and owner of NSS Enterprises, Inc., of Toledo, Super Coach Proâ&#x201E;˘ by ProTeamÂŽ; Services & Technolorary Membership Award, which recognizes individuals OH, received the YES (Young Executive Society) Industry ogy â&#x20AC;&#x201D; CleanTelligent Inspector by CleanTelligent; and, who are no longer actively involved in the industry and Special Achievement Award, which is given to an individual Supplies â&#x20AC;&#x201D; HiFloâ&#x201E;˘ nLite by Unger Enterprises, Inc. or company who has made substantial contributions to the Several companies were also recognized as Star Award have made substantial contributions to its advancement; advancement of the cleaning industry and ISSA, and has recipients during this yearâ&#x20AC;&#x2122;s convention. To achieve this n Gary Gradinger, chairman and CEO of Golden Star designation, a company must exhibit at ISSA/INTERInc., of Kansas City, MO, received the Manufacturer Rep- demonstrated strong support to YES. CLEAN North America for a specified number of years resentativesâ&#x20AC;&#x2122; Distinguished Service Award, which recogISSA Announces Customer Service while retaining continuous membership. This yearâ&#x20AC;&#x2122;s award nizes a person within the industry who has been & Innovation Award Winners recipients were: Star 60 â&#x20AC;&#x201D; Nilodor, Inc.; and Impact Prodsupportive of manufacturer representatives; and, est Customer Service Awards were presented to 16 ucts, Inc.; Star 50 â&#x20AC;&#x201D; Chase Products Co., and; Star 40 â&#x20AC;&#x201D; n GĂźnter GlĂśckner, owner and managing director of exhibitors during the recent ISSA/INTERCLEAN Americo Manufacturing Co. Inc.; Gent-l-kleen Products, Solution GlĂśckner, of Germany, received the John H. North America. Distributors, building service con- Inc., a Dreumex company; and, Root-Lowell ManufacturPlant Membership Development Award, which honors intractors and in-house service ing Co./RL Flo-Master. providers who attended The next ISSA/INTERCLEAN North America is schedISSA/INTERCLEAN used uled for November 18-21, 2013, in Las Vegas, NV. the show's mobile app to cast their votes for the â&#x20AC;&#x201D; Maintenance Sales News Editor Harrell Kerkhoff awards. This was based on contributed to this article.

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November/December 2012

Morton Salt Pro Offers New App Morton Salt officials say landscape professionals have a new tool at their fingertips — the Morton Salt Pro App. Morton says about the new app: • Free mobile app for iPhone and Droid; • Helps professionals select and apply the best ice melter based on current weather conditions on the job site; • Just input temperature and surface area and the app provides customized product and application recommendations in real-time; • Maintains logs / site histories, including location and area, to save time on the job; • Includes key information on Morton Salt ice melt products; and, • Desktop version of the app is also available.

Find more information about the desktop version and Morton Salt Pro App, including download instructions, at www.mortonmelters.com.

Morton Salt says it developed this tool for snow removal professionals because there have been differing views in the industry about proper application rates for ice melters.

They also say selecting the optimal melter has been confusing since not all ice melters are created equal. Some are safer for plant and surfaces, while some are faster at melting ice and snow.

To help identify the optimal application rates for its products, Morton Salt teamed up with the Michigan Technological University’s Keweenaw Research Center, an authority on snow removal and melter testing, to study ice melter performance levels in real world conditions.

Discover Warsaw Chemical

ACS Industries Offers The Scrubble® Lint Free Filament Finish Mop Scrubble® 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.

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Call 800-222-2880, or visit www.scrubble.com.

From SKM Products:

Don’t Bleach Grout, Renew It With Grout-aide SKM Products says Grout-aide is a non-toxic, odorless, water-base formula, that will renew or completely change the color of grout.

This anti-microbial formula has water resistant pigments, and sealers. The product comes in over 40 colors to match any color tile.

Grout-aide is available in standard size to fit most grout lines, and is also sold in jumbo size for larger grout lines. This product is recommended for industrial, commercial, and residential projects. This fast drying product, is permanent on most surfaces, and standard size marker covers up to 175 linear feet of average grout lines.

This product is water based, non-toxic, and is safe to use around children and pets. Grout-aide dries completely in a couple hours, according to the company, and should wear as long as the grout.

Call 800-851-8464 or visit www.skmproducts.com.

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November/December 2012

From Occidental Chemical Corporation -

Offering American-made Calcium Chloride Products Occidental Chemical Corporation (OxyChem®) officials say it is a source for high-quality American-made calcium chloride products and the knowledge needed to use them effectively and responsibly.

OxyChem’s PELADOW™ Premier Snow & Ice Melter, the sidewalk snow and ice management industry’s leadCircle No. 62 ing brand, is readily available through its experienced and reliable network of distributors.

Visit www.oxycalciumchloride.com.

Haviland’s Joyce Dudenhoeffer And Ali Haviland Win ISSA Contest ISSA announced the winners of its ‘Win Your Way to Vegas’ contest. The contest required entrants to correctly answer five questions based on videos contained in its “Insiders’ Guide to Chicago” (www.issa.com/seechicago), a special digital-only supplement to the 2012 ISSA/INTERCLEAN North America Exhibit Directory.

First place was won by the “tag team” Joyce Dudenhoeffer and Ali Haviland, both of Haviland Corp., of Linn, MO. They won two free admissions to next year’s ISSA/INTERCLEAN North America show, which takes place Nov. 18-21, 2013, in Las Vegas, NV. The contest was designed to help visitors learn about Chicago and plan their trip to the show by encouraging them to turn to the issue’s “Insiders’ Guide to Chicago” special digital supplement and watch up to 26 short videos covering everything from main attractions and shopping to dining and nightlife.

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From Enviro-Solutions:

Super Green Concentrated Multipurpose Cleaner ES 71, from Enviro-Solutions, is a multipurpose cleaner, degreaser and odor eliminator. According to the company, it is effective for cleaning restroom floors, tile and grout, and fixtures, ES 71 can also be used for spotting, extracting, or bonnet cleaning carpets. And just by adjusting dilution rates, ES 71 is also a great multipurpose cleaner for all kinds of surfaces throughout a facility.

Enviro-Solutions spokespeople say it is proven green by Green Seal,™ EcoLogo, and has earned the Seal of Approval from the Carpet and Rug Institute.

For more information, visit www.enviro-solutions.com or call toll-free: 877-674-4373.

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Intercon Chemical Company Introduces Newly Designed Booth At ISSA Intercon Chemical introduced a new booth design, new product launch and new opportunities during ISSA/INTERCLEAN North America 2012 in Chicago.

St. Louis-based Intercon Chemical Company/Clearly Better Solutions introduced its new booth at ISSA to showcase the company’s latest innovative products.

According to Intercon President Jim Epstein, “We have redesigned our new booth to match our new direction — to deliver innovative customer friendly and environmentally responsible solutions that solve problems not adequately addressed by current options.”

The company also introduced new products, adding to Intercon’s full line of products of degreasers, dilution control systems, disinfectants, floorcare, foodservice sanitation, hand care, laundry, restroom care, and warewash. The company launched its full line of Clearly Better products under the Clearly Better Solutions umbrella; Smart Drain & Floor, Smart Air, Smart Scents, and PURE/SmartSan24.

The newly designed booth featured dramatic back-lit 12-foot soft fabric panels at each corner of the booth

which lighted images with a soft green glow. Four interactive touch screens were available at each corner for booth visitors to explore all of Intercon Chemical’s prod-

ucts’ websites at the touch of a finger. A seating area, partially enclosed by plexiglass walls, provided an environment in which distributors could learn about the full line of Intercon Chemical/Clearly Better products.

Visit www.interconchemical.com and www.clearlybetter.com for more information.

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Maintenance Sales News

39

America Paper & Twine Company Continued From Page 16 that is almost as strong as it is from the sales rep to the customer.”

There are other areas of value-added service to customers in place such as the efficient operation of the company’s warehouses and delivery operations.

Shaffer said the warehouse is one of her favorite parts of the facility. She has taken a leadership role in organizing the operation. Indeed, one of the things a visitor might notice when entering the warehouse is its cleanliness and organization.

“We have a significant amount of inventory for our customers,” Wright said. “We have a saying — ‘A back order is a mistake.’ You are not going to have too many back orders if you have adequate inventory.”

AP&T also operates two equipment repair centers — one in Nashville and one in Memphis — primarily to repair floor care and packaging equipment.

On the “green” front, AP&T has certified specialists on staff to help customers with environmentally friendly products and practices.

“Several years ago, many green products didn’t perform as well and were more expensive,” Wright said. “This gap is closed, and now we stock a full line of green items.”

‘A Generational Thing’

D

uring a discussion about challenges the company will face as it moves forward, AP&T officials pointed to modern technological advances embraced by the younger generation.

“One of our challenges is going to be more of a ‘generational thing,’” Spivak said. “There are many younger people who are entering the workforce in all businesses who are not familiar with CDs. They are accustomed to texting. Their interaction experience is different from our parents and ours. We must make sure we are matching what they are expecting, whether it is face-to-face contact or that personal touch.

“This is going to be a challenge. When translating that personal touch to what the younger generation is expecting, there

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are going to be some gaps. Getting these gaps to align through marketing, websites and other sales efforts is going to take some adjustment.

Shaffer added: “We must figure out how a customer wants to be serviced, whether it is the old-fashioned way of feet-onthe-street (a sales rep comes by every week), or whether through some application on an iPad. I think there is a big gap right now in how people want to be touched and I think this is a key point. We have to make sure we have the ability to do all of them.”

Wright said integrating marketing into the company’s field presence is also a key.

“Many customers want to do business remotely in some way.

We must find a way to keep that high-touch approach to customers beyond the traditional means of knocking on the door or picking up the phone. This is why I think the addition of marketing, promotions and Web integration with customers are so vital in trying to get them exposed to what we do. Our name doesn’t express what we do, so it becomes a combination of technology, marketing and sales representation to put it all together.

“I feel like all the heavy lifting that we have done the past few years in an economic downturn — incorporating technology, our website and hiring when other people were laying off — is really going to pay dividends as the economy pick up, especially in the Southeast.”

Contact: American Paper & Twine Co., 7400 Cockrill Bend Blvd., Nashville, TN 37209.

Phone: 615-350-9000; 800-251-2437.

Website: www.ShopAPT.com.

Soundview Introduces New Product Line Of Towel And Tissue Products For Away-From-Home According to Soundview spokespeople, qualities that make Eminence™ a good commercial towel and tissue line start with top quality materials, including 100 percent recycled fiber … and end with high-performing products that are competitively priced and earth-friendly. The company says Eminence™ offers a broad array of products designed to meet all towel and tissue category needs.

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Circle No. 63 Soundview Paper Company is a fully-integrated manufacturer of towel and tissue products for both retail and commercial markets in North America.

Founded in 1932 as Marcal Manufacturing Co., the company is located just 15 miles northwest of New York City. Soundview is committed to achieving the highest levels of customer satisfaction with the most accessible and responsive sales team in the business.

For more information about Eminence™ or any of the company's away-from-home product lines, visit www.soundviewpaper.com.

888-293-2336 | www.peladow.com ®™Trademark of Occidental Chemical Corporation

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November/December 2012

SCA Sets Sustainability Standard With Goals For Tork® Products In North America SCA, the maker of the Tork® brand of Away from Home paper products, has announced that all Tork products in North America are made from either 100 percent recycled fiber or from fresh fiber sourced from suppliers with Chain of Custody certification.

The company is also committing to achieve Forest Stewardship Council (FSC) or comparable certification on all Tork products made from fresh fiber in North America by 2014.

“We’ve been leaders in sustainable practices since SCA began 80 years ago,” said Don Lewis, President of SCA Americas. “The majority of our Tork products are made from 100 percent recycled content.

We've extended our industry-leading sustainability approach to our recently launched Tork premium products in North America by initially ensuring the fresh fiber comes from only non-controversial sources from suppliers with Chain of Custody certification.

And by 2014, the premium products will also have earned FSC or similar certification.”

SCA says it is the largest owner of private forests in Europe. All SCA forests are certified under the FSC standard and SCA says it is the world’s largest supplier of FSC certified forest industry products. Globally, since 2005, SCA has mandated that all the company’s fiber comes from only non-controversial sources.

“SCA plants three trees for every tree we harvest in our forests,” Lewis said. “In 2012, we’ve grown 100 million seedlings at our nursery in the Swedish forest.

It’s this understanding and respect for nature that drives

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SCA’s sustainability practices in North America and around the world.”

All of SCA’s Tork products made from 100 percent recycled content in North America have earned EcoLogo and/or Green Seal certifications. Most are made in mills certified to ISO 14001 Environmental Management Systems. Globally, SCA has earned inclusion on the Dow Jones Sustainability Europe Index 2012, the WWF Environmental Paper Company Index 2011 as Best in Tissue, and has been among Ethisphere’s world’s most ethical companies for five years.

“We developed our new line of premium products with sustainability in mind,” Lewis said. “We offer customers the best of both worlds — products made from either 100 percent recycled or fresh pulp — all with environmental credentials that ensure customers are making solid sustainable choices for their businesses.

“Globally, SCA has an unparalleled track record of environmental and ethical excellence,” Lewis added.

“Through continuous efforts, we remain the most sustainability-focused company in North America in the Away from Home hygiene products industry with innovative solutions designed to help our customers grow their businesses. It’s truly a win-win scenario for our customers.”

A copy of the official statement can be found at www.torkusa.com.

For more information about SCA, visit: www.sca.com.

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Regular use keeps whites and colors bright and in like-new condition. The product is environmentally safe and contains no phosphate. It’s recognized for Safer Chemistry by the EnvironCircle No. 66 mental Protection Agency, bearing the Design for the Environment (DfE) seal on the label.

Visit www.cleancontrol.com for more information.

DPA Welcomes 14 New Members The DPA Buying Group of Cincinnati, OH, has welcomed 14 new DPA distributor members among its four divisions: Alabama Paper Supply, (Goodwater, AL); Chastain Janitorial Supply, Inc., (Gainesville, GA); Cleaning Solutions Equipment & Supply, LLC, (Medford, OR); CleanAll Supply, Inc. (Davie, FL); Gilson Enterprises, Inc., (Springfield, IL); The Glove and Safety People, (New Brunswick, NJ); Net PAC International LLC, (Columbus, OH); Advanced Supply Company, Inc., (Mokena, IL); Angel Safety Supply, (Minden, LA); Cleaning & Restoration Supply of New England, (Weymouth, MA); Pacific Coast Glove & Safety, (Torrance, CA); Rae-Cor Distributing Co., LLC, (Green Bay, WI); and J & M Industries Inc., (Ponchatoula, LA).

DPA has also announced the return of Complete Supply, (Dallas, TX) to the group. DPA is a buying and networking organization of member distributors and preferred suppliers.

Visit www.DPABuyingGroup.com or call 800-652-7826 for more information.

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ITW Dymon Adds Spray Nine, To Portfolio Of Cleaners, Disinfectants

From Lindhaus USA

ITW Dymon, manufacturer of pre-moistened wipes and cleaning products, announced the addition of Spray Nine® to its portfolio of ITW Dymon Professional Brands at the 2012 ISSA/INTERCLEAN®.

“As the industry’s first ‘spray-on, wipe-off’ cleaner and disinfectant, and a trusted product for more than 50 years, we’re excited to introduce Spray Nine to the ITW Dymon family of Professional Brands,” said ITW Dymon Director of Sales & Marketing Rich Bucher. “This move represents a consolidation of synergistic brands under one ‘umbrella’ company.”

Spray Nine is now among the leading brands of industrial maintenance, repair and overhaul (MRO) specialty chemicals and marking products manufactured by ITW Dymon, which includes SCRUBS® Circle No. 65 Brand wipes, DYKEM® Brand industrial marking products and Dymon® Brand professional cleaning products.

Spray Nine is a cleaner, degreaser, disinfectant, and deodorizer used in schools, factories, offices and government settings.

An EPA-registered product, the company says it sanitizes in 10 seconds, disinfects for viruses in 30 seconds and kills 99.9 percent of germs in 45 seconds.The Spray Nine product line also includes COCO SCRUB ® and POLY SCRUB® hand cleaners, EARTH SOAP ® and GREZ-OFF® industrial cleaners and de-

Al Carpenter, left, president of Lindhaus USA, is pictured with Ken Blucker, owner of KJA Inc. in the Lindhaus booth during the ISSA show in Chicago. KJA Inc. is a new sales representative for Lindhaus USA.

greasers, and specialty cleaning products Odor Eliminator, AV8 Aircraft Soap, AV-8® Aircraft Soap, Glass & Stainless Steel Cleaner, Tub N’ Tile, and Screen Cleaner.

For additional information regarding Spray Nine or ITW Dymon call 1-800-443-9536 or visit www.dymon.com.

ITW Dymon manufactures industrial maintenance, repair and overhaul (MRO) specialty chemicals and marking products including SCRUBS® Brand wipes, DYKEM® Brand industrial marking products, Dymon® Brand professional cleaning products, and Spray Nine® cleaner and disinfectant.

A single winter storm in February 2011 cost Chicago-area businesses $600 million in lost revenue.* Use ice melt – protect your bottom line. *Chicago Sun-Times (March 8, 2011).

KNOW THE FACTS

888-293-2336 | www.peladow.com ®™Trademark of Occidental Chemical Corporation

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November/December 2012

Deb Launches Heavy-Duty Foam Hand Soap With Grit

NISSCO Awards Von Drehle Corporation Supplier Partner 2012 Sustainability Award National Independent Sanitary Supply Companies (NISSCO) recently recognized the sustainability efforts of von Drehle Corporation by awarding the company its 2012 Preferred Supplier Sustainability Award.

The presentation was made by Mark Bozich, president of NISSCO, to Steve von Drehle, president of von Drehle Corporation during the 2012 ISSA Show.

NISSCO spokespeople say The von Drehle Corporation has demonstrated environmental stewardship since 1974 in all aspects of its manufacturing process. The majority of von Drehle Corporation’s paper products either meet or exceed EPA guidelines for post-consumer content. Each parent roll produced at the company’s Cordova, NC, mill is made from 100 percent recycled paper fiber, enabling the company to annually divert thousands of tons of waste from landfills.

The company says its new de-inking facility uses approximately 90 percent less water than the industry average. Instead of disposing of the by-product created in the de-inking process (fiber ash) in landfills, von Drehle developed a program that recycles it into local farmland soil, thus improving soil texture and its ability to hold moisture, while providing additional nutrients to the soil.

Steve von Drehle accepts the Preferred Supplier Sustainability Award from NISSCO President Mark Bozich, right.

Additional environmental stewardship practiced by von Drehle Corporation include its reduction of lighting energy consumption by over $100,000 each year, reduction of its stock roll consumption by 25 percent and conversion of its back-up fuel source from diesel fuel to propane for a cleaner alternative with an unlimited shelf life.

Headquartered in Hickory, NC, von Drehle Corporation manufactures products for the away-from-home market (tissue, towel and dispensers) and backs those products with service. Visit www.vondrehle.com for more information.

NISSCO, LLC is an association of more than 225 major distributors of janitorial and maintenance supplies throughout North American. For more information about NISSCO, visit www.nissco.com.

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

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

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

n Enhanced sustainability – With eco-acDeb Group, an away-from-home skin care company and the inventor of foam soap creditation and USDA Bio-Preferred status, dispensing systems, has launched a hand- GrittyFOAM is formulated with renewable cleansing foam with suspended bio-scrub- resources and only essential ingredients; and, n Greater cost-effectiveness – The power bers™. Officials say GrittyFOAM™ delivers the performof foam means less ance and effectiveness product, less water and of traditional heavyless energy must be duty hand cleansers in used to get hands clean. a user-preferred foam Headquartered in the format to gently reUnited Kingdom and move tough soils while with North American making hands feel headquarters in Chargreat, according to Deb lotte, NC, Deb Group officials. is an away-from-home This product, delivskin care company. The ered through Deb’s company provides dedproprietary dispensing icated skin care prosystem, comes in regrams for a wide range sponse to market deof industries and organmand for a powerful izations that value their cleaner that is gentler employee and cuson hands, and can adtomer well-being. dress the challenge of Spokespeople say cusCircle No. 68 reducing the potential tomers benefit from for occupational dermatitis in the industrial Deb’s expertise in skin care through imsector. proved health and safety, enhanced enviDeb officials say specific benefits of Grit- ronmental sustainability and measurable tyFOAM include: economic value. n Improved compliance, effectiveness For more information, visit www.debgroup.com and and safety – Cleans and rinses quickly, leavwww.grittyfoam.com. ing hands dirt-free and sanitary;

MAINTENANCE SALES NEWS ADVERTISERS’ INDEX ACS Scrubble.................................................13

Matguys...........................................................36

American Paper Converting ........................40

Midlab Incorporated.....................................12

Away Chemical Corp. ...................................16

Mor-Value Parts Co.......................................44

Bro-Tex, Inc. ...................................................38

National Tissue Company.............................26

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

North American Salt......................................17

Caddy Clean...................................................30

Occidental Chemical Corporation ......39, 41, 43

Chase products Co...........................................5

Queenaire Technologies.................................20

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

RD Industries ...................................................9

CP Industries..................................................63

Remco Products .............................................27

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

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

Delamo Manufacturing, Inc. ..................42, 43

SEKO Dosing Systems ..................................33

Enviro-Solutions ............................................26

Sigma Plastics Group, The............................34

Epic Industries ...............................................29

SKM Industries, Inc. .....................................34

Expanded Technologies.................................23

Sky Systems Co., Inc. ....................................28

Fullriver Battery Mfg. Co. Ltd ....................19

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

Gift Sales Company.......................................39

Soundview Paper Company .........................31

Gofer Parts .....................................................24

Spartan Chemical ..........................................21

H & S Manufacturing ...................................44

Tucel Industries, Inc. .....................................46

Ha-Ste Manufacturing, Inc...........................32

von Drehle Corporation................................15

Haviland Corporation...................................14

VPR Impex (Vapore) ....................................22

Hoover.............................................................45

Warsaw Chemical Company, Inc. ...............36

Intercon Chemical/Clearly Better, LLC..25, 35, 64

Wausau Paper ................................................37

ISSA.................................................................32

XYNYTH Manufacturing Corp. .................47

JanSanOptimize.com ....................................38

Zephyr Mfg. Co., Inc.....................................10

Lambskin Specialties...............................40, 41

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Sofidel CEO Luigi Lazzareschi Receives American Chamber Of Commerce Award The Sofidel Group was recently awarded the Transatlantic Award 2012 by the American Chamber of Commerce in Italy.

The award is given to the Italian and U.S. companies which have distinguished themselves in the promotion and development of transatlantic relations between the United States and Italy.

The awards ceremony Left to right are AmCham Italy President Vittorio Terzi, (the Sofidel Transatlantic Sofidel CEO Luigi Lazzareschi and AmCham Italy Award Gala Dinner) was Managing Director Simone Crolla. held in Milan, Italy.

Luigi Lazzareschi, to receive an award devoted to sustainSofidel Group CEO, was presented the ability, which Sofidel regards as a fundaaward by Vittorio Terzi, AmCham Italy mental tool of innovation and growth.

President, for the acquisition of the U.S. “Sofidel has faced these economic hard company, Cellynne. times by continuing to invest and we are “By acquiring Cellynne,” Lazzareschi satisfied. In the United States, we have said, “the Sofidel Group has made its met good traveling companions and redebut on a new continent and has reached ceived a warm welcome. For Sofidel one million tons of tissue production ca- Group, which ranks second in Europe and pacity per year. The Transatlantic Award sixth in the world, the U.S. market repremarks this fundamental step. We are grate- sents a big opportunity.” ful for this award from AmCham Italy, Also attending the dinner were David with whom we are going to develop, at our H. Thorne, United States Ambassador to best, the relationships with the United Italy and Kyle R. Scott, United States States, and we are also particularly pleased Consul General.

re-new

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

Learn more at delamo-mfg.com/green

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

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Tennant Selects Trojan Battery To Extend Battery Life For Scrubber And Sweeper Equipment Tennant Company has announced a solution by featuring Trojan Battery’s HydroLink™ single-point battery watering system on a variety of floor scrubbers and rider sweepers.

According to Tennant officials, the HydroLink system can make it easier and more cost effective for customers to maintain their deep-cycle flooded batteries, helping to improve battery life.

Circle No. 67 Karin Overstreet, Tennant Company director of product management said, “Powering Tennant’s equipment with Trojan’s HydroLink technology addresses runtime and upkeep needs by simplifying the maintenance process to help extend battery life while delivering exceptional performance.”

Users can fill deep-cycle flooded batteries to the proper electrolyte level with virtually no operator training.

HydroLink enables Tennant customers to fill a complete set of batteries in less than 30 seconds. HydroLink eliminates the need to open batteries for routine watering and maintenance, reducing the potential for contact with the battery’s electrolyte.

“Customers can more easily and accurately water the batteries that power their Tennant floor scrubber and sweeper equipment,” said Elke Hirschman, Trojan Battery vice president of marketing.

The HydroLink battery watering technology is available direct from the factory and as an “aftermarket” solution for the following Tennant scrubber and sweeper machines — Rider Scrubbers: T7/SSR, 7100, T15 and T16; Walk-Behind Scrubbers: T5/SS5 and 5680/5700; and Rider Sweepers: 6100 and 6200.

Trojan Battery Company is a manufacturer of deep-cycle batteries, and offers a complete portfolio of technologically advanced, deep-cycle flooded, AGM and gel products. The company was founded in 1925.

For more information, visit www.trojanbattery.com.

Ice melt suppliers can claim just about anything.

PELADOW™ states the facts. Trusted for more than 60 years by maintenance professionals.

CHOOSE WISELY

888-293-2336 | www.peladow.com ®™Trademark of Occidental Chemical Corporation

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November/December 2012

North American Salt Has Second Ice Melter Earning EPA Recognition For the second time in recent years, an ice melter product from North American Salt Company, a subsidiary of Compass Minerals, has been awarded the Design for the Environment (DfE) label from the U.S. Environmental Protection Agency.

The company’s Safe Step® Pro Series® 750 Magnesium Chloride ice melter now comes with the DfE label. According to North American Salt Company officials, this indicates the product meets the EPA’s criteria for environmental safety. Last year, it obtained DfE certification.

“Most maintenance professionals want to incorporate the use of environmentally safe products, and this EPA designation provides independent confirmation of low environmental impact and an ecofriendly formula,” This second DfE certification was a highlight for North American Salt Company officials at the recent ISSA/INTERCLEAN® North America 2012 show in Chicago, where the company was an exhibitor.

“I was very pleased with how many people came to us at the show and said, ‘Tell me about your DfE products,’” North American Salt Company Senior Product Manager Patricia Ries said. “Many distributors have customers, such as those in charge of hospitals and schools, who are seeking out products verified as being ‘green.’ Because the ice melt industry is not regulated, we feel a third-party endorsement is very important.”

The EPA’s DfE label is awarded after the agency’s review team screens each ingredient contained in a product and finds each to pose the least concern among similar products in its class.

According to North American Salt Company, Pro Series® 750 Magnesium Chloride is safe for people, pets and vegetation when used as directed. Its 100 percent magnesium chloride hexahydrate formula is designed with a crystal shape to provide the optimum combination of ice penetration and scatter control, and it melts ice in temperatures as low as -25° Fahrenheit (32° Celsius.)

“The product is fast acting. It melts immediately on ice but will not burn skin. It’s naturally produced from the Great Salt Lake in Utah,” Ries said. “We wanted to provide our distributors and their customers with the option of having more than just one product with DfE certification.”

Along with North American Salt Company’s Safe Step® Pro Series® 960 Choice Formula and Safe Step® Pro Series® 750 Magnesium Chloride, other company deicers include: n Safe Step® Pro Series® 650 Calcium Chloride, with high purity calcium chloride, melting to -25°F/-32°C; n Safe Step® Pro Series® 550 Select Blend® and 570 Select Blend® Blue, blended to combine performance with value. Each melts to 0°F/-18°C and is safe to handle; and, n Safe Step® Pro Series® 370 Econo Blend Blue®, an economical blend that melts to -7°F/-21°C. Ries added that it’s important distributors plan for an average winter in 2012-2013 and have plenty of ice melter in stock accordingly.

“Last winter was very mild in large parts

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

This line includes Citrus Select and Soy Select Premium Industrial Strength Hand Cleaners. These cleaners utilize renewable natural resources, helping to conserve non-renewable resources such as petroleum.

Biodegradable soy oils, detergents and walnut scrubbers are also used. The Select Care line is enriched with skin softening ingredients and aloe to prevent Circle No. 69 hands from drying out.

For more information contact Warsaw Chemical Co., Inc., P.O. Box 858, Warsaw, IN, 46581. Phone: 800-548-3396, Fax: 574-267-3884. Website: www.warsaw-chem.com. of the country. We understand that many people already have inventory of ice melter. However, it’s important to be ready for an average winter and not be caught off guard,” Ries said. Visit www.nasalt.com for more information.

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©2012 Hoover. Insight™. WindTunnel®.

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November/December 2012

Healthy Schools Campaign Recognizes Enviro-Solutions, Ltd., For Vision And Support Of Green Cleaning In Schools With the release of the updated fourth edition of The Quick & Easy Guide to Green Cleaning in Schools, the Healthy Schools Campaign (HSC) (www.healthyschoolscampaign.org) has recognized Enviro-Solutions, Ltd (www.enviro-solution.com/index.php), and other industry leaders whose support has increased the impact of this guide and the related Green Clean Schools initiative.

Enviro-Solutions, Ltd., has supported this effort since its launch in 2006.

“Enviro-Solutions believed in the value of this guide, had the vision to see the impact it could have, and took a chance by supporting a fledgling program in 2006,” says Rochelle Davis, executive editor of the guide and president and CEO of the Healthy Schools Campaign. “Enviro-Solutions has

helped to grow this program and create change in schools.”

Ten states now require green cleaning in schools, and the federal government now recognizes green cleaning as a priority with programs such as Green Ribbon Schools and the recently released EPA state school environmental health guidelines.

“Given the importance of the impact of a proven-Green Cleaning Program — improved health, attendance, student performance, and protecting the health of all building occupants — we are very pleased about the acceptance and growth of the Healthy Schools Campaign,” says Mike

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TUCEL IS RECYCLABLE HAS INNOVATION & TECHNOLOGY IS GREEN (NO METAL OR GLUES)

Sawchuk, vice president and general manager of Enviro-Solutions. “As more schools begin their journey to cleaner and healthier facilities, more and more students will be able to enjoy real and tangible benefits for a lifetime.”

HSC says The Quick & Easy Guide offers an authoritative, easy-to-use resource for starting or continuing a healthy, effective, affordable, and environmentally responsible cleaning program.

The guide outlines five steps for starting or enhancing a green cleaning program, including using green products and equipment, adopting new cleaning procedures, and involving all school stakeholders in the process. The guide also includes an enhanced purchasing directory that lists hundreds of products that meet HSC’s environmental standards for schools.

To learn more or access the full guide, visit www.greencleanschools.org.

Enviro-Solutions (www.enviro-solution.com) is a manufacturer of Proven Green, environmentally preferable cleaning products. It is an ISO-9001 certified company.

Nassco Acquires Messner Of Madison, WI Nassco Inc., has announced the acquisition of Messner Inc., of Madison, WI.

TUCEL® Now. . . a high tech alternative to imports . . . patented and born to compete. High performance polypropylene filaments are thermal welded onto molded propylene blocks. Tucel manufactures its products “on-shore”, shipping from stock with simple credit arrangments minimizing your inventories. Import duties, middleman charges, and freight delays belong to the past. Go G R E E N with H A C C P compatability.

2014 Forestdale Road • P.O. Box 146 • Forestdale • Vermont • 05745-0146

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Messner Inc., began in 1941 as the Refrigeration Equipment Co. In 1959, the company changed its name to Messner Inc., becoming a family business in the distribution of janitorial and building maintenance supplies in Wisconsin.

Nassco, founded in 1955, is a third generation family business providing janitorial and packaging supplies throughout Wisconsin and Northern Illinois. In addition, Nassco provides service and repair of janitorial equipment, laundry and ware wash systems and packaging equipment.

"Messner brings an excellent track record in serving customers and providing value. This merger will allow us to continue the expansion of our product offering, services and presence throughout Wisconsin. We are very excited with this opportunity and welcome the Messner team to Nassco," said Mark Melzer, president of Nassco Inc. Nassco will continue to operate the Messner branch out of its current facility at 1326 E. Washington Avenue.

Visit www.nasscoinc.com for more information.

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From Epic Industries Trusted Brands For Over 90 Years The only cleaning chemical supplier you will ever need for your janitorial and foodservice cleaning needs.

Epic Industries takes pride in the broad selection of products it has to offer. Each has been developed to meet a real need in the janitorial, food service, laundry and housekeeping industries. As a result, you can find just the right products to fill your specific requirements. Each product is designed to provide top quality results while maintaining reasonable costs. No matter which epic products you choose, you’ll be getting the best results at the best price…..and that’s performance.

We sell our products to distributors under our own “Branded” label and also Private label. All of our products are fully guaranteed to achieve the ultimate results desired by our customers.

In addition to our popular “Swell” brand of products and our well known “E-Z Suds” and “Like Magic” products, Epic has successfully launched the Avatar Dispensing System, a unique and comprehensive, color-coded chemical management system delivering optimal performance and value for the end-user.

This high-performing, concentrated, cleaning product system embodies the products and features the distributor and the end-user demand. It is a closed-loop dilution system with safe dry—Disconnect to almost eliminate accidents, waste and theft. It provides maximum value, simplicity and expandability. At the heart of the system are the proprietary bottle inserts which feature an automatic, self-venting and anti-reversing check valve. It is recessed into the bottle neck and flush mounted for safe, easy shipping and storage.

Our DfE Recognized Green Essentials™ products are environmentally friendly, effective, and humanly safe at an economical price. Go Green without giving up the Clean. DfE Recognized – environmentally responsible products. Maximum cleaning power with the least environmental impact. Same professional strength cleaning as non-green products – Respect the environment, personal health and wellness, and the earth’s natural ecological balance.

With our Swell 2000 Laundry Program, Epic Industries is committed to manufacturing institutional laundry products which are safe for the environment and gentle to fabrics.

Our programmable state-of-the-art systems save water and energy while producing superior results. These systems can save you hundreds of thousands of gallons of water each year and cut your energy bills in half “Our Environmental Friendly products will not only get your laundry cleaner, whiter and brighter, but they will do so 30 percent to 40 percent faster with less water, sewage and energy.”

Visit www.epicindustries.com for more information on our products.

800-221-3742. In NJ (732) 249-6867.

As Submitted By Epic Industries

Hubbell Unveils Tankless Booster Heater The Hubbell Model JTX is a high efficiency electric tankless booster heater that can significantly reduces energy costs for heating water to sanitizing rinse temperatures in commercial kitchens.

Company spokespeople say The Hubbell JTX provides on-demand operation and is over 98 percent efficient. The Model JTX provides instantaneous hot water with essentially no standby heat loss.

The Hubbell Model JTX is easily installed and operated to provide sanitizing hot water for applications such as dishmachines, hood washing, three compartment sinks, pot washers, and point of use applications.

It is designed for use with conveyor and flight type dishmachines. This product is not intended for use with door style dishmachines.

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From Spartan:

Powerful Warewash Detergent Safe To Use With Soft Metals Spartan Chemical Company, Inc. is offering SparClean® Metal Safe Machine Dish Detergent. Spartan says it is a powerful warewash formula that removes food soils and grease efficiently without being corrosive to soft metals like aluminum, copper and brass making it a good choice for bakeries, grocery stores and other operations where soft metals are used.

SparClean® Metal Safe Machine Dish Detergent is a non-chlorinated, low foaming, highly concentrated warewashing detergent for use in both low and high temperature dish machines. It strips away and emulsifies soils from pots and pans, trays, dishes, glassware, plastic, and utensils.

“Our customers were asking for a machine dish detergent that provided the same cleaning power and value of our SparClean® Detergent line yet wouldn’t corrode baking pans and other soft metal items,” said Nate Gaubert, formulating chemist at Spartan, “In order to get a fast, complete clean, warewashing detergents contain high pH chemicals which, upon contact with soft metals like aluminum, result in oxidation of the metal surface. I forCircle No. 73 mulated SparClean® Metal Safe Machine Dish Detergent to prevent this damaging reaction; so now, customers can wash trays and pans in the dishwasher without harm.”

Spartan Chemical Company, Inc. offers a complete line of warewash solutions including SparClean® Detergent II, SparClean® Delimer, SparClean® Low Temperature Rinse Aid, SparClean® Sanitizer, SparClean® Pot and Pan Detergent, and SparClean® Metal Safe Machine Dish Detergent. SparClean Metal Safe Machine Dish Detergent is available in 5gallon pails, 1 gallon containers (4 per case) or 1 gallon F-Style containers (4 per case).

For more information about SparClean Metal Safe Machine Dish Detergent, visit www.spartanchemical.com.

Betco Corporation Announces Symplicity™ Green Earth® Pot & Pan Detergent And Symplicity™ Sanibet Multi-Range Sanitizer Betco Corporation has announced its new Symplicity™ Green Earth® Pot & Pan Detergent and Symplicity™ Sanibet Multi-Range Sanitizer. The company says it is a solid nonphosphate machine detergent which removes heavy food soils over a wide range of water conditions, in both high and low temperature dish machines. It combats challenging water conditions. The product also promotes free and complete rinsing at the same time, preventing lime deposits.

The product is recognized by the EPA’s Design for the Environment (DfE) program as an environmentally preferred cleaning product. Also, its non-caustic, non-foaming and low VOC formula contains no phosphorus, APE, NPE and EDTA. The Symplicity™ Sanibet MultiRange Sanitizer is specially formulated for sanitizing glassware, flatware and food contact surfaces. It can be used for sanitizing equipment and disinfecting Circle No. 71 floors and walls.

Adapts to varying water pressure situations, kills 99.99 percent of food service organisms (Listeria, E-Coli, Salmonella, etc.) and reduces the risk of foodborne illnesses.

Betco Company engineers cleaning programs, products and equipment sold through distribution partners internationally. For more information about Betco’s products and services, contact customer service at 1-888-GO BETCO or visit www.betco.com.

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Basic Deodorizing Principles

By Susan Duffy, Ozone Specialists President In the coming months, deodorizing technicians across the Northeast, regardless of their level of experience, will be called upon by upset home or business owners with some positively unique, never-before-heard-of odor problems caused by the mess Hurricane Sandy left behind. This article includes information taken from “The Book on Ozone” to give cleaning contractors with different levels of expertise a guide to deodorizing with permanent results. If all odors had exactly the same source and they required exactly the same chemicals, equipment and procedures, the technician’s job would be much easier – but in fact oversimplification of the problem is still the major pitfall that traps many an unsuspecting deodorization technician.

In order to assure rapid, effective and permanent deodorization, several specific and sequential steps must be taken, failure to consider each step results in incomplete deodorizing. Eventually, it also results in many complications that may arise from a standpoint of customer complaints, inconvenience and loss of money, when you finally realize that you must now go back to the beginning and start over with the proper steps - in sequence. Unfortunately, when a contract is negotiated at a specific price, based on overly simplified procedures; it becomes difficult, if not impossible, to back-track and institute proper procedures at an elevated price. Usually, the deodorizing contractor will absorb the loss brought about by the extra work required to do the job properly.

Four specific principles or procedures always should be considered in approaching any deodorizing job. They are: remove the contaminant residue; clean; recreate the conditions of penetration with an odor counteractant, and consider sealing surfaces to encapsulate odor.

Inevitably clients will ask questions about odor situations that are unique, which you've never encountered. By using these four basic procedures as your guide, chances are much higher of getting the desired result, which is permanent removal of the odor and in the case of flooding, destruction of all mold spores.

A. REMOVE THE CONTAMINANT OR DEBRIS: It's foolish to expend time, chemicals and money in deodorizing excess source materials or items that are damaged beyond use, which eventually will be removed from the structure anyway. Thus, our first offensive maneuver would be to remove as much of the excess contaminant, destroyed material or debris, as practical. Always begin with this simple step for rapid odor reduction.

B. CLEAN SURFACES EXPOSED TO MALODOR RESIDUE: Cleaning is basic to deodorizing. In a minor grease fire, for example, the stove, vent hood (and filter), surrounding counter tops, cabinets, walls, ceiling and floor (usually the entire kitchen), all require cleaning to remove significant concentrations of malodorous residue. Cleaning excess residue is a critical part of the deodorizing process. From there, conscientious deodorizing contractors begin physically testing and "sniffing out" adjacent rooms to see if further cleaning is required in them. In fire or flood damage situations with rapidly expanding, odor carrying gases, often cleaning must extend to the entire structure and all its contents - even though no appreciable physical residue may be visible. A good example would be when deodorizing refrigeration units subjected to severe protein contamination, if cleaning isn't accomplished carefully and meticulously, even small quantities of residue left in gaskets or in cracks and crevices will generate considerable ongoing odor.

Even if the remaining organic material does not create the odor itself, your disinfecting agents may expend themselves reacting with this organic material, so that their effect on odor-causing fungi or bacteria will

be substantially reduced. This residue, which could have been cleaned off surfaces easily, now causes the deodorizing process to be greatly prolonged. Had the cleaning step been accomplished properly in the first place, much time and effort would have been saved. Remember, cleaning is basic to deodorizing.

C. NEUTRALIZE MALODOR BY RECREATING CONDITIONS OF PENETRATION: In other words, if smoke or water damage has created the odor problem, we must create a deodorizing "smoke" (deodorant fog or ozone gas) that will follow the matador wherever it has penetrated into fabrics, surfaces or materials, and combine with and neutralize it.

A good illustration of this point involves the prolonged “flooding" situation. It isn't sufficient to "flood" the area of contamination with disinfectant/deodorant solutions, since vapors and gases rising from the unsanitary source causes severe malodor in many other areas of the structure - particularly during hot, humid weather. Here we must recreate the conditions of penetration in the area of direct contamination from the flood by fogging or ozone gas generation to seek out and combine with vapors and gases that have penetrated into other areas and components of the structure. Effective deodorizing always seeks to reach the odor at its source.

D. SEAL SURFACES EXPOSED TO MALODOR: (not required in all circumstances): This technique is normally required only in severe situations. It involves sealing malodor into surfaces when complete odor removal is impractical, too expensive, or requires multiple treatments over an excessively prolonged time period. It simply isn't practical to expend time, chemicals and effort deodorizing severely contaminated, especially highly porous surfaces that may require days or weeks of repetitious effort, when sealing can eliminate the problem in minutes.

Examples of the sealing procedure involve painting scorched or heavily smoked drywall with alcohol-based sealers or shellacs. Sealing surfaces not only improves their appearance, but it also speeds up the progress of overall deodorization considerably. The heavier the residue or the more porous the surface (the higher the degree of penetration), the more consideration of surface sealing is required. And don't forget, cleaning always precedes the sealing process, if at all practical, in order to remove loose or gummy contaminant that may cause the sealer to fail to cover or encapsulate the odor.

In summary, on every deodorizing job, conscientious restoration technicians will consider: 1. debris or excess contaminant removal 2. cleaning surfaces exposed to significant residue 3. recreating the conditions of penetration 4. sealing heavily contaminated or highly porous surfaces as the situation dictates Short-cutting basic procedural considerations only results in upset customers, as well as the loss of time and money. Although it is necessary to monitor progress and stop when you're sure that permanent deodorization has been accomplished, true professionals almost always go a little beyond that which is merely satisfactory.

For the complete “Book on Ozone” contact The Ozone Specialists @ 1-866-676-9663.

Susan Duffy

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November/December 2012

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.

Intercon Chemical Co., Inc., provides chemical specialties/degreasers as well as products for floor and carpet care, herbicides, sewage treatment, disinfectants, laundry, warewash and food service. The company offers private and Intercon label and PRO-Con proprietary dispensing system.

The Bullen Companies, Inc., introduced at the ISSA show in Chicago three new Airx products, Wipe-RX® and RXEP Extend Plus Bleach Stabilizer and the Scentinel Gel odor control system.

More information on these products can be found at www.airxinfo.com. Also featured was the SanoVerde floor care program, with information available at www.e-cleanproducts.com. Shown, left to right, are Scott Jarden, president; Vince Smith, operations manager; Rod Bennett, national sales manager; Tim Morris, technology manager; and Alex Jarden, internet sales manager.

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.

Hoover, Inc., A Division of TTI Floor Care, uses its years of expertise to draw from when building a comprehensive line of ruggedly-constructed commercial vacuums and floor care products.

CP Industries provides environmentally safe products including ice melters, cleaning chemicals and detergents. Private labeling available. Chemical formulations and blending provided.

Production facilities are located in Salt Lake City, UT, and York, PA.

Maintenance Sales News

51

Soundview Paper Co., away-from-home sales & marketing team introduced the company’s new product lines at ISSA in Chicago. They are Eminence and Essentials brands. Shown in the back row, left to right, are Jim Feight, national account manager, home & office; Mike Conciatori, director of sales, home & office; Noël Huebner, marketing manager, away-from-home; George W. Wurtz III, president & CEO; and Jim Rochford, vice president of sales, away-from-home. Shown in the front row is Maria Torres, administration. Not pictured: Gene Artz, director of sales, away-from-home.

RD Industries, Inc., is a global leader in designing, manufacturing and distributing closed loop chemical containment and dispensing systems. Shown, left to right, are company representatives Kevin Brown, president and CEO; Chris Beach; Angela Brummond; Michele Weaver; Dave Kernes; Rod Laible, founder and chairman; and Todd Davis.

Trojan Battery Co., drew a crowd at ISSA. Shown are Holly Ernest, Brian Jaibur, Bill Scheich and Mike Harris of Trojan Battery engaged in battery discussions with ISSA attendees at the Chicago show. For more information about Trojan Battery and deep-cycle battery technology, visit www.trojanbattery.com or call 562-236-3000 or 800-423-6569.

Queenaire Technologies, Inc., provides a full line of electronic ozone generators to eliminate odors in a wide range of applications. The company is a certified woman-owned business.

Shown, left to right, are Nicole Plumley, CFO; and Susan Duffy, president & CEO.

XYNYTH Manufacturing Corp., a North American leader in the ice melting and absorbent industry, was founded in 1986. With a major focus on the environment, XYNYTH offers customers several lines of high-quality ice melters, deicers and absorbents that are organic, “green” and safe to use. More information can be found at www.XYNYTH.com.

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. Shown, left to right, are Greg Truit, vice president/general manager of Sikes Paper; Barbara Jagoe, of Mobilistics; Bruce Malinoff, of Sikes Paper; and Duncan Hopewell, of Mobilistics.

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November/December 2012

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.

Expanded Technologies Corp., is a developer of new products including Slip-On®, Wrap Around™ and Slip Over® floor savers; Slide-All® furniture movers; CasterTires™; felt protective pads; furniture glides; door stops and anti-fatigue logo mats.

Chase Products Co., established in 1927, has been a leader in aerosol product development since 1948. The company manufactures DfE propellant-free cleaning products as well as aerosol cleaning products, air fresheners, disinfectants, insecticides, MRO products, paints and coatings.

Zephyr Manufacturing Co., Inc., is a provider of such cleaning related products as wet and dust mops, brooms, brushes, dusters, handles and more. Shown, left to right, are R.J. Lindstrom, president; Bob Schneider, vice president of sales; Norm Zinck, plant manager; and Sean Pence, national sales manager.

North American Salt Co., 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 Millie Boss, NASC; Mark Callihan, Callico Distribution, Taunton, MA; Jeff Heeren, RJ Schinner, Menomonee Falls, WI; Michael Leonard, Leonard Paper, Baltimore, MD; Bob Harper, NASC; and Lisa Moynihan, NASC.

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

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Occidental Chemical Corporation (OxyChem) is the world’s largest manufacturer of calcium chloride products, according to the company, including trusted ice melter brands PELADOW™ Premier Calcium Chloride Pellets, DOWFLAKE™ Xtra 83-87 percent Calcium Chloride Flakes, and COMBOTHERM™ Blended Deicer. The company’s booth during ISSA 2012 was busy with visiting customers and knowledgeable sales & marketing representatives discussing current ice melt market trends. Visit www.oxycalciumchloride.com for information and reliable distributors to service all winter ice melter needs.

Sofidel America 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.

Lindhaus’ Michele Massaro, owner (far left); Al Carpenter, president of Lindhaus USA (second from left); and Cliff Brady, West Coast regional manager (far right) are shown with members of the new rep firm KJA (center). Everyone associated with Lindhaus was thrilled with the huge success of the new floor scrubber line LW30-38 & LW46 as well as the always highly regarded commercial vacuum lines RX380, 450, 500, Dynamic 300, 380 and Activa Pro while at the Chicago ISSA show.

Midlab, Inc., is a leader in private brand products. Midlab has a broad selection of high quality, customer-blended formulas in powder, liquid and solid forms with multiple packaging choices available.

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. Among those people shown are the company’s sales representatives.

Remco Products offers high quality injection-molded color-coded items such as shovels, scoops, scrapers, tubs, and mixing paddles; and is the exclusive U.S.-based distributor of Vikan® brushes, brooms, squeegees and handles which are ideal for compliance with stringent HACCP guidelines. For a catalog, visit www.remcoproducts.com. Shown, left to right, are Chuck Bush Jr., director of national accounts; and James Nichols, vice president of sales & marketing.

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November/December 2012

National Tissue Company is a manufacturer of paper products including tissue, towels, napkins and wipers. It offers custom core, custom sheet sizes, embossing and private labeling.

Shown, left to right, is the National Tissue sales team: Eric Bachhuber, Jill Lambrecht-Hudson, David Holland, Jeffrey Friends, Jay Riley, Mike Graverson and Kristy Leonard.

Morgro, Inc., is a national manufacturer of premium ice melt. Brands are Sno Plow, Deep Thaw, Ice Fighter Plus, and Cal Melt. Morgro has a national distributor distribution base in place across the United States, including Alaska, as well as Canada. Shown, left to right, are Rick Jensen, vice president; and Steve Martin, partner/co-owner, Morgro Inc.

Golden Star Inc., is a full-line manufacturer of professional surface cleaning tools including wet and dust mops, microfiber pads and cloths, dusters, bonnets, brooms and hardware.

Fullriver Battery USA manufactures a complete line of sealed, maintenance free, deep cycle batteries for electric floor scrubbers and sweepers.

Ëkcos Innovations continues to grow as a manufacturer of the ëkcoscreen™ antimicrobial and deodorizing urinal screen.

AWAY Chemical Corp., provides drain pan treatment solutions for all applications, protecting the pan and drain line from backups while eliminating stale odors. Treats from 30 days to six months. Odor control without fans or batteries. Shown are company representatives, left to right, Quincy Carvel, Debra Butler and Grant Lucas.

Maintenance Sales News

DDI System offers jan/san and paper distributors a choice for leading technology and exceptional service. DDI System helps customers increase efficiency, profitability and success. The companyâ&#x20AC;&#x2122;s highly tuned, fully integrated solutions are successfully deployed within weeks to provide operational benefits and to eliminate costs. Shown, left to right, are Michael Gorodisher, Rayna Naclerio and Nicole Mangarella.

Diamond Wipes International is a professional manufacturer of premoistened and disposable wiper products for all cleaning needs.

Starco Chemical provides a complete line of powders and liquids used in warewashing, maintenance, industrial and laundry applications. Shown, left to right, are Tony Lau, sales and new account specialist; Harvey Wasserman, vice president of sales; Harold Diamond, president; Martin Zaret, vice president of sales; Scott Koenings, Midwest regional manager; Robert Dattoli, Eastern regional and bid manager; and John Russo, Atlantic regional manager.

55

International Salt Company offers a comprehensive selection of ice melt products that includes treated and untreated bulk ice control salt as well as packaged ice melters. Representatives from International Salt and Morton Salt exhibiting at the 2012 ISSA Show, from left to right, included: Robert George, vice president, industrial sales and marketing, International Salt; Mary Kay Warner, marketing manager, International Salt; Julie Davis, account executive, Morton Salt; Ann Morton, DSD manager, Morton Salt; Jennifer Havill, marketing manager, Morton Salt; and, Jack Kassabian, general manager, industrial sales and marketing, International Salt.

Haviland Corporation provides such products as floor and window squeegees, vac and automatic squeegees, gaskets and splash guards, handles, floor scrapers and water brooms, and paving and concrete hand tools and applicators.

Carolina Mop Manufacturing Co., supplies such cleaning products as wet and dust mops, brooms and handles, brushes, carts, buckets and wringers. Shown, left to right, are Jay Ritter, vice president; and Bill Ritter, national sales manager.

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November/December 2012

EES, Inc. offers urinal screens and blocks, toilet blocks, wall deodorizers, toss blocks and liquids, along with air fresheners. Pictured, from left, are Ben Longley, Linda Nix, Vivian Ritter and Dan Ritter.

Magnolia Brush Manufacturers Ltd., provides many types of brushes, brooms, mops, squeegees, buckets, handles, sponges and dust pans for the janitorial supply trade. Shown, left to right, are company representatives Gary Townes, Greta Moore and Jim Jeffer.

Cargill Salt provides ice melter products including Winter Melt, Glacier Melt, Dyn-o-Melt, Green Melt and Flash Melt. Also available are water conditioning products including pellets and solar salt.

Shown, left to right, are Jackie Van Norden, Cargill Salt product line manager; Steve McMichael, Cargill Salt national retail sales manager; and Patte Thuening, Cargill Salt account manager.

Warsaw Chemical Co., Inc., provides all-purpose cleaners/degreasers, restroom sanitation chemicals, disinfectants, hand cleaners, dish washing and laundry detergents, floor finishes, carpet cleaners and more. Shown, left to right, are company representatives Kevin Caswell, Mike Purichia, Jon Yankasky, Carolyn McGuire, Ken Jones, Marion Carpenter and Harry Myers.

VPR Impex, Inc., is a manufacturer of vapor cleaning systems, floor scrubbers and sweepers, wet/dry vacuum cleaners and gum removal equipment

Amrep, Inc., helps â&#x20AC;&#x153;Restore, Recharge & Refreshâ&#x20AC;? with the latest fresh fragrances from TimeMist by Amrep. Made in the USA.

Maintenance Sales News

57

CaddyClean Scandinavia AB provides a durable, versatile, lightweight and economical cleaning tool for the market today. It’s been sold worldwide for the past 10 years, and is the recipient of a product innovation award in Europe. CaddyClean is offered for the first time in the United States by Oreck Commercial Sales, which serves as the product’s exclusive North and South American distributor (info@caddyclean.com). Shown, left to right, are Bob Proulx, vice president of sales & marketing, CaddyClean of America (bproulx@oreckhosp.com); Johansson Carlsson, vice president; and Sven-Erik Carlsson, president and creator of CaddyClean Scandinavia AB.

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.

Delamo Manufacturing offers cleaning products designed with utility and value. This includes trash cans, wringer buckets, pails, dust pans and tools. Shown, left to right, is Team Delamo “Building The Road To Innovation And Sustainable Cleaning” — Jeff Leong, director of sales; Michael Morales, customer service specialist; Fred Morad, president/CEO; Helana Morad, director of business development; Todd Carlson, general manager; Danielle Morad, product manager; and Susan Morad, vice president/CFO.

American Paper Converting is a paper converter featuring towel and tissue products. Shown, left to right, are company representatives Don Work, Lydia Work, Jorge Tunnermann, Alisa Hallock, Mike Isola and Craig Thomas.

Deb, Inc., welcomed booth visitors who demoed the latest in foaming technology at the 2012 ISSA/INTERCLEAN Tradeshow in Chicago. According to Deb officials, visitors witnessed firsthand the industry’s first heavy-duty hand-cleansing foam with suspended scrubbers — Deb GrittyFOAM™. Deb developed GrittyFOAM to address the most pressing issues facing health and safety managers, including improved effectiveness and safety, better cost efficiency and enhanced sustainability.

Ha-Ste Manufacturing, Inc., provides such janitorial and industrial floor care products as wet mops, dust mops, monofilament finish mops, microfiber products and hardware. Shown, left to right, are Robin Stewart, president; and Dale Stewart, marketing manager.

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November/December 2012

Mor-Value Parts Co. is a parts wholesaler for floor cleaning equipment, such as sweepers, scrubbers and vacuum cleaners with a large inventory for the most popular parts, including squeegees, brushes, vacuum motors, flters, hoses, switchers, and vacuum bags.

Poly Plastic Products offers high density and LLDPE institutional can liners, medical waste liners, packaging films and industrial bags and films. Pictured, from left, are Vince Oberto, Sales Mgr Poly Plastic Products; Steve Redlich, Pres/Owner Poly Plastic Products; Terresa Berry, Institutional Team Leader FlexSol Packaging; Steve Schroeder, Pres/Owner Republic Bag; Peter Horwitz, VP of Sales & Marketing FlexSol Packaging; Chris Cervantes, VP of Sales for Republic Bag; Tim McGowan, VP of Operations Poly Plastic Products; Joe Folgado, Inside Sales/Service FlexSol Packaging; and Arnold Fox, Packaging Specialist Poly Plastic Products.

Briarwood Products Co., offers Quick-Bite wet mop holders, dust mop frames and related mopping equipment, and fiberglass extension poles. Shown, left to right, are Erwin Tomm, president; and Manfred Tomm, vice president.

Berk Wiper International, LLC, enjoyed record attendance in its new show booth, according to Berk Wiper President and Head of Sales Jeff Berk, who added the event was a fabulous show for the company. Shown, left to right, are Bob Lee, vice president of sales; Jill Blatstein, account executive; Larry Berk, CEO; Jeff Berk, president; and Eileen Hupp, sales manager.

Tucker Manufacturing Co., Inc., provides high level window washers, aluminum telescoping handles, specialty brushes, awning cleaning systems and spot-free water treatment options. Shown are company representatives Robin Bradley Tucker and Carole Tucker.

Gofer Parts is one of the leading aftermarket floor care parts distributors in the country. With its own brand of high quality vac motors and squeegee blades, the company is able to offer great replacement parts without the OEM sticker shock. Shown, left to right, are: Mike Egnak, product manager; Dan Bell, IT manager; Deanna Williamson, purchasing director; Jen Amendolia, customer service manager; John Grace III, general manager; and Josh Henley, outside sales rep.

Maintenance Sales News

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Bro-Tex, Inc., provides nonwoven, paper and cloth wiping products. This includes premoistened surface disinfectant and hand cleaning wipes. Private label and contract converting available. Bro-Tex also distributes industrial sorbent products and microfiber towels and mops.

Kissner Salts & Chemicals Ltd., is a manufacturer and distributor of ice melters, industrial chemicals, salt and pallet wrap.

R&B Wire Products, Inc. is a diversified manufacturer of wire, tubular and steel related products serving the coin-laundry, health care, hospitality, laundry, janitorial supply, material handling and car wash sectors. Pictured, from left, are Frank Rowe and Mark Paulson.

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速 and Eliminate brands.

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.

WizKid offers an absorbent and antibacterial mat that sits under the urinal to collect and disinfect. Pictured, from left are Jeff Crevier and Dave Williams.

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November/December 2012

Dead Sea Works Ltd. c/o K+S, provides deicing and dust control products, including MAG速 magnesium chloride ice melter. Shown, left to right, are Kyle Mazza, industrial sales manager, K+S North America Corporation; and David Kugelmass, marketing division director, chemical products, Dead Sea Works Ltd.

For over 30 years, SKM Industries, Inc. has been manufacturing marking tools, office supply products, craft products and Do-It-Yourself (DIY) solutions. Pictured are Shanta Syal and Ernest J. Gazda, Jr.

Moerman America offers professional window cleaning tools, squeeges and other cleaning tools for industry, food service and household markets. Pictured is Phil Verne, General Manager.

Qleeno is a manufacturer of a state-of-the-art low-profile floor scrubber with a patented rotating squeegee design that is environmentally safe while offering portability and 360-degree maneuverability. The company also produces other floor scrubbers and extractors as well as provide brushes, pads, pad drivers and cleaning solutions.

Norton Abrasives provides floor, hand and utility pads as well as scrubbing sponges, sanding screens, sandpaper, sharpening stones, microfiber and natural stone care products.

Perform Manufacturing, Inc. is a manufacturer of industrial speciality chemicals for industrial and institutional markets. Pictured, from left, are J.R. Crane and Cam Cravens.

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Filmop USA designs, produces and distributes a large range of microfiber mop systems; mop buckets; and maid, janitorial, health care and hospitality carts stocked in the USA.

Seko Dosing Systems Corp., provides state-of-the-art equipment for warewashing, drain and odor control, laundry, dilution, water treatment and swimming pools.

VVF Amenities provides wrapped and unwrapped institutional and lodging-size bar soaps as well as lotion and shampoo in bottles and packets. Shown, left to right, are company representatives Monica Bahr, vice president of amenities; and Flor Mercado, logistics coordinator.

Tucel Industries, Inc., features green/recyclable products including fused brushware with no staples for food processing, food service, infectious disease control, safety and janitorial sanitation. Shown are John Lewis, president; and Joanne Raleigh, vice president.

Chemical Universe provides branded and private label institutional and industrial cleaners and chemicals. Shown, left to right, are Brenda Villegas, sales consultant; Derek Ackart, national sales manager; Dan Ackart, president; Minerva Felix, Latin America sales; and Kip Lappert, production manager.

ETC of Henderson, Inc., provides such cleaning items as synthetic and natural fiber floor pads, mops, carpet bonnets, screen discs, brooms, brushes and hand pads.

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November/December 2012

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