Green Cleaning - ISSA

March/April 2009 

www.issa.com 

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ISSAToday 

Taking “Sustainability” 

to Heart 

Market Focus: 

Carpet Care 

Also: 

Healthy Schools Campaign Reports 

Riding the Economic Storm Out 

Vaportek, Inc. Hits 60!

www.issa.com/osha www.issa.com/osha www.issa.com/osha 

Working Together With OSHA 

to Promote and Protect the Safety 

and Health of Workers in the 

Cleaning Industry. 

Did you know that ISSA has created a dedicated occupational safety and health 

resource for the cleaning industry at www.issa.com/osha? 

ISSA and OSHA have a formal alliance to promote the safety and health of workers in the cleaning industry, 

an alliance which uniquely positions ISSA to provide critical information to employers in the most efficient and 

cost-effective manner. And, in furtherance of the alliance, ISSA has created a one-of-a-kind Web network – 

the ISSA Safety and Health Portal. 

The portal conveniently offers a wealth of information on the 

following industry-specific safety and health topics: 

• Bloodborne pathogens 

• Cleaning chemicals in the workplace (hazard communication) 

• OSHA assistance for the cleaning industry 

• Personal protective equipment 

• Slips, trips, and falls in the workplace 

• Small-business resources 

• Spanish resources 

• Warehouse safety 

Visit www.issa.com/osha today to access the tools you need to improve safety and health in your workplace 

and to stay compliant with the latest government regulations. 

For further information, contact Dan Wagner, ISSA director of facility service legislative programs, at 

800-225-4772 or daniel@issa.com. 

ISSA 

7373 N. Lincoln Ave., Lincolnwood, IL 60712-1799; 800-225-4772 (North America) or 847-982-0800; 

Fax, 847-982-1012; E-mail, info@issa.com; Web site, www.issa.com 


MARCH/APRIL 2009 

VOL. 35, NO. 2 

FEATURES 

12 Surviving the Recession 

With an emphasis on the importance of maintaining financial 

integrity, these stringent but realistic recommendations can 

help you recession-proof your company. 

By Dr. Albert D. Bates 

Cover Story 

15 The Triple Bottom Line 

For some time now, the “green” movement has been 

morphing into a more comprehensive “sustainability” 

movement. It’s a change that is having a profound 

effect on business. 

By Stephen P. Ashkin & Cynthia Schultz 

18 A Smarter Way to Clean America’s Schools* 

The call for green cleaning in U.S. schools is reaching the 

higher decibel levels, thanks in no small part to the work 

of the Healthy Schools Campaign. 

By Rochelle Davis 

20 Green Guidance* 

A comparison of green-school guidelines in three U.S. states. 

By Mark Bishop 

Member Milestones 

22 Vaportek, Inc. 

* Related to cover story 

22 

12 

20 

18 

15 

ISSA Today 3

10 

BUSINESS RESOURCES 

Tech Notes 

10 SUSTAINABLE TECH TIPS: Timmy King counsels computer users 

on how to be a bit more eco-friendly. 

Market Focus 

23 Carpet Care: Facing the Future 

Jansan may not have escaped our current economic downturn, but 

carpets still need to be cleaned. 

By Stephen Hanig 

DEPARTMENTS 

5 President’s Message 

6 Association News 

25 Members Making Headlines 

27 Products & Services 

28 Welcome New Members 

30 Calendar 

4 March/April 09 

6 


MARCH/APRIL 2009 

Editor 

Michael McQueen 

mike@issa.com 

Contributing Editor 

Lisa Veeck 

lisav@issa.com 

Graphic Designer 

Julio C. Avila 

julio@issa.com 

Sales Manager 

Carl Diwby 

carl@issa.com 

Tune in to 

VOL. 35, NO. 2 

Don’t miss the latest Educational Quick Clips, premiering 

twice monthly at www.issa.com/quickclips. 

Coming later this month and next are: 

• Business Valuation, with Bart Basi 

(premiering April 20) 

• Carpet Fiber pH Testing, with Jeff Bishop & 

Ruth Travis (premiering May 4) 

• Accountability, with Bryan Arzani 

(premiering May 18) 

ISSA Today is published six times per year by ISSA ® , 7373 N. Lincoln 

Ave., Lincolnwood, IL 60712-1799, USA. 800-225-4772 (North America) 

or 847-982-0800; fax, 847-982-1012; e-mail, info@issa.com; Web site, 

www.issa.com. Advertising Sales Offices: 141 Cypress Estates Drive, Mur- 

rells Inlet, SC 29576. 800-225-4772; fax, 843-357-9241; e-mail, 

carl@issa.com. Annual subscriptions: US$30 per year members; additional 

member subscriptions, $12; $42 nonmembers; single copy, $7.50. ISSA ® is a 

registered trademark of ISSA. 

PRESIDENT’S MESSAGE 

Bob Stahurski 

Get Your Green On 

There is no question that 

the “green” revolution 

is upon us and entering 

the mainstream marketplace 

across the world. 

More state and governmental 

agencies are issuing 

purchasing directives 

that specify or recommend 

the use of green products. 

Currently, 16 U.S. states 

have implemented green 

legislation or green-procurement 

policies, with 

more city- and countylevel 

policies appearing all 

the time. An 

updated, detailed 

listing of state, city, 

and county policies 

can be found at 

www.issa.com/ 

greenprocure. 

As this green revolution is taking 

hold, newspaper and television 

stations are now featuring stories 

about new construction being 

designed and built for the U.S. 

Green Building Council’s Leadership 

in Energy and Environmental 

Design, or LEED, certification. 

From the boardrooms of many Fortune 

1,000 companies, green initiatives 

are playing a critical role in 

corporate strategy. More impor- 

tantly, companies that 

are focused on being 

green want to do business 

with companies 

that focus on being 

green. 

At ISSA, the central 

goal of our Science of 

Cleaning for Health 

(SCH) initiative is to 

continually enhance 

ISSA’s position as a leading 

steward of the environment. 

Additionally, 

the SCH initiative 

focuses on the processes 

of green cleaning and its 

effects on public health 

in the workplace. Currently, 

ISSA and the 

Cleaning Industry 

Research Institute, or CIRI, are working 

together in a joint partnership, 

gathering scientific data that will lead 

to the development of Clean Standards 

for K-12 schools. This partnership 

supports one of ISSA’s strategic 

initiatives: identifying the link 

between cleaning, science, and occupant 

health. 

ISSA is also working in cooperative 

efforts with such organizations 

as the Healthy Schools Campaign 

(www.healthyschoolscampaign.org) 

by meeting with state advocates to 

create greener, cleaner, and healthier 

buildings for our children. Four 

states have enacted green cleaning 

for schools legislation with many 

more introducing or preparing 

future legislation. This will affect 

the product mix and the way these 

buildings are going to be cleaned. 

This green revolution means new 

opportunities for both you and your 

company. For instance, ISSA’s 

Cleaning Industry Management 

ISSA’s Cleaning Industry 

Management Standard (CIMS) 

requires companies to prepare and 

operate under a defined environmental 

statement or policy. Further, 

by setting forth an effective 

management framework for 

improved operations, CIMS naturally 

promotes cleaner, more sustainable 

facilities, which fosters a 

healthier indoor environment. 

Standard (CIMS) requires companies 

to prepare and operate under a 

defined environmental statement or 

policy. Further, by setting forth an 

effective management framework 

for improved operations, CIMS naturally 

promotes cleaner, more sustainable 

facilities, which fosters a 

healthier indoor environment. By 

becoming a CIMS’ ISSA Certification 

Expert (I.C.E.), you will be able 

to help organizations and in-house 

providers prepare for new environmental 

standards while increasing 

your value-added in your accounts. 

Learn more about CIMS and I.C.E. 

at www.issa.com/cims. 

And to get a jump on the 

future direction of the green revolution, 

don’t miss the ISSA Green 

Cleaning Forum, April 14, at the 

Hyatt Regency Crystal City, 

Arlington, VA. 

ISSA President Bob Stahurski, I.C.E., 

is president and CEO of NYCO Products 

Co., Countryside, IL. 


ASSOCIATION NEWS 

ISSA Welcomes BSCAI 

to ISSA/INTERCLEAN 2010 

Starting in 2010, the Building Service Contractors 

Association International’s 

(BSCAI) Annual Convention & Trade 

Show will co-locate with ISSA/INTER- 

CLEAN ® North America. The move is 

another step in the ongoing ISSA/BSCAI 

alliance, which was initiated in 2008. 

Plans for co-locating the ISSA/INTERCLEAN ® and 

BSCAI shows were announced at this year's BSCAI 

Annual Convention & Trade Show in Chicago, IL. From 

left: ISSA Executive Director John Garfinkel, ISSA President 

Bob Stahurski, BSCAI President Stan Doobin, and 

BSCAI Executive Vice President Maurice Desmarais. 

“This day has been a long time coming 

for both our associations, and we welcome 

this opportunity to work with 

BSCAI as we strive to bring together all 

channel partners of the global cleaning 

community,” said ISSA President Bob 

Stahurski. “The co-location of our events 

will facilitate better supply-chain relationships 

for all who attend.” 

In addition, BSCAI intends to host its 

2009 Executive Workshop in conjunction 

with this year’s ISSA/INTERCLEAN 

North America, which takes place October 

6-9, at McCormick Place in Chicago, IL. 

The 2010 ISSA/INTERCLEAN show 

will be held Tuesday-Friday, November 

9-12, at the Orange County Convention 

Center in Orlando, FL, with the BSCAI 

show co-locating Thursday-Sunday, 

November 11-14. BSCAI members will 

be eligible to attend the ISSA/INTER- 

CLEAN event at member rates. 

Although BSCAI will no longer host 

an independent exhibition, it will continue 

to offer sponsorship and other vendor-partner 

programs. 

“BSCAI and ISSA formed this alliance 

in order to capitalize on the strengths of 


our respective organizations,” said 

BSCAI President Stan Doobin. “Our 

leadership and staff have met in recent 

weeks and months to formalize an 

agreement and develop a working 

model that will enhance the networking, 

educational, and professional services 

provided to our respective membership 

and business partners.” 

Leaders of both organizations have 

made it clear that the co-location 

agreement impacts only the events in 

question and that ISSA and BSCAI 

will remain independent associations, 

serving the needs of their respective 

members in ways unique to each. 

Safety Web Page Launched 

ISSA has launched its warehousesafety 

Web pages (www.issa.com/?id 

=warehouse_safety) in support of the 

ongoing efforts of distributors and 

wholesalers to maintain a safe and 

healthy workplace for their employees. 

The pages focus on those aspects of 

warehousing operations that present 

particular concerns to worker safety 

and health, including forklift safety; manual 

lifting and materials handling; loading 

docks; conveyors; and slips, trips, and falls. 

“This online resource is designed to 

augment and otherwise support the 

workplace safety and health programs of 

distributors and wholesalers of cleaning 

products,” said ISSA Director of Legislative 

Affairs Bill Balek. 

Developed by the ISSA/OSHA 

Alliance, these pages represent the latest 

addition to the ISSA Safety & Health Portal 

(www.issa.com/osha), a comprehensive 

resource dedicated to the health and 

safety of cleaning-industry workers. 

States Focus on Green Cleaning 

State legislatures are continuing the 

green cleaning trend this year, as no 

fewer than 13 bills have been introduced 

in the first quarter of 2009 mandating the 

procurement and use of environmentally 

preferable cleaning products and services. 

The states involved are California, 

Connecticut, Hawaii, Illinois, Iowa, 

Maryland, Minnesota, Nevada, Oregon, 

Rhode Island, South Carolina, Vermont, 

and Washington. 

Most of this pending state legislation 

focuses on mandating green cleaning for 

schools, but a number of states have taken 

a broader perspective, introducing legislation 

that would require all state agencies 

to implement green cleaning programs. 

These legislative initiatives, if enacted 

into law, will have a direct impact on 

those companies doing business with 

schools and/or government agencies in 

these states. Perhaps more importantly, 

state legislation of this kind has an influence 

on the purchasing preferences of private-sector 

institutional facilities and is 

therefore likely to have a significant 

impact on the general market demand for 

green cleaning in these states. 

It is crucial, therefore, that ISSA members 

stay abreast of these developments to 

ensure they have the right product mix to 

capitalize on this marketplace trend. 

Presently, there are 16 states that have 

adopted a green cleaning procurement 

policy of one type or another. A summary 

of existing state-, local-, and federal-government 

green cleaning policies can be 

found in Green Cleaning Product Procurement 

Policies, Initiatives, and Requirements 

in the U.S., available at www.issa.com/ 

greenprocure. 

PRIORITY LISTINGS 

One of the most popular areas of ISSA’s Web site (www.issa.com) is the 

Buyers’ Guide, where customers and contacts go to find out about your 

company and your products. In 2008, there were more than 64,000 

searches made for “Distributors” in the guide. 

Want your company to be at the top of the list the next time a search 

is done? It’s easy. Just contact the ISSA sales department at 800-225- 

4772 and ask for a Priority Listing. You’ll star t reaping the benefits 

immediately!

ASSOCIATION NEWS 

2008 Association Financial Report 

Statement of Financial Position 

November 30, 2008, and 2007 

Assets 2008 2007 

Current Assets US$7,760,193 US$8,562,589 

Property and equipment 1,079,609 903,500 

Other assets 1,003,516 611,451 

Board-designated assets, see Note 2 6,373,224 8,940,027 

Total assets $16,216,542 $19,017,567 

Liabilities and Net Equity 

Current liabilities, see Note 4 $2,933,625 $2,745,749 

Net equity: 

Unrestricted 6,909,693 7,331,791 

Board designated, see Note 1 6,373,224 8,940,027 

Total net equity $13,282,917 $16,271,818 

Total liabilities and net equity $16,216,542 $19,017,567 

Statement of Activities and Net Assets 

Revenue Sources 

North America 

Membership dues $1,800,303 $1,591,284 

Convention and exhibitions 

Education, publications, regulatory, 

6,249,447 6,156,059 

and Web services 1,277,044 1,268,534 

International 1,616,007 1,479,385 

Other revenue and investments, see Note 2 (2,825,686) 1,257,901 

Total revenue $8,117,115 $11,753,163 

Expenses 

Member services $8,636,601 $8,541,319 

Operating 877,366 797,347 

Administrative 1,592,049 1,402,241 

Total expense $11,106,016 $10,740,907 

Change in net assets ($2,988,901) $1,012,256 

Note 1: By board policy, a portion of the association’s 

net assets is set aside as board designated 

assets, to be available for actions outside 

of routine operations of the association’s business. 

An annual allocation is made in an 

amount equal to or greater than 50 percent of 

the association’s operating surplus (if any). Use 

of these funds requires a two-thirds vote of the 

board. In 2008, there was no surplus allocation. 

In 2007, the association allocated $873,086 to 

Board Designated Assets. 

Note 2: Investments declined by 14.7 percent 

during FY2008 as opposed to an increase of 6.6 

percent in FY2007 over FY2006. Without regard 

to the decline in investments, the association 


generated an operating surplus. Given the benefits 

investments provide over time, it is important 

that they be professionally managed by an 

outside firm, which is the practice at ISSA. It is 

our opinion that ISSA employs a prudent 

investment strategy and proper board of director 

stewardship. 

Note 3: The cost of providing the association’s 

programs and services have been summarized 

on a functional basis. Accordingly, certain costs 

have been allocated among these programs. 

Note 4: Current liabilities include deferred revenue 

for dues and exhibition collections that 

apply to the following year. 

Note 5: The association has certain contractual 

tradeshow co-ownership, co-management, and 

sales agreements internationally, principally 

with Amsterdam RAI. It further has contractual 

alliances with several other leading associations 

in Asia, Europe, and North America. 

Note 6: The association operates from offices 

in the United States, Mexico, The Netherlands, 

the United Kingdom, Poland, Singapore, 

and China.

Tech Notes 


Sustainable Tech Tips 

By Timmy King 

If you look into the night sky this 

time of year, you’re likely to see a 

beautiful glow on the horizon. 

I’m not talking about the aurora 

borealis, though, I’m talking about 

my house. You see, my children suffer 

from a strange affliction that prevents 

them from turning off the 

lights when they leave a room. It 

drives me crazy. 

Of course, many of you may be 

doing a similar thing at work, without 

realizing it. If you leave your 

computer and/or monitor running 

when they’re not in use, you’re 

wasting electricity. Power consumption 

varies greatly between different 

machines, but it’s not unusual for a 

powerful desktop to use US$500 of 

electricity each year, especially if 

you include the cost of the additional 

air conditioning needed to 

compensate for the heat these computers 

can generate. 

Fortunately, there are a number 

of things you can do to prolong the 

life of your equipment, save money, 

and help the environment. 

BUY SMART. When buying a new 

computer, most people look at price, 

power, features, etc. But you should 

also look for the Energy Star label 

on both the tower and the monitor. 

The Energy Star certification does 

not mean the computer uses less 

power than other computers; it just 

means that the computer uses 

power in a more efficient manner. 

Of course, an efficient machine 

often uses less electricity than an 

inefficient one. 

TAKE A NAP. Most computers have 

the ability to conserve energy when 

you aren’t using them. This is commonly 

called “sleep mode.” When a 

computer goes to sleep, it cuts 

power to all unused devices, such as 

the monitor and hard drive. When 

you touch the keyboard or mouse, 

the computer instantly wakes up 

and resumes normal function. In 

Microsoft Windows, you can adjust 

these settings in the power-options 

section of the control panel. 

Better than letting your computer 

nap is turning it and the monitor off 

when you aren’t using them. But 

even turned off, most computers use 

between 1 and 4 watts. Why? 

Because the operating system has a 

remote wake-up function that listens 

for special messages that tell it to 

turn itself on. If you really want to 

go “green,” you should turn off your 

power strip after you shut down 

your computer. 

BE PRODUCTIVE. A recent study by 

researchers at the University of 

Utah showed that workers are 

more productive when they have a 

larger computer monitor. If you 

still use the small 15-inch CRT 

monitors you bought 10 years ago, 

you should seriously consider 

upgrading to larger, wider LCD 

screens. A few months ago, I 

switched from a 9-inch-by-14-inch 

LCD screen to one that was 11 

inches by 17 inches, and I was 

amazed at the results. A few extra 

inches of screen space made doing 

everything far easier. Even if your 

employees are not more productive, 

they will certainly be happier. 

An added bonus is that LCD monitors 

use about 90 percent less electricity 

than their CRT counterparts. 

One other thought on computer 

monitors: Screen savers do not save 

electricity. They were very important 

10 years ago when CRT monitors, 

which suffered from imagepersistence 

problems (also known 

as “burn in”), were much more 

widespread. LCD monitors are 

much less prone to this problem 

because they use crystals in place of 

phosphors to create the image. A 

better option than a screen saver is 

to use the power-management features 

in your computer to put your 

monitor to sleep when it isn’t being 

used. Of course, the best option is to 

turn it off when you aren’t using it. 

GO SMALL. If you are looking for 

an excuse to buy a laptop, look no 

further. A typical laptop uses 

between 50 percent and 75 percent 

less electricity than a typical desktop. 

So when you buy a laptop, you 

are actually helping to save the 

environment. 

Timmy King has 

more than 25 

years of experience 

in manufacturing 

and distribution. 

He can be 

reached at Timmy 

@TimmyKing.com. 

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In the current economic 

environment, 

firms are placing 

much more emphasis on 

financial integrity than 

ever before. The vast 

majority of potential 

actions, however, are 

ones that should be 

taken before a recession 

hits. It proves almost 

impossible to strengthen 

balance sheets, for 

example, when sales and 

profits are sliding. 

In addition, some of 

the actions taken to 

strengthen the firm are 

proving to be counterproductive. 

Enhancing 

the firm’s cash position, 

for example, frequently 

comes at the expense of 

profitability. 

This report examines 

the issue of financial integrity. That means the ability to survive 

an economic downturn with a minimum of pain. The report also 

suggests that the lessons of this recession should not be forgotten 

amidst the euphoria of the eventual recovery. The report is organized 

into two key sections: 

1. Things to do in the future—This section provides a checklist 

of key ratios to monitor that will ensure the firm faces the 

most minimal financial turbulence possible under any economic 

conditions. 

2. Things not to do now—This section provides a cautionary 

road map to actions that should be avoided at present. 

Things to Do in the Future 

There are a lot of ratios that firms should 

review to make sure they are prepared for 

economic challenges in the future. Of these, 

the four most important can be seen in 

Exhibit 1 (at right). They include (1) Debt to 

Equity, (2) Defensive Interval, 

(3) Cash to Current Liabilities, and (4) the 

Break-even Point. These ratios were chosen 

because they are best suited to help the firm 

maintain a strong banking relationship, offset 

sales declines, and position the firm for 

growth when economic conditions improve. 


Surviving 

Exhibit 1 

The first column of 

numbers in Exhibit 1 

presents suggestions 

for an appropriate 

result for each ratio. It 

should be noted that 

these guidelines are 

conservative. They are 

the results that will 

keep firms out of financial 

trouble except 

under the direst economic 

conditions. The 

second column presents 

results for the typical 

ISSA member based 

upon the latest Distributors’ 

Profitability Report. 

Column three is simply 

the difference between 

the first two columns 

and represents any 

potential gaps that 

must be closed. 

Debt to Equity— 

This is the classic banker’s measurement of a firm’s financial 

philosophy. The lower the figure, the more conservative the 

firm. It is calculated by dividing total liabilities (all obligations 

of any kind, including accounts payable, notes payable, and the 

like) by total equity (net worth). The historical banker’s goal for 

debt to equity is 1.0. 

In good economic times, firms tend to increase their debt-toequity 

ratio in an effort to grow the business as fast as possible 

using outside financing. In bad economic times, firms tend to die in 

reverse debt-to-equity order. In the future, firms would be well 

advised to maintain a 1.0 level and avoid the widely discussed 

“excessive exuberance.” This will most likely involve reinvesting a 

sizeable portion of future profits back in to the business. 

the Recession RecessionGet the 

By Dr. Albert D. Bates 

Suggested Financial Integrity Ratios 

Typical 

Conservative ISSA Financial 

Ratio Guideline Results Gap 

Debt to Equity (times) 1.0 1.0 0.0 

Defensive Interval (days) 15.0 8.3 -6.7 

Cash to Current Liabilities (%) 20.0 14.4 -5.6 

Break-even Point 80.0 92.7 -12.7 

(% of current sales) 

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Defensive Interval—This is a classic “little used and little understood” 

ratio. It is calculated by dividing total operating expenses 

(excluding depreciation) by 365 to determine the cash expenses that 

must be met each day. This figure is then divided into cash (all operating 

cash, including items like CDs that could be quickly converted 

to cash) to determine how many days the firm can operate if sales 

and collections fall all the way to zero. 

Clearly, this ratio measures a worst-case scenario. However, it 

provides some very strategic insights into the firm’s ability to 

withstand a sudden jolt in terms of sales and collections. Ideally, 

this ratio should be at least 15 days. The two alternatives to 

improve this result are to increase cash balances or to lower operating 

expenses, particularly payroll. 

Cash to Current Liabilities—This is the most stringent test of 

the ability of the firm to meet its short-term obligations with existing 

cash balances. It is calculated by dividing cash by total current 

liabilities (largely accounts payable and short-term notes payable). 

This ratio examines how well the firm is able to continue to 

pay suppliers and other creditors (as opposed to operating 

expenses) without an additional infusion of cash. To be truly conservative 

with cash, this ratio should be around 20.0 percent. 

Again, there are two improvement paths—increase cash or lower 

short-term debt. One of the real mistakes that many firms made 

in the period of steady growth was to finance sales growth 

through short-term financing. 

Calculating the Break-even Point 

Break-even analysis is one of the most useful measurements that firms have in 

their financial tool kit. However, very few firms actually utilize the break-even point 

in their financial planning, largely because of uncertainty as to how it is calculated. 

The example below should assist in the calculation. All of the figures presented 

are for a typical ISSA member currently generating US$5,000,000 in sales. As can 

be seen, the formula requires knowing only three things: 

Gross-margin percentage—Gross-margin dollars as a percent of sales volume. 

Fixed expenses—Fixed expenses for the year, expressed in dollars. 

Variable-expenses percentage—Variable expenses expressed as a percent of 

sales volume. 

If the firm is unsure about the relative mix of fixed and variable expenses, a useful 

approximation is that about 80.0 percent of total expenses are fixed, and everything 

else is variable. The formula is not overly concerned with assumptions about 

fixed and variable expenses. As long as the breakout is reasonable, the formula 

will provide an accurate answer. 

As can be seen, the typical ISSA member, with current sales of $5,000,000, 

has a break-even point of $1,275,000. This is equal to 92.7 percent of current 

sales, which means the firm can experience a sales decline of 7.3 percent before 

profits are eliminated. 

Fixed Expenses—$ 

Gross Margin %-Variable Expense % = 

$1,275,000 

33.5% - 6.0% = 

$1,275,000 

= $4,636,364 

27.5% 


Break-even Point—This is the level to which sales can drop 

before profit falls to zero. Since every ISSA member has a different 

level of sales, this measure is presented as a percentage of current 

annual sales. Ideally, the break-even point should be no more than 

80.0 percent of current sales. That is, the firm should be able to experience 

a 20.0 percent sales decline before profits are eliminated. 

Lowering the break-even point requires two parallel efforts. 

The first is to enhance the gross-margin percentage so that the 

firm gets paid for what it does. The second is to gain tighter control 

over operating expenses. 

Things Not to Do Now 

Sadly, the list of things not to do is very similar to the list of 

things that most firms are currently doing. Of these, two are the 

most strategic. 

Don’t lower the investment in inventory and accounts receivable—Cash 

may be king, but converting inventory and accounts 

receivable to cash is not just a bad move, it is often a disastrous 

one. Lowering inventory almost always involves a “stop buying” 

edict. The firm immediately runs out of good inventory. Accounts 

receivable is often subject to a similar line of thinking. Lowering 

either of these will drive sales down even further. 

Don’t sell out the future—The break-even point needs to be 

lowered. However, anything that is associated with sales generation 

should be cut only if the situation is desperate. Too many 

firms reduce their marketing expenditures 

only to find that when the market 

begins to turn up, they have lost all of 

their visibility to potential customers. 

Cuts may be unavoidable, but they 

should be made only to the degree that is 

absolutely necessary for survival. 

A Vicious Cycle 

The good news is that the recession will 

end; possibly even faster than most economists 

think. The bad news is that old 

habits die hard. A lot of firms will forget 

about financial integrity in a bid for sales 

growth. When the next downturn comes, 

too many will inevitably repeat the mistakes 

of this recession. 

It is a cycle that only enriches profitability/financial 

consultants, including 

the author of this report. It is a cycle that 

must be broken. 

Albert Bates is founder 

and president of Profit 

Planning Group, a 

Boulder, CO, distribution-research 

firm. He 

can be reached at 303- 

444-6212; e-mail, bigal@ 

profitplanninggroup.com. 

Cover Story 

The 

Triple 

Bottom 

Line 

By Stephen P. Ashkin & 

Cynthia Schultz 

The rise of the 

“sustainability” concept. 

Students entering a major U.S. business school 50 years ago 

would likely have been taught that there is really only one 

“business of business”: making money. In other words, there 

is only one bottom line to be concerned with, and that is profits. 

Now jump forward 50 years. Business-school students are still 

instructed that the business of business is making money. However, 

the bottom line has become a bit broader today. Instead of 

just one bottom line, there are now three, and they are all intimately 

interconnected. 

The term “triple bottom line” was first coined by author John 

Elkington in 1994 and further defined and expanded in his book 

Cannibals With Forks: The Triple Bottom Line of 21st Century Business 

(Capstone Publishing, 1997). According to Elkington, it means 

that as businesses become more sustainable, their bottom-line 

objectives have expanded to include: 

1. People, or human capital. This refers to fair, ethical, and 

beneficial business practices toward employees as well as toward 

the community and country in which a corporation conducts its 

business. 

2. Planet, or natural capital. The goal of 21st-century companies 

is not only to help protect the environment by producing 

“green” or environmentally responsible products, but also to 

have their own sustainable, environmentally sound businessoperating 

practices. This means companies are to operate in an 

environmentally responsible manner, taking steps to reduce their 

own environmental footprint—consuming less energy and fewer 

nonrenewable resources and producing less waste. 

3. Profit. Yes, companies are still in the business of making a 

profit; however, within a sustainability framework, profit is 

viewed as the economic benefit enjoyed not just by the company, 

but also by the employees and community as a whole. 

A sustainable business, in other words, involves the integration 

of social equity (people), environmental responsibility (planet), 

and economic growth (profits). In practical terms, this means that 

manufacturers, distributors, and facility service providers must 

ensure that the making, selection, and use of products are done in 

ways that are sustainable and that simultaneously address all 

three components of the triple bottom line. And as the expectations 

for a sustainability company continue to evolve, it also 

means that consideration must go beyond just the products and 

services themselves to include the operations of offices, ware- 


houses, vehicles, and other issues under a business’ control. 

This is not to imply that managers of corporations in decades 

past were concerned only about profits and that students were 

taught it didn’t matter how companies made their money as long 

as they made it. Nor does it mean that companies intentionally 

acted unethically or to the detriment of their workers, their communities, 

or the environment. 

Instead, it just means that we now have a greater understanding 

of how we all—businesses, countries, and individuals—are 

negatively impacting our environment and, possibly even more 

important, how we can now positively make improvements. 

Along with increased consumer pressure to become more environmentally 

responsible and sustainable, this triple-bottom-line 

concept is a new way of doing business that is gaining traction 

around the world. 

The Green Start 

For those of us who have been involved with the green movement 

for a long time, it is clear to see that this is a 

natural progression. Companies first began 

producing environmentally preferable prod- 

ucts due to consumer demand, viewing it as 

a new growth sector and a marketing opportunity. 

However, as the demand and the 

movement took hold, companies began to 

take a closer look at their own operating procedures 

to see if they could be refined to 

have a smaller impact on health and the 

environment. 

It appears that larger corporations were 

some of the first to adopt more sustainable 

operating procedures, whether they were 

manufacturing or marketing green products 

or not. Typically, larger firms were 

more likely to have recycling programs, 

transfer to more environmentally responsible 

products and services, audit their supply 

chain, and develop some sort of overall 

environmental-management system to 

reduce their environmental impact. As a 

result, they increased operating efficiency; 

used less energy, water, and materials; and 

produced and disposed of less waste. 

These companies began to recognize that 

these environmental strategies resulted in 

significant financial savings that helped 

improve the bottom line. 

It is also fair to say that many larger 

firms initially saw this as a marketing 

opportunity and had the advertising funds 

and means to communicate their “sustainable 

message” to consumers in order to bolster 

their companies and the sales of their 

products. However, it is interesting to note 

that as they began to realize the benefits of 


becoming more sustainable—especially the cost savings mentioned 

earlier—it soon evolved into normal operating procedure. 

Mega-retailer Wal-Mart is a perfect example of this. 

Smaller firms, on the other hand, often viewed adopting more 

sustainable practices as a hurdle that took them away from their 

one bottom-line goal of making a profit and, in some cases, surviving 

financially. Now, however, as information and tools to 

help track sustainability efforts are becoming more available, easier 

to use, and less expensive, smaller firms are adopting more 

sustainable business practices, and both small and large firms are 

beginning to view this as a business necessity. 

Originally, it was consumers that pressured businesses to produce 

greener, more environmentally responsible products. This 

was especially true in the professional cleaning industry. And 

today, these same consumers are taking this a step further, expecting 

businesses themselves to become more sustainable. It is 

widely believed that those businesses that both produce green 

products and adopt more sustainable business practices will be 

Green Predictions for 2009 

Predicting the future of environmental issues has become more difficult in the 

past few months. Because of the economic downturn, some predictions considered 

likely last summer may now be called into question. Still, Stephen Ashkin, 

president of The Ashkin Group and founder and executive director of the Green 

Cleaning Network, feels comfortable predicting some probable trends for 2009. 

• Although there will be a slowdown in the “green” industry, in the long term, 

businesses, governments, and institutions will continue to be green focused in 

their building and operating plans and programs. 

• The U.S. Green Building Council’s LEED rating system, along with similar programs, 

will shift their focus from new construction to evaluating existing buildings, 

where green cleaning plays an even more significant role. 

• Green will be more closely tied to saving money. Those green products or 

services that can save end users money will excel. 

• Customers will experience increased market pressure to become sustainable, 

and efforts to move to green procedures and products will prove to be a differentiator 

in the marketplace. 

• Janitorial manufacturers and distributors will stay committed to green cleaning. 

“We simply know too much about the potential hazards of conventional cleaning 

products,” says Ashkin. 

• The Obama presidency will see green as a way to stimulate job growth and the 

economy. Many are already calling these prospective programs a “Green New Deal.” 

• Recycling programs will suffer due to the collapse of markets for recycled materials; 

however, “closed-loop” take-back programs will grow in the United States. 

• Green cleaning will go international, spreading to developing countries around 

the world. 

• New green cleaning products will raise the bar on performance and further 

reduce costs. 

• More state legislation requiring green cleaning in schools and other publicfunded 

facilities will be passed. 

Ashkin also believes that calls for a “national green label” will grow in 2009. 

“Consumers are confused because of the proliferation of different green certifying 

organizations with different criteria and standards,” he says. “One [green] label 

will end this confusion and help bolster the environmental movement as well.” 

the leaders in their respective 

industries in years to come. 

Measuring Sustainability 

The major challenge businesses 

encounter in becoming 

more sustainable is, first, 

identifying the appropriate 

indicators or issues that need 

to be measured and then 

determining the metrics by 

which each indicator will be 

assessed. Additionally, information 

must be easy to identify 

and collect, and output 

reporting must provide information 

that businesses can act 

upon. For example, a sustainability 

report that is produced 

only once per year provides 

certain value to stockholders, 

employees, and customers. 

But business management 

typically needs information 

on a much more frequent 

basis, such as monthly, 

weekly, or even daily, for it to 

be most useful for managing 

and decision making. 

This in turn creates the ability 

to measure just how effectively 

the transformation is 

proceeding. After all, we cannot 

manage what we cannot measure. Unless we can quantify 

results, we don’t know if our efforts result in a business moving 

forward and becoming more sustainable, having no effect, or actually 

taking steps backward. 

Recognizing this problem—which impacts all industries, 

including the professional cleaning industry—the Global Reporting 

Initiative (GRI) has pioneered the development of a sustainability-reporting 

framework, which creates reporting guidelines, 

measurements, and metrics that businesses can follow to determine 

their progress in becoming more sustainable. 

Using the requirements of the GRI as a foundation, companies 

should assess their economic issues and profits as well as such 

environmental and social issues as: 

• Sales and profitability, including percentages of sales attributed 

to green products 

• Operations and maintenance procedures, including, but not 

limited to, green cleaning 

• Utilities consumed, including electricity, natural gas, and 

water 

• Impact of transportation, including the use of company cars, 

delivery and service vehicles, and business travel 

• Recycling and solid-waste programs 

When green cleaning was in 

its infancy, many advocates 

found it to be a concept that 

was often hard to translate 

into business pragmatism. 

The problem was convincing 

some business and government 

leaders that a healthier 

indoor environment would 

result in more productive, 

healthier people. Today, this 

view is generally accepted. 

• Wages, benefits, and 

training programs—the “people” 

component mentioned 

earlier 

• Openness and transparency 

of communications 

to employees and customers 

• Accountability to community—charitablecontributions 

and pro-bono and volunteer 

work. 

Answering the “Why?” 

When green cleaning was in 

its infancy, many advocates 

found it to be a concept that 

was often hard to translate 

into business pragmatism. 

The problem was convincing 

some business and government 

leaders that a healthier 

indoor environment would 

result in more productive, 

healthier people. Today, this 

view is generally accepted. 

Now, the ideal has evolved. 

Along with creating healthier 

products and services for consumers 

and end users, businesses 

must have a greater 

concern for how their own 

business operations and practices 

impact the environment, 

their staff, their communities, and society in general. 

We realize now that everything is linked together: Healthier 

products and practices lead to healthier people, increased productivity, 

and better performance. The jansan industry overall 

has been a leader in going green, and many believe it will now 

take a leadership role in the sustainability movement, conveying 

this message to other industries and society. Merging green 

into the much broader concept of sustainability will help prepare 

our industry for success and allow us to better weather the 

current difficult economic times and come out stronger and 

more viable in the future. 

Steve Ashkin is president of The Ashkin Group, a 

consulting firm specializing in greening the cleaning 

process, and founder and executive director of 

the Green Cleaning Network, both based in 

Bloomington, IN. Cynthia Schultz is the director 

of sustainability practice for The Ashkin Group 

and has been involved with the issue of sustainability 

for more than 20 years. Both can be reached 

at 812-332-7950; e-mail, steveashkin@ashkingroup.com; Web site, 

www.ashkingroup.com. 


Students, teachers, and staff around the United States are 

breathing a little easier at school these days, thanks to state 

and district policies that support green cleaning in schools. 

Growing numbers of school leaders are recognizing the benefits 

of green cleaning, especially in connection with student 

health and the readiness to learn. Just recently, the state of Missouri 

adopted recommended green cleaning guidelines for 

schools, while Illinois and New York have adopted laws requiring 

green cleaning in all schools. [For more on the status of green 

cleaning in these states, see pg. 20 — Ed.] At least six major U.S. 

school districts have enacted similar policies while many others 

have made the switch without formally adopting mandatory 

policies. It’s still early in 2009, yet no fewer than 13 states have 

already introduced some version of a green clean schools bill. 

Protect Health, Promote Learning 

The increasing interest in this method of cleaning in schools also 

highlights a growing awareness of the simple but very important 

idea that healthy students are better learners. When students are 

healthy, they miss less school and are better able to focus on their 

lessons. [For more on this topic, see the May/June 2008 issue of ISSA 

Today—The Cleaning/Learning Connection, pg. 48 — Ed.] 

Schools are an especially important place to focus on green 

cleaning because exposure to traditional cleaning chemicals can 

be much more harmful to children than to adults. Children’s 

immune systems—like all their organ systems—are more vulner- 

A Smarter Way 


to Clean 

able because they are still developing. Children also eat, drink, 

and breathe proportionately more than adults, and exhibit behaviors 

that can lead to greater chemical exposure: sitting on the 

floor, resting heads on desks, putting objects in mouths, etc. 

In addition to possible long-term effects of chemical exposure to 

developing systems, traditional cleaning chemicals can have immediate 

health effects on children. Most commonly, exposure can trigger 

asthma attacks in the more than 17 percent of American children 

who suffer from this condition. (Asthma is the leading cause of 

school absence due to chronic disease in American schools, accounting 

for more than 10 million missed school days per year.) 

How can schools protect children both from chemical exposure 

and from the risk of illness that arises when buildings are not 

properly cleaned? Green cleaning, which simply means cleaning 

for health while protecting the environment, is a natural solution 

for schools because it achieves both of these important goals. 

In addition to protecting children, this new way of cleaning 

protects the health of custodial staff, increases 

the lifespan of facilities, 

and preserves the 

environment. In 

many cases, school 

districts also save 

money when they 

implement green 

cleaning programs. 

America’s Schools 

By Rochelle Davis 

Green Cleaning Advocate 

As a national not-for-profit organization dedicated to making 

schools healthy places to learn and work, the Healthy Schools 

Campaign (HSC) promotes green cleaning by providing 

resources to school staff and by promoting policy for wider adoption 

of green cleaning in schools. 

In November 2008, the organization brought together advocates 

and leaders in the fields of education and cleaning for the 

first Green Clean Schools National Summit. At the summit, the 

HSC assisted advocates in building coalitions and strategies to 

bring green clean legislation to their states. Through alliances 

built at the summit, advocates are now working together in states 

around the country to promote green clean schools legislation. 

The strategies shared at the summit were built on lessons 

learned in Illinois, where the HSC brought together a diverse 

coalition of stakeholders—school leaders, businesses, and publichealth 

advocates—to advocate for legislation requiring green 

cleaning in schools. The success of this legislation shows the 

broad support that exists and sparked interest from advocates 

and legislators around the United States. One year earlier, New 

York became the first state to require green cleaning in schools. 

Marketplace Support 

Equally interesting as policy change is the 

response of the cleaning industry to public 

concern about children’s health and the 

environment. Major corporations are 

rolling out lines of green supplies, and 

third-party organizations, such as Green 

Seal and Environmental Choice, are setting 

and refining standards to certify 

products as green. 

In September 2008, the HSC released 

the second edition of The Quick & Easy 

Guide to Green Cleaning in Schools with the 

support of 39 cleaning-industry corporate 

leaders and 16 national education organizations. 

This “green team” includes nearly 

four times as many corporate sponsors as 

the first edition of the guide, which was 

launched with the backing of 10 cleaningindustry 

leaders in October 2006. 

Since the guide’s first release, more 

than 70,000 copies have been distributed 

to school stakeholders and others interested 

in greening their schools. The HSC 

has also launched the www.greencleanschools.org 

Web site, and distributed a 

quarterly Green Clean Schools newsletter 

Opposite page: At the Green Clean Schools 

National Summit in November 2008, Mark Bishop 

and Rochelle Davis of the Healthy Schools 

Campaign look on as Steve Ashkin of The Ashkin 

Group and the Green Cleaning Network addresses 

the audience. 

to several thousand education and industry leaders. The guide 

has been featured in more than 50 publications and dozens of 

presentations. 

This broad engagement of corporate and not-for-profit stakeholders 

illustrates the power of green cleaning to mobilize support 

across sectors to advocate for simple, practical changes in the 

way we clean our schools. 

The Quick & Easy Guide to Green Cleaning in Schools provides 

everything school decision-makers need to make the transition to 

green cleaning in five easy steps, including product directories 

and strategies for long-term maintenance of positive changes. 

To learn more about green cleaning in schools, visit 

www.greencleanschools.org or some of the other organizations 

working to improve student health and readiness to learn by 

changing the way we clean our schools. 

Rochelle Davis is the founding executive director 

of the Healthy Schools Campaign, an independent 

not-for-profit organization and a leading authority 

on healthy school environments. She can be 

reached at 312-419-1810; e-mail, rochelle@healthy 

schoolscampaign.org; or visit the Web site 

www.healthyschoolscampaign.org. 

5 Steps to Green Cleaning in Schools 

Starting a green cleaning program can feel overwhelming, but it’s not an “all or 

nothing” proposition. Most schools that successfully implement these programs 

begin by addressing the most significant or easily accessible issues. As they experience 

success, they add new elements or make adjustments to improve the 

results of current efforts. The process can be started with just five simple steps: 

1. Use green cleaning products. There are dozens of green cleaning choices 

that work well and are cost competitive when compared with traditional products. 

This stage also includes training or retraining cleaning personnel regarding the 

proper product application, mixing, dilution, and disposal. 

2. Use green equipment and supplies. Use vacuums and other floor-cleaning 

equipment with high-efficiency filters to capture microscopic materials that might 

adversely impact building-occupant health or damage sensitive equipment. Green 

equipment tends to cost more, but the higher quality and greater durability is more 

cost effective in the long run. 

3. Adopt green cleaning procedures. Change the frequency, technique, or time 

when cleaning is performed. For instance, spraying product on a cleaning cloth 

rather than on the surface being cleaned, or adopting integrated pest management 

to cut down on pesticide exposure. 

4. Use green paper and plastic products. Introduce environmentally preferable 

paper and recycled plastic trash-can liners to the school. By taking a few simple 

steps to reduce consumption—such as replacing multifold hand towels with large 

rolls and replacing single-roll toilet-paper dispensers with dispensers that hold multiple 

rolls—higher initial costs can be offset. 

5. Share the responsibility. Educate custodial staff, administrators, teachers, 

students, union representatives, vendors, and visitors about what they can do to 

promote a healthy school environment, such as recycling paper and plastic, conserving 

water, maintaining uncluttered classrooms and work spaces, and handling 

food and potential contaminants properly. 


Green 

Guidance 

A look at the green cleaning 

for schools guidelines in 

Missouri, Illinois, and 

New York. 

By Mark Bishop 

In January 2009, the state of Missouri joined states around the 

nation in encouraging healthier cleaning in schools by releasing 

specific green cleaning guidelines. 

Establishing these guidelines is important because providing a 

clear definition of what exactly “green” is goes a long way 

toward helping schools protect the health of their students and 

staff. Many school officials who’d like to bring the benefits of 

green cleaning to their schools hesitate because they don’t know 

how to sort through the many products in the marketplace and 

make an informed decision regarding how their school or school 

district will define green cleaning. In an ever-changing marketplace 

with new innovations and competing environmental 

claims, it’s increasingly important for states to step forward and 

provide supervision. 

At the Healthy Schools Campaign (HSC), we are working with 

advocates from around the nation to promote state-level policy 

that requires green cleaning in schools and provides clear, practical 

guidance to school administrators on making the policy a reality 

at a school level. 

I’m proud that the HSC was able to play a key role in creating 


the Missouri legislation that called for the state to create its guidelines. 

As I review the Missouri guidelines, I see that Missouri 

leaders based their work closely on the efforts that the HSC and 

our allies made in developing guidelines for the state of Illinois 

when a law was passed requiring green cleaning in all of that 

state’s schools. Illinois leaders, in turn, benefited from the lessons 

that New York leaders learned while developing and implementing 

a state green cleaning requirement for New York schools. 

Compared & Contrasted 

The Missouri and Illinois guidelines are very similar, with the 

bulk of the recommendations including existing third-party 

programs, such as Green Seal, Ecologo M , and the U.S. Environmental 

Protection Agency’s Design for the Environment 

program. 

The biggest difference between the two states’ guidelines is that 

Missouri’s are recommendations rather than requirements. 

Another significant difference is the way the Missouri guidelines 

treat powered cleaning equipment; changes were made to the Missouri 

ground rules to reflect a marketplace where more energy-effi- 

cient and water-efficient equipment is being introduced. 

While the Missouri and Illinois documents are very similar, 

the Illinois guidelines differ in some ways from their predecessor: 

the New York guidelines. How do the green standards used in 

Illinois and New York compare with each other? The checklist 

below provides an overview of the standards used in both states, 

and of how they integrate existing third-party certifications. 

Purchasing Requirements New York Illinois 

Cleaning Supplies ✔ ✔ 

Green Seal ✔ ✔ 

Environmental Choice ✔ ✔ 

Design for the Environment ✔ 

Alternative Qualifications ✔ ✔ 

Floor Care Requirements ✔ 

Green Equipment ✔ 

Green Label (vacuums) ✔ 

Paper Products ✔ 

Green Seal ✔ 

EcoLogo ✔ 

EPA Comprehensive Procurement 

Guidelines ✔ 

Exemption Clause ✔ 

ISSA Today wants to hear what is going on 

in your business: 

• Awards & recognitions 

• Personnel changes 

• Mergers & acquisitions 

• Upcoming industry events 

• New products and services 

Despite their differences, Missouri, Illinois, and New York’s 

guidelines share two very important characteristics. First of all, 

they include provisions for periodic review and updates so that 

they will continue to reflect the current marketplace and the 

most relevant available technologies and products. Second, the 

simple existence of guidelines provides clarification for school 

leaders on what green products are appropriate for use in 

schools. 

These parameters provide much-needed support for school 

leaders who want to use the best possible practices to keep 

their buildings clean and, more importantly, their students and 

staff healthy. 

Mark Bishop is the deputy director of the Healthy 

Schools Campaign. He can be reached at 312-419- 

1810; e-mail, mark@healthyschoolscampaign.org; 

or visit the Web site www.healthyschools 

campaign.org. 

We Can Use Your News! 

Send to ISSA Today ATTN: Michael McQueen 

ISSA, 7373 N. Lincoln Ave., Lincolnwood, IL 60712-1799 

800-225-4772 (North America) or 847-982-0800 

Fax: 847-982-1012 • E-mail: mike@issa.com 


Member Milestones 

The story behind Vaportek, Inc.’s revolutionary 

deodorization concept—developed 

specifically to eliminate difficult 

odors in hospital cancer and burn wards— 

is a combination of the savvy adaptation of 

an idea by the business world and good 

old-fashioned American ingenuity. 

In the 1960s, a research chemist with 

Evinrude Outboard Motors and a selfemployed 

chemical engineer were working 

on a process to prevent barnacles from 

sticking to boat bottoms. They came up 

with a process by which gas was 

delivered through a membrane, creating 

a film that covered the bottom of 

the boat. The process worked, but it 

contained aspects that made application 

in water impractical. 

Enter John D. Bryson, vice president 

of the ventures division of Will 

Ross, Inc.—a nationally known 

health-care and hospital-supply firm 

located in Milwaukee, WI. Bryson 

became interested in the concept as a 

possible way to treat odors in hospitals 

and other health-related industries. 

The first product he developed, 

in the shape and size of a common 

breadbox, did not merely hide odors, 

it actually neutralized them. This was 

done by precisely controlling the emission 

of a dry vapor from a replaceable plastic 

cartridge or membrane containing a special 

compound of aromatic and modified 

natural oils. The unit’s harmless dry 

vapor combined with molecules in the 

odor-causing substance, neutralizing 

them without actually changing their 

nature. 

In the first two years following the 

product’s introduction, the story of its 

success hit the business pages of newspapers 

throughout the United States. Initially, 

it was used only in hospitals and 

nursing homes, but it soon found acceptance 

in pet shops, cleaning firms, hotels, 

restaurants, and many other businesses 


Vaportek, Inc. 

30th Anniversary 

with odor problems. Larger units for 

industrial use, such as tanneries, sewagetreatment 

plants, and major manufacturing 

firms, were also developed. 

When Will Ross, Inc. was purchased by 

G.D. Searle Co., and plans were 

announced to move the business from 

Milwaukee to Dallas, TX, Bryson purchased 

the odor neutralizer’s manufacturing 

assets and worldwide intellectual 

property rights. In 1979, Vaportek was 

incorporated as a Wisconsin company. 

In the early 

’80s, the company’s 

export 

business was initiated 

through 

strategic partnerships in Asia and Europe. 

Bryson’s son, John D. Bryson Jr., was 

appointed president in 1991 and followed 

in his father’s creative footsteps by introducing 

the company’s popular impregnated 

fiber-pad products. They now comprise 

a significant segment of Vaportek’s 

standard- and custom-product line. 

THROUGH PRODUCT modification and 

enhancement over the years, Vaportek has 

continued to expand from the medical, 

janitorial, and industrial markets into 

additional ones. Over the past 10 years, 

the firm’s industrial products have made 

a significant impact on the disasterrestoration 

industry, offering a safe, effective 

alternative to ozone-generating, 

masking, and chemical odor-control 

methods. For example, the popular 

VaporShark system treats odors in areas 

up to 50,000 cubic feet and is used by 

restoration specialists in fire, flood, bioremediation, 

and other disaster-recovery 

operations. 

As for the company’s future during 

these troubled times, Bryson Jr. comments, 

“The business climate was already becoming 

challenging in 2008, and 2009 looks to 

be a year for very careful business practices. 

Vaportek continues to see satisfactory 

operational results in the marketplace; 

however, with the necessary caution 

required because of the highly volatile 

markets, we have moderated plans for 

new products and 

equipment at this time.” 

The bad economy 

notwithstanding, a dedicated 

work force at the 

company’s Sussex, WI, 

headquarters facility 

continues to manufacture 

quality products 

that are marketed 

around the world by an 

established network of 

janitorial/sanitation-, health-care-, restoration-, 

and athletic-supply dealers; national 

franchises; and international distributors. 

Longtime partnerships in Switzerland, 

Canada, Japan, New Zealand, Taiwan, 

Korea, and other countries provide marketing 

and sales expertise across the globe. 

It’s a combination that has allowed 

Vaportek to grow and succeed during its 

first 30 years, and it promises to enable the 

company to maintain its tradition of innovation 

and excellence. 

Market Focus 

Facing the Future 

By Stephen Hanig 

Although many in the jansan 

industry noted an economic 

slowdown developing fairly 

early in 2008, it was not until the last 

few months of the year that the market 

showed a significant decline. 

Distributors were first to feel it as 

their sales activity decreased, followed 

by manufacturers. 

Many took comfort in the fact 

that, historically, economic downswings 

have tended to impact the 

jansan industry minimally. While 

more volatile industries, such as real 

estate, auto, hospitality, and others, 

have often needed to take drastic 

measures to ensure longevity in bad 

times, the jansan industry—because 

of its stability and because it is an 

easy-entry job marketplace—has not 

felt the effects as deeply. 

However, we can no longer take 

solace in history. This downturn has 

impacted the jansan community 

and ended any myths that this 

industry is recession proof. A recent 

article in the Wall Street Journal (February 

7, 2009) details the impact that 

the economy is having on temporary 

staffing agencies and notes that 

the temporary hiring of cleaning 

staffers, which normally remains 

somewhat stable in tough times, is 

down significantly. 

Viewing the situation in more 

detail, it appears that manufacturers 

and distributors of big-ticket items 

are currently the most affected. 

According to ISSA Executive Director 

John Garfinkel, equipment sales 

tend to be the first to falter in tough 

times, followed by chemicals, paper, 

and other less expensive products. 

However, as things improve, he 

says, it’s often equipment sales, 

such as carpet extractors, that are 

the first to tick upward. 

With these issues in mind, what 

are facility service providers (FSPs) 

looking for now, given the current 

state of the economy? What should 

jansan distributors and manufacturers 

do now to improve sales? And 

what is the outlook for cleaningequipment 

sales? 

Past & Future Outlooks 

In a 2001 study, the Fredonia 

Group—a Cleveland, OH-based 

industrial-market-research firm that 

provides assessments of more than 

125 different industries and their 

products—predicted relatively 

strong growth for the professional 

cleaning industry through 2005. 

Regarding specific market sectors, 

the study reported the growth 

* would U.S. Census be “driven Bureau; by includes demand kindergarten for 

through commercial high school [carpet] as well cleaning as higher-educaequiption public facilities. Go to http://www.cenment, 

particularly shampooers and 

sus.gov/PressRelease/www/releases/archives/ 

facts_for_features/001286.html. 

extractors.” 

The study went on to predict 

that FSPs would seek higher-qual- 

ity standards in carpet-cleaning 

equipment, meaning they would 

expect machines to be more durable 

with fewer service problems and 

less downtime. Additionally, 

demand would create a continued 

focus on machines that help protect 

indoor air quality as well as equipment 

with enhanced ergonomics, 

making them easier to work with 

and maneuver. Also, the study predicted 

that the overwhelming bulk 

of the purchases would come from 

office, institutional, and commercial 

facilities and from carpet-cleaning 

technicians. 

The study did not reference building 

service contractors, who are now 

among the largest and fastest-growing 

industry segments purchasing 

carpet-cleaning equipment. 

As to future sales growth, 

according to information released in 

2008, the Fredonia Group predicts 

sales will continue to climb, and 

once again the majority of sales are 

expected to come from the same 

market sectors mentioned above. 

Further, Fredonia suggests that carpet-cleaning 

equipment that protects 

indoor air quality and is environmentally 

responsible, easier to 

operate, and durable will still be 

what FSPs are most focused on 

when making product selections in 

coming years. 

Current Product Demand 

For the most part, the Fredonia 

Group’s past sales and FSP predictions 

have come true. But because 

the latest study was published in 

2008, prepared before the current 

** downturn G. Earthman, in the “Theeconomy, Impact of School pre- 

Building dicted sales Condition figures on Student may not Achievement prove 

and Behavior” (paper presented at the Euro- 

to be as accurate. After all, many of 

pean Investment Bank, Organization for 

Economic 

the top business 

Co-operation 

forecasters—in 

and Development 

pri- 

International vate industry Conference, as wellLuxembourg, as govern- Nov. 

16–17, ment—were 1998). caught off guard by 


the swiftness and depth of the present 

downturn. 

Regardless of sales predictions, 

though, it is likely FSPs will continue to 

demand durable, healthier, and more 

ergonomic carpet-cleaning equipment 

now and into the foreseeable future. In 

addition, we are seeing three other “maximum-value” 

market forces coming into 

play, which are likely a reflection of the 

downturn in the economy: 

Economic fluctuations are 

normal, but customer expectations 

of quality, cost, and service stay 

consistent. Successful distributors 

and manufacturers of carpet-clean- 

ing equipment will learn from 

this period, take the actions they 

need to weather the storm, 

generate sales, and be on top of the 

game when things recover. 

1. Dual-purpose floor machines. In 

the past, some carpet-cleaning equipment, 

though designed specifically for one purpose, 

could be used for more than one 

floor type. And often, FSPs developed 

innovative ways to find more uses for 

their carpet-cleaning equipment. However, 

we now have equipment specifically 

designed to be used on more than one 

floor type—carpets, tile and grout, and 

conventional hard-surface flooring—and 

sporting such features as adjustable psi, 

heat/no-heat settings, and different 

wands for different floors. The reason is 

obvious: one machine engineered to satisfactorily 

clean more than one floor type 

offers a significant cost savings for FSPs. 

2. Solo-use equipment. Carpet-cleaning 

technicians who have the bulk of their 

business in residential cleaning have been 

impacted more severely by the economic 

downturn than those who clean carpets in 


office/commercial locations. To cut costs, 

many residential carpet techs have had to 

reduce their work force, which means 

they need equipment that’s relatively easy 

for just one operator to transport, load, 

and maneuver. Some manufacturers have 

addressed this need by developing 

portable extractors that are designed 

specifically for one-operator use. 

3. No bells/whistles. Some of the 

most expensive high-end retailers have 

reported the biggest drops in 

sales this past Christmas season. 

And though the figures were 

not as robust as predicted, the 

mega-discount retailers 

reported some of the best sales 

for the season. In economic 

downturns, costly luxury is out, 

and less expensive practicality 

is in. FSPs are looking for carpet-cleaning 

equipment that 

performs well and is practical, 

durable, and cost competitive. 

Improving Current Sales 

Naperville, IL, about a half-hour 

west of Chicago, IL, made Money 

magazine’s list of “Top 10 Best 

Places” to live in the United 

States in 2008. A local real-estate 

agent, who sells only high-end 

properties of a million dollars or 

more, has seen her sales plummet in the 

past year. In fact, right now she says there 

is a 12-year supply of million dollar–plus 

homes in Naperville. 

Along with the sales plunge, she has 

seen a change in the office’s real-estate 

broker. Instead of discussing general 

office and business issues at their regular 

Monday-morning office meetings, he has 

become a motivational speaker, encouraging 

the agents to believe that things will 

soon improve. She says she “sees the sun 

coming up” after those Monday-morning 

meetings. 

So what can the jansan industry learn 

from this? 

For some manufacturers and distributors 

facing hard times, a little encouragement 

and inspiration for the sales and 

office staff is called for right now (it certainly 

can’t hurt). This might even be a 

good time to seek out sales seminars, pro- 

fessional motivational speakers, and other 

inspirational sources. 

On a more practical level, carpet 

extractors can be a major expense for 

many FSPs, meaning they will likely 

delay the purchase of the new equipment 

as long as possible. Knowing this, distributors 

must work harder to win the trust, 

loyalty, and business of their customers. 

Ways to do this include: 

• Take the time to thoroughly understand 

clients’ needs 

• Suggest equipment and products 

that have a high return on investment or 

can help clients improve worker productivity, 

which also helps cut costs 

• Capitalize on current market trends 

by offering cost-effective equipment as 

well as equipment that can be used for 

multiple tasks 

• If possible, allow FSPs to test-drive 

equipment in their own work locations so 

they can “feel” the equipment’s benefits 

and features 

• Make it as easy as possible for clients 

to purchase carpet-cleaning equipment 

with simpler and more cost-effective 

credit terms where possible 

• Deliver excellent service 

• Continue marketing; studies of past 

downturns indicate that those companies 

that kept their marketing strong were 

ahead of the curve when the economy 

improved. 

Economic fluctuations are normal, but 

customer expectations of quality, cost, and 

service stay consistent. Successful distributors 

and manufacturers of carpet-cleaning 

equipment will learn from this period, 

take the actions they need to weather the 

storm, generate sales, and be on top of the 

game when things recover. 

Stephen Hanig has been 

involved with the professional 

cleaning 

industry for more than 

20 years. He currently 

serves as vice president 

of sales for U.S. Products 

and HydraMaster, 

manufacturers of portable and truck-mount 

cleaning equipment. He can be reached at 

208-772-0573 

MEMBERS MAKING HEADLINES 

On the Move 

Eisenberg Wolf 

Marc Eisenberg has joined the RTF 

Group, Inc., Lake Bluff, IL, as regional 

sales manager. 

Hamilton, OH, based Kaivac, Inc. has 

promoted Tim Wolf to sales director- 

U.S. Wolf, a 2004 graduate of Purdue 

University, has been with Kaivac for 

nearly three years. 

Lisa Brewer has joined Breeze Software, 

Alpharetta, GA, as vice president of marketing. 

Brewer brings 14 years of marketing, 

sales, and event-planning experience 

to the firm, having served in these capacities 

at Procter & Gamble, the Milton J. 

Rubenstein Museum of Science and Technology, 

and two public school districts. 

J&E Sozio, Inc., Edison, NJ, has appointed 

Jack Stanaszek Western U.S. sales 

director. Based in Chicago, IL, Stanaszek 

serves as the director of sales for traditional 

fragrance as well as the organiccertified 

line of products recently 

introduced. 

Alwin Manufacturing Co., Inc., Green 

Bay WI, has appointed Douglas C. 

Newby sales and marketing manager. 

Newby has more than 20 years of domestic 

and international sales and marketing 

experience, including management positions 

based in Asia and Europe. 

Boston, MA-based UGL Unicco has 

appointed three directors of business 

development: Jamie L. Anderson, Jeffrey 

A. St. George, and Richard M. Fineo. 

Victoria, TX-based Gulf Coast Paper Co. 

has hired industry veteran Don Dempski 

as director of national accounts. Dempski 

was most recently the senior global- 

account manager-Central America for 

AFFLINK. During his career, he has also 

worked for Network Services Co. and 

Kimberly-Clark. Dempski has a degree in 

business administration and economics 

from Westminster College. 

Brulin & Co., Inc., Indianapolis, IN, has 

promoted George Brodnicki to president. 

Brodnicki joined the company in 1987 as a 

regional sales manager, later adding 

domestic and corporate sales to his areas 

of responsibility. Most recently, he was 

vice president-sales and marketing. 

Growth & Acquisitions 

Canton, MA-based Pro-Link has added 

four janitorial distributors to its membership: 

KIC, Inc., Greenville, SC; Superior 

Janitorial Sales and Services, Jacksonville, 

FL; American Champion Supply, 

Asheville, NC; and American Chemical 

Co., Charlotte, NC. 

Schaumburg, IL-based Network Services 

Co. now has a presence in Russia through 

its relationship with Clean Master, a leading 

distributor of janitorial supplies in 

that nation. Clean Master is based in 

Moscow, Russia, with branches in St. 

Petersburg and Samara. It serves more 

than 7,000 customers and has sales of 

approximately US$34 million. 

Grainger, Inc., Lake Forest, IL, kicked off a 

partnership this past January with Mike 

Rowe, creator, executive producer, and 

host of the Discovery Channel’s Dirty Jobs. 

In his role as a Grainger spokesperson, 

Rowe will be featured on the cover of the 

company’s 2009 catalog and make several 

appearances on behalf of the company. 

Rowe is also partnering with Grainger in 

raising awareness of the importance of 

technical education and the growing shortage 

of skilled workers. 

Haines City, FL-based Stefco Industries, 

Inc. has announced the opening of its second 

state-of-the-art paper mill at its 

Haines City plant. The new mill began 

operations on January 12. 

The International Executive Housekeepers 

Association, Westerville, OH, has 

secured an option to buy the popular consumer 

Web site The Housekeeping Channel 

® (www.housekeepingchannel.com). 

The site provides how-to tutorials, news, 

and reviews regarding the latest innovations 

in the cleaning industry, time-saving 

systems and motivation, plus practical 

and technical information validated by a 

world-class advisory board. 

Gary Walker, founder of Magic Touch 

Cleaning, Lee’s Summit, MO, has 

launched Kansas City, MO’s first “green” 

radio show on KCXL Radio, 1140-1160 

AM, with streaming coverage on 

www.kcxl.com. Show topics will cover a 

range of green-related issues, from hybrid 

technologies and organic food and clothing 

to green lawn care. The first show 

introduced listeners to the green movement 

and the simple steps they can take 

to “go green.” 

Cutting the ribbon that launched the new headquarters 

for Network Services Co. are (left to 

right): Meredith Reuben, Eastern Bag & Paper 

Co.; Bob Mitchum, Network Services Co.; Nick 

Morris, Western Paper Distributors; and Jim 

Alexy, Network Services Co. 

On January 26, officials of Network Services 

Co. held a ribbon-cutting ceremony 

at the company’s new headquarters in 

Schaumburg, IL. To accommodate the 

firm’s growth and global expansion, the 

new location has 45 percent more office 

space than the previous office in Mt. 

Prospect, IL. 

Crown Mats and Matting, Fremont, OH, 

has introduced two new lines of 100 percent 

recycled matting systems: the 

EcoPlus TM and EcoStep TM mats. Both systems 

are made from post-consumer polyethylene 

terephthalate plastic, or PET. 


MEMBERS MAKING HEADLINES 

Awards & Recognitions 

Green Seal, Inc. has certified select 

away-from-home brands and retail 

brands of bathroom tissue produced by 

Atlas Paper Mills, Miami, FL. The certification 

states that Atlas complies with the 

environmental and performance requirements 

of the Green Seal environmental 

standard for two-ply, one-ply, and jumbo 

rolls of tissue paper (GS-1). 

Michael Wilson, associate director of 

marketing at AFFLINK, Tuscaloosa, AL, 

has achieved the LEED Accredited Professional 

designation. 

Rochester Midland Corp., Rochester, NY, 

has been named the first Affiliate Partner 

in the mid-sized manufacturer category 

with the Golisano Institute for Sustainability, 

Rochester Institute of Technology’s 

sustainability initiative. 

Based on its recent analysis of the U.S. 

protective gloves market, Frost & Sullivan 

has presented Kimberly-Clark Professional, 

Roswell, GA, with the 2008 North 

American Frost & Sullivan Award for 

Product Innovation. The award is in 

recognition of the company’s proactive 

development of new products designed 

to meet facility service providers’ needs 

and its ability to be a change agent within 

the protective-gloves industry. 

Keith Schneringer, marketing manager 

for San Diego, CA-based Waxie Sanitary 

Supply, has been re-elected president of 

the U.S. Green Building Council-San 

Diego chapter for 2009. Schneringer has 

served on the board of directors for the 

chapter since 2005 and has been instrumental 

in helping to grow interest in the 

chapter and providing green-building 

education to San Diego county. 

The Environmental Business Journal has 

recognized Sturtevant, WI-based JohnsonDiversey’s 

ProSpeed ® floor-finishing 

system with a technical-merit award for 

waste management and pollution control. 

Ecolab, Inc., St. Paul, MN, has earned a 

Process Excellence Award for “Best Start 

Up Program” at the 10th Annual Lean Six 


Sigma & Process Improvement Summit, 

held in Orlando, FL. 

Novozymes A/S, parent company of 

Novozymes Biologicals, Inc., Salem, VA, 

has been recognized by Forbes magazine 

as one of the top 100 companies that will 

still be around in the year 2109. The list 

was generated by measuring what companies 

are doing best in several major 

sustainability-related areas, including 

human capital, environmental risks, governance, 

and more. 

For the third year in a row, Rubbermaid 

Commercial Products, Winchester, VA, 

has won Today’s Facility Manager magazine’s 

Readers’ Choice Award as the No. 

1 brand in the maintenance/cleaningproducts 

category. The annual national 

competition, conducted by the publication 

and distributed to its 10,000 subscribers, 

surveys readers on various 

“aided” and “unaided” components. 

Readers in turn cast their votes for the 

product brand and service providers they 

preferred most during 2008. 

In February, Patrick Pilola of the National 

Aeronautics & Space Administration 

(NASA) joined the International Facility 

Management Association (IFMA) on a 

90-day temporary assignment as part of 

the space agency’s executive-development 

program. Pilola is currently the 

chief of the avionic-systems division at 

the Johnson Space Center, Houston, TX, 

where he has worked since 1986. Participants 

chosen for NASA’s executive-development 

program engage in temporary 

outside work assignments in order to 

broaden their knowledge and increase 

their leadership skills. NASA has identified 

IFMA as an opportunity for Pilola to 

gain insight and new perspectives on how 

executives in a non-aerospace, non-governmental 

organization implement such 

concepts as leading change, leading people, 

managing results, building coalitions, 

and developing business acumen. 

EcoLogo M has announced the certification 

of a broad selection of Atlanta, GA-based 

Georgia-Pacific Professional’s tissue, 

towel, and napkin products. To be award- 

ed EcoLogo certification for its products, 

Georgia-Pacific Professional had to meet 

stringent criteria addressing such environmental 

issues as recycled content, 

energy consumption, aquatic toxicity, 

emissions, and waste. 

Paradigm Group, Syosset, NY, has partnered 

with the U.S. Environmental Protection 

Agency’s voluntary WasteWise 

program, which targets the reduction of 

municipal solid waste and select industrial 

wastes. Said Marcello Sozio, Paradigm’s 

vice president of business development: 

“Paradigm Group has always 

made preservation of the environment a 

high priority, by bridging the gap in the 

cost to the consumer of environmentally 

sensitive and recycled products in our 

category. The WasteWise message is an 

extension of that philosophy.” 

The royal yacht Britannia. 

Futures Supplies & Support Services 

Ltd., Croydon, Surrey, United Kingdom, 

has been presented with a Green Heroes 

2009 Wall Shield in recognition of its 

environmental project, Focusing on the 

Future. The trophy was presented by top 

botanist and UK TV personality Professor 

David Bellamy, OBE, and Warren 

Edmondson of Nettoyer Media aboard 

Her Majesty’s Yacht Britannia, in Edinburgh, 

Scotland, on February 13. The 

shields are awarded annually in recognition 

of companies, councils, and communities 

that carry out environment-enhancing 

projects and that wish to share their 

experience and knowledge with the 

world. Commented the judges: “As a distributor 

of cleaning products, Futures 

Supplies has taken the decision to be 

responsible retailers and supply products 

which are effective but safe.” 

PRODUCTS & SERVICES 

Rather than relying on harsh chemicals to clean, 

the Activeion Pro from Activeion Cleaning 

Solutions uses activated-water technology, 

making it the safest option for cleaning 

professionals, the customers they serve, 

and the environment. A revolutionary, in-thebottle 

process electrically charges regular tap 

water, turning it into a powerful cleaner. 

Spartan Chemical Co., Inc. has added 

three fresh, contemporary fragrances to 

its Airlift ® product line: PearLux ® , Cranberry 

Ice, and Citrus, available in convenient-to-use 

RTU Handi Spray ® 

quarts. Airlift products eradicate foul 

odors in a variety of spaces, including 

hotel rooms, autos, buses, airplanes, day 

care centers, libraries, nursing homes, 

and smoking rooms. 

The Pulse-Bac ® PB-2150 vacuum from 

CDCLarue Industries, Inc. is the first 

portable vacuum to use an electronic 

sensor that detects when the collection 

tank is full and ready to be emptied. 

The sensor prevents the vacuum chamber 

from overfilling, ensuring that the 

dust and debris collected remains 

under 40 pounds when emptied and 

discarded. 

Unger Enterprises’ Neoprene Gloves are an essential 

part of any cleaning kit during the cold winter 

months. With a neoprene exterior and a foaminsulated 

interior, hands stay warm even 

when wet. The gloves also feature a textured 

palm for a non-slip grip and a 

hook and loop strap. The gloves are 

available in small, large, and extra large. 

The ICS 8900 from Hydro Systems Co. is a battery-powered, 

self-contained portable cleaning 

system that applies cleaning chemicals via 

spray nozzle using low-flow/low-pressure 

technology, enabling the chemicals to do the 

cleaning while protecting fixtures and grout 

from water damage. The unit’s unique lowflow 

design uses only a half-gallon of cleaning 

solution per minute, eliminating the need for 

wet/dry-vac recovery. 

The durable and compact DrizAir 1200 from 

Dri-Eaz plays a key role in the facility manager’s 

emergency kit. The unit’s rotomolded 

polyethylene housing is dent resistant, offers 

superior durability, and helps to prevent 

damage to walls and woodwork when in 

use. In addition, the DrizAir 1200 removes 

up to 15 gallons per day, has easy-to-use 

electronic touch-pad controls, and sports a 

built-in duct attachment ring. 

Rubbermaid Commercial Products’ line of 12 new vacuums 

(seven uprights, three backpacks, and two wet/dry vacs) 

are setting a new standard for solving key cleaning challenges. 

The company’s flagship upright models—the 

PH15 (pictured at right) and PH12—provide dual-motor 

strength for one-pass cleaning. Both feature automatic 

carpet-height adjustment, which improves worker efficiency 

and well being by eliminating the need to manually 

adjust. And all these upright and backpack models 

are designated by the Carpet and Rug Institute as 

Green Label certified. 

Bridgepoint Systems’ OINK—a multipurpose solvent 

formulated for use on carpet and fabric—is 

designed to remove ballpoint-pen, stamp-pad, 

duplicating, marking, writing, felt-tip, and coloredart 

inks. It also works effectively on latex, spray, and 

other types of paints. In addition, the solvent can be 

used to remove shoe polish, cosmetics, and adhesives. 

Specially formulated to be in compliance with 

the latest VOC-emission regulations, OINK is both 

water and solvent soluble. 

Sloan Valve Co.’s SF-Series of electronic, sensor-activated 

hand-washing faucets now includes model SF- 

2400 (pictured at right), which runs off a 6 VDC plugin 

transformer with battery backup, and 

battery-powered model SF-2450. Both provide either 

tempered or hot/cold water operation and are 

ADA compliant. These touch-free faucets 

stand 7 inches tall and provide the ultimate in sanitary protection. 

The BR 13/1 MW from Tornado Industries ® cleans 

both hard-surface floors—including tile and 

grout—and carpeting. For hard surfaces, twin, 

counter-rotating brushes reach deep into porous 

floor areas and grout. For carpets, the machine 

uses new encapsulation technology; cylindrical 

brushes agitate carpeting, loosening soils and lifting 

carpet pile. The cleaning solution crystallizes 

and is then vacuumed, removing chemicals and 

embedded soils. 


WELCOME NEW MEMBERS 

DISTRIBUTORS 

Albert-H. Woppmann 

Regensburg, Germany 

Andreas Uhlig GmbH & Co. KG 

Bremen, Germany 

Armin Breuer Reinigungstechnik GmbH 

Wadgassen, Germany 

Arnsperger Hygiene GmbH 

Köln-Marsdorf, Germany 

AWA-Reinigungstechnik Lutz Römer 

Heilberscheid, Germany 

Calnova Service GmbH + Co. KG 

Hanau, Germany 

Cararo Vertrieb- und Service 

Göttingen-Rosdorf, Germany 

Endres GmbH + Co. KG 

Würzburg, Germany 

Erhard Faust Reinigungstechnik & 

Reinigungsbedarf e.K. 

Garbsen, Germany 

FD Friedrich GmbH 

Tamm, Germany 

Füber Reinigungstechnik und-bedarf 

Ballenstedt, Germany 

Gottron Reinigungsmittel GmbH 

Mainz-Mombach, Germany 

Häusser Reinigungstechnik GmbH 

Asslar-Werdorf, Germany 

Heimann Reinigungstechnik e.K. 

Fachhandel für Reinigungsartikel 

Gevelsberg, Germany 

Heinrich Abken GmbH Fachhandel 

für Reinigungsbedarf 

Mannheim, Germany 

Heinz Erdmann GmbH Fachgrosshandel 

für die Sauberkeit 

Köln, Germany 

Hökenschnieder Reinigungstechnik oHG 

Recklinghausen, Germany 

Hörmann GmbH & Co. KG 

Gachenbach, Germany 

KassunDetjens KG 

Hamburg-Rahlstedt, Germany 

KA-WE GmbH 

Schwetzingen, Germany 

Klaus Jurek Reinigungstechnik 

Berlin, Germany 

Kornelia Beckers Fachgross- und 

Einzelhandel 

Holle OT Grasdorf, Germany 

Kruse Reinigungstechnik und-bedarf 

Kahla, Germany 

Messerle GmbH 

Mäder, Austria 

Mid-American Wholesale 

Enid, OK 

Nela Handels GmbH 

Wolfern, Austria 

Ohio Materials Handling 

Macedonia, OH 

One Source America, Inc. 

Halethorpe, MD 

Quattländer Fachgrosshandel 


Bräunlingen, Germany 

Reinigungsland Strohmann 

Bad Düben, Germany 

Riehemann Reinigungstechnik OHG 

Wallenhorst, Germany 

Roman Chemical Corp. 

Rome, GA 

Schneider Hygienetechnik GmbH 

Sommerhausen, Germany 

Scholl Reinigungstechnik GmbH 

& Co. KG 

Kassel, Germany 

Steinbrunner Hygienegrosshandel e.K. 

Waldshut-Tiengen, Germany 

Sued-med Vertriebs-GmbH 

Bruckmühl, Germany 

TET Vertriebs GmbH & Co. KG 

Lüchow, Germany 

Theissen Reinigungstechnik GmbH 

Bad Liebenzell, Germany 

Weiss-Graf GmbH Fachhandel 


Marpingen-Alsweiler, Germany 

Zwetko GmbH Fachgrosshandel 

für Betriebshygiene 

München, Germany 

MANUFACTURERS 

BioLogix Products Group, Inc. 

Saint Louis, MO 

Flash B.V. 

Nuland, Netherlands 

Foundations Worldwide, Inc. 

Medina, OH 

Polymer Products (Phil.) Inc. 

Pasig City, Phillipines 

Shat-R-Shield, Inc. 

Salisbury, NC 

Summit Chemical 

Baltimore, MD 

Unitex International, Inc. 

Duluth, GA 

Weiman Products, LLC 

Gurnee, IL 

WerkMaster Sanders & Grinders, Inc. 

North Vancouver, BC, Canada 

MANUFACTURER 

REPRESENTATIVES 

The Highlands Group 

Atlanta, GA 

G.P.L., Inc. 

Laval, QC, Canada 

ASSOCIATE MANUFACTURERS 

Symrise, Inc. 

Bath, NY 

WHOLESALERS 

Jupiter Trading Corp. 

Mumbai, Maharashtra, India 

ASSOCIATE TRAINING 

CONSULTANTS 

The Janitorial Store 

Brainerd, MN 

William H. Fellows III, I.C.E. 

Leesburg, VA 

BUILDING SERVICE 

CONTRACTORS 

BriteWorks, Inc. 

West Covina, CA 

Castle Keepers of Charleston, Inc. 

North Charleston, SC 

Commercial Care Services, Inc. 

Houston, TX 

Complete Building Services 

San Mateo, CA 

M.L. Superior Maintenance, LLC 

San Antonio, TX 

On Target Maintenance 

Haverstraw, NY 

Powerlink Facilities Management 

Services 

Detroit, MI 

Spec Clean, LLC 

Brookfield, CT 

The Furies, Inc. 

Wellfleet, MA 

Whiteway Building Service, Inc. 

Omaha, NE 

Xpress Services 

Ottawa, ON, Canada 

Whiptail Contract Services 

Pagosa Springs, CO 

IN-HOUSE SERVICE 

PROVIDERS 

Augsburg College 

Minneapolis, MN 

Georgia Southern University 

Statesboro, GA 

Jones Lang LaSalle 

Davie, FL 

Looking 

for a Good 

Investment? 

King’s Daughters Medical Center 

Brookhaven, MS 

May we suggest the ISSA Foundation? 

Each year, the ISSA 

Foundation invests in 

our nation’s youth by 

distributing more than 

50 scholarships to 

deserving collegebound 

students. 

Help us to continue to 

invest in our nation’s intellectual capital of 

tomorrow by making a contribution to the 

ISSA Foundation today! 

For more information, visit www.issafoundation.org, or call 800-225- 

4772 (North America) or 847-982-0800; e-mail, tracy@issa.com 

Minneapolis Public Schools 

Minneapolis, MN 

Thompson School District R2J 

Loveland, CO 

University of Toronto, Facilities 

& Services 

Toronto, ON, Canada 

Gallaudet University 

Washington, DC 

Tallahassee Regional Airport 

Tallahassee, FL 

Loma Linda University Medical 

Center - EVS 

Loma Linda, CA 

Southern Maryland Hospital Center 

Clinton, MD 

For more detailed information on these new ISSA 

members, visit ISSA.com and browse our online 

Membership Directory. 

28 March/April 09 ISSA Today 29

CALENDAR 

April 23-24, 2009 

Facility Maintenance: 

Improve Your Operations ... 

Do More With Less 

Featuring Steve Spencer 

Anaheim, CA, USA 

Contact: ISSA Customer Service 

Department, 800-225-4772 

(North America) or 847-982-0800; 

e-mail, education@issa.com 

April 23, 29, 2009 

Regional Meetings: 

A World of Cleaning Standards 

Industry Hills, CA, USA (April 23) 

Toronto, ON, Canada—held in conjunction with 

Can Clean 2009 (April 29) 

Contact: ISSA Customer Service 



e-mail, education@issa.com 

April 29-30, 2009 

Can Clean 2009 

The Direct Energy Centre 

Toronto, ON, Canada 

Contact: Mike Nosko, 905-665-8001; 

e-mail, info@cssa.com 

May 13-15, 2009† 

ISSA/INTERCLEAN ® 

Central & Eastern Europe 2009 

Expo XXI Warsaw International 

Expocentre 

Warsaw, Poland 

June 9-12, 2009 

Pulire 2009 

Verona Trade Fair Centre 

Verona, Italy 

Contact: Rosanna Capriati, 

312-670-4360; 

e-mail, pulireusa@afidampservizi.com 

June 25, 2009 

CIMS I.C.E. Workshop 

Philadelphia, PA, USA 

Contact: Annie Balonick, 800-225-4772 


e-mail, annie@issa.com 

October 5-6, 2009 

CIMS I.C.E. Workshop 

McCormick Place 

Chicago, IL, USA—held in conjunction with 

ISSA/INTERCLEAN ® North America 2009 

Contact: Annie Balonick, 800-225-4772 


e-mail, annie@issa.com 

October 6-9, 2009† 


North America 2009 

McCormick Place 

Chicago, IL, USA 

October 27-28, 2009 

Antimicrobial Workshop 

Arlington, VA, USA 

Contact: ISSA Legislative 



e-mail, tracy@issa.com 

April 26-29, 2010† 


Amsterdam 2010 

Amsterdam RAI Exhibition 

and Congress Centre 

Amsterdam, Netherlands 

May 5,6, 2010 

NJSSA Supply Line 2010 

Etess Arena 

Trump Taj Mahal 

Atlantic City, NJ, USA 

Contact: Pat Koziol, 973-283-1400; 

e-mail, pkoziol@njssa.net 

June 9-11, 2010† 


Latin America 2010 

Cancun Center, 

Conventions & Exhibitions 

Cancun, Mexico 

November 9-12, 2010† 


North America 2010 

Orange County Convention Center 

Orlando, FL, USA 

† CONTACTS FOR ISSA/INTERCLEAN ® SHOWS 

North America: The ISSA Sales Department, 800-225-4772 (North America) or 847-982-0800; fax, 847-982-0819; e-mail, carl@issa.com, iris@issa.com, or 

leah@issa.com. Asia: Lionel Koh, 65-67538670; fax, 65-67530190; e-mail, lionel@issa.com. Mexico: J. Felix Villaseñor M., 52-55-5536-1418; fax, 52-55-5587- 

2012; e-mail, direccion@promex.com.mx. Europe: Mark Armitage, 31-20-549-1440; e-mail, mark@issa.com. For information on ISSA events, contact ISSA, 800- 

225-4772 (North America) or 847-982-0800; fax, 847-982-1012; e-mail, info@issa.com; or vist the ISSA Web site, ISSA.com. 


ISSA.com puts these 

valuable cleaning-industry 

resources at your fingertips: 

• Daily industry news right on the homepage 

• Comprehensive green cleaning resources 

• Streaming educational videos in English & Spanish 

• Market studies and cleaning-application articles 

• Unparalleled directories & easy navigation 

2009


7373 N. Lincoln Ave. 

Lincolnwood, IL 60712-1799 USA 

2009 

PRESORT STANDARD 

U.S. POSTAGE 

PAID 

JEFFERSON CITY, MO 

PERMIT NO. 210

Green Cleaning - ISSA

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