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MAINTENANCE

SALES NEWS Exclusively Serving Professional Distributors

November/December 2013

Vol. 30, No. 6

Read/Download MSN At: www.maintenancesalesnews.com

MSN FEATURE STORIES New System Carpet & Building Care, Ltd. Promotes Environmental Health...........................6

November/December 2013

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

Editor Harrell Kerkhoff

Associate Editor Rick Mullen Advertising Don Rankin Linda Rankin

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4 Distributorships: All Following Their Own Paths To Success .............................18 MSN’s 2013 ISSA/INTERCLEAN Post Show Coverage Record Number Of Exhibitors Highlights 2013 ISSA Show............................34 ISSA/INTERCLEAN® 2013 @ Las Vegas Booth Photo Gallery..................50 – 62

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Industry News/Products 38 | Advertisers Index 62 | Classified Advertising 62

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On The Cover: New System Carpet & Building Care, Ltd. is on a mission to promote cleaning for health. Left to right are Vice President of Sales & Marketing Ted Barklage, President Amy Roper and Chairman of the Board Jon Questell. See story on Page 6.

Maintenance Sales News (ISSN 1040371X) is published bimonthly by Rankin Publishing, Inc. 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130. Publisher assumes no liability whatsoever for content of any advertisement or editorial material contained herein. Copyright 2013, Rankin Publishing, Inc. All rights reserved. No part of this publication may be reproduced or transmitted in any form without written consent of Rankin Publishing, Inc. Periodical postage paid at Arcola, IL, and additional mailing offices. POSTMASTER: Send address changes to Maintenance Sales News Circulation, 204 E. Main St., P.O. Box 130, Arcola, IL 61910-0130

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Industry Calendar of Events March 15-18, 2014 — International Home & Housewares Show, McCormick Place, Chicago, IL. For information: 847-292-4200.

MOVING? Old Address: Affix old mailing label or print old address here: Name _______________________________________________

April 30 - May 1, 2014 — NJSSA Supply Line, Atlantic City, NJ. For information: 973-283-1400.

Company ____________________________________________

May 6-8, 2014 — National Hardware Show, Las Vegas Convention Center, Las Vegas, NV. For information: ww.nationalhardwareshow.com.

City, State, Zip ________________________________________

May 17-20, 2014 — National Restaurant Association’s Restaurant, Hotel-Motel Show, McCormick Place, Chicago, IL. For information: 312-853-2525. November 4-7, 2014 — ISSA/INTERCLEAN® - North America, Orange County Convention Center, Orlando, FL. For information: 847982-0800.

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New System Janitorial & Maintenance Supplies By Rick Mullen Maintenance Sales News Associate Editor

Promotes Environmental Health ew System Carpet & Building Care. Ltd., of Earth City, MO, a suburb of St. Louis, has been on a mission to promote cleaning for health since becoming involved early-on in the “green” movement. “New System is a janitorial/sanitation distributor interested in the environmental health of people, promoting ‘green’ cleaning and practices,” said owner/founder and Chairman of the Board Jon Questell, in a recent interview with Maintenance Sales News Magazine at the company’s facility in Earth City. “We are a consulting company, because we don’t try to just push products. We seek to do what is best for the customer, which is not always the cheapest thing.” Along with Questell, New System Vice President of Sales & Marketing Ted Barklage also became involved in the early days of the green movement. “We saw that cleaning for health was something our customers were interested in,” Barklage said. “As a result, we became involved in training programs, including ISSA’s CIMS (Cleaning Industry Management Standard) and CIMS-GB (green building) programs.” Barklage became CIMS and CIMS-GB certified and is also an ISSA Certification Expert (I.C.E.). As an I.C.E., he is able to provide training and consulting services to cleaning organizations interested in complying with, and preparing to, be CIMS certified. “We also have a sales rep, Dave Thompson, who is very heavily involved in cleaning for health, and who was a member of the committee that formulated the green guidelines for schools in the state of Missouri,” Barklage said. “Currently, he is involved with GCI (Green Clean Institute) that promotes training for environmental health. “The state committee put together some very good guidelines, and we have used them with our non-school customers as well. “We prefer the phrase ‘environmental health,’ rather than ‘green,’ because that is what green really is — cleaning for health. We are trying to transition from just talking about green, which has kind of become a ‘catch-all’ word. ‘Environmental health’ is a better definition of what we are trying to accomplish.” Questell added: “The salesman that Ted (Barklage) is speaking of also helped one of our customers obtain two very prestigious awards. The first year, the customer was recognized by a particular organization as having the best new cleaning system in the United States for grades K through high school. The next year, the customer received the highest award for all types of

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November/December 2013 Pictured on page 6 are, left to right, Chairman of the Board Jon Questell, Sales Manager Steve Stillwell, President Amy Roper, Purchasing Manager Dennis Fortman, Customer Service Manager Penny Wood, Vice President of Sales & Marketing Ted Barklage and Customer Service Representative Mary Jones.

institutions in the United States. “We were very proud of what our salesman accomplished, and what we did as a company to help that customer achieve those honors.” New System’s environmental health experts are also able to help customers obtain U.S. Green Building Council LEED (Leadership in Energy & Environmental Design) points.

According to www.usgbc.org, LEED is a program that provides third-party verification of green buildings. Building projects must satisfy prerequisites to earn points to achieve different levels of certification. “We have had several customers that have obtained or are seeking LEED building certification, especially in their new construction projects,” Barklage said. “Officials at St. Louis Community College sought LEED certification for a build-

ing on one of their new campuses, and New System was involved in selling them some of the equipment they use there. “Even on the equipment side of things, we have tried to be progressive and get involved with companies that are sustainable and really ‘walk the walk and talk the talk.’ “In addition, New System was one of the first distributors in this area that pushed microfiber early-on. One of our school districts here was really interested in microfiber products. “We became involved when microfiber was $6 or $7 a cloth. Now microfiber cloths can be purchased for 85 cents at retail outlets. There is so much available in the microfiber market that it has almost become a commodity.” Emphasizing Procedures As Much As Products

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uestell founded New System in 1971 in the St. Louis metro area as a small janitorial cleaning company. Initially, the cleaning company’s clientele included a large, well known restaurant chain. “I had always sold chemicals on the side, so we just kind of combined the businesses,” Questell said.

“We prefer the phrase ‘environmental health,’ rather than ‘green,’ because that is what green really is — cleaning for health.” — New System VP Sales/Marketing Ted Barklage

In the 1980s, New System launched a division to distribute rental carpet cleaning equipment through retail outlets, supplying 6,000 carpet cleaning rental machines over a six-state area. “We got out of the cleaning and the machine rental businesses, for the most part, in the late 1990s,” Questell said. “At that time, the company began to focus solely on being an up-to-date, progressive, janitorial sanitary supply distributorship. “Today, we service an area covering about a 150-mile radius from Earth City,” Questell said. “Through the years, we did some blending of products ourselves, but we basically sell brand name items now.” New System’s product categories include chemicals, cleaning equipment, cleaning supplies, facility maintenance, foodservice, grounds maintenance, hospitality, industrial packaging, liners, matting, office supplies, paper, receptacles/trash, rest room, safety, skin care and tools. “We really emphasize procedures as much as products,” Questell said. “We teach the procedures to become health friendly more than anything. That is why the consulting part of our business is very important. We want customers to use the best practices and labor-saving techniques. New System Sales Manager Steve Stillwell, guru of our system selling, shows customers the

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November/December 2013 ing and eco-friendly choices for the cleaning and maintenance needs in education, municipal, industrial, health care and retail markets.” This statement essentially encapsulates the foundation of everything New System does in serving its customers. “We want to be in business and make a living, but we also want to make a dif-

“We really emphasize procedures as much as products... It is how products are used that is important.” — New System Owner/COB Jon Questell

New System Chairman of the Board Jon Questell is shown in his office in Earth City, MO. The company is strategically located at the crossroads of Interstates 270 and 70.

advantages of the entire package. “It is not just about selling products, because everybody has good products. It is how products are used that is important. “The more we educate customers on how the procedures that they are using affect their health, the more interested they become. The customer must see value in order to change a procedure or change a way of doing things. “Through training, we bring these procedures to our customers’ attention. The more aware they become, the more they want to be involved in procedures that are better for the environment. “I think most people do not think of cleaning as a very high priority item. When people become aware of cleaning in terms of health, it becomes perhaps the most important thing that they need to have in their lives.” New System’s mission statement says, in part, “We resolve to pursue healthy, timesav-

ference for people,” Questell said. “This is done through procedures, as much as it is through products.” A large part of the company’s customer base is in the area of education, helping schools, college and universities ensure the health of all those who study and work in their facilities. “There is a lot of cleaning for health involved in schools; however, we are endeavoring to spread out into other markets,” Barklage said. “We have customers in other segments, such as building service contractors, industry, retail, foodservice and health care, and we are trying to expand those markets.” Another market segment in which New System has been very successful is equipment sales. “We have been told we sell more equipment than the average jan/san distributor of our size,” Barklage said. “Equipment is a big part of our sales. We have chosen to partner with some of the strategic high-end (equipment vendors). We have an excellent equipment specialist, Eric Hickman, whose knowledge of cleaning equipment is second to none. He can diagnose problems quickly and flawlessly of any of the quality equipment that we sell.” Questell added: “He is also certified by a multinational software corporation, so he understands computers. In this day and age, it is not just a matter of knowing equipment, you have to know the computer technology that goes along with it.” New System’s cleaning experts are also well versed in the technology that allows customers to strip floors without using chemical-based strippers. Questell said, “Customers are amazed at how quickly they can strip and recoat a floor.” Questell said New System’s partnership with a company that has been in the floor finish business for 100 years has been a plus. In addition, the distributorship has partnered

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November/December 2013 with a well-known company that is a leader in educating on how to clean with hydrogen peroxide. “We have been happy with these relationships and they have been long ones,” he said. “These companies have helped us and we have helped them.” Helping Customers By Consolidating Product Usage

ccording to Questell and Barklage, an important way New System helps customers save on products and costs is by showing them how to consolidate usage. “Ted (Barklage) helped one of our school system customers that was using 30 different products whittle that amount down to four,” “While we have always Questell said. “You can imagine the costs inin a system with 30 schools, with each tried to help customers volved using 40 different products. While we have always tried to help customers consolidate consolidate product product usage, this is an approach we espeusage, this is an cially highlighted during the recession years.” In instituting the product consolidation proapproach we especially gram with the school system, Barklage began highlighted during the with just one school. “When we set up the program in the first recession years.” school, we went in with a couple of cases of — New System Owner/COB Jon Questell product,” Barklage said. “They were literally removing an entire pickup truck full of chemicals from the school that they moved to another school to use. They had so much product in the school district that it took them three years to use it all, as they slowly converted to using basically four products to clean the buildings.” Questell added: “We also found that it is very good to go with proprietary systems that cut down on usage of paper and soap. We are very much about showing customers not to just look at the initial cost, but also to realize what these programs save them in the long run in terms of product usage. This has always been our philosophy.” Barklage pointed out that these types of usage consolidation programs also can save customers money, as well as product usage. “In some of programs where one chemical is used to clean many different areas of a facility, the chemical might be a little more expensive. However, when looking at the end-use cost, it is usually very competitive, if not lower than what the customer was paying for seven or eight chemicals.”

Vice President of Sales & Marketing Ted Barklage is shown in the company’s training room at its Earth City facility.

Training An Important Key To Successful Cleaning

n addition to offering the best products and procedures to accomplish the goal of cleaning for health, providing the proper training and education to both customers and the company’s sales force is also a vital part of the equation. “We converted one of the rooms in our facility into a classroom,” Questell said. “We offer regular training seminars at our facility and in other locations to teach customers, not only how to clean, but also the philosophy of healthful cleaning in the 21st century.” Questell explained that New System has called upon independent cleaning experts, such as those associated with ISSA, to conduct training at the company’s seminars. “Having these speakers at our seminars really helps, because customers understand that these independent people are not participating to try to sell products for our company — they are teaching how best to clean for the health of the industry,” he said. “The customer needs to know why he or she should pay 10 cents a case more for a particular product. How does this product better fit the customer’s needs? It is an educational process all the way around.”

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November/December 2013

“One of the important aspects in serving customers is we don’t want to be a salesman who just comes by and writes an order every week,” Barklage said. “We want customers to trust that our sales people know what they are talking about. We want customers to be confident that if they have a concern or an issue, they can come to us, and we will be a consultant for them. “We are finding this approach becoming more and more important as some of the big box companies are getting into the jan/san marketplace. Anyone can get online and order something and have it delivered the next day or the same day. For example, the customer is not going to have someone come to his or her facility to help if they have a floor care problem. “Let’s say the customer purchasing product from a big box company online puts down

floor finish and it turns cloudy. Why did this happen? That customer may not have a clue of why it happened. “In forming a partner relationship, we seek customers who are interested in really taking care of their facilities, so they can learn, not only the products that help, but also the procedures. In the cleaning industry, as we all know, labor is the biggest cost. The cost of products is very small, compared to labor. If we can help customers refine their procedures and get things right, we will save them money.” According to Questell, another important source of information, cleaning for health products, training and networking opportunities with other distributors has been the company’s relationship with a national janitorial supply buying group. “We have learned from our discussions with the buying group related to the problems it has encountered and solved, and how that information can be applied to New System,” Questell said. “In addition, we have taken the marketing and procedural information we have gained from the buying group to help our customers get the best ‘bang for their buck,’ so to speak.” “We have been training customers on the new GHS (Globally Harmonized System of Classification and Labeling of Chemicals),” Barklage said. “Our buying group put together a nice presentation for us to use. We have been using these materials and the information OSHA (Occupational Safety and Health Administration) provides to train several of our customers.” The GHS is an internationally agreed upon system created by the United Nations. It includes criteria for the required classification of health, physical and environmental hazards, as well as specifics on what information should be included on labels of hazardous chemicals and safety data sheets. In giving customers the best training in cleaning procedures, New System’s knowledgeable and veteran staff has been a major plus. “We actually have one salesman who still works for us part time who is almost 88 years old. He doesn’t want to give up,” Questell said. “We recently hired a sales consultant who worked for another company for a number of years and he very much likes the type of atmosphere that we that we have presented here. He has been very successful in a very short period of time.” Barklage added: “By the way, the salesman who is 88 years old still enjoys working part time helping people with their product needs.” Upgrading The Status Of The Cleaning Industry

n recent years, ISSA and other cleaning industry entities have ratcheted up an ongoing effort to educate, both the public and those who work in the industry, on the vital importance of cleaning for health. Barklage said. “Cleaning for health and safety is a very noble effort. We try to stress that to our customers who are in the business of cleaning. “People who clean are responsible for the health, particularly in a school district, of hundreds of students, administrators, teachers, parents and anyone who enters that building. We have tried to educate people through the years, and we will continue to strive to make people who are in the cleaning industry feel better about themselves.” Another aspect of upgrading the status of those who work in the cleaning industry is to

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combat the industry-wide challenge of attracting the younger generation. “Attracting younger people into the industry is an ongoing problem,” Questell said. “Many times they expect instant gratification, and this is not a field where you are going to instantly make a good living. It is going to take some time. In this industry, nobody is going to hand anything to anyone on a silver platter. A sales person has to earn the respect of the people he or she is calling on.” Barklage added: “Nor is it a particularly glamorous field. However, we try to stress to people that the sky is the limit in this business. It is almost like having your own business. The harder a person works, the more money he or she can make. “The industry, as a whole, is seeing the aging of sales staffs. It is a very difficult problem to deal with. We haven’t been able to get people right out of school so far, but we are still looking in that direction.” Many in the industry have stressed that the days of the janitor with a cigar hanging out of his mouth and a key chain attached to his belt are long gone. Today’s cleaning staffs, be they sales people or those who do the cleaning, must be knowledgeable in many areas. They must have an indepth knowledge of chemicals, products, procedures and the technologies associated with the industry. “I think the more we can make it abundantly clear to the younger generation we are trying to attract, that they need education to perform a good service as a consultants the better off we are,” Barklage said. “This will result in more personal reinforcement to the type of job they have. “We are trying to upgrade the status of the salesperson in the jan/san industry here at New System, as well. We are involved with the software company whose computer technology we have installed to run our business. One of the software company’s subsidiaries offers an iPad app that links into the database in our office. “We have outfitted our sales reps with iPads, so they have ready access to customers — the history of the customer, what he or she has ordered, etc. This makes taking an order very easy. “In addition, we have created a YouTube channel for New System. We have contacted all the vendors with which we do business, and if they have videos available on YouTube, we put them in a play list on our channel. This allows sales reps and customers to go to one place and, by manufacturer, view videos. “We have found that many of our younger customers enjoy this kind of technology, and even some of our older ones. This feature also helps our sales people. “When you come to think of it,

sales people have to be experts in many aspects of cleaning, from floor finish to chemistry, as well as the different types of paper structures and wipers. It can be hard to remember all the information available. Now they can go to our YouTube channel and view a one- or two-minute presentation by an expert. This access has helped our sales people in their presentations.” When it comes to presenting a positive image of the cleaning industry, New System walks the walk at its headquarters in Earth City. “In our facility, we try to foster an environment that reflects the kind of business we are in,” Questell said. “We spend a lot of time here. We like to present how cleaning should be done to customers and other people who come to visit. When they look at our floors and the carpeting, people often say “How do you do this?’ Keeping our facility clean and attractive is a way of, in essence, witnessing to visitors about what method they should use.” The company moved to its current location in 1998, which New System officials say is one of the most desirable areas in the St. Louis metro area for a distributor. “We are at the crossroads of Interstates 270 and 70. We can travel in four directions from our facility in less than five minutes,” Questell said. “It is a very good distribution point. The size of our facility, including the mezzanine, which houses the repair department, is nearly 15,000 square feet. We have been able to manage quite nicely here.” “Just to give an indication of how good a location we have, in the business park here, UPS and FedEx are our neighbors,” Barklage said. “These companies realize the this is a very strategic location. After we moved here, we outgrew our space and we added on to the back of the facility, as well as the mezzanine for the repair shop.” In its delivery operation, New System uses three trucks and three panel vans. In addition to making deliveries, the vans are used for making service calls for its equipment repair services. “When we can, we try to deliver the next day,” Questell said. “However, we train our sales people to anticipate what customers are going to need. This allows us to know which day is best to make deliveries to a particular customer so we don’t have to run to every part of the city on the same day. It is much more fuel-efficient if we can know what a customer needs ahead of time. “In addition, drivers are supplied with hand-held devises on which customers sign off on deliveries. This gives us a record of signatures, which are printed on invoices when Continued on Page 48

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November/December 2013

By Rick Mullen and Harrell Kerkhoff Maintenance Sales News Magazine

“Instead of just relying on our full-time sales reps, we want everybody at our company to get involved with the customer experience and sales process. More than just a supplier of goods, those This includes the person who answers the phone to who operate many of today’s successful the person who delivers the product – and everyjanitorial/sanitary distributorships find creative body in-between.” ways to educate and provide other value-added Employees at Fikes Products have a goal each services for members of a wide customer base. business quarter to help the company reach 7.5 percent growth. If successful, they are rewarded with bonuses and such perks as extra vacation Maintenance Sales News Magazine time. Each individual at the company has perrecently talked with four such distributorformance metrics in place to help him/her set in- ucts from his retiring parents in 2003. ships, located in different parts of the Today, the distributorship has two locations, one in dividual goals as well. United States, to see what value they Results from these incentives have been impressive Kent and another in Portland, OR. are bringing to the cleaning “We now have over 3,500 customers with a territory that as the company is expected to grow slightly over 35 persupply marketplace. stretches from the Canadian border to just north of Eugene, cent this year. “We had one of our best summers ever and broke sales OR,” Mark Sims said. Company officials focus on three main areas of busirecords. It helped that our local economy is improving,” ness as they help customers keep their facilities clean and Sims said. Mark Sims’ father, Al Sims, began distributing rest- sanitary: ncouraging “total employee engagement” is helping room, hygiene and odor control products in eastern n Restroom hygiene, which includes the proper cleaning officials at Fikes Products grow the business into a Washington over 25 years ago. Having essentially grown of sinks and toilets, tile, grout, walls and other high-touch leading supplier and educator of cleaning related up in the business, Mark Sims helped his father expand zones; products/equipment in the Pacific Northwest. n Product consumables, such as towel and tissue items, the company in the mid-1990s to the Seattle area in westHeadquartered in Kent, WA, with just under 50 em- ern Washington, which is where Kent is located. napkins, can liners, cleaning chemicals and disposables ployees, a philosophy has entrenched the distributorship The younger Sims started selling products from a stor- gloves; and, in which each employee has a real stake in the company’s age unit and a van. He eventually purchased Fikes Prodn Odor control items. success. “Our odor control business “In the past, we used to just stress to our sales peohas been very good for the ple what products they needed to sell. We have distilled company. We have employthis process down and now ask, ‘What is your impact ees who can enter a cuson the customer? What are your goals?’ We are pertomer’s facility and solve sonalizing the selling process, creating synergy with odor problems in such places company goals and creating a new sales culture,” Fikes as trash rooms, hallways, Products President Mark Sims said. “We talk a lot dumpster areas, etc. We proabout the sales process, which includes question-base vide a wide variety of prodselling and helping our customers grow. It’s important ucts, which includes aromaFikes Products President Mark Sims helped expand that our team members understand the needs of our therapy,” Sims said. the company in the mid-1990s to the Seattle, WA, area. customers, determine what they (customers) value Officials at Fikes Products most and then build orders accordingly. also utilize their training

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skills to help fellow staff members and customers learn and understand how to use different products and how to keep various parts of a facility clean. “When it comes to training, we also try to utilize our manufacturer’s reps as much as possible. A good example is a program we started about a year ago called, ‘Learning at Lunch.’ This involves many of our employees gathering for a provided lunch every Friday at our facility in

November/December 2013 Kent, and listening to manufacturer’s reps present the benefits of particular products and/or types of equipment,” Sims said. “How to use the best sales process and truely help customers are also discussed. These are always key topics covered at every one of our lunch events.” In an effort to further help employees, a paperless system is expected to be introduced at Fikes Products in 2014. This will involve many employees receiving computer

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tablets in an effort to better manage inventory and sell products to customers. “This process will become even more valuable as we continue to add product SKUs,” Sims said. Customer education is also vital. At Fikes Products, company representatives spend valuable time discussing the value of using products that score big in “cost per use,” “time savings,” “reliability” and “effectiveness.” “For example, we explain to customers that if they are buying a product at $5 a case cheaper, but lower in quality, they might very well be ‘stepping over quarters to pick up nickels,’” Sims said. “It’s important to discuss how other companies have benefited from a higher quality product, and help our customers come to the same conclusion. “I’m not saying we don’t always compete on price. There are times when we have to, but if all a customer wants is the absolute lowest price all of the time and nothing else matters, then that customer is generally not a great fit for us. If you forget to talk about your value proposition and differentiation in the marketplace, then the only thing you can compete on is price.” Many customers of Fikes Products participate in an inventory control program that is managed by the distributorship. These customers rely on Fikes Products to maintain their proper par levels on a scheduled basis. “We maintain inventory levels for these customers, which also means there must be the right amount of products placed in our trucks each day,” Sims said. “Our system of managing inventory becomes a value-added service component once we establish trust with these customers. They rely on us to make sure that whenever they go to their janitor’s closet, specific shelf or storeroom, they will be wellstocked with supplies. This process also helps us, as a company, to maintain a consistent delivery stream.” In order to maintain such an inventory control program for customers, Sims relies on dependable delivery drivers to make sure products are delivered in

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provide products. “For instance, we install and repair equipment such as dilution control systems as well as towel and tissue dispensers, and help customers recover from vandalism at their facilities. It’s important to have strong reciprocal relationships in place.” Sims added that more people are looking for simplicity when it comes to keeping facilities clean. “It’s important to today’s customers that they can benefit from better time and product utilization,” Sims said. “I can remember 10 or so years ago when an end-user might have 10 different cleaning products in a janitor’s closet. Many of these same people are now using a dilution control system and just two or three cleaning products.” Helping customers maintain “problem areas” in a facility is also a main focus at Fikes Products. It’s a challenge that many in the distributorship relish. “The areas of a building that give our customers the most trouble cleaning are generally the same areas where we have the most expertise. For example, we (as a comFikes Products has locations in Kent, WA, shown above, and Portland, OR. pany) started out as a supplier of of examples where our route sales representatives can restroom care products. This remains one of our specialties. We help our customers keep their restrooms clean help a customer. “Basically, our employees ask questions and suggest from an aesthetic, germ-free and overall cleanliness peradditional alternatives in an effort to become more spective,” Sims said. “Other challenges customers often need our help with include high-traffic retail locations, tile valuable to customers.” Focusing on customer service is the No. 1 objective at and grout care and keeping kitchens clean from grease and Fikes Products, according to Sims. He said the goal of the oil spills. The latter problem is associated with slip-andbusiness is to be, “A service company that happens to also fall issues.” the right amount and on time. “We actually call these employees ‘route sales representatives,’” Sims said. “Along with delivering products, they look for other ways to help customers solve problems. For example, one of our route sales representatives might notice that graffiti has been sprayed on a customer’s restroom stall and recommend a graffiti removal product that we supply. Or, our representative may enter a kitchen and notice fruit flies are present and suggest a fruit fly trap. There are all kinds

As officials from Fikes Products continue to broaden the company’s product line, this can lead to the business becoming “everything to everybody.” At the same time, Sims feels employees at the distributorship work hard to be “high service niche providers.” This helps the company differentiate itself from many businesses that sell similar products, such as big box stores. “For us, it’s about making sure our customers, such as those people who operate restaurants, do not worry about running out of cleaning supplies and bathroom tissue during a busy weekend,” Sims said. “We also cater to retail spaces and high-end property management buildings where the people in charge want to make a good impression. “When it comes to our par level stocking program and our focus on cleanliness and odor control/ aromatherapy –– these are the areas where we benefit the most by being niche oriented. This is how we compete against bigger competitors.” Recognizing that today’s buyers of cleaning goods and related products are better informed is also essential, Sims said. “Providing a high-value proposition when it comes to service, price and quality must always be factored in when working with customers. Otherwise, we will be out the door,” he added. Contact: Fikes Products, 8041 S 228th St., Kent, WA 98032. Phone: 253-854-2439. Website: www.fikesproducts.com.

ategorized as a janitorial supply and paper house, Harter Supply, of Elkhart, IN, services a 50-mile radius in north central Indiana and southwestern Michigan. The distributorship also provides customer training as well as sells and services jan/san related equipment.

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“Our customer base includes school systems, municipalities, churches, commercial and industrial accounts,” said Brian Chamness, owner of Harter Supply. “We are a fairly small company that places a high importance on customer service. Our niche is being able to deliver to customers on a timely basis. This includes next-day service on most items. “I’ve told our sales people that, given our size, we are not going to be the cheapest supplier, so we have to be able to offer other benefits that provide value. We also look for hands-on vendors to help us service customers. This in-

cludes customer training.” North centeral Indiana is well known for being home to many recreational vehicle (RV) and boat manufacturers. In fact, the area is often referred to as the “RV Capital of the World.” The Great Recession, however, placed a dent in this region’s economy. The good news is there are signs of improvement, according to Chamness. “We are seeing growth in our business compared to the past four or five years. The Elkhart area was hit pretty hard by the recession, but it’s coming back strong,” Chamness said. “Although the economy has turned around some,

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people here seem to be more aware of how they spend their money. Therefore, we work hard to learn about a customer’s needs and show our value. It also seems to take longer to get into relationships with businesses now than before.” A major value-added service that continues to help Harter Supply satisfy its customer base revolves around training. Most of this training is done on-site at a customer’s facility. “We like to train customers in their own environment as opposed to a laboratory environment. It’s valuable for us to see the areas where the cleaning is actually taking place,” Chamness said. “(Harter Supply) provides a lot of hard floor care training. We are also busy right now helping customers get ready for the new Globally Harmonized System of Classification and Labeling of Chemicals (GHS).” The GHS program – an internationally agreed-upon system created by the United Nations – includes criteria for the required classification of health, physical and environmental hazards, as well as specifies what information should be included on labels of hazardous chemicals and safety data sheets. Another service provided by Harter Supply is that of repairing equipment such as floor machines. This equipment is worked on by Harter Supply personnel on-site and in-house. Loaner and rental equipment are available as well. “We service every major brand of auto scrubbers, carpet extractors, vacuums and wet vacs,” Chamness said. Officials at the distributorship also place high emphasis on just-in-time delivery. This is true for both products arriving at Harter Supply as well as products scheduled to be delivered to end-user customers. “We try to keep our inventory levels tight, increase our turns and practice good inventory management. It’s also vital that we receive the best prices possible from vendors. This is especially true with commodity items such as paper products and can liners,” Chamness said. Harter Supply has 10,000 square feet of available warehouse space, and relies on its own drivers and trucks to get products to customers in a timely manner. “For us, having another company conduct our deliveries would not work very well. Having our own trucks and drivers provides Harter Supply with a lot of flexibility. There are even times when a sales person or myself will deliver a product when the need arrises,” Chamness said. “This type of service helps differentiate our company. It’s important to hustle for everything we can get.” Another positive at Harter Supply is that the distributorship continues to benefit from a loyal workforce. It’s normal to see employees at the company who have

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been there for 13 to 15 years. “These people have stayed with the company to help it become successful. This includes those who work in sales, purchasing, the warehouse and equipment service. They have given this company stability,” Chamness said. Introducing new cleaning products and procedures to customers is also important at Harter Supply. This includes products that are considered environmentally friendly or “green.” Chamness said one problem, however, is that many customers, such as certain school districts, remain “strapped for cash.” Officials at Harter Supply have had success helping customers achieve LEED (Leadership in Energy & Environmental Design) certification. LEED is a program that provides third-party verification of “green” buildings. “We also work with (a vendor) to help our customers achieve LEED points,” Chamness said. When asked about current challenges that his company is experiencing, Chamness spoke of the importance of staying vigilant when it comes to accounts receivables. This has become more difficult, he added, since the start of the past recession. “We know there are customers who are having a hard time (paying bills). It’s getting better, but I think one of the things the recession taught us is the need to stay diligent with accounts receivables in order to keep cash flow going. It’s also vital to properly manage inventory and not become over extended as a company,” Chamness said. “The past recession brought on some tough years, and we don’t want to go back to that time period. I think the key is maintaining a balance. It gets more difficult when added competition comes in from different areas. This includes big box establishments and larger distributors from other states or larger metropolitan areas. “It’s a constant battle. Obviously, we don’t have the resources or the sales staff that

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some of the large organizations have, so we just have to focus on our customers and keep them happy. We continue to find new customers who are a good fit for us, as well as being a good fit for them.” Despite challenges, Chamness is optimistic about the future of Harter Supply, a company that has been in business for 50 years. “The key is keeping the momentum going forward. It is easy to just sit back and feel that next year will be even better than the current year, but it doesn’t always happen that way,” Chamness said. “Therefore, staying vigilant and motivated to keep things rolling along remains very important.” Harter Supply was started in 1963 by Bob Harter and Jim Linn. Chamness has owned the business since 1997. Contact: Harter Supply, 1403 W. Lusher Ave., Elkhart, IN 46517. Phone: 574-293-5641. Website: www.hartersupply.com.

uccess as a company can come in different forms. This may include a growing customer base, employee loyalty and/or award recognition. For SMS Distributions, a Shreveport and Bossier City, LA, based full-service facility supply distributorship, all of the above applies. Formed in 2009 by founder and co-owner Randy Bowers, the company currently has over 1,000 clients, 15 employees and was named, “The Greater Shreveport Chamber of Commerce 2011 Small Business of the Year” as well as the “2013 Louisiana Small & Emerging Business of the Year.” Although the distributorship was started in 2009, Bowers has 25 years of experience in the jan/san industry. He started his company from the ground up. “We have grown rapidly, almost too fast for our own good. We have been able to thrive in spite of a poor economy,” Bowers said. “My wife, Henrietta Bowers, is a retired registered nurse who is now co-owner and president of the company. Meanwhile, my son, Chase Bowers, is our sales manager and top producer. His wife, Veronica Bowers, is our customer service manager. We are truly a family company.” Despite specializing in jan/ san supplies, Randy Bowers said his employees work hard to provide whatever a customer might need. “I always make the comment that, ‘If you want a pink bulldozer, I’m the guy who can get you a pink bulldozer,’” Bowers said. “Whether a client wants an acid bowl cleaner,

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ice maker, safety supplies, office supplies, floor care products and equipment, packaging, stretch film ... we do it all. “We don’t refer to the people we sell to as ‘customers.’ Instead, they are called ‘clients.’ This is because I feel a company sells to customers, but it consults and advises clients.” Bowers added that many clients are looking to reduce the number of companies they purchase products from in order to lower costs associated with purchase orders. Therefore, becoming a one-stop shop for clients is vital. “We certainly feel this can be done effectively at SMS Distributions. I tell my account managers to never say

included, wear a coat and tie everyday. Image is so important to us. We want to paint an image of being professional. The same is true for our drivers and warehouse staff who are all in uniform. We want our people to rise above the norm. It’s important to also follow through and provide answers. Several keys to our success are appearance, product knowledge and product diversification.” Being available 24/7 is also important to Bowers and his staff at SMS Distributions. “We have clients who call us at 2 a.m. Our company does a tremendous amount of bar-related and nightclub business. These clients may run out of products at the worse possible times and there isn’t anyone they can call but us. This type of service has helped us acquire a tremendous amount of business, whether it is in entertainment, the oil field or in the medical industry,” Bowers said. “These people run wide open 24 hours a day. Being there for them has certainly helped us to acquire and keep more business.” Other clients for the distributorship include those who are involved in the education field, manufacturing, corrections, restaurant business and churches. The company’s service regions stretches into eastern Texas, southern Arkansas as well as southern and eastern Louisiana. Shown are SMS Distributions owners Henrietta and Randy Bowers. “We also deliver to other regions. This in‘no.’ If something can be purchased and resold, then cludes a prison account that takes our products all over we are interested,” Bowers said. “Our people, myself the country,” Bowers said.

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SMS Distributions was named the 2013 Louisiana Economic Development (LED) Small & Emerging Business of the Year at the Governor's Mansion in Baton Rouge, LA. Pictured from left are Jane Allison of the Louisiana SBDC; Henrietta and Randy Bowers, owners of SMS; Veronica and Chase Bowers of SMS; and Rande Kessler, LSUS Louisiana SBDC Director.

He added that no account is too small for his distributorship as it’s impossible to know how big a small account can grow. “I don’t care if a client just wants a single paper clip. I want that person as a client because in 10 years he/she may be buying paper clips by the truckloads,” Bowers said. “We also work hard to make each client feel like he/she is the only client we have. We will split cases and make it very easy for a person to buy from us. The advantage we have is providing service 24/7 with a smile on our faces and a genuine ‘thank you.’ “All of our people, from drivers to sales to administration, are on the same page. We have been so blessed with a wonderful group of employees who understand what we are trying to do.” Bowers added that when it comes to his company, the two most important people in the lives of clients are the sales person and the delivery driver. “They are the only two people most of our clients see face-to-face on a continual basis. Therefore, along with our sales people, we demand that our drivers get to know our clients on a first-name basis. We get compliments every single day about our drivers, which makes me proud,” Bowers said. “Our drivers come to our staff meetings every month, they have a voice, and we listen. We pay them well and they drive the best equipment. It’s important that they feel good about what they do for a living. Everybody here is treated with respect. This is another key to our success.” Using the best in equipment when it comes to technology is also important at SMS Distributions. For example, new software used at the company has allowed its account managers to have realtime access to information and data. They can also enter orders remotely. When it comes of delivering products, however, some things are best left to human intuition. “Our drivers are great about arranging their own delivery schedules. We have the software in place to help with the delivery process, but we have found that our drivers should also be involved in this process,” Bowers said. “Delivery schedules are subject to change throughout the day due to emergency needs.” The distributorship also employs two equipment repair technicians who are factory trained and work on all types of equipment. This is done both in-house

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30 and at a customer’s location. Looking ahead to 2014, Bowers said his business is in the process of purchasing a new building. He started the company from a break room located inside a warehouse. Six months later he moved the business to its current facility which encompasses approximately 12,000 square feet of space. The new facility will feature 25,000 square feet. A fifth delivery vehicle has also recently been acquired. “We will have about 23,000 square feet of warehouse

November/December 2013 space in the new facility and approximately 2,000 square feet of office space,” Bowers said. “However, I have never had a personal office and I am not going to start now. My office is my automobile. I’m in the field everyday. The people who work in our office and my warehouse manager do a fine job running things administratively. What more can I ask?” He classified business as being very good at SMS Distributions as company representatives continue to show passion for acquiring new accounts. This includes satis-

fying those clients who are looking for products considered friendlier for the environment. According to Bowers, the distributorship’s sales people are very knowledgeable about “green” products and cleaning systems. “Our vendor support helps in this area as well. When we have questions about anything, including environmentally safe products, there are vendors who can help us answer these questions,” Bowers said. “Working with vendors also helps us when it comes to customer training. We have found that the best training is one-on-one. We provide in-service training concerning products, techniques and strategies and can bring in vendor reps to help with demonstrations.” The new SMS Distributions facility will also include a designated training area. Networking with clients in different settings has proved beneficial as well for the company. For example, distributorship representatives play host every April to a client fish fry. “This event has grown each year, from an initial 50 clients to 300. We expect even more next April. It’s a small way of saying ‘thank you,’” Bowers said. As a new year approaches, Bowers feels the company will continue to prosper by holding on to its “old-school mentality” of providing solid service, completively priced products and remaining aggressive in the marketplace. “We have built what I feel is an excellent reputation. Our trucks are all over town and people recognize our logo,” Bowers said. “Trust is hard to build. It takes time. I’ve learned that you just don’t walk in and win somebody over. Success often comes after spending time with people. I have worked with some clients for 25 years. I’ve been to weddings. I’ve been to funerals. I’ve visited clients in hospitals. It’s important to genuinely be concerned about people.” Contact: SMS Distributions, 1033 Jack Wells Blvd., Shreveport, LA 71107. Phone: 318-222-8600. Website: www.sms24-7.com.

lthough PV Roadrunner Supply is headquartered in Phoenix, AZ, the jan/san distributorship uses its Web presence and partnerships that have been established throughout the United States to find and service customers from coast-to-coast. “Our company is nationwide thanks to these partnerships, which help us deliver product. We also drop-ship,” PV Roadrunner Supply Sales Manager Bobby Lynch said. “There are many customers who find out about our company through our website, which explains PV Roadrunner Supply’s products and services in great detail. The site is very user-friendly.” The distributorship has also generated a large following in the “Valley of the Sun,” otherwise known as the Phoenix metropolitan area which is home to nearly 4.2 million residents. For example, the company has a cash and carry store open to the public that provides a

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variety of floor, window and other janitorial-related products. Instore wholesale pricing and volume discounts are available to these customers, according to Lynch. Among those who use PV Roadrunner Supply’s store are apartment building cleaning services and carpet cleaners. “A lot of these customers are independent companies with two to three trucks. Obviously, many of our larger customers have their own warehouses, which is where we deliver products,” Lynch said. “We operate a fleet of trucks that are used to deliver products five days a week throughout Arizona and parts of California. “Basically, we are a multi-generation company involved in janitorial and foodservice supplies, retail packaging (which includes a Canadian presence) and custom logos. We are also a printer that provides logos on such products as cups, wrappers, bags, etc. We sell packaging with the printed logos that can be found in such places as grocery stores, restaurants and hospital gift shops.” Overall, he added, PV Roadrunner Supply’s customer base ranges from mom-and-pop house cleaners all the way to hospitals, school districts and airports.

Maintenance Sales News 2014 BUYERS’ GUIDE

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Lynch reported business has been good for the 12-year-old distributorship, especially during the past four years. “We have succeeded by being consistent in our product offerings and helping customers become more efficient when it comes to cleaning,” Lynch said. “It’s important to remain very customer oriented and driven. We take pride in helping customers succeed with supply chain distribution.” He added that most customers today in the jan/san segment look for three basic things when it comes to products: easy, safe and “green.” “PV Roadrunner Supply offers products that fit all of these categories,” Lynch said. “People want these products to be safe, easyto-use and friendly toward the environment. It also should go without saying that these products must actually work. “A lot of people simply don’t use the right products while cleaning. It’s our role as a distributor to match the right products for the right job. This makes deep cleaning easier.” Officials at PV Roadrunner Supply also work at providing the right type of evaluation and training for the benefit of customers. “This can include having them switch to more effective dispensers and other prodA Directory of Manufacturers of Sanitary Supplies, Master Distributors & Buying Groups ucts to get the job done right,” Lynch said. We invite your company to participate in our upcoming Buyers’ Guide. Contact: PV Roadrunner Supply, Please complete and return the form below no later than January 2, 2014. (You must return this form to qualify for inclusion.) 12425 N. Cave Creek Road, Phoenix, AZ 85022. Send to Maintenance Sales News, P.O. Box 130, Arcola, IL 61910 USA, or fax to (217) 268-4815. Phone: 602-992-1069. Website: www.pvroadrunner.com. SUBMITTED BY: _____________________________________________________________________________________________________________

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Product Categories

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

(Please check categories that apply to your major lines only) 147. 148. 149. 150. 151. 152. 153. 154. 155. 156. 157. 158. 159. 160. 161. 162. 163. 164.

164a. 165. 166. 167. 168. 169. 170. 171. 172. 173. 174. 175. 176. 177. 178. 179. 180. 181. 182. 183. 183a. 184. 185. 186. 187.

188. 189. 189a. 190. 191.

192. 193. 194.

Consultants-Marketing Contamination Control Products Custodial Garments & Uniforms Dehumidifying Equipment Disinfectants-Brand Name Disinfectants-Private Label Disinfectants-Raw Material Dispensers-Paper Products/Soaps Drain Opener Chemicals Drain Opener Equipment Drums Dusters Dusting Cloths Dust Pans Electric Cord Reels Electric Motors Electrical Testing Devices Emergency Response/Regulatory Services Emergency Spill Kits Escalator Cleaning Machines Filters Financial Services Fire Extinguishers Fire Restoration Products Floor Finish Applicators Floor Finishes-Brand Name Floor Finishes-Private Label Floor Machine Motors Floor Machines Floor Pad Holders Floor Pads Floor Pads-Raw Material Floor Sealers-Brand Name Floor Sealers-Private Label Food Processing Products Food Service Disposable Tableware Food Service Equipment & Supplies Fragrances Furniture Glides Gloves Hand Cleaners Hand Dryers Handles-Mop,Broom, Brush & Telescopic Hoses-All Types Human Resources Hydrogen-Peroxide Cleaners Ice & Snow Removal Compounds Insect & Rodent Control Chemicals & Devices Insurance Services International Cleaning Services Labeling

195. 196. 197. 198. 199. 200. 201. 202. 203. 204. 205. 206. 207. 208. 208a. 209. 210. 210a. 210b. 211. 212. 213. 214. 215. 216. 216a. 217. 218. 219. 220. 221. 222. 223. 224. 225. 226. 227. 228. 229. 230. 231. 232. 233. 234. 235. 236. 237. 238. 239. 239a. 240. 241. 242.

Ladders Laundry Chemicals Laundry Equipment Lawn & Turf Chemicals Lawn & Turf Equipment Leasing-Equipment Light Bulbs Liquid Filling Equipment Litter Vacuums Lockers/Storage Lodging Amenities Lubricants & Oils Magazine Publishers Magnetic Attachment for Vacuums Marketing Services Material Handling Equipment Mats & Matting Microfiber Mold Treatment/Prevention Mop Treatment Chemicals Mopping Equipment Mops-Dust Mops-Wet Odor Control Chemicals Odor Control Devices Ozone Generators Packaging Equipment Packaging Supplies Paint & Paint Products Paper and/or Food Service Products Paper Products-Office Supplies Paper Products-Towel & Tissue Pavement Patching Personnel Services Plastic Bags Plastic Containers Polishes-Furniture Polishes-Metal Polishes-Plastic Poly Trash Can Liners Pool & Spa Chemicals & Equipment Pre-Measured Chemicals Pressure Washer Pumps Pressure Washing Chemicals Pressure Washing Equipment Pumps & Dispensers Purchasing & Marketing Services Recycling Systems Repair Parts-Floor Equipment & Vacuum Cleaners Restroom Cleaning Equipment Robotic Cleaning Equipment Roof Maintenance Materials Safety Apparel

243. 244. 245. 246. 247. 248. 249. 250. 251. 251a. 252. 253. 254. 255. 256. 257. 258. 259. 260. 261. 262. 263. 264. 265. 266. 267. 268. 269.

269a. 270. 271. 272. 273. 274. 275. 276. 277. 278. 279. 280. 281.

282. 283. 284. 284a. 285. 286.

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

Chudy Paper was featured in the May/June 2013 issue of MSN. Pictured are Vice President Norm Chudy Sr., left, and CEO Frank Michalski.

Jan/San Distributorship Chudy Paper Celebrates 100 Years Chudy Paper (www.chudypaper.com), of Cheektowaga, NY, a provider of food service disposables, facilities maintenance solutions, and industrial packaging, celebrated 100 years in business on Oct. 31, 2013. A Customer Appreciation & Vendor Expo was held as Salvatore’s Italian Gardens in Depew, NY. Those in attendance were treated to an array of unique experiences, 30 seconds in a money machine, photo booth fun to help create the “I Choose Chudy” Wall of Fame, and entry to win a $1,000 grand prize. Fifty of Chudy’s Top Supplier Partners were on hand to discuss customer’s business needs and provide solutions with the latest in products and services. Training and product demonstrations were also provided throughout the day. Visit www.chudypaper.com for more information on the company.

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Record Number Of Exhibitors Highlights 2013 ISSA Show

November/December 2013

as the National Sanitary Supply Association. As its memrecord 690 exhibitors showcased their products bership grew internationally, the name was changed in and services during ISSA/INTERCLEAN® 1966 to the International Sanitary Supply Association. In North America 2013, according to ISSA offi2005, the association’s name was changed again to simply cials. The event, held at the Las Vegas Convention Cen“ISSA.” ter in Las Vegas, NV, November 18-21, featured a “I would like to say ‘happy birthday’ to everybody three-day trade show with expanded hours, over 45 semhere,” Garfinkel said during the General Meeting, which inars and workshops that were developed based on ISSA was held coincidentally 90 years to the day that the origmember input, and keynote addresses from former Blue inal National Sanitary Supply Association charter began. Angel pilot John Foley, Zappos CEO Tony Hsieh, and “I’m sure everyone here shares the pride that I feel about magician and endurance artist David Blaine. ISSA. A ‘thank you’ should go toward our founders, who Co-locating their annual conventions with ISSA/INhad the foresight to create the association.” TERCLEAN® again this year were the Building Service He added that 90 years ago, the National Sanitary SupContractors Association International (BSCAI), Internaply Association began with 8 members. By 1993, memtional Executive Housekeepers Association (IEHA) and bership had grown to 3,000 for the first time. Today, the Association of Residential Cleaning Services InternaISSA’s membership is approximately 6,400. tional (ARCSI). A record 690 exhibitors showcased products and services Garfinkel believes the association has enjoyed signifISSA Executive Director John Garfinkel stated durduring ISSA/INTERCLEAN® North America 2013. icant growth as of late, especially in light of today’s econing the ISSA General Meeting, held on November 21, that omy as well as the current level of company mergers and consolidations. of the 690 exhibitors, 143 were first-time attendee companies. “More significantly, (2013) is the first time in several years that U.S. distributor mem“This means that of the exhibitors, approximately 20 percent were new to (ISSA/INbership in ISSA has increased,” Garfinkel said. “There are quite a few new programs in TERCLEAN®),” Garfinkel said. He added the association continues to grow in membership just as ISSA representatives place that I think have helped create more awareness about ISSA, and have brought a numstress to a growing number of people the positive impact that quality cleaning practices have ber of new members to the association.” This includes, he added, the association’s expanding social networking capabilities and on human health and on the environment. Garfinkel noted that 2013 marks the 90th anniversary of ISSA. It was founded in 1923 current growth of www.ISSA.com.

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November/December 2013 Gast Introduced As New ISSA President

wo annual highlights of the ISSA/INTERCLEAN® North America General Meeting are that of honoring award recipients and introducing the new and outgoing ISSA Board of Directors. The 2014 ISSA Board includes new ISSA President Fritz Gast, of P.B. Gast & Sons Co., of Grand Rapids, MI. The president’s post is a one-year term. Gast succeeds Lydia Work, of American Paper Converting, Inc., of Woodland, WA, as ISSA president. Gast said during the General Meeting that he is honored to serve as president and excited to help guide the future direction of ISSA. He also discussed the history of his family business as well as its early relationship with ISSA. Among the new programs that Gast said he is excited about is the ISSA Clean Standard: K-12, which has been designed to establish a framework in helping schools objectively assess the effectiveness of the cleaning process at their facilities, thereby contributing to the quality of the indoor environment for the benefit of students and staff. “This program scientifically defines clean for the educational environment,” Gast said. He stressed the continued importance of changing the way the world views cleaning in order to improve human health. “I’m truly humbled and honored to be here as the new ISSA

Shown are outgoing ISSA President Lydia Work with new President Fritz Gast during the ISSA General Meeting.

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President,” Gast said. “I have had the good fortune to serve (on the ISSA Board of Directors) with some legendary leaders in our industry. They have all been great mentors and have become even better friends. They have stressed the importance of giving back to an industry that has given all of us so much.” Also at the General Meeting, outgoing ISSA Past President & International Director Jon Scoles introduced outgoing President Lydia Work, noting that he has found her to be a person with “remarkable energy in everything she does.” “Lydia gave the welcoming speech to membership (during ISSA/INTERCLEAN® Latin America 2013 last March in Mexico City, Mexico) and spoke in their native language,” Scoles said. “Although I couldn’t understand what she was saying, I could tell by the crowd’s response how much it truely meant to these people that she was there as the ISSA president.” In giving her final address as ISSA president, Work stated it was an honor to serve, and the experience was very rewarding. “As I walked to the show (this year), it reminded me of the first time I attended ISSA in 1997 as a visitor. I was able to make a lot of contacts and later joined (the association) and received my membership directory,” Work said. “When it comes to ISSA, you get out of it what you put in it. I always encourage people to attend (ISSA/INTERCLEAN®), network and get the most out of the opportunities that are presented.” Speaking at the General Meeting as well was 2013 ISSA Foundation Board Chairman Roger Parrott Jr. He stated the mission of the Foundation Board is to “invest in tomorrow.” “With this in mind, the Foundation awards scholarships based on academic achievement and leadership skills. They are available to all (ISSA) members in the industry, their families and employees,” Parrott Jr. said. “The Foundation also organizes a collection of donations to assist in disaster relief in association with AmeriCares and the American Red Cross. “The Foundation plans to initiate a new internship program in 2014 as well to assist middle market and small business (ISSA) members. The purpose is to help attract the younger generation to the cleaning and product services industry.” Also during the General Meeting, the following individuals were honored as award recipients: – Beth Risinger, CEO/executive director of IEHA, of Westerville, OH, who received the Lou Goorland Honorary Lifetime Achievement Award; and, – Arlo Luke, chairman of the board of Varsity Facility Services, of Salt Lake City, UT, who received the Jack D. Ramaley Industry Distinguished Service Award. ISSA Announces Customer Service Award Winners

he 2013 Best Customer Service Awards, selected by attendees during the recent ISSA/INTERCLEAN® North America exhibition, have been announced by ISSA. Distributors, building service contractors and in-house service providers who attended the event used the show’s www.issa.com/app to cast their votes for the awards, based on which companies’ staffs best met their needs, answered questions, offered solutions or provided outstanding interaction during the trade show. The following companies received the most votes out of 690 exhibitors: 3M Building & Commercial Services Division; A&H Wholesalers; A.A.C. Forearm Forklift, Inc.; ABC Compounding Co., Inc.; ABCO Products Corp.; Advance; Expanded Technologies Corp.; Georgia-Pacific Professional; Sealed Air Corp.; and Spartan Chemical Co., Inc. The next ISSA/INTERCLEAN® North America is scheduled for Nov. 4-7, 2014, in Orlando, FL. – Maintenance Sales News Editor Harrell Kerkhoff contributed to this article.

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November/December 2013

New Collection Of SCA High-End Hand Towels Introduced At ISSA SCA, the maker of the Tork® brand of away-from-home paper products in North America, gave industry professionals a first look and feel of its new line of high-end hand towels during the recent ISSA show. Company officials say the new products, officially introduced to the market in September, are designed to match customer expectations for Class A office buildings, fine dining restaurants and other top tier establishments. The towels feature an embossed leaf throughout. “These towels embody quality you can see and feel, and we are looking forward to giving people a chance to experience the comfort, strength and elegant image,” said Joe Russo, SCA vice president sales & marketing, Away from Home Professional Hygiene North America. “We created this product with our customers in mind and invited all ISSA/INTERCLEAN attendees to visit our booth, talk to our team about product uses and benefits and sign up for a free trial.” SCA says it dedicated its ISSA/INTERCLEAN booth to the introduction of the new highend hand towels and featured several stations that attendees could visit and walk through to experience “how impressions make the difference.” The booth included a showroom, test demonstrations, live entertainment and trial sign-ups. According to SCA spokespeople, the towels feature superior softness and strength – individual towels don’t break apart and are more absorbent. The towels offer one-at-a-time dispensing, renewable and recycled content, and fewer towels are needed per visit. In addition, SCA officials at ISSA/INTERCLEAN also demonstrated the new Tork Xpress Countertop dispenser, whick officials say was designed for high-end restrooms where style and performance are critical. It offers finger-proof technology, anti-slip pads and one-at-a-time dispensing backed by Tork’s guarantee of a 25 percent reduction in paper use. To introduce the new line, Tork offered free two-week trials for its customers. Visit www.TorkUSA.com/FeelFree for more information.

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November/December 2013

Genikos Technologies Inc. Is New Distributor For U.S. Battery Genikos Technologies Inc. (GTI), recently became one of the newest distribu-

Ervin Fernandez, general manager for GTI, the company has seen a significant increase in the market for high-quality U.S. manufactured batteries from their local and multi-national client bases. GTI is a family owned and operated company headquartered in Manila, The Philipines. Established in March of 2002, GTI is a provider of stored electrical energy solutions and technologies throughout the Philippines. “We’re very pleased and excited to work with GTI and help the company extend its reach in the Paul Harchick, director of business-Asia for U.S. BatAsia/Pacific market,” says Bradtery Manufacturing (right) is shown with Ervin Fernanford Dwan, U.S. Battery director dez, general manager for Genikos Technologies, Inc. of sales Asia/Pacific. “We’ve been tors for U.S. Battery Manufacturing in this market for quite some time. The products in the Philippines. According to rapid expansion for U.S. Battery products

comes from the many distributors and companies realizing that a higher-quality battery translates to lower operating costs, making our products a more efficient energy solution.”

U.S. Battery manufactures a variety of deep-cycle batteries that are all manufactured in the United States and distributed worldwide. For more information, call 800695-0945 or visit www.usbattery.com.

Callico Announces New Brand Initiative Callico has announced the launch of a new brand initiative. The company will be offering a new catalog and redesigned website highlighting the new branding. “We wanted the Callico brand to be much more than a logo and colors.” said Al Nash, Callico’s general manager. “It has to be the sum total of who we are and what we stand for. We need to reinforce and live up to our values. Our new initiative enables each employee to serve our customers better.” The company says its mission, to deliver the best customer experience, never ends. This includes training for employees on practices and operations to align with Callico’s newly defined brand promise. Offcials say the brand promise is partly embodied in Callico’s new tag line, “We deliver what we say.” The new website uses real employees and statements directly from customers. A new

video posted on the site will showcase Callico’s culture and best attributes. Callico.com will also include an upgraded online ordering platform. The company

plans to announce a variety of additional enhancements in the New Year. Callico is a New England family‐owned redistributor of janitorial supply and food service disposables. “We’re still the same company,” Callico President Mark Callahan said. “We realize that our customers appreciate us and the way we serve them. We just want to maintain a culture of continual improvement. This initiative will enable Callico to remain strong into the future.” Visit callico.com.

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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Merfin Premium Bath Tissue For Upscale Image Merfin Premium Bath Tissue 000452: light floral emboss adds a touch of softness, for an upscale image. The 48-roll case is ideal for shipping, executive offices, boutiques, hotels, and cash and carries. Visit www.nationaltissue.com or call 1-800-962-9588 for more information.

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PERSONNEL

Von Drehle Corporation Announces Retirement Of Chairman The von Drehle Corporation announces the company’s chairman, Raymond von Drehle, has retired from daily operations – finalizing a leadership transition. Raymond von Drehle joined the von Drehle Corporation in 1981 and will remain with the company as chairman

Pictured left to right, are Frank, Pat, Raymond, and Steve von Drehle. of the executive board. He was only the second chairman in von Drehle’s 39-year history. Spokespeople say the von Drehle Corporation was founded in 1974 by Raymond von Drehle’s parents, Frank and Pat von Drehle, and has grown to be a nationwide manufacturer of towel and tissue products for the away-from-home market. The von Drehle Corporation is headquartered in Hickory, NC, and includes manufacturing facilities in Conover, NC; Maiden, NC; Cordova, NC; Memphis, TN; Natchez, MS; and Las Vegas, NV. Steve von Drehle, Raymond’s brother and president of the von Drehle Corporation, assumes the role of chairman. Steve von Drehle joined the von Drehle Corporation in 1983 as a regional sales manager and has held the position of president since 1992. Randy Bergman, who joined the company as chief operating officer in 2009, assumes the role of president/chief executive officer. Prior to joining von Drehle, Bergman held the position of president/CEO for Precision Paper of Wisconsin, and has over 30 years of experience in the towel and tissue industry. The company says it places an emphasis on 100 percent recycled paper products. Through an international network of more than 300 distributors, von Drehle sells to industrial, commercial and institutional suppliers, as well as to contract cleaners and Pictured is Randy Bergman, building-maintenance services. vonDrehle president/CEO. Visit www.vondrehle.com for more information. Trojan Battery Names Ed Dunlap Senior Vice President And Chief Financial Officer Trojan Battery Co., a manufacturer of deep-cycle batteries, has appointed Ed Dunlap as senior vice president and chief financial officer (CFO). Dunlap is responsible for all aspects of Trojan Battery’s finance programs as well as leading the company’s finance, information technology and commodities strategies teams. He also will serve as a member of Trojan’s Executive Steering Committee. Dunlap’s responsibilities include management of all aspects of Trojan Battery’s accounting, finance, treasury, tax planning, information systems, risk management, legal, Foreign Corrupt Practices Act Compliance and all lead/scrap activities. Dunlap has more than 30 years of experience in the industry, having served in various finance and CFO roles for both private and publicly traded companies including BF Goodrich Tires, PepsiCo Inc., R.J. Reynolds Tobacco Co., Gap Inc., Wild Oats Markets, Shaklee Co. and Exxel Outdoors. He has an MBA from the University of Chicago and a bachelor’s degree from Reed College in Portland, OR. Ed Dunlap Visit www.trojanbattery.com for more information.

November/December 2013 Suzanne Blanchet, Cascades Tissue Group CEO, Wins Gold In 2013 Stevie Awards For Women in Business Suzanne Blanchet, president and CEO of Cascades Tissue Group, has won a Gold Stevie® Award for the “Female Executive of the Year in Canada” category in the 10th annual Stevie Awards for Women in Business. This international award was presented to her in recognition of her contributions to the company and industry. The company says that under her leadership, Cascades Tissue Group has become a billion-dollar leader in the tissue industry, with environmentally sound and innovative paper products. Spokespeople say that she is the first woman to chair a paper company in North America. Her career started as a finance intern and evolved to her becoming president and CEO of Cascades Tissue Group in 1997. “Since her début at Cascades, Suzanne has always pushed the limits,” said Mario Plourde, Cascades’ president and CEO. “She is energetic, direct and transparent, and she’s always looking for greater and better things for Cascades. Through her leadership, she successSuzanne Blanchet fully built a billion-dollar business starting from a one-plant operation. She is an example of determination and success, and we commend her on this meaningful honor.” The Stevie Awards for Women in Business are presented to female entrepreneurs, executives, employees and the organizations they run. All individuals and organizations worldwide are eligible to submit nominations, public and private, for-profit and nonprofit, large and small. Details about the Stevie Awards for Women in Business and the complete list of Stevie Award winners are available at www.StevieAwards.com/Women. Visit www.cascades.com for more information. Dave Halpern Promoted To CFO Diamond Chemical Dave Halpern has been promoted to the position of chief financial officer (CFO) of Diamond Chemical. Halpern joined Diamond Chemical in September, 2011, in the position of director of accounting. He earned his BS in accounting from the State University of New York at Oneonta and has over 25 years of accounting experience. Prior to joining Diamond Chemical, Halpern held positions of increasing responsibility within the distribution, manufacturing and promotional industries. He has a broad array of knowledge in corporate finance, financial planning and analysis, as well as implementation of ERP systems.

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Spartan Chemical Promotes Bucky Snell To Regional Manager Spartan Chemical Company, a formulator and manufacturer of sustainable cleaning and sanitation solutions for the industrial and institutional market, has announced the promotion of Bucky Snell to regional manager of the Cincinnati region. Snell most recently worked for Lupin Pharmaceuticals, based in Baltimore, MD, as a sales representative in the Hampton Roads region of Virginia. Prior to that, he worked for Carolina Retail Packaging, in Virginia Beach, VA, as a sales representative. Snell also worked as a golf pro for the Charwood Country Club in Columbia, SC. Bucky Snell He holds a bachelor of science in business administration with a concentration in supply chain management from Old Dominion University in Norfolk, VA. Charlotte Products/Enviro-Solutions Hires Paul Wildenberg As New Vice President Of Sales Charlotte Products/Enviro-Solutions, a manufacturer of conventional cleaning and greencertified cleaning products, has hired Paul Wildenberg as vice president of sales for North America. Wildenberg will be involved with the company’s sales in the United States and Canada, along with Europe and Asia. Before joining Charlotte Products/Enviro-Solutions, Wildenberg held various positions with Rochester Midland, and was president of his own paper supply company, which was based in Chattanooga, TN.

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From Spartan: SparClean® Warewash Environmental Impact Statement Spartan Chemical Company, Inc., is committed to a cleaner, greener environment that is healthier for workers, tenants, and custodians. At Spartan, we recognize the true value of providing cleaning products that exceed performance standards yet do not negatively impact employee health or the environment. In keeping with our commitment to the environment, Spartan Chemical Company recently launched the SparClean™ Warewash line.

SparClean™ is the most advanced, environmentally friendly industrial liquid warewash program available on the market today. The SparClean™ line of products was built utilizing the same core principles as Spartan’s Green Solutions® and BioRenewables™ product lines. Spartan’s SparClean™ Warewash products do not contain nonylphenol ethoxylates, phosphates, silicates, or harsh solvents. When a warewash product performs properly, it will not only remove soil from pieces of ware, but will also suspend the removed soils in the wash water so as to not allow the soil to redeposit back onto the surface of the ware. Historically, warewash detergents and other cleaning aides have depended on phosphates (chemicals containing phosphorus) to help ensure adequate soil suspension and water softening. Phosphates have been banned in many areas of the country due to problems with excessive algae blooms and eutrophication of waterways. All of Spartan’s SparClean® Warewash products and cleaning aides are phosphate free. They rely on advanced polymeric technology for soil suspension. The polymers used are biologically inert, meaning that they have no effect on biological life after they are rinsed down the drain. Silicates are traditionally used in many different types of cleaners, including warewash products, as corrosion inhibitors. Silicates cause problems with filterability in wastewater treatment systems and tend to not be biodegradable. SparClean™ Warewash products do not use silicates, so they will not cause problems with wastewater treatment. SparClean™ Warewash also incorporates EPA Design for the Environment (DfE) recognized chelating agents that are extremely effective yet readily biodegradable. This allows SparClean™ Warewash products to be extremely effective during the wash process yet they will also not tie up heavy metals downstream for wastewater treatment plants.

Most common chelating agents, such as ethylenediamine tetraacetic acid (EDTA), are not biodegradable at all and as such will continue to harvest heavy metal ions after they are flushed down the drain that are toxic to the environment. SparClean™ Warewash products offer excellent cleaning, emulsification, and soil suspension abilities through the use of more readily biodegradable alternative surfactant and builder chemistries; making Spartan’s SparClean™ Warewash products the most environmentally preferable on the market today. SparClean™ Warewash products incorporate state-of-the-art surfactant systems that eliminate the need for nonylphenol ethoxylate based pot and pan detergents and pre-soaks. Nonylphenol ethoxylates have been linked to genetic mutations in aquatic based organisms and are suspected of being endocrine disrupters. SparClean™ Warewash pot and pan detergents and pre-soaks derive their superior cleaning and emulsification abilities from alcohol ethoxylates and other bio-based surfactants. All surfactants used in SparClean™ Warewash are readily biodegradable to ensure a minimized ecological footprint. SparClean™ Warewash detergents are highly concentrated products that allow for end users to use less chemical per rack of dishes washed. This means less chemical is being put down the drain and fewer chemicals will have to be treated at a wastewater treatment facility. Spartan Chemical Company strives to be the best corporate citizen it can be, as such all of our rinse aids meet the standards set forth by the FDA for leave on food surface sanitizers. SparClean™ Rinse Aids meet all of the requirements of 21 CFR 178.1010(b), 21 CFR 178.1010(c), 21 CFR 184, and 21 CFR 186. Many rinse aids on the market today do not meet these requirements, but it ensures that Spartan Chemical is doing everything it can to ensure safe and hygienic conditions for our customers. Spartan Chemical Company’s SparClean™ Warewash program is the most environmentally friendly and technically advanced industrial liquid warewash program on the market. In the interest of full disclosure, there is currently no independently recognized “Green” standard for warewash chemicals. Spartan Chemical Company is actively pursuing the development of a “Green” warewash certification through trusted third party certification programs. In the absence of recognized standards, SparClean™ Warewash was built around the core principles of both Green Seal and the U.S. EPA’s Design for the Environment (DfE) program. For further information on Spartan’s SparClean Warewash line, contact us at 1-800-537-8990 or visit us at www.spartanchemical.com.

Opti-Pak from Intercon Chemical is the optimum solution for warewashing. Opti-Pak liquid warewash products offer a small package with big results.

From Seko: The Advantage Series Seko’s OPL Advantage laundry chemical dispensers are available in 3, 4, 5 or 6 pump cabinets. There are three models: the LV, featuring fixed speed 10 oz/min pumps; the SV, featuring fixed speed 16 oz/min pumps; and the HV, featuring individually adjustable 4-speed pumps with selectable outputs of 17, 34, 51 and 68 ounces per minute. The OPL Advantage series accepts power voltage of 100 – 240 VAC and signal voltage of 20 – 230 VAC. It has a standard formula programmer/selector offering up to 9 formulas. Features include delay, levels, flush, level alarm outputs, and load count statistics. Seko’s OPL Advantage has flush manifold capability and can be programmed to operate in 3 modes: Formula Mode, Relay Mode or Drain Mode. There is an optional Control Plus programmer/selector available, which expands the capacity up to 19 formulas. It includes Auto Formula Select capability set in time or binary mode. Seko is a supplier of cleaning and hygiene dosing/chemical management systems. Contact Seko Dosing Systems Corp at: 866-651-4323 or visit www.sekousa.com.

From Diamond Chemical:

Diamond Brite™ Low pH Oxidizing Agent Diamond Chemical of East Rutherford, NJ, a supplier of washroom chemicals, has introduced its new low pH oxidizing agent Diamond Brite™.

The product is an oxygen type bleaching agent that will enable the launderer to reduce water use and temperature. It also reduces stain/rejects, lowers TDS for soft textiles, lower alkali use and lower pH washing. Diamond Brite™ is also safe on colors, and improves color retention and textile life. Diamond Chemical is a developer, manufacturer and supplier of products, systems and services to meet the needs of textile rental, institutional and hospitality laundries. Call 1-800-OK-4-SOAP or visit www.Diamondchem.com.

Intercon Chemical’s latest and most successful line of ultra-concentrated Opti-Pak warewashing products are unsurpassed in safety, convenience, results and use-costs. Opti-Pak offers the best in “closed-loop” technology and “ultra-concentrate” chemistry to assure the greatest ease of use and most consistent results at the lowest cost. Due to its small cube and high yield, OptiPak can be mounted on the wall for added convenience and space saving benefits, and provides over 75 percent reduction in plastic consumption and disposal over conventional warewash products. Opti-Pak offers a full line of detergents, rinse-aid, pre-soak and sanitizers to effectively handle any warewashing operation. Visit www.InterconChemical.com to learn more about Opti-Pak solutions, along with Intercon’s full line of institutional maintenance products with breakthrough technologies.

From Enviro-Solutions: Green Certified Dishwashing Liquid ES 79+ from Enviro-Solutions is green certified by the UL/Environment program. ES 79+ cuts through grease and grime on dishes, glasses, utensils, pots, and pans. Along with easy rinsing for streakfree results, the company says it is also gentle on hands. This green colored dishwashing liquid has a subtle lime fragrance. ES 79+ is not designed for automatic dishwasher use, but for all hand-washing and dish cleaning needs. Visit www.enviro-solution.com or call toll-free 877-674-4373.

November/December 2013

Americo Showcases Glit®/Microtron® Products During 2013 ISSA During the 2013 ISSA Show, Americo was able to speak with many of its customers about its new line of Glit®/Microtron® products. With the acquisition of the strategic assets of Glit®/Microtron®, to new distributors and alliances added during 2013 —

Circle No. 104 Americo says it celebrated another recordbreaking year. Americo Manufacturing Company Chief Executive Officer Lenny Shutzberg spoke about the significance of the company’s most recent asset purchase of Glit/Microtron. “The acquisition provided the marketplace with products that have been highly regarded in the jan/san industry, and it immediately offered clients a broad range of floor pads from a single source,” Shutzberg said. While the company says the following floor pads, hand pad and stripping boots did not replace current Americo products, the additions enhanced Americo’s product

line this year. Americo speaks about the following products: • CocoPad® — The Coco oil present in the coconut fiber provides a natural lubrication and creates high gloss results with a very pleasant scent. The CocoPad is designed for frequent burnishing on soft to medium floor finishes. Although this pad works well with all burnishing equipment, it’s also successful in daily cleaning with automatic scrubbers up to 1,000 rpm. 100 percent recycled fiber, combined with natural coconut fiber, makes CocoPad® a truly sustainable pad; • Joey® — The Joey® pad is constructed of a blend of 100 percent recycled polyester fibers, and is a superior soft pad that lightly polishes the floor for a reflective appearance. This pad is ideal for use on floor finishes where frequent to moderate UHS burnishing is recommended, and works especially well with a wide variety of leading floor finishes; • Buckaroo® — The Buckaroo burnishing pad is designed for burnishing on medium to hard floor finishes. Constructed of blended polyester and natural fibers, this pad performs well in heavy traffic applications due to its high gloss capability and light cleaning ability. All three floor pads are available in standard sizes (17”-28”) and may be utilized with ultra high speed machines (electric, propane, battery) up to 3,000 rpm. Other sizes are available per request. Americo has been accepting orders since

early April 2013; • WalnutPad® —This innovative cleaning pad, made with organic crushed walnut shells, provides aggressive cleaning action for virtually any surface. The scratch-resistant hand pad is safe to use on a wide variety of delicate surfaces such as polished stainless steel, ceramic, copper, porcelain and painted surfaces*; and, • Stripping Boots — This protective accessory reduces the risk of slipping when cleaning floors. They also keep footwear

clean, dry and away from harsh chemicals. The floor stripping boots are currently available for purchase in various sizes, along with replacement soles. Americo Manufacturing Company, headquartered in Acworth, GA, is a leading manufacturer of sustainable products such as synthetic and natural fiber floor pads, hand pads, utility pads and floor matting. Visit www.americomfg.com for more information. * NOTE: Always test suitability an inconspicuous area.

ITW Professional Brands Introduces Spray Nine Wipes ITW Professional Brands has launched ment settings. Featuring the popular Spray Spray Nine® Multi-Purpose Cleaner & Nine chemical formulation, Spray Nine says the multi-purpose wipes Disinfectant Wipes. ITW Prokill 99.9 percent of bacteria in fessional Brands highlighted 15 seconds. The strong, thick the Spray Nine Multi-Purpose wipes are bleach free and leave Cleaner & Disinfectant Wipes no streaks behind. Providing during the 2013 ISSA/INlemon scent, the Spray Nine TERCLEAN tradeshow in wipes feature the correct chemiLas Vegas. cal dilution within each wipe for “The integration of Spray cleaning, deodorizing and saniNine into ITW Professional tizing in one step. Brands has given us an excitIn addition to Spray Nine, ing opportunity to expand and ITW Professional Brands manuevolve the Spray Nine prodfactures SCRUBS® pre-moistuct line,” ITW Professional ened wipes and Atlantic Mills® Brands Director of Sales and disposable food service wipers, Marketing Rich Bucher said. along with other products fo“We applied our rich heritage cused on industrial and instituand expertise in wipes to the tional hygiene markets for the Spray Nine brand, offering industrial MRO (maintenance, customers a new, easy and efrepair and operations), Jan/San fective way to use Spray (janitorial and sanitation) and Nine for cleaning and disinCircle No. 107 food service industries. fection.” For more information, visit Spray Nine is a cleaner, degreaser, www.itwprofessionalbrands.com disinfectant, sanitizer and deodorizer or call 1-800-443-9536. used in factories, offices and govern-

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Zep Inc.’s Distribution Business Launches New Air Care Technologies At ISSA/INTERCLEAN

closed-loop system, available in both wall-mount and portable formats, that offers controlled chemical dispensing and reduces chemical exposure to employees; and,

Circle No. 105 for information on these products.

Pictured left to right are: TimeMist Settings-Micro Dispensers, the TimeMist Group, Advantage+ odor counteractant Timemist mango, Advantage+ dispenser, and Advantage+ Portable Dispenser.

The distribution business of Zep Inc., which is part of its Amrep, Inc. subsidiary, launched its new air care technologies during the 2013 ISSA/INTERCLEAN tradeshow in Las Vegas, NV. Spokespeople say the new Zep Inc. booth celebrated the “Clean, Maintain, Protect” value proposition. The products and services offered through distributors are designed to help clean, maintain, and protect facilities, equipment, vehicles, and people, according to the company.

Zep Inc. says it launched the following new products at ISSA/INTERCLEAN: n TimeMist® O2 – an active air care system to provide continuous fragrance, due to a patented oxygen generator, which works 24/7 to deliver a pre-set amount of fragrance throughout a room via natural air flow; n TimeMist® Settings and TimeMist® Micro Metered Air Care Dispensers – A metered air care system that lets users enjoy popular fragrances away from home; n Zep Professional Advantage+ Dispenser System – a

n Misty ASPIRE™ – a competitively priced, professional-strength aerosol line with a favorable environmental profile. Steve Nichols, group president of Zep Inc. said, “Our goal is to help businesses look and perform at their best while keeping their employees and the environment safe. Zep Inc.’s product efficacy allows our customers to save time and in turn, focus on retaining existing relationships and building new relationships with their customers.” Visit www.zepinc.com for more information.

Trojan Battery Introduces Video Tutorials For HydroLink™ Single-Point Watering System a golf cart. Both illustrate how to use either a hand pump or a regulated hose supply to water Trojan batteries. The company says these are the latest additions to the company’s “Trojan Tips” video series developed to provide in-depth information as well as to expand awareness and understanding of deep-cycle battery technology. Visit Trojan’s website to view a wide range of video tutorials and learn more about a variety of deep-cycle battery topics. “Since a deep-cycle flooded battery loses water during charging, water must be added on a regular basis to maintain life and performance,” said Vicki Hall, Trojan’s director of global technical support, and host of the “Trojan Tips” educational series. “Watering batteries can sometimes be messy and difficult, so single-point watering systems, such as Trojan’s HydroLink, have been designed to make the job easier. HydroLink delivers the proper amount of water needed, and fills a set of batteries in less than 30 seconds.” Trojan officials say it developed the “Trojan Tips” series to educate the public on a variety of important battery-related subjects that can positively impact the performance and longevity of deepcycle batteries used to power electrical equipment. Topics such as selecting the right battery, maintenance techniques and appropriate charging and equalization guidelines are some of the subjects addressed. Founded in 1925, the company is ISO 9001:2008 certified with operations in California and Georgia, and it maintains two research and development centers in North www.maintenancesalesnews.com America dedicated to engineering

Trojan Battery Co., manufacturer of deep-cycle batteries, has launched two HydroLink™ Trojan Tips video tutorials which provide information on installing and using HydroLink to water flooded batteries, a maintenance practice to maintain battery performance and longevity. Spokespeople say one video focuses on general installation of HydroLink on any type of equipment using the single-point watering system to simplify maintenance, and the second video focuses on installing and using HydroLink in

Circle No. 106 new and advanced battery technology. Visit www.trojanbattery.com for more information.

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November/December 2013

Diamond Wipes International Debuts Value Program For Wet Wipes And Private Labeling For Pet Wipes At PLMA

Circle No. 109

Expanded Technologies Offers Clear Sleeve Floor Protectors™ Expanded Technoloies officials say its Clear Sleeve™ Floor Protectors prevent damage normally caused by moving furniture. The transparent, flexible sleeve forms to the size and shape of chair or table legs, eliminating the need for adhesive. The cushioned felt tip is long-lasting, dampens noise and distributes weight evenly. The company recommends it for all hard floor surfaces. The design, that fits multiple shapes and sizes of furniture legs, and the transparent sleeve blends with most furniture. Four new larger sizes of Clear Sleeve™ Floor Protectors, fitting leg sizes 1 7/8” - 2”, 2” - 2 1/8”, 2 1/8” - 2 1/4” and 2 1/4” -2 3/8”, were introduced at ISSA/INTERCLEAN 2013. Visit www.expandedtechnologies.com for more information.

Diamond Wipes International (www.diamondwipes.com), a Western U.S. manufacturer of wet wipes, recently debuted two new programs for its wet wipe contract packaging and private labeling services at the Private Label Trade Show (PLMA) in Chicago. “We are excited to introduce our Value and Value Wet Wipe and Head to Tail Pet Wipes for Private Label programs at PLMA. We think these programs will be very beneficial for our customers,” said Art Taylor, national retail sales manager for Diamond Wipes International. “All of our high-quality wet wipes are made in the United States, primarily using clean renewable energy.” Diamond Wipes’ new Value and Value Wet Wipe program offers USA-made wet wipes that retail at a sensible price point, according to the company. The products in the Value and Value Wet Wipe Program include makeup remover wipes, antibacterial hand wipes, pet wipes, and dermatologist-approved sensitive baby wipes. The makeup remover wipes, antibacterial hand wipes, pet wipes and baby wipes are all available as stock items or as a private label option. The other new program Diamond Wipes introduced is the Head to Tail Pet Wipes for Private Label program. The company says the portfolio includes bath wipes for puppies, bath wipes for adult pets, eye care wipes/finger mitts, ear care wipes/finger

mitts, and oral care wipes/finger mitts. Officials say these wipes are free of parabens and mild enough for frequent use after outings, between groomings, during winter months, or for bath-fussy pets. In 2012, Diamond Wipes completed construction of its 3,360-panel solar power sys-

tem, designed to generate over 548,000 kilowatt-hours of electricity annually for its Southern California manufacturing headquarters. Spokespeople say the clean renewable energy delivers approximately 86 percent of the electricity required to operate its California plant. Diamond Wipes is a certified EPA Green Power Partner, meeting EPA requirements on using a more sustainable form of energy. The company also holds FSC® (Forest Stewardship Council™) and Rainforest Alliance certifications.

Kaivac Receives Patent For OmniFlex Crossover Cleaning System

Circle No. 108 Kaivac, Inc., developer of the No-Touch Cleaning® and OmniFlex™ Crossover Cleaning systems, says it has received formal notification from the U.S. Patent Office that its patent for the OmniFlex system has been authorized and will soon be issued. The patent is U.S. Patent No. 8,544,141 and was officially issued on Oct.1, 2013. The company says the OmniFlex system, which was introduced over two years ago, allows users to customize a complete, cost-effective cleaning system to meet a

variety of needs for any task or surface in the building. Officials say the foundation for the system is a trolley bucket that automatically dispenses fresh cleaning solution directly to floors as it is used. From there, other components can be added, turning the system into an AutoVac machine for floor care and a dispense-and-vac, spray-andsqueegee, or spray-and-vac system to clean several types of surfaces. Visit www.kaivac.com for more information.

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Maintenance Sales News

SCA Celebrates 10-year Anniversary Of Tork Xpressnap It’s been a decade since SCA introduced the Tork Xpressnap®. Used by businesses nationwide, it features Using One Napkin, Every Time™ dispensing. SCA says, “Xpressnap prevents patrons from taking unnecessary napkins while also reducing the risk of cross-contamination.” In celebration of its 10-year anniversary, SCA says it hosted a series of promotions throughout the year to highlight the napkin dispenser’s ability to help restaurant and foodservice operators achieve sustainable business practices, while also introducing a line extension. SCA kicked off the year by introducing the Xpressnap Signature Stand and Counter dispenser in January, completing the Signature dispenser line which also includes a Tabletop and In-Counter model that launched in 2012.

To celebrate, SCA officials say the company launched the Signature Complete Package promotion and awarded six new Xpressnap Signature customers across the United States and Canada media packages valued at a total of $50,000, tailored to their business’s specific marketing and public relations needs. Pita Fusion from Round Rock, TX, was the $25,000 grand prize winner. “Xpressnap has been an important part of our business from the start, reinforcing the fresh, healthy concept we’re building by cutting down on the spread of germs, and helping our bottom line by eliminating unnecessary waste,” said Nick

Calandro, owner of Pita Fusion. “The Signature Complete Package promotion has been transformational, allowing us to reinvest in our brand and develop plans for franchising.” SCA launched the Every Glance is a Chance campaign in the fall, according to spokespeople, to raise awareness of Share Our Strength’s No Kid Hungry® campaign and its efforts to end childhood hunger in America. The promotion highlighted the Xpressnap AD-a-Glance®, a tool that allows business owners to create, customize and advertise messaging on their Xpressnap dispensers. SCA donated up to $5 to No Kid Hungry and Food Banks Canada for each submission during the Every Glance is a Chance campaign. Ten businesses were awarded $1,000 each for developing AD-a-Glance designs. SCA also donated $20,000 to the No Kid Hungry campaign, according to the company, as a show of appreciation to all customers who played a role in helping Xpressnap reach this milestone. Joe Russo, vice president of sales and marketing for SCA’s AfH Professional Hygiene business in North America said, “In 10 years, millions of Xpressnap dispensers have been placed in food chains, cafeterias, independent restaurants and stadiums to reduce napkin waste and enhance hygiene.” The Tork brand offers professional hy-

giene products and services to customers ranging from restaurants and healthcare facilities to offices, schools and industries. Products include dispensers, paper towels, toilet tissue, soap, napkins, and industrial and kitchen wipers. Tork is a global brand of SCA, and a partner to customers in over 80 countries. Visit torkusa.com or tork.ca for more information.

ISSA Announces 2013 Innovation Award Winners ISSA has announced the winners of the 2013 ISSA Innovation Award Program selected by cleaning-industry distributors, wholesalers, building service contractors, and in-house service professionals who cast their votes. Category Winners Cleaning Agents: Clorox Professional Products Co.: Clorox Commercial Solutions® Clorox® Urine Remover; Dispensers: SCA: Tork Xpress® Countertop Multifold Hand Towel Dispenser; Equipment: Advance: SC1500™ REV™; Services & Technology: CleanTelligent Software: Mobile Surveys and Work Orders; Supplies: Rubbermaid Commercial Products, Inc.: Collapsible X-Cart. Visitors' Choice Award Winners: Banana Products Co.: The Banana Cone; Clorox Professional Products Co.: Clorox Commercial Solutions® Clorox® Urine Remover; Rubbermaid Commercial Products, Inc.: Collapsible X-Cart; SCA: Tork Xpress® Countertop Multifold Hand Towel Dispenser; and, Tennant Co.: T12 Battery Rider Scrubber with IRIS Technology. Visit www.issa.com/vote to view all entries in this year’s program.

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November/December 2013

New System: Continued From Page 16 we bill people. With this technology, there is no question whether a delivery was received.â&#x20AC;? Barklage added: â&#x20AC;&#x153;Invoices have the same signature on them that the customer originally signed on the hand-held device.â&#x20AC;? New Systemâ&#x20AC;&#x2122;s drivers are also trained to assist customers when making deliveries. â&#x20AC;&#x153;Many times truck drivers who go over the road pull up, back up and say, â&#x20AC;&#x2DC;OK unload me.â&#x20AC;&#x2122; This is not how we handle deliveries,â&#x20AC;? Questell said. â&#x20AC;&#x153;We find out the particular need that they (customers) might have. Maybe drivers are delivering to a facility where there are people who have bad backs. In a case such as this, they (drivers) will take products upstairs or down to the basement, whatever is needed to assist that customer.â&#x20AC;? Drivers also assist the company by supplying pertinent information that a customer might want to relay back to New Systemâ&#x20AC;&#x2122;s offices. â&#x20AC;&#x153;We get feedback from our drivers â&#x20AC;&#x201D; good and bad,â&#x20AC;? Barklage said. â&#x20AC;&#x153;Sometimes feedback relates to products customers like or donâ&#x20AC;&#x2122;t like. There may be some information coming from a customer about a sales rep that needs our attention. â&#x20AC;&#x153;We strive to have good contact back and forth between our sales staff, our office staff and the drivers. Drivers are the frontline people who interact with customers as much as our sales reps.â&#x20AC;?

has been around for 30 years or more,â&#x20AC;? Questell said. â&#x20AC;&#x153;The big question is how will cleaning this way impact the chemical industry? Its impact could change the chemical business.â&#x20AC;? A trend that both Questell and Barklage see as negative involves major institutions trying to the change the way they go about purchasing cleaning products. â&#x20AC;&#x153;Some large institutions, such as the U.S. government, are trying to change their purchasing process in an effort to eliminate as many vendors as possible,â&#x20AC;? Questell said. â&#x20AC;&#x153;We at New System see this as a very troubling trend for a variety of reasons. â&#x20AC;&#x153;The innovations that distributors bring to customers is something that is not going to be there if big players, such as the big box stores, are allowed to dominate the marketplace. There is no incentive for them but to sell products on a massive scale.

addition to several technicians who work part time. â&#x20AC;&#x153;We will accept any machine that is brought in for repairs, even if we donâ&#x20AC;&#x2122;t sell that brand,â&#x20AC;? Barklage said. â&#x20AC;&#x153;For the brands we sell, our techs have all been factory trained. We think it is important to emphasize that they are not just â&#x20AC;&#x2DC;shade tree mechanics.â&#x20AC;&#x2122;â&#x20AC;? Employees Work Together For The Betterment Of New System

ew Systemâ&#x20AC;&#x2122;s loyal, knowledgeable and team-oriented staff is the underpinning of the companyâ&#x20AC;&#x2122;s successful run over the years, according to Questell. â&#x20AC;&#x153;One of the foundations of the success of the company is what all of our employees bring to the table,â&#x20AC;? he said. â&#x20AC;&#x153;Everyone here is important.â&#x20AC;? Barklage added: â&#x20AC;&#x153;We talk a lot about our sales reps and

â&#x20AC;&#x153;One of the foundations of the success of the company is what all of our employees bring to the table. Everyone here is important.â&#x20AC;? â&#x20AC;&#x201D; New System Owner/COB Jon Questell

â&#x20AC;&#x153;In particular, there are entities that are tax supported drivers, but our office staff is just as important. For exthat want to eliminate vendors from calling on them. ample, the companyâ&#x20AC;&#x2122;s purchasing agent has been in the â&#x20AC;&#x153;The United States is built on small businesses. Getting business for a long time and he has been a tremendous adrid of small businesses will be a hurtful thing in the long dition to the staff. Purchasing wisely is as important to the run. In this state, a major university wants a single source company as selling. for all its products. Furthermore, instead of letting bids for â&#x20AC;&#x153;We all try to cooperate together. New System is small a one-year contract, they are seeking a five-year contract.â&#x20AC;? enough that we can all see each other all the time. We Barklage added: â&#x20AC;&#x153;The GSA (U.S. General Services Ad- used to have a sales meeting once a month and sometimes Industry Trends â&#x20AC;&#x201D; Some Good, ministration) is also seeking to do the same thing with gov- it would go for three or four hours. These lengthy meetSome Troubling ernment contracts. GSA wants to have only a select one, ings took a lot of time away from selling. Now, we have a n a discussion concerning trends that Questell and two or three vendors for the entire United States. That is one-hour sales meeting the first thing every Monday morning. By doing this, not only does our sales staff meet, Barklage see in the cleaning industry, they spoke of the discussion that is going on now.â&#x20AC;? One trend that New System played an integral part in our office staff is also involved. Office people can come in some positive initiatives, and some movements that was in the field of offering highly specialized auto scrub- if they have issues from the week before or the week they view as having potential for a negative impact. ahead. Therefore, there is interaction between the entire In addition to the influx of big box stores getting into bers. â&#x20AC;&#x153;We do a lot more business with equipment than we did staff every week to work things out, which has been very the jan/san arena, Questell spoke of another trend that when we first started. It has been an area of emphasis for beneficial.â&#x20AC;? could have the potential of radically changing the inthe company,â&#x20AC;? Questell said. â&#x20AC;&#x153;We have introduced into our Having long-term employees has also been an important dustry. marketplace specialty machines that clean and sanitize cog in New Systemâ&#x20AC;&#x2122;s success, as they have an in-depth unâ&#x20AC;&#x153;Cleaning with engineered water is a technology that floors, in many cases without the use of chemicals.â&#x20AC;? â&#x20AC;&#x153;One thing that we introduced in this area was cylindrical brush auto scrubbing,â&#x20AC;? Barklage said. â&#x20AC;&#x153;Up to that time, For nobody had heard of cleaning a regular â&#x20AC;˘ Schools VCT (vinyl composition tile) floor with cylindrical brush auto scrubbers on a â&#x20AC;˘ Hospitals daily basis â&#x20AC;&#x201D; only warehouses were â&#x20AC;˘ Motels cleaned with this type of equipment. â&#x20AC;˘ Restaurants â&#x20AC;&#x153;We ended up selling a significant â&#x20AC;˘ All Commercial number of cylindrical brush auto scrubbers. Now, almost every manufacturer Establishments has cylindrical brush versions of auto Each dozen comes scrubbers. with a 7â&#x20AC;? x 8â&#x20AC;? â&#x20AC;&#x153;We are always trying to stay on the clip-on dust pan cutting edge of what is new. This effort Absorbs and has helped increase our equipment Deodorizes Vomit sales.â&#x20AC;? and Other Smelling In speaking of equipment, Questell Liquids or Solids Whether youâ&#x20AC;&#x2122;re down the street or across the globe, Zephyr said the company puts a high emphasis delivers service like weâ&#x20AC;&#x2122;re right next door. When you need fast Cover the problem area with a With Handle on preventive maintenance. layer of GSC-MINT. Allow time answers or a quick turnaround, we respond with service the WEIGHT ONE POUND â&#x20AC;&#x153;We have 10 to 15 school districts on for absorption. Sweep residue into way you always wanted it to be! Choose Zephyr for quality one dozen per case dustpan for easy removal. preventive maintenance contracts,â&#x20AC;? he mops, brooms and cleaning supplies â&#x20AC;&#x201C; weâ&#x20AC;&#x2122;re right next door! said. â&#x20AC;&#x153;We also do repairs for some Scan the QR code P.O. Box 17082 Â˛ 8 6 &DQDGD major janitorial contractors in town, for more info! Â˛ ,QWHUQDWLRQDO Wichita, KS 67217 and that has been a very big boon to our ZZZ ]HSK\UPIJ ]HSK\UPIJ FRP business.â&#x20AC;? 1-800-992-0181 New System employs one equipment pho: 316-267-0671 technician in its mobile operation who fax: 316-267-2930 travels to customersâ&#x20AC;&#x2122; facilities to make email: gscjansplymfr@juno.com repairs. Another technician works fullwww.giftsalescompany.net Your One Stop Source for Quality Cleaning Products ÂŽ time in the companyâ&#x20AC;&#x2122;s repair shop, in

GSC MINT ABSORBIT

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Circle 56 240.31544 Maintenance Sales News_July-Aug 13.indd 1

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Maintenance Sales News

derstanding of the company’s culture and mission. “Ted (Barklage) has been with the company for 18 years,” Questell said. “Before joining New System, he had worked for 16 years in a related field in another business in which we were involved. “Amy Roper, who is the president of the company, has been with New System nearly 35 years. Having people here for long periods of time has really helped with the continuity of our operation. Customers like to deal with people with whom they feel comfortable.” Looking Ahead To Continuing Success

n speaking of why he thinks New System has been successful over the years, Questell outlined three critical keys: perseverance, the willingness to work hard and striving to learn. “These three aspects of success that we have embraced as a company have made a big difference,” he said. “There are going to be times in life when you fall short of what you think you are going to be able to do. The key is to pick yourself up, learn from failures and do better. “If we can do anything to make people healthier worldwide, we are really doing something very important for our lives.” Barklage said Questell also deserves much credit for the company’s success. “He (Questell) is very tenacious and he is a very capable leader,” Barklage said. “He keeps abreast of what is going on in the industry. He is open to new ideas and is a good businessman. He is willing to change as the industry changes, which is also important to being successful. Questell added: “As in all things, there are always going to be challenges. What the challenges will be tomorrow, I don’t know. All I can be ready for is today and what I perceive will be a challenge in the future. “I would like for this industry to continue to ‘strive to thrive.’ It has been hard because so many jan/san houses have fallen by the wayside. I think that if we can have quality independent jan/san houses, like New System, it is going to be good for the economy, the nation and for the health of people worldwide.” Contact: New System Janitorial & Maintenance Supplies, 4120 Rider Trail North, Earth City, MO 63045. Phone: 877-298-7100. Email: info@newsystemonline.com. Website: www.newsystemonline.com.

Circle 17

From Tornado Industries:

Safe Filter Bag Removal According to Tornnado Industries, having an advanced air-filtration system, such as a HEPA filter, is becoming a requirement in most vacuum cleaning situations. Spokespeople say the filtration system can protect indoor air quality. However, while the health of the worker may be protected during the actual vacuuming process, that may not be the case when it comes time to remove the machine's filter bag. If bag removal is performed incorrectly, a cloud of dust may be released that can eliminate many of the benefits of having an advanced filtration system. Doug Berjer, brand manager with Tornado Industries, offers the following tips on removing filter bags that can apply to most types of Doug Berjer, vacuum cleaners-backpacks, canisters and uprights: brand manager • Unplug the machine from the power source before proceeding; with Tornado • Wear gloves during the entire bag removal process; Industries • If the machine is a backpack or canister, disconnect the hose; • Check whether the manufacturer has provided special removal and insertion instructions; for instance, on some machines, the assembly that holds the filter bag must be pulled up or out in order for the bag to be removed; • As an added safety measure, place the bag in a small plastic liner and seal the opening. This helps prevent dust from being released during handling; • If the vacuum cleaner has been used to vacuum up rodents or their nesting materials, double bag the filter bag using two plastic liners; and, • Place the bag, now inside one or two sealed plastic liners, in a dumpster or securely covered trash can that is emptied regularly. "When to change the filter bag seems to be a bit controversial," said Berjer. "Some cleaning professionals change them when they are only a third full to help ensure proper suction. In most cases, once the bag is half to two-thirds full it should be replaced." Tornado Industries has been engineering cleaning equipment for more than 85 years. Many of the company's products are assembled in America with globally sourced parts, according to the company. Visit www.tornadovac.com for more information.

Circle 18

November/December 2013

SCA produces, in North America, the Tork® line of dispensers, towels, tissue, soap, napkins and wipers. These products are used in commercial settings such as office buildings, restaurants, schools and health care facilities. SCA also produces the TENA® line of incontinence care products used at-home and in the heath care industry.

Xynyth Manufacturing Corp. produces such products as environmentally friendly Mountain Organic Natural Icemelter™ and YellowSign™multi-purpose absorbent. Shown, left to right, are company representatives Shane Weckstrom, Kevin Wice, Kaori Kawamoto and Robin Williams.

ABCO Products Corp. is a vertically integrated manufacturer of cleaning tools and recipient of the ISSA Best Customer Service Award - 2013. Shown, left to right, are Isacio Albir, vice president of production; Carlos Albir, operations manager; and Luis Janania, administrative & sales manager.

Expanded Technologies Corp. is the developer of such new products as the Slip-On® Floor Savers, Wrap Around™ Floor Savers, Slip Over® Floor Savers, Slide-All® furniture movers, felt protective pads, furniture glides, door stops and anti-fatigue logo mats.

Tornado Industries, Inc. offers commercial and industrial cleaning equipment and after-sale service. In the industrial cleaning business for over 80 years, Tornado® has a strong entrepreneurial history of partnering with in-house cleaners, contractors and facility managers to provide cleaning solutions that deliver innovation, reliability and competitive pricing.

Sky Systems Co., Inc. provides bag-in-box hand soaps, speciality foam soaps, soap dispensers, high speed hand dryers, metered fragrances, aerosol dispensers and urinal deodorant screens.

Maintenance Sales News

ACS Industries, Inc./Scrubble Division provides stainless steel scrubbers, nylon scouring pads, grill cleaning products, mops, brooms, brushes, floor pads, and steel wool and sand screen disks. Pictured is the ACS team showing many of the company’s new products.

Spartan Chemical Co., Inc. has been a manufacturer of sustainable cleaning and sanitation products for the industrial and institutional markets since 1956. The company produces products from a state-ofthe-art facility in Maumee, OH, and sells both domestically and internationally through a selective network of distribution. Spartan’s chemical products and services are used in building service contractor, education, health care, foodservice, processing, lodging/hospitality and industrial markets.

DDI System offers “inform” distribution management software that creates a strategic advantage by integrating daily operations with advanced sales, marketing, mobile apps and ecommerce tools. Shown, left to right, are company representatives Lisa Riebe, Nicole Mangarella, Adam Waller and Duncan Hopewell.

U.S. Battery Mfg. Co. officials reported the recent ISSA trade show was one of the most successful shows they have ever experienced. U.S. Battery representatives, who specialize in providing deep cycle batteries for electric sweepers and floor scrubbers, are dedicated to creating quality customer/supplier relationships. Shown, left to right, are Mike Coad, N.E./Midwest sales manager; William C. Glover, vice president of sales; Donald E. Wallace, MBA, CMO/executive vice president sales & marketing; George Stratis, regional sales manager; Paul Harchik, business development, Asia; and, Dwayne P. Porter, marketing manager.

Queenaire Technologies, Inc. provides a full line of electronic ozone generators to eliminate odors in a wide range of applications. Shown are company representatives Susan Duffy and John Decanio.

Haviland Corp. officials would like to thank everyone who came by the company’s booth. Haviland specializes in floor and window squeegees, vac and automatic squeegees, gaskets and splash guards, handles, floor scrapers, water brooms, paving and concrete hand tools and applicators. Shown, left to right, are company representatives Patty Lind, Joyce Dudenhoeffer, Alice (Haviland) Andrews, Bob Weyand, Jan Haviland and Randy Wolfe.

November/December 2013

North American Salt Company, a Compass Minerals Company, offers ice and snow melting products, including magnesium chloride and deicing salt. The company manufactures Safe StepÂŽ Pro Series, a full line of ice melters for the professional, available only to the jan/san business segment. Shown, left to right, are National Sales Manager Jan/San Mike Ross, Account Coordinator Lisa Moynihan, Product Manager Patricia Ries, and Sales Support Specialist Jan/San Millie Boss.

Cascades Tissue Group is the fourth largest paper tissue producer in North America. The company sells to the foodservice, health care, hospitality, office building, industrial and institutional fields. It offers a broad range of sustainable products including paper hand towels, bathroom and facial tissues, paper napkins, perforated roll towels, wipers and dispensers.

Trojan Battery Co. is a manufacturer of flooded, AGM and gel deep-cycle batteries for floor machine applications. The company provides technical support and is ISO 9001:2000 certified, with operations in California and Georgia. Shown are Brian Jaibur, regional sales manager; and Holly Ernest, director of North American aftermarket sales.

Lambskin Specialties is the manufacturer of the original Dust Wand Lambswool Dusters, applicator pads, polishing bonnets and Window Pro strip washers. The companyâ&#x20AC;&#x2122;s product lineup also includes feather, synthetic and microfiber dusters; squeegees; utility handles; chamois; microfiber cloths; complete floor systems; and high, low, wall and ceiling dusting products. Among those people shown are company sales representatives.

Warsaw Chemical Co., Inc. supplies all-purpose cleaners/degreasers, restroom sanitation chemicals, disinfectants, hand cleaners, dishwashing and laundry detergents, floor finishes, carpet cleaners and transportation chemicals. Products include Micro Drum super concentrates and Green Time Solutions. Shown, left to right, are company representatives Ken Jones, Carolyn McGuire, Kevin Caswell and Mike Purichia.

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.

Maintenance Sales News

Americo Manufacturing Co., Inc. celebrated another record-breaking year during ISSA/ INTERCLEAN in Las Vegas. With the acquisition of the strategic assets of Glit®/Microtron®, to new distributors and alliances added during 2013, company representatives had a great deal to share with the attendees who visited Americo’s booth. Shown, left to right, are Doug Evenson, advertising; Oscar the Robot; John Miller, executive vice president of sales & marketing; Marina Sawyer, international sales manager; Cameron Dunagan, regional sales manager; and Rusty Heinsman, national sales manager.

Intercon Chemical Co., Inc. features such chemical specialties as laundry, warewash, foodservice and heavy-duty detergents and natural solvents; general purpose, floorcare and restroom products; aerosols; hand and body products; deodorizers; disinfectants; green products; waste treatment products and dispensing programs.

Lindhaus USA provides the RX HEPA two motor commercial upright vacuum in 15-, 18- and 20inch widths; the Dynamic two motor commercial upright in 12-, 15-, and 18-inch widths; the CH Pro 14-inch commercial two motor upright with three-way switch; and the Activa Pro 12-inch single motor commercial upright. Pictured, from left, are Cliff Brady, Al Carpenter and Michele Massaro.

SKM Industries Inc. is a manufacturer of the Grout-Aide marker, designed to renew dirty grout. The company was established in 1980. Shown are Shanta Syal, chief executive officer; and Ernest Gazda Jr., president.

Chase Products Co. has been a leader in aerosol product development since 1948. Chase manufactures DfE propellant-free cleaning products as well as aerosol cleaning products, air fresheners, disinfectants and insecticides. Shown, left to right, are regional sales managers Anthony Albazi and Kevin Brandush.

CP Industries produces environmentally safe products that include ice melters, cleaning chemicals and detergents. Private labeling is available. Production facilities are located in Salt Lake City, UT, and York, PA. Shown, left to right, are company representatives Chase Naisbitt, Ann Lieber and Fred Lieber.

November/December 2013

Sofidel America Corp. provides a broad line of JRTs, hard wound towels, small roll tissue, folded towels, kitchen roll towels, center pull towels, napkins, facial tissue, toilet seat covers, soaps and dispensers. Pictured from left to right are Jeff Hoffman, Tracy Hunt and Matthew C. Guest.

IPC Eagle Corp. is a manufacturer of cleaning equipment and tools. The companyâ&#x20AC;&#x2122;s product line includes automatic scrubbers, vacuum sweepers, professional and industrial vacuums, pure water cleaning systems, window cleaning tools, screen washers, burnishers, extractors, pressure washers and microfiber mopping systems.

Starco Chemical provides a complete line of powders and liquids used in warewashing, maintenance, industrial and laundry applications. Starco Chemical, a division of Diamond Chemical, supplies products to the jan/san, foodservice and wholesale paper trades. Shown, left to right, are members of the Starco Chemical sales and executive team: Tony Lau, New York and Northern New Jersey district manager; Tom Strnad, Southeast regional manager; Martin Zaret, vice president; John Russo, Mid-Atlantic regional manager; Sarrah, Starco Chemical booth hostess; Scott Koenings, Midwest regional manager; Robert Dattoli, bid and new account manager; Harold Diamond, president; and Harvey Wasserman, vice president, sales.

Delamo Manufacturing provides products that are designed with utility and value in mind. This includes cart and dolly systems, waste receptacles, wringer buckets, pails, dust pans and tools.

Dead Sea Works Ltd., c/o K+S supplies deicing and dust control products. This includes MAGÂŽ pure magnesium chloride ice melter that is designed to be safer for people and pets. 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.

Bro-Tex, Inc. offers nonwoven, paper and cloth wiping cloths; pre-moistened surface disinfectant, shopping cart and hand cleaning wipes; and jumbo roll, Popup, Center Flo and quarter folded wipes. Private label and contract converting are available.

Maintenance Sales News

Golden Star Inc. is a full line, vertically integrated manufacturer of professional surface cleaning tools, systems and accessories. Products include wet and dust mops, microfiber pads and cloths, dusters, bonnets, corn brooms, push brooms and hardware.

Fullriver Battery USA manufactures a complete line of sealed, maintenance free, deep cycle batteries for electric floor scrubbers and sweepers. The company is also the exclusive North American distributor for Delta-Q Chargers. Shown, left to right, are company representatives Craig Quentin, Patrick Leibrich and Austin Ornelas.

Fuller Commercial Products supplies such items as floor finish, sealers, strippers and maintainers; carpet care products; degreasers; disinfectants; odor control products; aerosols; wet and dry mops; brushes, brooms and hand operated carpet sweepers; and Texas Feathers dusting products.

Bar Keepers Friend is a maker of name-brand powder and cream scouring cleansers. Now available in institutional sizes and NSF-reg. formulas. Shown are, left to right, Kevin Patterson, vice president of institutional sales; and Paul SerVaas, president.

VPR Impex, Inc. is a manufacturer of Vapor cleaning systems, floor scrubbers, wet/dry vacuum cleaners, floor sweepers and gum removal equipment. Shown, left to right, are Tony Mariani, of Air Force Distribution Inc., and Mario Ruffolo, of VPR Impex.

National Tissue Co., LLC. is a manufacturer of tissue, towels, napkins and wipers. The company offers custom cores, custom sheet sizes, embossing and private labeling. Shown, left to right, are Kristy Leonard, general manager - North Carolina Converting; Eric Bachhuber, vice president new business development; Jeffrey Friends, senior sales consultant; Michael Graverson, president; David Holland, vice president national/group accounts; Jill Lambrecht-Hudson, vice president sales & marketing; and Jay Riley, manager of new business development.

November/December 2013

Wausau Paper offers a complete line of towel, tissue, wiper, soap and dispensing systems that come in unique brands. This includes a comprehensive offering of Green Seal-certified products.

Dri-Eaz, A Legend Brands Co. offers a diverse set of professional cleaning and drying solutions. This includes dehumidifiers and air movers for drying flooded areas, air scrubbers for cleaning the air and specialty floor dryers.

Charlotte Products/Enviro-Solutions is a performance formulator and manufacturer of a broad range of cleaning chemical products including such brands as Enviro-Solutions®, Swish and ECOgent™. It also provides private label brands and custom packs. Shown is the Charlotte Products team, left to right, of Michael Rochon, PCS; Steve Everson, regional sales manager; Jennifer Meek, director of marketing; Jim Flieler, vice president of strategic accounts; Tom McArthur, manager of training & product testing; Paul Wildenberg, vice president of sales for North America; and Rob Campbell, Agrus sales & marketing.

ITW Professional Brands is a manufacturer of SCRUBS® wipes, Spray Nine® disinfectants and degreasers, DYKEM® marking products, Dymon® products and Atlantic Mills® disposable foodservice wipers.

Salt Depot Inc. is a manufacturer of snow and ice removal compounds designed for both consumer and commercial contractors. Shown, left to right, are company representatives Andy Giannis and Darrin Loertscher.

Briarwood Products Co. specializes in labor-saving and cost-cutting cleaning tools. Items include Shank-free correctional facility tools, Adjust-a-Turn surface cleaning tools, wet mop holders, all-plastic floor squeegees, dry dust mop frames, sweeping equipment and fiberglass extension poles. Shown, left to right, are company representatives Larry Stephenson and Manfred Tomm.

Maintenance Sales News

Bullen Companies, Inc. is a full line chemical formulator and chemical specialty house. Bullen is known for producing innovative products that are safe for the end-user and the environment as well as reducing labor and costs. Pictured from right to left, are Scott Jarden, Alex Jarden, Mike Barrett, Rod Bennett and Vince Smith.

Milazzo Industries, Inc. supplies snow and ice melting agents/winter products along with charcoal and barbecue-related items. The company provides solutions for both residential and commercial applications. Shown is company representative John Wesolowski.

The Gift Sales Co. provides such products as toilet bowl deodorants, wall blocks, sewer blocks, bowl cleaners, fly swatters, urinal screens, moth crystals, carpet fresheners, dust pans, bowl mops, bowl caddies, enzyme blocks and bags, and absorbents. Shown is company representative Bill Myers.

Deb, Inc. provides dedicated skin care products and programs for organizations that value employee and patient well-being. The Deb Group says its goal is to be the worldâ&#x20AC;&#x2122;s leading awayfrom-home skin care system company.

Chemical Universe provides branded and private label institutional and industrial cleaners and chemicals. Shown are representatives of the Chemical Universe team.

Soundview Paper Co. is a manufacturer of towel and tissue products for the at-home and awayfrom-home markets in North America. The company specializes in providing products and services centered around the recycled and virgin fiber segments. Pictured, from left, are, back row, Laurence Broderick, Jim Rochford, Gene Artz, Karl Meyers. Front row, John McLean and Maria Torres.

November/December 2013

Cargill Salt provides such ice melter products as Winter Melt, Glacier Melt, Dyn-o-Melt, Green Melt and Flash Melt. The company also supplies water conditioning products including pellets and solar salt. Shown, left to right, are company representatives Jackie Van Norden, Cyndie Busuttil and Alyssa Girard.

Caddy Clean Scandinavia AB is a manufacturer of battery driven scrubbing machines for stairs, tile and hard-to-reach areas. Shown, left to right, are company representatives Sven-Erik Carlsson, Johannes Franzen and Bob Proulx.

Epic Industries offers products for warewashing, laundry and housekeeping. Brands include E-Z Suds速, Swell速 Grill & Oven, Fury速, Glide, and Swell-X速. Private labeling and training programs are available. Pictured, from left, Ted Bustany, Owner /CEO of Epic Industries; Rich Fosmire, New Business Development; Sam Levine, Executive Vice President and Antonio Massol Director of Warewashing/Laundry Program.

Nexstep Commercial Products provides a complete line of commercial-grade sanitary maintenance products. This includes wet mops, mop sticks, mop buckets and wringers, janitor carts, trash can dollies, waste receptacles, dust mops, floor sweeps, angle brooms, corn brooms, microfiber products and squeegees.

Qleeno offers a machine that simplifies cleaning in hard-to-reach areas. This includes under wall mounted toilets, school desks, patient beds, restaurant equipment and stadium seating. The product is lightweight and portable.

Griffin Chemical Co., LLC, offers W.O.W! Brand Products. The company is a North American manufacturer of green-based cleaning chemical specialties made with DfE-listed ingredients. Products are designed to cut costs and inventories while increasing customer profits. Shown, left to right, are company representatives Gregory Robinson, Elyse Robinson and Fitzroy Gordon.

Maintenance Sales News

von Drehle Corp. has an extensive selection of center pull towel products and dispensers along with jumbo roll tissue, standard bath tissue, hard wound towels, folded towels, household towels, facial tissue and specialty tissue products.

Clean Control Corp. provides specialty chemicals for odor control as well as bacterial enzyme cleaners, general purpose cleaners, carpet cleaners and degreasers. Shown, left to right, are Jimmie Tukes Jr., purchasing manager; and Bill Frazier, national sales manager.

Haaga Kehrsysteme GmbH provides manual and motorized sweepers that feature a turbo sweeping system. These sweepers remove all kinds of materials including wet and dry leaves, stones, flat and large matter. Shown, left to right, are company representatives Anthony Perry and Ralph Burkart.

Midlab, Inc. offers private, Maxim and Nattura brand cleaning liquids, aerosols and powders. Over 600 high quality, custom blended formulas are available, along with full service contract packaging.

RD Industries, Inc. provides self-venting, closed-loop chemical containment and dispensing systems for any size container. The company also specializes in low-cost dispensing options such as portable bottle top units and wall mounted gravity flow systems. Shown, left to right, are company representatives Deb Lammel, Kevin Brown, Dave Kernes, Eric Rix, Aaron Hunter and Angela Brummond.

Occidental Chemical Corp. (OxyChem) acquired the world’s largest calcium chloride operation in 2009. OxyChem’s calcium chloride is a specialty salt with unique properties. It’s used to improve winter safety, air quality and the performance of many products.

November/December 2013

International Salt Co. provides ice melt products that include treated and untreated bulk ice control salt; and packaged ice melt products such as Blizzard Wizard速 Ice Melt, C-FORCE速 Calcium Chloride and Arctic Thaw速. Shown, left to right, are company representatives Jack Kassabian, Mary Kay Warner, Niles Hysell and Julie Davis.

Seko Dosing Systems Corp. manufactures and markets state-of-the-art chemical dosing equipment to institutional and industrial markets. Seko offers solutions for applications in warewashing, drain and odor control, laundry, janitorial/housekeeping proportioning and dilution, water treatment and swimming pool. Pictured, from left, are, Francesco Fiorentino, Gabriel Flores, Ed Thompson, Valarie Poliszczuk, Bill DeCristofano, and Cristian Tesi.

Berk Wiper International, LLC, specializes in nonwoven disposable wiping cloths. Berk Wiper products are sold primarily into the jan/san, medical, automotive, paint, general industrial and health care markets. Pictured, from left, are Ernie Kelly, Eileen Hupp, Jeff Berk, Larry Berk, Jill Blatstein and Bob Lee.

Zephyr Manufacturing Co., Inc. offers wet mops, dust mops, brooms, brushes, dusters, handles and more. Pictured, from left, are Bob Schneider, R.J. Lindstrom, and Sean Pence.

Perform Manufacturing, Inc. supplies specialty chemicals for industrial and institutional markets. Shown, left to right, are J.R. Crane, vice president of sales; Laura Crane, corp staff; Cam Cravens, corp staff; Stephanie Davidson, corp staff; and Duane Davidson, plant manager.

Airosol Co. is an aerosol and liquid formulator and packager of maintenance chemicals, offering both a private label and a branded product line. Pictured, from left, are Matthew Stratemeier and Eugene Fleishman.

Maintenance Sales News

Procyon pioneered detergent free, soap free cleaning over 30 years ago. Procyon cleaning products are Green Seal速 Certified, IAQ approved, CRI approved, wool safe approved and have no VOCs.

American Paper Converting manufactures bathroom tissue, facial tissue, roll and folded towel and dispensers. EcoGreen速 brand is made from 100 percent recycled fibers and Green Seal certified. Pictured, from left, are, Craig Thomas, Rich Lain, Jorge Tunnermann, Lydia Work, Mike Isola, Gus Dominguez and Brian Work.

Draco Hygienic Products, Inc. specializes in OEM manufacturing of towel, soap and air fresh dispensers for the AFM market. With established manufacturing plants in China and Taiwan, the company has over 30 years of experience.

Production Metal Forming offers stainless steel carpet cleaning wands, solid surface cleaning tools, upholstery cleaning hand tools, auto detail cleaning tools, valves, accessories and hide-a-hose. Pictured, from left, are Dave Simington, Jamie Passien and Paul Passien.

Magnolia Brush Manufacturers, Ltd. offers all types of brushes, brooms, mops, squeegees, buckets, handles, sponges and dustpans for the janitorial supply trade. Pictured, from left, are, Gary Townes, Jim Jeffer and Kurt Fisk.

Morgro, Inc. is a producer of snow and ice melt products. This includes Ice Fighter Plus, Sno Plow, Deep-Thaw and Cal-Melt. Shown, left to right, are Mike Childs, sales representative; and Rick Jensen, vice president.

November/December 2013

Bar Keepers Friend (BKF) Now Available To Distributors Via Lagasse-Sweet National re-distributor Lagasse says it has added several Bar Keepers Friend products and pack sizes to its website and 2014 catalog for distributors. "We are enthused with this important association as it helps distributors source BKF easier," Kevin Patterson, VP of institutional sales, said. "Distributors can access larger, institutional sizes not available at retail levels.” Circle No. 103

MSN CLASSIFIEDS

Perfect Products offers upright heavy duty commercial 12 x 16 vacuums, backpaks, wet and dry canisters, mops, dust mops, hose, 1 1/2’ commercial tools, wands and electric cords.

PRODUCTS OFFERED HOT PET RELATED ITEMS. $4 Billion Business. Urine Removers, Deodorizers, Pet Waste Station Bags, Dispensers, Wastebaskets. Doggy Do Shampoo-Enzymes. D’Limonene, Doggy Do Urine Eliminator, Trash Bags. Over 4,000,000 Doggy Do Bags sold in one year. FREE SAMPLES. Namco 713-829-2974 or 800-634-5816.

MAINTENANCE SALES NEWS ADVERTISERS’ INDEX

Marathon Solutions, Inc. offers credit card processing for manufacturers, distributors, and suppliers. Pictured is Deb Bruns, vice president, Business Development.

Moerman Americas offers professional window cleaning tools, squeeges and other cleaning tools for industry, food service and household markets. Pictured are Phil Verne, left, and Marc Roels.

ACS Scrubble...........................................13

Intercon Chemical/Clearly Better, LLC ..64

American Paper Converting ..................46

ITW Professional Brands .......................35

Americo ....................................................39

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

Away Chemical ........................................40

Mor-Value Parts Co. ...............................47

Bar Keepers Friend.................................20

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

Berk Wiper International, LLC ............34

Nexstep Commercial Products...............27

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

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

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

Perfect Products ........................................9

Charlotte Products/Enviro-Solutions....26

Plus Manufacturing, Inc.........................22

Chase Products Co. ...................................5

Qleeno .......................................................45

Chemical Universe ..................................38

RD Industries...........................................10

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

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

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

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

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

Sky Systems Co., Inc. ..............................30

Delamo Manufacturing, Inc...................49

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

Draco Hygienic Products, Inc. ...............44

Spartan Chemical....................................23

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

U.S. Battery ..............................................31

Expanded Technologies ..........................21

Versaclean.................................................44

Fuller Commercial Products..................25

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

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

VPR Impex (Vapore) ..............................24

Gift Sales Company.................................48

Warsaw Chemical ...................................36

H & S Manufacturing.............................47

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

Ha-Ste Manufacturing, Inc. ...................28

Xynyth ......................................................41

Harvard Chemical Research, Inc..........16

Zephyr ......................................................48

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

CP AD2.ai

7/12/12

6:35 PM

Approved by DfE Abhorred by Ice and Snow

Circle 10

Circle 30