The Universal-UniLink Advantage
July 2011 Volume 2, Issue 3
Cla s s i f i e d ad s ...Page 24
Post Office Box 2628 • Greer, SC 29652
1-888-830-7872 • (864) 877-0020
Pearl Laundry & Cleaners:
A Story of Family History
& Dedication to Business
Full Story...Page 8
Universal-UniLink Purchasing Association
2 Universal-UniLink Purchasing Association
Articles in this Issue:
Building Business with Product Promotions..................
Curious About QR Codes ® 3
Dryer Innovations............................................................... 7
Pearl Laundry & Cleaners.................................................. 8
Oil & Gas Well Drilling...................................................... 10
Promotional Products Can Increase Business................ 13
Gaining A Competitive Edge In The Industry............... 15
Summer Is A Great Time To Increase Towel Sales........ 16
New Selling Tools & Opportunities................................. 16
Trend Alert: Sportswear & Technology Team Up........ 19
Determining Your Customers’ Hi-Vis Needs................. 20
Introducing The ANTIBAC Pen...................................... 20
“Cord-inate” Your Fleece Garments................................ 22
Securing Cardholder Data................................................. 23
Classified Ads...................................................................... 24
Advertisers in this Issue:
Mountville Mills................................................................... 4
BIC Graphic/ Norwood..................................................... 6
Venus Group........................................................................ 12
Logo Mats............................................................................ 13
Pinnacle Textile.................................................................... 14
Golden Star.......................................................................... 18
Superior Uniform Group................................................... 19
American Dawn, Inc........................................................... 21
Vantage Apparel................................................................... 22
Classified Ads....................................................................... 24
Welcome New Members:
American Pad-Ex of N.Y. (Brooklyn, NY)
B.E.T.H. Partners (Virginia)
School Time (Lafayette, LA)
Imperial Textile/Wholesale (Buffalo, NY)
Ionia Mat Rental (Ionia, MI)
Mars Janitorial (Canada)
Universal-UniLink . . . More Important Than Ever
Now more than ever, Universal-UniLink’s portfolio of
business tools and solutions are critical. Our total focus
is to provide lower product costs and innovative business
solutions to help your firm gain competitive advantages.
Through Universal-UniLink, you have access to products
outside your core business. National competitors such as
Cintas, are selling your customers on the savings of “single
sourcing”. Let your key customers know that you can help
them consolidate vendors.
You not only have access to Jan/San, Cleanroom Supplies,
Promotional Products, etc, but also you have experts who
can help fashion a program for selling the advantage of
“single sourcing”. Also, you have the superior service of a
community-based, locally-owned company.
Cost of Goods Savings: Our core focus is driving down
product cost by networking independently owned businesses
into “One” purchasing entity. By working together as one
company, your leverage with key suppliers is increased by
as much as 30%. Savings in product costs alone more than
cover the small annual fee. Time freed by having negotiated
contracts effortlessly appear on your desk; priceless!
Time & Resource Savings: Designed to free your valuable
time, our website and weekly e-mail are your convenient
sources for price updates, products, and industry trends that
impact your business.
Networking: Whether you’re buying delivery vehicles or
seeking a SBA loan, you can bet someone’s recently done
that and can offer a wealth of advice to save you time and
dollars. Members repeatedly report this benefit alone is
worth the annual membership fee.
Having Universal-UniLink working for you is always good
business, but it’s even more valuable in today’s uncertain
economy. By working together as “One Company,” you gain
competitive advantages simply unavailable to the individual
We Are Here to Help Your Business!
Special Thanks To
Big Bill Workwear
4 Universal-UniLink Purchasing Association
Building Business with Product Promotions
Several best practices to consider
prior to your next contest.
These concepts can apply to
Legend has it that the first sales contest took place the day
after the grand opening of the first industrial laundry.
OK, that may
be a stretch,
but I think we
can agree on a
a long time.
ways to run
the degree of
Mountville Mills has been helping customers with their mat
promotions for many years. The purpose of this article is to
provide you with several best practices to consider prior to
your next contest. It is your choice to decide which ones to
enact. As an added bonus, these concepts will work whether
you are selling mats, jackets, soap, paper, etc.
It All Starts At The Top: The most successful promotions
are the ones fully and totally supported by top management.
The companies who are successful with their annual
promotions talk them up year round. It is deeply imbedded
in their corporate culture. If the first time you talk about
a September promotion is August, do not be disappointed
if the results are poor. Consider posting your promotions
calendar every year and making it an agenda item on your
weekly staff meeting.
Consider Adding A New Product: There is nothing like the
freshness of a new product to get your team excited. Last
year several customers did well by introducing a product like
an anti-fatigue mat. Is this too radical for your taste? What
about making a renewed push with logo mats? Mountville
recently introduced a line of wildlife mats that may be just the
thing to get your team excited.
Plan In Advance: The time
to plan for your fall promotion
is a minimum of 6 months
in advance. Get your vendor
involved. They will help you
kick off the contest.
Consider doing an, “All hands
on Deck” day. During this day
you will have every member of
your management team proudly
put on your company uniform
and run on a route for a day.
This includes professional
salespeople, route managers,
sales managers, service
managers, GM’s and owners.
What a powerful team and revenue building strategy. Next,
before going out to talk with the first account, have a road
map. Know who does and who does not carry the product you are
promoting. Have the list in your hands before the first call is
Have Enough Samples: Nothing will kill the momentum of a
contest as quickly as running out of product. You want your
team laying sample mats. All the good work you do can be
quickly undone if the product is not available. Promotions
need to be nothing but positive energy. Let’s eliminate all
potential for any negative.
Joe Rubbelke, Mountville Mills
2011 Business Development
“This was absolutely the best such
event I’ve ever attended.”
Chester Rental Uniforms
You’ve probably seen these popping
up everywhere from bus shelter
advertising to the bottom of the new
coffee maker you just bought. QR is
short for Quick Response - they quickly
allow you to transfer data to your
smart phone for immediate viewing.
QR Codes ® can provide information
about your business, contact information, drive traffic to a
specific link, online videos, promotional information, coupons,
nutritional or product information and more.
There is no need to provide all the details in your ad, poster,
or tradeshow display…a simple scan (using your cell phone’s
camera) captures the code and then allows you to view the
information on your phone. Anyone with a smartphone can
scan a QR Code ® and anyone with a computer can generate a
QR Code ® . This is an effective way to add interactivity to any
print media and the possibilities are endless for the promotional
Put them to almost any flat promotional product. Increase
brand awareness, engage your customers and drive up profits.
Your ad is no longer static and dated, but interactive and
can always be current. You can even track the QR Codes ®
with scanning and web analytics to stay on top of your latest
promotion and learn more about your target audience.
6 Universal-UniLink Purchasing Association
Cu r i o u s Ab o u t Qr Co d e s ®?
Pocket First Aid Kit
Includes 4 pieces: 2 bandages, first aid cream
packet, first aid guide
Product Size: 1-3/4"w x 2-7/8"h x 1/4"d
Decoration Method/Area: Digital 4-Color
Process: Outside Front Cover and Outside Back
Cover 1-1/2"w x 2"h each location;
max. 4 colors
Set-Up Charge: $50(g)
1 to 4-color
40011 Below Minimum!
BUY 250 500 1250 2500
$1.27 1.11 0.94 0.81
FREE 250 500 1000 2500
There are many QR Code ® generators available online.
Choose your application and follow the directions to create
your own QR Code ® . For the best results, the code should be a
minimum size of 1.25” square. The QR Code ® should be black
with a white border.
A few promotional ideas using QR Codes ® :
• Imprint a QR Code ® on product samples that includes
pricing, special offers and product information
• For fundraisers and non-profits – put QR Codes ® on
giveaways at events so participants can track fundraising efforts
and be proud of their contribution
• Promote a new movie with tee shirts imprinted with a QR
Code ® that links to an online trailer
• Advertise a new restaurant by passing out cards at events
that include a QR Code ® with a link to the menu.
Norwood Promotional Products has many great products
and tools available to help you incorporate promotional
products in your service offerings. Universal-UniLink members
can use these ideas to enhance their own self-promotions, or
help their customers’ develop marketing plans.
SPF-23 Lip Balm
Product Size: 2-5/8"w x 9/16" dia.
Standard: Screen Print:
Front 1-1/2"w x 1/2"h; max. 1 color
Optional: Digital 4-Color Process:
Label 1-5/8"w x 1-1/4"h; max. 4 colors
Set-Up Charge: $50(g)
1 to 4-color process
40138 Below Minimum!
BUY 125 250 500 1250
$1.35 1.20 1.09 1.04
FREE 125 250 500 1000
Norwood Promotional Products
Effective Date: July 1, 2011
Expiration Date: August 31, 2011
Buy One... GET ONE FREE!
BOGO orders cannot be combined, and are available on catalog quantities only.
Orders must be for the same product, item # and imprint.
and SAVINGS like you’ve NEVER seen!
SPF-30 Sunblock Lotion
1-3/4"w x 2-7/8"h x 1/4"d
Digital 4-Color Process:
Outside Front Cover
and Outside Back Cover
1-1/2"w x 2"h each location;
max. 4 colors
Set-Up Charge: $50(g)
1 to 4-color process
imprint, 2 locations
40130 Below Minimum!
BUY 250 500 1000 1250
$1.43 1.22 1.04 0.93
FREE 250 500 1000 2500
Example: Pay for 250, get 500 delivered! Example: Pay for 125, get 250 delivered! Example: Pay for 250, get 500 delivered!
Must be referenced to receive special pricing.
The Kannegiesser PowerDry Series has been designed
and engineered to provide the most energy efficient and
cost effective method of conditioning and drying textiles
today. Advanced burner design, effective airflow, energy
recirculation, and a large volume dryer cylinder are all key
components. The utilization of recovered, heated air during
the drying cycle significantly lowers the drying time and
The PowerDry incorporates a variable speed drive, allowing
the rotational speed to be automatically adapted during the
drying cycle. Critical to these speed changes is that as the
goods get dryer, the density of the load changes and the
proper “fall” of the goods within the cylinder and air-flow
path must be adjusted.
The dryer basket on the PowerDry has easily removable
cylinder panels, simplifying cleaning and assuring the
consistent high performance. Typical time to change a panel
is less than 15 minutes.
The PowerDry gas burner system utilizes an atmospheric
burner, designed and located to encompass the entire width
of the dryer basket, insuring even heat distribution across the
complete load. No time for pre-purging is required.
The automatic energy recirculation system in the
PowerDry effectively reuses any excess energy that would
otherwise escape into the exhaust. Customers have recorded
consumptions below 1600 BTU per pound of water removed.
Dr ye r In n o v a t I o n s
Each PowerDry is designed with an internal lint screen,
assuring effective removal of airborne particles prior to
exiting the dryer itself. This screen is self-cleaning through
air nozzles, blowing the lint off the screen after completion
of the drying cycle. The removed lint falls into either into
an integrated collection bag or into the transfer piping to a
central lint collection station. A standard fire-suppression
sprinkler system includes water spray nozzles, a separate
electrical supply and functions independently of the normal
dryer control system.
Mike Dreher, Kannegiesser USA
972-602-8766, ext. 3154
PowerDry Heat Distribution
with our atmospheric burner
Typical Heat Distribution
with power burner
Gill Korb can still remember the horse and buggy days
when he was a young boy helping his father in the
laundry business. Pearl Laundry & Cleaners has been owned
and operated by family since it was started by Gill’s grandfather,
Daniel Korb, in 1896. The business first began in Evansville,
Indiana as The Rust and Korb Laundry Company; now it is in
the fifth generation of the family. Gill Korb still works at the
plant each day; he represents the third generation of family.
Bernie Michel (Mr. Korb’s son-in-law) and Andrew Michel (Mr.
Korb’s grandson) represent the fourth and fifth generations.
8 Universal-UniLink Purchasing Association
Pe a r l la u n D r y & Cl e a n e r s
Pearl Laundry & Cleaners has
embraced many changes through
the years, “from horse and buggy
to modern delivery trucks,
steam power to electricity, hand
statements to computer billing,
cash to credit cards.”
A Story of Family History & Dedication to Business
There are many changes that have occurred in the business
through the years, from operating practices to machinery. Mr.
Korb recalls some of the significant differences. According
to Mr. Korb, all the employees were paid in gold when the
business began in 1896. He can “remember his grandfather
going to the bank with a suitcase and returning with gold to pay
He also recalls using a horse and buggy to deliver laundry;
this delivery method was very slow, so deliveries were limited to
the Downtown area. In the 1930’s Mr. Korb’s father purchased
a Model-T Truck, and business increased because they were
able to expand their delivery area. In the 1940’s many supplies
were rationed from the war. He explained that tires for delivery
trucks were one of the most difficult items to purchase. Mr.
Korb states, “I had a soap salesman that lived in Chicago, who
would bring used tires for us to use on our delivery trucks.”
Even though changes have occurred during each decade,
Pearl Laundry still utilizes some of the same equipment today.
They still operate their utility presses from 1945. Many of the
modern technological advances have increased the speed and
capacity of the business; the introduction of flatwork ironers,
automated machines, and washer extractors has significantly
allowed the business to grow.
Pearl Laundry & Cleaners has
remained competitive in the market
throughout the years because they
provide such diverse offerings.
Currently, they offer dry cleaning,
commercial laundry, residential
laundry, embroidery, and screen
printing services. This wide variety
of services has enabled them to
remain successful throughout the
years. Mr. Michel explained that
it is difficult to predict how the
economy will affect each segment
of the business. He states, “It is rare to have all areas of the
business low at the same time, so you can transfer help to other
areas of the business.” This diversification is demonstrated by
Pearl Laundry’s uniform rental business that was operated from
1983-1993. Instead of discarding this segment of the business,
they used their knowledge to open an embroidery service. This
allowed them to expand their business to a wider customer base
and eventually open a screen printing business.
Mr. Korb realizes that his forefathers had to work hard to
keep the business thriving, which has led to the company’s great
work ethic today. Mr. Michel and Mr.
Korb explain they “can always count
on family and you can always trust
them.” Their family has remained
successful because they have the
knowledge of every aspect in the
business and they have a strong work
ethic. Mr. Michel states, “You have to
do anything and everything to survive
in business. If someone is absent, then
you have to be able to fill in for them
The first three locations of Pearl
Laundry & Cleaners are shown.
In 1912 the business moved to
the current location in Evansville,
Mr. Michel has many considerations in the daily operations
of his business, but the largest factor he must consider
is payroll costs. Pearl Laundry & Cleaners employees 64
people; the majority are part-time. Each employee is treated
with respect. According to Mr. Michel, “We do not rule the
roost. We work with our employees to show them how to do
everything.” Everyone helps each other to make certain the job
is done correctly, so each day is different for everyone.
The washplant and ironers
from the 1960’s are pictured.
There have been many changes
to Pearl Laundry & Cleaners
through the years, but the
ironers are still in the same
Mr. Korb states, “We all give and take, just like a big family.”
This positive, friendly atmosphere has enabled Pearl Laundry &
Cleaners to employ great people and remain successful.
After receiving a recommendation from a salesman, Pearl
Laundry & Cleaners joined Universal-UniLink Purchasing
Association about three years ago. Mr. Michel explains, “The
discounts I received from Gurtler were enough justification
to join.” Since joining the group, Mr. Michel has discovered
that he uses many of the other Preferred Suppliers as well.
Recently, Mr. Michel signed into the Universal-UniLink website
(www.universal-unilink.com) to review the updated list of
Preferred Suppliers and found many that he did not realize
were available. He has already contacted other Suppliers, so he
can start receiving additional discounts. He realizes the “right
companies and suppliers” are worth joining Universal-UniLink
Purchasing Association each year.
The main plant for
Pearl Laundry &
Cleaners moved into
their current building
in 1912; the building,
which spans an entire
block, is listed on the
National Register of
Historic Places. Pearl
Laundry has grown
and now operates
six stores; they also
offer delivery services to the entire city, as well as many of
the outlying areas. Pearl Laundry & Cleaners and the Korb
family have embraced many changes through the years.
Mr. Michel describes, “From horse and buggy to modern
delivery trucks, steam power to electricity, hand statements to
computer billing, cash to credit cards.” Throughout all the
many changes, Pearl
Cleaners has remained
a successful, hardworking
A Pearl Laundry & Cleaners step van
from the 1960’s.
Gill Korb, his father, and David Korb are pictured with
the ironers in the 1960’s.
Do you have an interesting story?
Let us know!
We would like to feature your business!
For details, email:
A Po t e n t i A l ne w MA r k e t Fo r
FlA M e -resistAnt (Fr) Cl o t h i n g
One of the new emerging markets for Flame-Resistant
(FR) clothing is the oil and gas well drilling, servicing
and production industry. Unlike the oil refineries and chemical
plants, many of these companies have not historically been
in FR clothing. Their move into
FR was prompted by an OSHA
memorandum on March 19, 2010.
The memorandum was issued to
clarify their policy for issuing citations
to oil and gas well drilling industry,
under the general industry standard
for personal protective equipment
(PPE) 29 CFR 1910.132. They
referenced a history of burn-related
injuries and fatalities due to flash
fires in these operations, and thus
concluded that their employers
are required to provide and ensure
the use of FR clothing. OSHA
stated that “NFPA 2112 and 2113 applies to general industry
workplaces and to drilling, well servicing, and productionrelated
operations”. NFPA 2113 is the “Standard on selection,
care, use, and maintenance of flame-resistant garments for
protection of industrial personnel against flash fire”. This
standard specifies the minimum selection criteria for FR
garments shall be in compliance with NFPA 2112, which is
the “Standard on flame-resistant garments for protection of
industrial personnel against flash fire”. NFPA 2112 provides
the minimum performance requirements for FR garments,
which includes minimum FR fabric performance, labeling
requirements, garment certification requirements, garment
manufacturer quality assurance programs, plus a number of
other requirements. You should note that not all FR garments
in the marketplace have been certified to NFPA 2112.
As of 2011 the OSHA compliance officers were given
citation guidelines that included citing 1910.132(a) for the
failure to provide and ensure the use of Flame-Resistant
Clothing (FRC) in this industry when their operations have a
potential for flash fire hazards. Those operations include:
• Drilling – During drilling operations in gas and
hydrocarbon producing zones.
• Servicing – During servicing operations on wells involving
the accessing and extracting of oil and gas.
• Production – During production operations where well
10 Universal-UniLink Purchasing Association
Oil & Gas Well Drilling
fluids are brought to the surface, separated, stored, and
prepared for delivery.
OSHA feels that although each of these operations typically
has engineering controls to reduce accidental releases, these
controls do not entirely eliminate the possibility of a flash fire.
To better understand why not all FR garments are created
equal and the FR standards and requirements that apply, visit
www.knowyourfr.com. Videos can help you learn the basics for
evaluating FR garments and fabrics plus the requirements and
performance tests for standards like NFPA 2112. There are
video chapters introducing the basic hazards and standards, FR
performance testing and one specifically related to flash fires
and flash fire performance testing.
Industrial Laundries Potential Role:
As this new set of FR customers looks to procure FR
garments, industrial laundries could be an important outlet to
service this market. Industrial laundries have been a player in
the oil and gas refinery market and could also play a role in this
sister market. Many of the big drilling contractors are already
in FR programs, but many midsize and smaller contractors
are scrambling to come into OSHA compliance. A number
of these drilling contractors are members of the International
Association of Drilling Contractors, whose website:
www.iadc.org includes a full listing of their members. The
bottom line is starting in 2011 OSHA will be looking for oil
and gas drilling, servicing and production-related operations to
have their employees in FR clothing.
Mark Saner, Workrite Uniform Co.
1-800-521-1888 ext. 236
After the 2011 Business
100% of surveyed attendees
rated the conference as
For the greatest profit from flame-resistant
garments, just do the math with Workrite ® .
With our sewn-in quality and use of only proven FR
fabrics, our apparel ensures greater wear life for
your accounts and extended garment rentals for
you. Bartacked stress points, triple feld-lock pants
seams, pockets with extra fabric layers and doubleneedle
lock stitching, stringent inspections – these
are but a few of our laundry-friendly techniques
that result in year-after-year durability.
FR profits 101
Long lasting – for industrial laundries, that’s the
name of the game. You’ll also be putting your
customers into some of the sharpest-looking FR
apparel made by the known industry leader.
For over 30 years, we’ve set the benchmark for
superior garment construction and performance.
Backed by knowledgeable and responsive sales and
customer service teams.
So contact Workrite today, and cash in on
12 Universal-UniLink Purchasing Association
Promotional Products Can Increase Business
I f you want to maximize your company’s brand exposure
while minimizing your cost, invest in promotional
products. Items such as logo floor mats offer high utility
value over long-term use, add tangibility and longevity to
your branding, and promote an image that lasts. According
to the Advertising Specialty Institute, the cost per impression
for promotional products is .005 cents – much lower than
Primetime TV or radio. So, why sell promotional products?
It’s simple: they make a great addition to your product line,
provide great profit margins, and are easy to sell.
Make promotional products an essential element of your
successful marketing campaign. They are the most effective
medium for promoting repeat business, generating traffic, and
achieving long-term memorability and brand recognition from
a single exposure. In fact, according to a recent study, over
76% of users were able to recall the advertiser’s name on a
product they received in the past 12 months. In contrast, only
53.5% of users could recall the name of a single advertiser in
a newspaper or magazine they read in the past week.
Promotional products are also more effective resources for
developing positive attitudes, message credibility, purchase
intent, and referral value. While the average promotional
product is kept for 5-6 months, this number increases for
more useful and attractive products such as logo mats.
Logo floor mats are an example of an excellent branding
tool that provides invaluable functionality. Mats not only keep
dirt off floors and help prevent accidents; they also provide
a high visibility branding opportunity. Mats advertise your
company while economically providing a cleaner, safer, and
healthier work environment for your customers and employees.
One of Logo Mats, LLC’s most successful and unique
combinations of function and form is our SuperScrape
Impressions mat, which features digitally printed images
molded onto a Nitrile rubber base. Produced with our new
circular surface cleats, this mat offers superior slip resistance
and multidirectional scraping action, all while promoting your
brand in indoor or outdoor applications. As our top-selling
outdoor logo mat, the SuperScrape Impressions is highly
effective in preventing slip and fall accidents, and is certified
“high traction” by the National Floor Safety Institute.
Offering a lifespan of at least 3-5 years in high traffic areas,
the durability of Logo Mats, LLC’s products minimizes cost
per exposure, making them one of the most valuable forms of
advertising media. Bottom Line: promotional products will
add value to the services you provide your customer base.
Logo Mats, LLC
14 Universal-UniLink Purchasing Association
10% off any order during the month of July!
Any size order!
*One discounted order per customer
Check out these other Universal exclusive offers!
50/50 201 GSM KPOE Jersey Knit Polo Shirts ~ $3.95/pc ~ ALL SIZES!
Jade, White, Royal, Black and Navy with contrasting tipped collar and
cuffs, pockets or no pockets. Thousands available, hurry while supplies last!
65/35 V-Neck Baker Shirts, as low as $2.50 each!
White (Item #S120), $2.50/pc
Black trimmed (Item #S122), $2.95/pc
B/W trimmed (Item #S121), $2.95/pc
Solid Black (Item #S125), $3.05/pc
Thousands available, hurry while supplies last!
Call our Customer Service Team to place your order @ 800-901-4784.
Mention coupon code: UniversalSale711
GA i n i n G A Co m p e t i t i v e ed G e
Your Knowledge and
Understanding of the Industry
Can Help to Maintain
Customers and Gain an
Edge On Competition
Providing your customer with an outstanding product, at a
great price and with exceptional customer service is not
as simple as it may seem. Behind the scenes, you are relying
on finding a supplier that can provide you with all the same
things your customer depends on from you. Wolfmark prides
itself in maintaining outstanding customer service while adding
new and innovative uniform apparel and promotional product
items. Wolfmark does not succeed unless our clients succeed.
We understand the importance of customer satisfaction and
delivering a quality product, which is sure to please even the
most difficult of client needs and timelines. Maintaining an
open line of communication with your client is essential for
both the supplier and distributor.
With the blurring of
traditional sales channels, it
is more important than ever
to maintain relationships
with your current customers.
Many uniform distributors
have become one-stop
shops for all their customers
requirements that are not
apparel related. They provide many items, from mugs and
pens to umbrellas or specialty food. If your customer holds
an annual golf outing, there are numerous products they will
be looking for. If you already have an established relationship
and you cannot provide the items your customer needs, then
they will look elsewhere. This would give another company
the opportunity to come in and offer similar products to your
customer; suddenly, you may have a new competitor to worry
about. It is important to understand the wide-variety of
products that you can offer your customers. This will allow you
to meet all of their needs, so they will not have to look to other
Wolfmark is available to help you provide many exclusive
items to your customers. Many of our products are specialty
items that we can sell blank or with an imprint. The Art
department can take your client’s idea and create a complete
uniform apparel program. Wolfmark offers complimentary
design services and virtual proofs; this allows you to
in th e in d u s t r y
concentrate on what
you do best, which is
selling products that
your clients will love.
knowledge of the
industry can help
you gain an edge on
has many items that are
unique to the industry
available in inventory.
Some of these items
blankets, and bamboo throws. Also, our products include
over 70 novelty neckwear items that are great for food service
and hospitality venues. Wolfmark is your trusted vendor for
Bruce Everakes, Wolfmark
Think Wolfmark This Spring
TIES SCARVES BLANKETS CULINARY SCRUBS
Summer Is A Great Time To Increase Towel Sales
Towels leave a quality impression that can last a lifetime.
Everyone loves to receive a towel. Can you remember
the last time you actually discarded a towel? A recent survey
suggests that beach towels have an average life expectancy with
the recipient of well over ten years. If you want your client to
maximize their ROI, then convince them use a towel for their
next event. It will give them more impressions than any other
Bigger is better: Leaving a quality impression that lasts is the
hallmark statement at Towel Specialties and it should be for you
as well. A beach towel will do just that in that it can provide
a client logo beginning at 26”x48”; this is a WOW factor. In
addition, towels do not have to be measured for the recipients;
“one size does fit all!”
16 Universal-UniLink Purchasing Association
Functionality of a
towel: Beach towels are
wonderful for drying off
and freshening. Golf towels
are used multiple times over
one day. Spa towels and
robes are used to soften
and soothe the mind as they
provide comfort. The most
universal gift anyone can
receive is a towel.
New Selling Tools & Opportunities
Prime Line’s NEW Summer additions add dollars and
opportunities to your selling tools. Some of the new
products include: Curvy Flexi-Bottle and Square Flexi-Bottle,
which are ultra-lightweight and made of BPA-free plastic. They
collapse for easy storage and are dishwasher and freezer safe.
Also, you can give your hard-working cell phone a break with
the Mobile Phone Lounger, available in four colors with four
imprint locations. Prime Line’s Bottle/Gift Non-Woven Tote is
the perfect size to hold bottles of wine or as a party favor bag.
Prime Line has introduced new imprinting
methods as well. These can create added sales and
maximize your customer’s messages. The latest in
artistic expression is VibraTec+, which is a stunning
four-color process imprinting on drinkware. Your
creative imagery can come to life. Imprint photoquality
images and graphics with dramatic effects;
your next drinkware promotion can look like fine art.
Do you have a logo that demands attention or a brand that
needs pizazz? Consider foil stamping. Prime Line offers foil
stamping on leather portfolios and other fine leather products
in the Leeman NY collection, as well as on Sticky Books. A
silver foil stamp on the silver Sticky Book is stunning and
sophisticated. The possibilities are endless. The foil stamps
Going green with towels: In addition
to comfort, towels can actually help
the environment. Give them a
product that addresses concerns about
“going green”. There are bamboo
towels and robes that are made from
bamboo fiber. The bamboo plant is
naturally antibacterial, so it is grown
without pesticides. It can be spun
into yarn without harsh chemical
treatments. Softer and more
absorbent than cotton, cashmere or
silk, bamboo towels are completely biodegradable.
Most buyers do not understand that a towel has become a
top selling category in the promotional industry. The items
used to be known for stadium venues, spring break promotions
and golf tournaments, but they have become fashionable
promotional items. Towels are now chosen for design, style
and comfort; they also receive multiple uses. You are missing
out if you are not selling towels in your next client presentation.
Please contact the factory direct today at 1-800-938-6935 for
samples and pricing.
Shawn Kanak, Towel Specialties
are available in nine different colors and a sparkle foil to create
simply dazzling effects!
When the standard imprint area of a tote
bag is not enough, offer imprinting on the
handles, gussets, or both! For example,
the Metro Enviro-Shopper has a large 10”
gusset available for imprinting as well as 20”
long handles. Multiple imprint locations are
guaranteed to increase your exposure. Samples
are available for Universal-UniLink members
simply by emailing firstname.lastname@example.org.
Prime Line offers Same Day Shipping, and
Prime Express. Ship west of the Mississippi using Prime’s
FedEx account number and we will ship 3-day service and
charge you for ground.
Huge inventories, premier service and quality, 100% safety
compliance, and out-of-the-box ideas are just some of Prime
Line’s commitments to help you grow your business.
Steve Dolberg, Prime Line
1-203-331-9100 ext. 3343
WHERE THERE’S WORK,
Introducing Dickies Delivered.
• Core product collection
• Improved service delivery
• Industry-leading product quality and innovation
• The power of the Dickies brand
COMING AUGUST 1, 2011
18 Universal-UniLink Purchasing Association
Golden Star Inc.
4770 N. Belleview Ave., Ste. 209
Kansas City, MO 64116
816.842.0233 | 800.821.2792
Trend Alert: Sportswear and Technology Team Up
Historically, employees have not always had a positive
association with the idea of a “uniform”. Recent trends
in uniform design have elevated the standard “uniform” to
“image apparel”. Today’s uniform plays an important role in
the identification of and comfort for the wearer, as well as
functioning as an integral part of the company’s brand.
This shift in perception is driven by the introduction of
sportswear-stylings and high-tech fabrics into traditional
uniform pieces, including those used in the healthcare setting.
You will continue to see retail-inspired designs due to their
popularity in the consumer marketplace. This includes colorblocking,
inset side mesh panels and raglan sleeve accents. Not
only are these designs comfortable, but employees like to wear
them because they mimic what is offered at department or
sporting goods stores. The challenge, which Superior Uniform
Group has tackled, is to be fresh and maintain longevity at
the same time. “We are doing color-blocking with two and
three different areas of bold different hues, contrast stitching,
brighter colors - more creativity with fewer price points,” said
Lisa Stewart, V. P. of Design at Superior Uniform Group.
Paired with this athletic design esthetic is the further
penetration of high-tech fabrics as a standard uniform feature.
“Things like wicking, stain release, Teflon coating - these are
all processes that used to be new; now, they are expected in a
performance garment,” said Stewart.
“We’ve expanded on this trend and are taking advantage
of additional fabric technologies, originally developed by
manufacturers such as Nike ® , and including sun protection,
anti-bacterial coverage and more, as part of the garment.”
Part of maximizing this trend of high-tech fabrics is
education. For example, many people are not aware that while
all fabrics contain some protection from the sun, the exposure
level may still be high. A lightweight cotton garment has an
approximate UPF of 5, while a similar garment with enhanced
sun protection, has a UPF of 50. This means the wearer’s sun
exposure to harmful UV radiation is cut from 20% to about
2%; this is a significant difference, and comfort is not sacrificed.
Many high-tech fabrics, such as moisture wicking mesh, have
been designed to feel soft to the touch but also withstand the
rigors of the industrial laundry process. This means the active
workforce, such as those in the healthcare field, can enjoy the
added range of movement and moisture control these fabrics
offer, but the garment can still be economical and efficient to
Scott Delin, Superior Uniform Group/
Fashion Seal Healthcare
View Our Catalogs here:
Offering cutting edge fabrics
• Moisture management
• Increased comfort
• Wider range of motion
• On trend colors
• Industrial laundry friendly
De t e r m I n I n g yo u r Cu s t o m e r s’ HI-vIs ne e D s
Many companies rely on certified high-visibility workwear
to ensure the comfort and safety of their employees
while on the job. Statistics show that wearing reflective
material increases the wearer’s visibility up to 500 ft, which is
an important consideration when choosing workwear for such
occupations like law enforcement and construction. Wearing
hi-visibility material increases the chances that employees will
be protected in all hours of the day and in a variety of harsh
In promoting workwear to your
customers, it is helpful to remind them
of the important safety regulations and
advantages to wearing hi-vis items. Studies
have shown that in many instances
safety vests are often the go-to selection;
however, they are not always the best choice for specific job
functions and do not hold up well in all seasons. According
to the National Safety Council, research shows that workers
have a tendency not to wear hi-visibility vests issued from
their employer due to the lack of comfort, flexibility and style.
It is important to consider functionality, comfort, durability,
and image when selecting certain garments for specific
job functions based on different work environments. This
will increase the likelihood that employees will wear their
hi-visibility items, in turn increasing both their safety and
The ANTIBAC Pen Offers
Many New Possibilities
For The Promotional
Camsing Global is proud to introduce the
new ANTIBAC Pen, an extraordinary
and unique product from the recently acquired
Senator Writing Instruments line.
After two years of development, Senator is
now producing a retractable ball pen made of
antibacterial plastic. An antibacterial agent is
molded directly into the plastic and is
even used in the imprint ink, so there is
nowhere on the surface of the pen where
bacteria can live. This also means it is
effective for the lifetime of the pen. You
can keep putting ink refills in it, and it will
continue to kill bacteria, fungi and viruses.
20 Universal-UniLink Purchasing Association
Here are a few tips to keep in mind when determining which
garment works best for your client:
• Does it meet safety regulations? Check to see if the item
complies with the ANSI 107-2011 standards. This means the
jacket meets all the visibility standards required by law.
• What materials are used to make the jacket? You will want
a jacket that will provide warmth, comfort and safety.
• Does the item come with extra features? Some safety
jackets have extra pockets, detachable sleeves, and are reversible.
Once you have identified the needs of your customer and
chosen the item, then suggest purchasing the garments in a
larger size. This will accommodate for sweatshirts and layered
pieces underneath. A hi-vis sweatshirt is also a great alternative
to the heavier jackets during the fall and spring months. These
sweatshirts can also be used as layered pieces under jackets for
an easy adjustment to temperature. No matter what the need,
you can trust that Charles River Apparel is your one stop shop
for quality hi-vis jackets and sweatshirts. Meeting all safety
regulations of the ANSI standards, our hi-vis sweatshirts,
windbreakers, and jackets are all equipped to keep your
customers safe and comfortable.
Charles River Apparel
Introducing The ANTIBAC Pen
This antibacterial agent
has been proven effective
against MRSA and C. Diff,
which are two of the most
difficult to kill bacteria strains.
It also has been tested to
kill 99.9% of bacteria within
No other pen is using this
non-toxic, safe antibacterial
agent, so do not be fooled
by imposters. Senator is the
exclusive supplier of the
ANTIBAC Pen. Visit www.antibacpen.com for more facts
about this extraordinary pen.
Alicia Bell, Camsing Global
1-800-523-0825 x 5575
AMERICAN DAWN INC.
From the biggest inventory of Milliken Signature napery to the smallest order of specialty product, ADI has what you need. With a full line of product,
ADI carries everything from barmops to top quality kitchen apparel. If we don’t have what you need, our custom apparel specialists will find it or
Together, ADI and Milliken create table linens and napery that create an inviting atmosphere for your customers. ADI uses Signature Plustm(1) linens
with a soft feel which makes it an excellent replacement for cotton. With technology that releases stains, soils, and colors in the wash, your colors
will stay bright and your whites will stay white. Contact ADI today for all of your table linen needs.
1. Signature Plus is a registered trademark for Milliken & Company for fabrics.
American Dawn Inc. 800.821.2221 www.americandawn.com
Why sell a solid sweatshirt,
when you can create
an exciting identity garment
utilizing stock fleece and
decoration options? The new
Cord-inate program from
Vantage Apparel allows you to
choose a fleece garment from
their in-stock collection; you can
customize the garment with your
choice of drawcord colors.
Match the cord to the logo for bold
branding. Pictured here is a full-chest,
multi-layer, laser appliqué logo.
For a limited, we’re offering a free spec sample plus 5% off your next order.
2600 VANSPORT OMEGA SOLID
MESH TECH POLO
2600 Blank prices through size XL.
1-35 36-95 96-149
$24.00 $22.00 $19.98
22 Universal-UniLink Purchasing Association
“Cord-inate” Your Fleece Garments
TRY THE INDUSTRY’S BEST SELLING
BEST VALUE TECH POLOS – FREE.
The black/white cord is perfect for racing
themes, events or logos. This sporty
fleece features screen print decoration.
With 13 cords available, you
can match your client’s logo or
corporate identity and create
a look that is truly unique.
Vantage Apparel offers this
program without the long lead
times and high minimums
normally associated with
2601 WOMEN’S VANSPORT
OMEGA SOLID MESH TECH POLO
2601 Blank prices through size XL.
1-35 36-95 96-149
$24.00 $22.00 $19.98
The Cord-inate program is available for any stock hoodie
fleece with a drawcord; there is a low 24-piece minimum. To
give your clients a variety of logo embellishment and price
options, you can offer the Cord-inate fleece decorated with
embroidery, screen printing or laser appliqué.
Hard-to-find color combinations, such
as black and gold, are no longer an issue.
Shown here is a custom Cord-inate with
laser lettering design.
To redeem, visit
and fill out the form.
Spec samples are limited to 1 per distributor
salesperson and the 5% discount is valid for
regular-priced orders of 12+ pieces of the style
sampled only. One-time use only. Expires 8/15/11.
You must have a vantageapparel.com user ID to
redeem your free sample.
The Complete Source
Check out the online
“re-cording studio” at:
demo where Universal-UniLink
members can create free instant
Fast Answer Team: 1-800-221-0020, Option #1
Brands. Decoration. Service.
se C u r I n g Ca r D H o l D e r Da t a
“As a business accepting credit
cards, it is critical that you follow
established security requirements
to protect your customers’
Both Visa ® and MasterCard ® have implemented security
programs to ensure proper safeguards are in place to
protect cardholder data. As a business accepting credit cards,
it is critical that you follow established security requirements
to protect your customers’ sensitive data from hackers and
Follow these recommended steps for securing cardholder data:
• Build and Maintain a Secure Network: Install and maintain
a working firewall to protect data and keep all security
• Protect Cardholder Data: Protect data that is stored. Also,
encrypt data sent across public networks.
• Maintain a Vulnerability Management Program: Use and
regularly update anti-virus software. Restrict access by
“need to know.”
Do You Know
Someone who is
NOT a Member?
• Implement Strong Access Control Measures: Assign unique
ID’s to each person with computer access and track all
access to data by the unique ID. Do not use vendorsupplied
defaults for passwords and security parameters.
• Regularly Monitor and Test Networks: Regularly test security
systems and processes. Implement and maintain an
information security policy.
• Maintain an Information Security Program: Restrict physical
access to data.
If your business uses Third Party Processors (TPP), you
must ensure that your TPP is compliant with these security
requirements. TPPs are those companies that perform
services including, but are not limited to: terminal operation,
authorization routing, voice authorization, call referral
processing, electronic data capture, clearing file preparation and
submission, settlement processing, cardholder and merchant
statement preparation, and chargeback processing.
TSYS Merchant Solutions can help Universal-UniLink
members keep all cardholder data secure. Please contact them
for more information.
Jason Wagner, TSYS Merchant Solutions
“I just wanted to drop a quick note
to say thanks to everyone that works
for Universal-UniLink Purchasing
Association. I just ordered some
supplies from Staples, and I had
both the consumer and the business
side web site up. I ordered the same
supplies and the bottom dollar
came out $37.54 cheaper with the
Thanks for working on getting us the
best price out there.”
Nu Yale Linen & Uniforms
Apparel & Caps for sale:
-Black Dress Pants: Men’s & Women’s, flat front & pleated, 70/30 poly/wool.
82 pcs total, assorted sizes. Sell all for $300 + shipping.
-Otto caps, style #22-688, brushed cotton, twill sandwich visor, low profile,
pro-style. Adjustable hook & loop closure, 100% cotton, structured, 6-panel.
Qty: 162, $1.00 ea + shipping.
Contact: Marsha Nash, Itchin’ to bee Stitchin, Inc.
Equipment for sale:
-55 lb. Milnor Washer Extractor, Model #30022M5J, Serial
-100 lb. Milnor Washer Extractor, Model #36026V5J, Serial
Contact: Kirby Wagg, Wagg’s Services
Equipment for sale:
-Inbro RSC1201 embroidery machine. 1 needle, multiple colors, w/ several
hoops, hat system & tools. Recently overhauled & works great. $3,000.
-Diesel Generator; 30,000 KW, 90 Amp, military. $4,000.
Contact: Jeri or Mark Postma, Bee Kleen Linen & Uniform Service
Embroidery Machine for sale:
Barudan 6 head, 9 needle embroidery machine w/ lots of hoops. Model
BENSME, Serial #961799L. Machine in good working order & regular
svc by Barudan Tech. Currently used everyday, but will not fit in new
facility. Buyer to arrange transportation from Norfolk, VA. Asking
$4,000 or best offer.
Contact: Tom Kinerk, JenessUniform Centers
Embroidery Machine for sale:
Meistergram M800, 1 head embroidery machine. Excellent condition.
$3,000 or best offer.
Contact: Bill Collins, Nyasco Products, Inc.
Gloves for sale:
-Latex Gloves: first quality, industrial grade, powder free.
FOB: So. Cal. $36.60/case (100 pcs/box; 10 boxes/case).
-Nitrile Gloves: first quality, industrial grade, powder free.
FOB: So. Ca. $39.90/case (100 pcs/box; 10 boxes/case).
Contact: Pacific 4
Denim Jeans for sale:
New, relaxed fit, dark stonewash, not branded. All sizes avail. thru 54 waist.
Volume purchases avail. as low as $5.50 ea.
Contact: Harvey Klein, Red The Uniform Tailor
Hangers & Trouser Guards for sale:
-Hangers: 14.5g x 18”, white shirt, 150 boxes in stock, 500 hangers/box.
-Trouser Guards: 16”, 156 boxes in stock, 2500/box. $24.95/box. Must
purchase all boxes at this price.
Contact: Daniel Tetreau, Polysource Direct
Hi-Vis Coveralls for sale:
Spiewak Visguard Insulated hi-vis coveralls. Ansi Class 3, waterproof,
windproof, breathable w/ sealed seams, HV yellow color. Sizes: Mens
S-2XL, 33 pieces available. $160 ea, take all for $80 ea.
Contact: Hal Jensen, NuCrisp Image Apparel
Mats for sale:
5x8 Floor mats, Mountville Mills, like new, smooth back, 90 mil. Min. order
25 (100 avail.) $65 ea plus freight.
Contact: Bill Muske, Mid City Services
Marine Industrial Wholesale Supplies for sale:
-Mop wringer bucket, 16 LTR. $26.00
-Safety ash tray, special drop & divide design. $5.25.
-Waste basket/dust bin (galvanized) w/ step lid cover. 4 sizes: 5L, 12L,
20L & 30L.
-Disposable paper bags, Biodegradable resin coated. $48 ea.
-Refuse sacks, 33 Gal. $0.43 ea.
-Marine & country code flags.
-Many 220V appliances & tools available.
-Winter Clothing: Insulated coveralls, boots, gloves, socks hats & face mask.
Call for pricing. For pics & details: www.delmarsales.com
Contact: Marcie Doss, Del Mar Marine
Security Ink Tags & Security Shirts for sale:
-New case packs of 500 Sensormatic reusable ink tags. 2,400 available @
-Ink Tag Remover $75 ea. Protect theft of retail merchandise.
-Security shirts, 1st quality, new in bag. Brands: Clifton, Conqueror, Falcon,
Flying Cross, Jayhnlee, Liberty, Vanguard, Unibrand. 4,000 available. $3.00 ea
or take all @ $2.00 ea.
Contact: Fred Daitch, International Uniforms, Inc.
Warehouse Shelving for sale:
Steel grey warehouse shelving. Sizes: 30x42, 30x36, 36x36, 36x48, 48x36.
Designed for 10,000ft warehouse. Sell all or partial for half the cost of
new shelving. Nuts, bolts, legs & cross bars included.
Contact: Fred Daitch, International Uniforms, Inc.
Available FREE For Members of Universal-UniLink Purchasing Association!