click here to download .pdf - Maintenance Sales News

y OdoBan®
Designed speci�cally to serve the hospitality and healthcare industries,
OdoBan® is proud to o�er Earth Choice®, a full line of safe and e�ective green products. .
These products shown carry the Environmental Protection Agency’s
Design for the Environment (DfE) seal. www.epa.gov/dfe
“Like Us” on Facebook
Circle 10
SCAN QR CODE
to see the complete product line
odobanprofessional.com
Clean Control Corporation
�� ��� ���� � ������ ������ �� �����
������������ � ������������

Circle 52

4 November/December 2012
M A I N T E N A N C E
SALES NEWS
Exclusively Serving Professional Distributors
November/December 2012 Vol. 29, No. 6
Read/Download MSN At: www.maintenancesalesnews.com
M S N F E A T U R E S T O R I E S
Industry Calendar of Events
March 2-5, 2013 — International Home & Housewares Show,
McCormick Place, Chicago, IL. For information: 847-292-4200.
May 7-9, 2013 — National Hardware Show, Las Vegas Convention
Center, Las Vegas, NV. For information: 203-840-5622.
May 18-21, 2013 — National Restaurant Association’s Restaurant,
Hotel-Motel Show, McCormick Place, Chicago, IL. For information:
312-853-2525.
May 30-31, 2013 — Canadian Sanitation Supply Association’s Can
Clean 2013, Mississauga, ON. For information: 866-684-8273.
November 18-21, 2013 — ISSA/INTERCLEAN® - North America,
Las Vegas Convention Center, Las Vegas, NV.
For information: 847-982-0800.
Family-Owned American Paper & Twine Co. Grew
From Humble Roots To Regional Distributorship...............6
4 Distributors Offer Ideas On How To
Deal With Higher Costs, Lower Margins ........................18
MSN Focus On Warewashing & Laundry........................48
MSN’s 2012 ISSA/INTERCLEAN Post Show Coverage
New Exhibitors, International Visitor Growth Spark 2012 ISSA/INTERCLEAN Show ...32
Booth Photo Gallery .......................................................................................................50
Industry News/Products 36 | Advertisers Index 42 | Classified Advertising 62
On The Cover: American Paper & Twine Company, headquartered in Nashville, TN, serves a large swath of the southeastern United States.
Left to right are Executive Vice President/CFO Wm. David Morris, President/CEO Robert S. (Bob) Doochin, Vice President Karen Doochin
Shaffer and Senior Vice President Mark Wright. See story on page 6.
Circle Number Replies Are Now Online @ www.maintenancesalesnews.com/circles.htm
M O V I N G ?
Old Address: Affix old mailing label or print old address here:
Name _______________________________________________
Company ____________________________________________
Address _____________________________________________
City, State, Zip ________________________________________
New Address: Print new address here:
Name _______________________________________________
Address _____________________________________________
City, State, Zip ________________________________________
Clip and return to Maintenance Sales News
P.O. Box 130, Arcola, IL 61910 • Fax: 217-268-4815 • Email: drankin@consolidated.net
RANKIN PUBLISHING CO.
www.rankinpublishing.com
Co-Publishers
Don Rankin
Linda Rankin
Editor
Harrell Kerkhoff
Associate Editor
Rick Mullen
Advertising
Don Rankin
Linda Rankin
Graphics
David Opdyke
Reception
Sandy Pierce
_______________
ADVERTISING
Arcola, IL
Don Rankin
Linda Rankin
Rankin Publishing, Inc.
204 E. Main St., P.O. Box 130
Arcola, Illinois 61910-0130
(217) 268-4959
Fax: (217) 268-4815
_______________
EDITORIAL AND
CORPORATE OFFICES
Rankin Publishing, Inc.
204 E. Main St., P.O. Box 130
Arcola, Illinois 61910-0130
(217) 268-4959
Fax: (217) 268-4815
www.rankinpublishing.com
e-mail: drankin@consolidated.net
Maintenance Sales News (ISSN 1040-
371X) is published bimonthly by Rankin
Publishing, Inc. 204 E. Main St., P.O.
Box 130, Arcola, IL 61910-0130.
Publisher assumes no liability whatsoever
for content of any advertisement or
editorial material contained herein.
Copyright 2012, Rankin Publishing,
Inc. All rights reserved. No part of this
publication may be reproduced or transmitted
in any form without written consent
of Rankin Publishing, Inc.
Periodical postage paid at Arcola, IL,
and additional mailing offices. POST-
MASTER: Send address changes to
Maintenance Sales News Circulation,
204 E. Main St., P.O. Box 130, Arcola,
IL 61910-0130
Subscription Rates in United States:
6 issues $25
Single Copy rate: $5 plus postage/handling;
Buyer’s Guide $15 plus post -
age/handling
International rates: 6 issue annual Air
Mail Subscription $60 U.S. dollars net

Circle 7

Vice President Karen Doochin Shaffer and
President/CEO Robert S. (Bob) Doochin
Family-Owned
American Paper & Twine Co.
Grew From Humble Roots
To Regional Distributorship
American Paper & Twine Co., with its headquarters in Nashville, TN, began in
1926 with one truck and one driver. Today, the company operates about 70 delivery
trucks out of five distribution centers, serving a large swath of the southeastern
United States. In addition to janitorial/sanitation supplies, AP&T’s offerings
include office, packaging and foodservice products.
“We have
By Rick Mullen Maintenance Sales News Associate Editor
more than 45 outside sales representatives who cover our distribution
network,” said AP&T Ecommerce & Marketing Manager Lonnie
Spivak, during a recent interview with Maintenance Sales News at the com-
pany’s headquarters in Nashville. “Our corporate office and warehouse in Nashville is
supported by regional offices and distribution centers in Chattanooga, TN, Memphis, TN,
Knoxville, TN and Little Rock, AR.”
In 1926, Nathan Doochin and Milton Lockenbach started the company in Nashville
with a $500 investment and one employee, the above-mentioned driver.
Today, the company is headed by President/CEO Robert S. (Bob) Doochin, Nathan
Doochin’s son. Bob Doochin grew up working in the business. After graduating from The
University of Pennsylvania’s Wharton School of Business in 1962 with a bachelor’s degree
in finance, he joined AP&T full-time. He became president/CEO in 1982.
Members of the company’s top management team in Nashville include Executive Vice
President/CFO Wm. David Morris; Senior Vice President Mark Wright; and Vice
President Karen Doochin Shaffer, Bob Doochin’s daughter.
During his long and distinguished career at AP&T, Bob Doochin has seen many changes
and met many challenges.
“Our industry has always had the challenges of warehousing, sales, personnel needs, etc.
— typical factors in operating a distribution business,” Doochin said. “Today, there are
more challenges than ever because we have many more components of commerce with
which we contend in order to be on the cutting edge of modern business.
“Thirty years ago what was needed for a distributor’s primary sales effort was to maintain
a quality sales force, whereas today it is a much more complex picture.
“Through the years, we have kept up with each aspect of doing business. We have maintained
a talented sales force, we are always investing in technology and we have kept current
on best practices in warehousing.

It’s better
business.
Naturally.
Naturalize. Socialize. Capitalize.
Partnering with a sustainable
company is admirable. With SCA, it’s
also more pro�table. Our responsible
practices and products help you
achieve a greater return on your most
important investments. Naturally.
Protect your people.
Conserve your savings.
Rock your world.
Go to torkusa.com/2012report to reserve your free copy of the 2012 Tork Report,
with helpful tips for using sustainable practices to drive better business results.
towel | tissue | soap | napkins | wipers | torkusa.com
© 2012 SCA Tissue North America LLC. All rights reserved. Tork ® is a registered trademark of SCA Tissue North America LLC, or its af�liates.
Tork. Better business. Naturally. is a trademark of SCA Tissue North America LLC. All rights reserved.
Circle 44

8 November/December 2012
“We are very unique in that we have a diversified group of product categories. This gives us an advantage
over most of our mainstream competition, because we can go to customers and help them consolidate or
reduce their vendor base, thus reducing their soft costs.” — Senior Vice President Mark Wright
“With much of the commerce that goes on in the country, a product is sold to whoever is
buying it and the delivering entity is an outside freight carrier. In other words, the seller
does not maintain possession of the product until it reaches the buyer.
“In our industry, customers typically buy supplies from the distributor, who, in turn,
bought them by the truckload from the vendor or manufacturer. AP&T takes possession of
the product and maintains possession until the product gets to the end-user on our trucks.”
AP&T’s product categories include packaging supplies and equipment; janitorial chem-
As our exclusive Airx distributor you get:
icals and supplies; cleaning equipment and tools; floor equipment and service; foodservice
disposables; safety apparel and products; and office papers, products and furniture.
AP&T services Tennessee, Arkansas and portions of Kentucky, Georgia, Alabama and
Mississippi.
The company’s customer base includes manufacturing and distribution facilities, administrative
offices, health care organizations, government, educational institutions, restaurant
and catering operations, as well as a diverse group of service industries.
“We consider ourselves a one-stop shop
for businesses large and small,” Spivak
said.
“AP&T is committed to reducing customers’
costs. We continually search for
the best pricing available from our many
suppliers,” Mark Wright said. “As a customer-driven
enterprise, we are continually
enhancing our product lines, while
investing in new information technologies,
fine tuning distribution and increasing
value-added services. As our No. 1
priority, we continually strive for excellence
in our service to our customers.
“We are very unique in that we have a
���������������������������������
����������������������������
Ted Stark III, President, Dalco Enterprises, Inc.
St. Paul, MN
An exclusive member since 1981
����������������������������������������������������������������������
��������������������������������������������������������������������
���������������������������������������������������������������������������
�����������������������������������������������������������
�����������������������������������������������������������������
�����������������������������������������
���������������������������������������������������������������������
��������������������������������������������������������
������������������������������������������������������������
®
������������������������������������������������������������
����������������������������������������������
Airx Laboratories is a division of The Bullen Companies, Folcroft, PA.
66
Circle 5
I am 66
®
Scan to get info
diversified group of product categories.
This gives us an advantage over most of
our mainstream competition, because we
can go to customers and help them consolidate
or reduce their vendor base, thus
reducing their soft costs.
“Taking that a step further, it expands
our opportunities. Now we can sell into
every market segment — manufacturing,
industrial, education, public sector, foodservice,
retail, health care, etc.
“We have a sales rep who likes to say,
‘If you have a zip code, I can sell you
something,’ which sort of reflects our
strategy.”
In addition to overseeing a sales force
with more than 45 reps, Wright is also
heavily involved in operations, merchan-
“We have a sales rep
who likes to say, ‘If you
have a zip code, I can
sell you something,’
which sort of reflects
our strategy.”
— Senior Vice President
Mark Wright
dising, vendor management and purchasing.
After graduating from Belmont
University in Nashville in 1986, he joined
AP&T that same year as a sales rep.
Evolution — Not Revolution
When 2008 and 2009 found the
country in the depths of the
worst economic downturn
since the Great Depression of the 1930s,
many companies across all market segments
did some serious soul-searching
business-wise.
As the economy plunged into a rapid
downward spiral in 2008, AP&T officials
began what turned out to be a proactive
quest, not only just to get through the re-

Our easy to use Portable Dispensing Unit (PDU) meets all ASSE 1055 standards for
endurance, pressure, and burst testing. The enhanced functionality, and ability to use
with virtually any of your containers, makes this the best possible option for
lowering your dispensing costs – all with Closed-Loop protection built right in.
LOW COST DISPENSING AT YOUR FINGERTIPS!
�� Bucket Fill/Bottle Fill Flow Rates
�� Dual or Single Dilution Rates
�� Ergonomic Handle for Ease of Use
�� Intuitive Trigger Design for Easy On/O�
�� Custom Branding
�� Locking Mechanism for Filling Large Containers
�� Accessories (Back�ow, Quick Connect, Hose)
�������������������������������������������������
����������������������������������������������������������������������
Circle 42

10
cession, but also to steer the company in a new and better direction.
“In 2008, when the economy began having a serious downturn, we started talking internally
about what we need to do to prepare for the future,” Karen Shaffer said. “We asked
ourselves, ‘We have so little control over so many things going on right now, but what can
we have control over and what can we do?’
“When the economy began having
a serious downturn, we started
talking internally about what we
need to do to prepare for the
future. We asked ourselves,
‘We have so little control over
so many things going on right now,
but what can we have control
over and what can we do?’”
— Vice President Karen Doochin Shaffer
“We knew we were going
to be here when the economy
turned around, and we
knew we wanted to grow.
We wanted to continue to
service our customers the
way we always had, and we
wanted to figure out what we
were lacking foundationwise
to be able to do that.
For one thing, we all thought
it was a good time to start investing
in technology and
building a new foundation
for the future.”
According to her colleagues, Shaffer took the lead role in spearheading AP&T’s concentrated
effort to analyze and implement the technologies that would best take the company
into the future. Currently she oversees IT, operations and human resources at the company.
Shaffer grew up working summers at AP&T answering the switchboard and working in
customer service. She earned a bachelor’s degree from The University of Georgia in 1992
Zephyr does what it takes to help you succeed.
Zephyr is your single source for brooms, mops,
brushes, dusters, squeegees and microfibers.
When you choose Zephyr:
• You avoid backorders with our 99% fill rate
• You make good margins with our competitive,
wholesale only pricing
• Your questions are answered by friendly,
trained professionals.
Why go anywhere else
when Zephyr Does It!
and a Master of Social Work from the University of Kentucky in 1994. Following four years
in the health care industry, she joined AP&T.
AP&T’s management team spent 2008 searching for the best ERP (enterprise resource
planning) computer technology system to meet the company’s needs.
ERP is business management software that allows an organization to use a system of integrated
applications to manage the business. ERP software typically integrates all facets of
an operation, including development, manufacturing, sales and marketing.
“In 2009, we selected our ERP, which is a system that is heavily geared toward distribution
and manufacturing,” Shaffer said. “We spent 2009 getting ready to implement our new
ERP and in doing that, we had to evaluate every single process we had in place — some of
which had probably been in place since my grandfather was here.
“We analyzed the way we operated finances, purchasing, selling, marketing, customer
service, delivery, routing, warehousing — you name it. It was very difficult, but AP&T is
so much better now because of this effort.”
After spending 2009 getting everything ready, AP&T implemented the new ERP in 2010.
As is typical when a company makes changes in a large way, the process doesn’t always go
as smoothly as company offi-
cials would like or envision.
“Our CFO, David Morris,
likes to say, ‘evolution not
revolution,’” Shaffer said.
“We tried to stick with the
evolution side of things, but
at a certain point, there was a
little bit of a revolution in
2010. Not intentionally, but it
happened and it has made us
stronger. It was painful, but it
is worth it now.
“We spent 2011 tweaking
the system that we put in
place in 2010 and now, in 2012, we are focusing on sales, marketing, purchasing and a new
website. It has been a five-year evolution to move the company toward the future, except
for the one year that kind of seemed like a total revolution.
“With everything getting tighter (margins, etc), we are always looking for more efficient
ways to do things.”
One of the major milestones in AP&T’s ongoing evolution is coming in the near future
with the launching of the company’s new website. With the company’s new ERP technology
in place, AP&T officials feel the new website will help in competing with some of the
big box stores that have been increasingly moving into traditional jan/san markets.
“When we started this project of upgrading our technology five years ago, we didn’t quite
realize what we were up against on the Web with the big box stores,” Shaffer said.
According to Shaffer, it is the norm for big box companies to spend millions of dollars
each year on Web content development. Shaffer related that she and Spivak had recently
heard a Web expert who said the focus is currently on rich item content.
Shaffer said, “The question is, ‘How good is your content on the Web?’ In other words,
‘How good is the data you provide on what you sell?’ The customers of today and tomorrow
want quality information at their fingertips.
“Five years ago, we didn’t quite see the impact the big box stores were having with on-
������������������������������
������������������������
line sales. However, everything that we have gone through led us to the place where we can
��������������������������������������������������
now try to compete online. Now that our new foundation and back-end operating system is
��������������������������������������������
in place, we are able to build a good customer experience on the Web.
Circle 60
Left to right are AP&T Ecommerce & Marketing Manager Lonnie Spivak, Vice President Karen
Doochin Shaffer and Senior Vice President Mark Wright.
“The big stores have forced us
to compete on the technology
side. Now, we will force them to
compete at the local level with
expertise, relationships and better
solutions — which is where we
thrive. If you are not investing in
your business, you are not going
to be in business very long.”
— Senior Vice President Mark Wright

30% Growth +
No Additional Sta� =
What Could
You Do?
Leading Technology +
Exceptional Service
Increase your e� ciency, productivity, and bottom line. See why
jansan, paper and packaging distributors choose DDI System.
877-599-4334
www.ddisys.com
sales@ddisys.com
Circle 12

12 November/December 2012
When you
own the
brand,
You Take
a Bigger
Slice
of the
Profits!
We guarantee
to grow YOUR
business with...
��Wide selection of formulas
� Competitive market pricing
� Private brand creation
��Marketing materials
��Factory-trained sales support�
Your
logo
here!
Call Today!
800.467.6294 www.midlabinc.com
Circle 32
AP&T Account Representatives Tony Reeves, Scott Bell and Jim Hatcher (left to right)
work at the company’s headquarters in Nashville, TN.
“We are a month or two from launching our new website. We are planning a soft
launch (sometime in December) and a hard launch the following month. We feel we
have put together a site and a customer experience that with time will rival the big
box’s sites in terms of functionality.
“What we have learned from this process is that we have to continually invest in
new functionality and content development. Customers want good information on
every single item.”
While the new website will feature the tools to compete with the big box stores,
AP&T will have the additional advantage of being able to bring its expertise into play
with customers. The idea is to not sacrifice the distributor’s mission of offering personalized
service while expanding its Web capabilities.
“When a person orders a product online from a big box retailer, all he or she will receive
is the item,” Spivak said. “When customers order online from AP&T, we have the
resources to back that up with hands-on service. We have the ability to make our product
specialists available to customers to evaluate their facilities and help them to develop
business solutions.”
Shaffer added: “If we lose personalized service, we lose the core of who we are.”
“The big stores have forced us to compete on the technology side. Now, we will
force them to compete at the local level with expertise, relationships and better solutions
— which is where we thrive,” Wright said. “If you are not investing in your business,
you are not going to be in business very long.
“We started expanding outside Nashville and our other branches about 20 years ago.
We still have an expansion plan that is very viable, and as soon as next year, we might
consider a new market.
“Distributors who are not investing in technology, personnel and geography are
going to have a very diffi-
cult time surviving because
of the changing marketplace,
of which technology
is a big part. The new website
is just one piece of
what we are trying to sell.”
AP&T’s evolution the
past several years has
reaped many benefits, some
“Getting drivers involved in looking
for sales leads gave them ‘buy in.’
Drivers have taken more ownership
in the company because they have
seen us respond to their requests.”
— Senior Vice President Mark Wright
of which were not planned or foreseen when the process began. For example, as the company’s
executive team worked together, a road map for the future succession of top leadership
began to come into focus.
“The vision started to come together for everyone at once, almost without effort, about
how we can move forward for the future,” Shaffer said. “This vision gave some level of
comfort to my father and our CFO, David Morris, about preparing for the future.
Wright added: “We began to have confidence in our succession plan.”
‘Change Agents’
While a succession plan for AP&T’s top leadership began to become apparent
during the company’s “evolution” period, the process also gave other employees
the chance to shine when it came to displaying leadership qualities.
“We have about 275 ‘fabulous’ employees,” Shaffer said. “One of the reasons we have
been successful is the relationship between management and our employees. We have extremely
low turnover. Their dedication to us and our dedication to them has made us
stronger and more successful.”
As AP&T analyzed every aspect of the business in 2009 and 2010, many employees
began to emerge as leaders and problem-solvers.
“Prior to 2009, we had our executives and top management, but we didn’t have a good
foundation of middle management,” Shaffer said. “We began to identify many new leaders
for the future of our company as people started stepping up and getting involved in
problem solving.

ACS
All
Others
A Full Line of
Professional
Cleaning Products
Serving the Janitorial,
Sanitation and
Foodservice Industries.
Family-owned since 1939.
One Call - One Order - One Delivery...When You Want It.
See us at ISSA INTERCLEAN Booth #1264
ACS INDUSTRIES • SCRUBBLE DIVISION
ONE NEW ENGLAND WAY • LINCOLN, RI 02865
1.800.222.2880 OR GO TO WWW.SCRUBBLE.COM
VOTE FOR
ONE-STOP
SHOPPING
If you clean with it, you can buy it here...all of it, everything!
��������������������
Best Single Source Partner For:
Floor Pads
Hand Pads
Cellulose Sponges
Metal Scrubbers
Steel Wool
✔
✔
✔
✔
Mops, Brooms,
Brushes
Sand Screens
Buckets & Ringers
✔
✔
✔
✔
Circle 1
The votes are in.
ACS is
leading
the way!
Improving customer
efficiencies with true
one-stop shopping.

14 November/December 2012
“I call them ‘change agents.’ We saw a new generation of change agents emerge, and
today, the same people are still stepping up as leaders. General managers at our locations
really displayed their leadership qualities.”
People with leadership and problem-solving abilities surfaced in many areas of the
company, including the new director of IT and the new director of customer service.
“People rising up and showing their leadership skills took some pressure off top management,”
Shaffer said. “Having a better management team freed us up to be able to plan
for the future. I don’t think we would have the management team that we have today had
we not gone through the process of going to a new ERP system. This is a huge benefit.”
Circle 23
Wright agreed: “The company’s size has reached the point where we have to have
strong leaders stepping up for the future. We feel like we have a better company now
because of stronger managers and employees.”
Shaffer added: “We want strong leaders. We want to invest in the best people to get
the best possible results and some of our employees have really risen to the top. I have
been very impressed and honored to work with these people. Mark (Wright) and I
have really come to rely on the managers and directors that we have in place today.
Most of these people took on their new roles after implementing the new computer
system and the overall company reorganization.”
While delivery drivers are not usually considered
middle management, they are oftentimes
the “face” of a distributorship, that is,
they are the people who customers see the
most. AP&T’s drivers also stepped us as a result
of the company’s evolution project and
have become more involved in obtaining
leads for the sales department.
“We have drivers who have been here a
long time,” Shaffer said. “During the past
couple of years, they have helped us in our
sales efforts. One of the things we asked
them to do was help us with sales leads,
whether it be a building they drive by that we
don’t service, or items they see getting delivered
to a customer that we are not delivering.
“We put together some incentive programs
for them on sales leads and it has been pretty
successful. The drivers feel rewarded and our
sales reps are ‘over the moon’ for the programs.”
Wright added: “Getting drivers involved in
looking for sales leads gave them ‘buy in.’
Drivers have taken more ownership in the
company because they have seen us respond
to their requests.”
From Putting Out Fires
To Proactive Approach
With about 70 trucks in its fleet,
sporting “American Paper &
Twine” in large letters and traveling
about 2.3 million miles a year from five
warehouses, anecdotal evidence suggests the
company’s name is well known throughout
the region. Evidence has also indicated that
while AP&T’s name is widely recognized,
exactly what the company does and what is
in its trucks are not as well known.
“I was hired in May (2012) to help bring
direction to the marketing effort of American
Paper & Twine,” Spivak said. “The company
recognized the market was starting to
change and just having a sales rep on the
street wasn’t enough to keep its name out in
front of customers or potential customers
anymore.
“The problem we were having was many
people knew the name and they recognized
the trucks, but they really had no understanding
of what we sold or how we sold it.
We needed to do a better job communicating.”
AP&T’s vendors are also playing an important
role in ratcheting up the marketing
initiative.
“Our vendors participate in our marketing
program and they really help us reach out
and touch our customers,” Spivak said.
“They are also helping us with website content
and many other things. This will make it
easier for us in the coming year to reach out
and be able to better communicate to our
customers and potential customers about
what and how we sell.”

���������
�����������
����������������
������������������
�����������������
��������������������������������
��������������������
�� ������� ���������������������� ������
������������������������������������������
����������������������
������������������������������������������
�����������������������������������������
����������������������������������������
������������������������������������������
�� ���������� �������������������������������
������������������������������������
�������������������������� ����������������������������������������
�����������������
������������������
�������������������
������������������������������
�������������
Circle 54
�������������������������
��������������������������������������
���������������������������
�����������������������������������������
�������������������������

Pictured left to right are Amie Potter, director of customer service; Tom Barry, purchasing; Pam King, customer service representative; and Shane Rogers, transfer supervisor.
One successful marketing effort now in its third year has been AP&T’s partnership
with the Tennessee Titans of the National Football League. The Titans play their home
games in Nashville. AP&T is the “Official Office Supplier of the Titans” and also partners
with Titans Radio for the “American Paper & Twine and Titans Teacher of the Year”
program.
Another focal point, this year, has been the reorganization of the purchasing program
and staff.
“With our purchasing organization, we have continued to evolve and grow,” Shaffer
said. “The purchasing side of our business was a very flat line. We developed product
segment teams to get better organized and more focused.
“Now, we have a foodservice team, a jan/san team, an office products team and a
packaging team. The teams can really look at the best products on the market, what
fits our customers’ needs, quality products vs. not quality products, the best purchasing
programs, the best rebate programs and what our customers want in the market.
Circle 3
“We just had to get a little more strategic about dividing our purchasing staff into
teams that could work together, and I think that is what we have done in the past year.”
Wright added: “We were also able to unite our purchasing staff, sales staff, customers
and vendors together. It is not uncommon for our purchasing staff to have significant
interaction with customers.”
The company’s reorganization efforts also carried over to customer service.
“We changed the way we handle customer service a great deal,” Shaffer said. “We
have cast a broader umbrella to make sure things are more consistent across the organization.
We are not so focused on putting out fires like we were prior to the new
system. Now we can focus on being proactive and getting ahead.
“Our customer service philosophy is to go above and beyond. We pride ourselves
in putting together programs for customers to meet their specific needs. Many of our
programs, especially with larger customers, are very customized to their needs.
“We excel at implement-
ing programs efficiently
and without
mistakes. For example,
we have,
during the past two
to three years,
strived to eliminate
mistakes from our
order picking delivery
process. We
“We have a significant amount of
inventory for our customers.
We have a saying — ‘A back order
is a mistake.’ You are not going to
have too many back orders if you
have adequate inventory.”
— Senior Vice President Mark Wright
are very efficient and we have a lot of checks and balances in place all the way
through to make sure orders go out correctly.”
AP&T officials have organized the company in such a way that the various
segments such as sales, purchasing, customer service, etc., interact and communicate,
all in a team effort to best meet customers’ needs. In this system,
many times a customer’s most frequent contact is a customer service rep,
rather than the sales person.
“Sales reps do a great job interacting with their customers and purchasing
agents,” Spivak said. “However, many times their customers rely more on our
customer service people.”
The system is designed to allow the customer to interact, daily if needed,
with the same customer service rep who has access to all the information
needed to get the customer taken care of quickly and efficiently.
“We must figure out how a customer wants to be
serviced, whether it is the old-fashioned way of
feet-on-the-street (a sales rep comes by every
week), or whether through some application on an
iPad. I think there is a big gap in how people want
to be touched and this is a key point. We have to
make sure we have the ability to do all of them.”
— Vice President Karen Doochin Shaffer
While the company does have a call center to allow a customer to phone in
and talk to any of the customer service reps, it is the direct relationship between
a customer and a customer service person that is most desired.
“The system allows customer service person A to always deal with customer
B,” Shaffer said. “For our larger customers with very customized programs,
we are very big on creating that triangle between the sales rep, the
customer service person and the customer, so it is very ‘clean’ in the delivery
of programs and products.
“There is an additional bond from the customer service side to the customer
Continued on Page 39

Safe Step ®
The Safe Step Pro Series line was specifically created to address the diverse ice
melting challenges and price point requirements of Jan/San professionals. From
parking lot to building entryway, it’s the selection you need to get any job done
right, and the safe, environmentally-friendly performance to help your green
credentials grow. Only from Safe Step – your proven Ice Melting Authority.
For more information call 877-462-7258 or visit www.nasalt.com.
©2012 North American Salt Company
ICE MELTING
FROM A TO Z
INCLUDING DfE
Pro Series ®
960 is now DfE Certified
Circle 11

18 November/December 2012
Janitorial/sanitation distributor Alpena Paper & Supply
Co., of Alpena, MI, located on Lake Huron’s
Thunder Bay, services a large swath of northeast
Michigan. The company’s offerings also include cleaning
equipment, foodservice items and packaging products.
“Our service area stretches from Au Gres to the south, located
just north of Saginaw Bay, to Sault St. Marie in the
Upper Peninsula on Lake Superior,” said AP&S owner Ed
Bolanowski. “We service schools, state and county governments,
small businesses and small offices. We also offer
medical supplies such as gloves, paper aprons, etc.
“Two or three larger companies from outside the region
have moved in, purchasing smaller businesses; however, of
the distributorships owned by people who are actually from
Northeast Michigan, we are probably the largest.
“We have always tried to offer products that
are new and cutting edge. We are looking for
something to enhance sales that is a little different
— something that the competition is not
seeing or selling.”
While sales of “green” products are not great in AP&S’
area thus far, the company does offer environmentally
friendly products and Bolanowski expects this area to grow
in the future.
“We have customers who are using green and biodegradable
items, such as can liners, etc.,” he said.
Bolanowski reported that business has been good and
sales are up. Nonetheless, the current state of the economy
is not making it easy to maintain an upward path.
“Our sales numbers have been steady. Overall, business is
up. We were lucky to be able to increase other areas of our
business when times got bad,” Bolanowski said. “For example,
we concentrated more on the hospitality segment
when times started slowing down than we had before.”
With the sluggish economy, Bolanowski said sales of big-
By Rick Mullen, Maintenance Sales News Associate Editor
In a marketplace of higher costs and lower margins, executives from four distributorships told
Maintenance Sales News Magazine recently how their respective companies are staying ahead of the game.
Hailing from four distinct regions of the country — the north, south, east and west — these companies
share some of the same concerns and goals as they aggressively deal with an uncertain economy.
ticket items are lagging and municipal and government customers
are scrutinizing their spending more closely than
before.
“Governmental agencies are not spending the way they
were six or seven years ago,” he
said. “Like many companies, we
are seeing tighter margins. Even
customers, such as doctor’s offices
and others, that traditionally
did not pay much attention
to how much items cost — if
they needed something; they
bought it — are scrutinizing
prices.
“Rising costs of doing business
and lower margins are putting
us in a spot. Between
decreasing margins and the increasing
costs of fuel, electricity,
etc., we are being squeezed.
One of the biggest challenges in
the future is going to be how to
weigh out increasing costs with
customers’ demand to be price
effective.”
Another challenge to the traditional way distributors do
business Bolanowski spoke of is a trend toward privatization.
For example, Bolanowski said Michigan schools have
been urged by the state government to at least consider outsourcing
janitorial/maintenance work.
“We are seeing this outsourcing more and more with the
smaller school districts in our region,” Bolanowski said.
“This can either help or hurt, depending on where a distributor
is at on that fence. If the outside contractor is the distributor’s
guy, it is great. If it is another contractor, then the
distributor will be pretty much out of the picture. At least
Ed Bolanowski of Alpena Paper
& Supply Co., Alpena, MI
when dealing with individual schools, a distributor could
find someone to work with to get a foot in the door. With
a contractor, you are either the guy or you are not, and
that is the end of the conversation.”
To maintain an edge in today’s highly
competitive jan/san industry, AP&S is
continually fine tuning its customer
service and sales efforts.
“On the customer
service side, one thing
we are stressing is zero
tolerance for order
mistakes,” Bolanowski
said. “We want to get
our customers’ products
to them correctly the first time.
Another big area we are emphasizing
is the professionalism of
our sales people. We want our
sales people to be knowledgeable.
We want to make sure customers
know we are not just
selling products, but we are also the answer
guys for them.”
AP&S offers training to customers in a variety of ways.
The company occasionally conducts seminars at a nearby
facility, offering training on stripping floors, how to clean a
bathroom, carpets, etc. The company’s vendor reps also play
an important role in training.
“When we have our shows, we bring in manufacturer reps
to conduct training of products and cleaning methods,”
Bolanowski said.
Vendor reps also often accompany AP&S sales people on

Circle 17

20 November/December 2012
the road to help conduct training at a customer’s site, bringing
a professional product expert right to the customer’s
door.
“In our relationship with our suppliers, we seek those who
will make their reps available to us,” Bolanowski said.
Among the many value-added services AP&S offers to
customers is not requiring minimum orders or delivery fees.
“We try to make certain most of our customers
receive same-day or next-day delivery,
which is one of the important ways we separate
ourselves from the competition,”
Bolanowski said. “Our trucks are routed so
that they cover a different area each day.”
Introductory Offer Only
Order your 5600-II Today
Get 1 Newaire Plugin
Free $119.95 value
Offer Expires 2/28/13
Bolanowski said the challenge in the company’s wide
service area is to make fast, personalized deliveries in an era
when customers can go online and get a product in a couple
of days. To enhance its own online capabilities, AP&S is
planning to launch a new website after the first of the year
that will offer e-commerce capabilities.
“Companies are getting leaner. I think smart people are
going to do what we are doing and that is making sure we are
getting good margins where we are able,” Bolanowski said.
“We are going to have to stay really sharp on our pricing
until the economy improves and people feel better about
things. I think we are coming out of this depressed economy.
It seems as though most of the industrial businesses we deal
with are picking up. We are hoping in another year or two
When disaster strikes odors combined with mold issues can be
a huge problem. With the Rainbowair 2000 Series II on hand,
you can help deal with these devastating problems in
automobiles, homes and businesses. Now with a double fan
generating 240 CFM airflow, up to 2,000 mg/hr of ozone and the
power to deodorize areas up to 6,000 sq/ft., this compact unit
will destroy even the worst odors quickly and permanently.
offers the best solution to
eliminating the odors the
flooding left behind, permanently.
Call today for more information!!!
1-866-676-9663
How does the Rainbowair Activator 2000 eliminate
powerful odors without the use of artificial chemicals or deodorizers?
Artificial chemicals and deodorizers only mask the smell of malodors. And unlike Ozone, chemicals and deodorizers
leave residue that can cause harm to the air quality while attempting to mask the odor. An environmentally-friendly
ozone machine actually produces ozone which ELIMINATES and DESTROYS the gases that are the source of the odor
– leaving behind nothing but fresh, clean air.
OZONE COMBATS Fire and Flood Odors... Naturally!!!
Ozone breaks down or oxidizes impurities in the air, eliminates the odor, attacks mold spores and
bacteria while ridding the air of harmful chemicals and all types of odors. Take molecules of
breathable air (O2). Recombine them so there are three oxygen atoms (O3) making Ozone. Send
these ozone molecules out through the air. When the ozone molecules encounter a pollutant,
one oxygen atom will break away and attach itself to the pollutant thereby oxidizing it and
leaving behind a breathable O2 molecule removing any trace of odor.
Circle 36
this trend will carry over to our non-industrial customers and
eventually to municipalities.”
Contact: Alpena Paper & Supply Co.,
401 N. Second Ave., Alpena, MI 49707.
Phone: 989-356-2088.
Email: erbolan3@yahoo.com.
WCP Solutions, headquartered in Kent, WA, is
a full-line distributor covering the Pacific Northwest
with 13 locations. WCP currently operates
distribution facilities in Alaska, California, Idaho, Montana,
Oregon, Utah and Washington.
“Today, we carry a full line of jan/san products. In addition,
we offer warewashing and laundry programs, and we
sell and service equipment,” WCP
Director of Facilities Tamara
Ferguson said.
The company was founded in
1930 by Dick Abrams, selling
basic packaging supplies such as
brown wrapping paper, tying twine
and bags to the merchants in Seattle’s
public markets. Today, WCP
President Teresa Russell is the
third generation of family leadership.
“We have had great growth.
With this economy, a lot of people
have pulled back, but we took the
opportunity to hire sales people
and continued to expand our business,”
Ferguson said. “We really
focus on the service our customers
need, and we have developed a
good reputation in our marketplace.
“Our core philosophy is
servicing the customer the
way the customer needs to
be serviced. We strive to
build long-lasting business
relationships through service,
personal relationships
and the expertise that we
offer our customers.”
WCP jan/san product categories
include paper, wipers, dispensers,
soap, skin care, personal
hygiene, brushes, brooms, mops,
waste receptacles, can liners,
chemicals, floor and carpet care
and matting.
The company also offers packaging
supplies, equipment, foodservice
disposables, as well as
commercial printing paper and envelopes.
In an area abundant in forests,
mountains and waterways, environmentally-friendly
products and
practices are very popular in the
Pacific Northwest.
“A distributor must have a green
platform to do business in our
area,” Ferguson said. “We actually
look at green a little bit different,
because there are different levels of
green. It all depends on the customer’s
definition.
“Whether through source
reduction or the use of recycled
content, WCP ana-

Circle 50

22 November/December 2012
lyzes what the client is trying to achieve and then tailors a program
that is designed to meet his or her needs. We have everything
available.”
According to Ferguson, the Pacific Northwest has more commercial composting facilities
that any other region in the United States.
“The downtown Seattle corridor has laws in place that prohibit the use of plastics, such
as silverware and foodservice disposables,” Ferguson said. “The local government wants all
such items to be compostable, and we can help customers achieve this goal.”
As a supplier of chemicals, WCP is seeing a trend toward low-chemical or no-chemical
cleaning in areas that do not need to be disinfected. The company is able to help customers
in their efforts in this area.
Ecological cleaning solutions for a safer environment...
Floor Scrubber
• Scrub and dry in a single pass
• Ideal cleaning solution for
small to medium sized floors
Professional Vacuums
• Upright vacuums
• Wet/Dry Commercial vacuums
“You have to be on the cutting edge because if you are not going to offer your customers
these types of services, somebody else will,” Ferguson said.
WCP also offers such equipment as vacuum cleaners, blowers, burnishers, carpet extractors,
polishers, scrubbers and sweepers. WCP services both janitorial and packaging equipment.
“Many of our locations have at least one service tech and our larger markets have multiple
technicians,” Ferguson said.
In today’s marketplace of escalating costs and smaller margins, WCP helps customers be
more efficient and save money through its training efforts.
“Today, customers expect training seminars and product demos. You
can’t be in the jan/san business and not have training to offer, especially
in areas where margins
are being crunched,”
Ferguson said. “Many businesses
are experiencing margin
pressure and unless a
distributor has something to
offer them, it is just a race to
zero.”
To help in training and conducting
demos, WCP also relies on its suppliers.
“We have many long-term ven-
Professional Ecological
Vapour Cleaning System
• Effective against bed bugs, dust mites,
lice and other micro-organisms.
• Eliminate bacteria and viruses.
• Temperature from 145 o C - 160 o C
• Pressure 82.5 psi - 97.5 psi
• Continuous fill
• Save time, effort and money
Circle 40
CANADA: 514-733-2906 U.S.A: 973-826-7672 info@vprimpex.com www.vprimpex.com
dors. We expect a lot from them, but
we offer a lot in return,” Ferguson
said.
In discussing the challenges WCP
faces in doing business in today’s
marketplace, Ferguson said staying
abreast with online platforms is high
on the list.
A challenge facing the industry as
a whole, Ferguson said, is attracting
new sales people.
“There are many people at, or approaching,
retirement age,” she said.
“As in many trades and industries,
there are not a lot of young people entering
the market.”
As for the future of WCP, Ferguson
is anticipating more growth ahead.
“We have a lot of growth opportunities
in our market. During the recession,
we saw a lot of consolidation
in our manufacturing customer base.
We lost customers simply because
companies consolidated their locations
and left our territory,” Ferguson
said. “We are starting to see some
growth in these areas again.
“It is a pretty positive time to be in
our market. Everybody needs toilet
paper, and buildings need to be
cleaned; therefore, it is a pretty stable
industry.”
Contact: WCP Solutions, 6703 S.
234th St., Suite 120, Kent, WA
98032-2903.
Phone: 253-850-3560.
Website: www.wcpsolutions.com.
Originally founded as a retail
vacuum cleaner business,
VCC Janitorial Supply, of
Bossier City, LA, is now a full-line
jan/san distributorship serving a 70mile
radius around Bossier City.
“I started the company as a vacuum
cleaner business and, at one
time, I had four vacuum cleaner
stores,” said VCC owner Randy
Hill. “Eventually, we grew into sell-

EXPANDED Technologies
Floor, Furniture and Surface Protectors
��Protect floors and furniture ��Lower maintenance costs ��Reduce noise
NEW CasterTire TM
New shrink to �t installation method
������������������������ TM
Wrap Around Floor Saver
Now available for music stands
Improved Slip-On® Floor Saver TM Slip Over® Floor Saver TM
Clear Sleeve Floor Protectors
Floor Savers TM
Wrap Around Floor Saver
Replacement Chair Tips
Cover hard plastic casters to reduce noise and �oor damage
��������������������������
�����������������������������������
������������������������������
������������������" - 2¼"
���������������
�������������
Safety Release Flip Down Doorstop
“The Door Stops Here”
Gripper Doorstop
Color
Charcoal
Recommended for
Hardwood �oors, VCT, vinyl,
linoleum, �nished concrete
and ceramic tile �oors
Door Wedge
For more information,
call today
888.654.7720
www.expandedtechnologies.com Made in USA
Circle 16
SUPPLIES & ACCESSORIES

24 November/December 2012
Tamara Ferguson
of WCP Solutions,
Kent, WA
ing janitorial supplies, but we still have
the walk-in retail vacuum cleaner business.”
Seeking just one location, VCC built
a new facility five years ago. The new
building includes offices, a showroom,
warehouse and four rental locations that
VCC rents to other businesses.
“We have a very good location with a
nice walk-in business,” Hill said. “We
also have a full-service repair department
with four repair people. We service
equipment from propane buffers to
household vacuum cleaners to battery
operated equipment. We also expanded
our office space last year.
“Business has been good and
we are trying to control growth
to make sure we are financially
sound. We have worked hard to
be confident that what we have
in our warehouse is what we are
selling.”
Also last year, the company
reconfigured its warehouse, adding space by
narrowing aisles and taking advantage of the warehouse’s 30-foot ceiling to stack products
higher. VCC purchased a $45,000 fork lift as a part of this project.
When it comes to customer service, VCC seeks to establish relationships with customers
where they feel the company is their partner.
“Our goal is for our sales reps, as they work with an account, to partner
with customers to see where there is opportunity for us to help them
save money — to be valuable to them,” Hill said. “We have had distributors
in our area who go after low margin items and they price
them low. Then, a month later, these distributors raise their prices. We
don’t conduct business that way.
“We seek to give our customers value, while building long-term relationships that are
positive, professional and honest. We have developed our business with integrity and honesty.
When we say we are going to do something, we try to follow through with what we
promised.”
An important aspect of building lasting relationships with customers is service after the sale.
“For example, we support customers when they purchase equipment,” Hill said. “We train
ALL THIS AND MORE!
BUY NOW & SAVE BIG!
Motors
Gaskets
Batteries
Hoses & Plugs
Bearings
Propane Equipment
Brushes & Accessories
Pumps
Chains
Squeegees
Chargers
Tools
Cords
Upright Vacuum Parts
Drive Components
Vacuum Bags
Electrical
Valves
Filters
Wheels & Tires
GOFER PARTS
Quality Aftermarket Parts at Prices You Can Trust!
www.GOFERPARTS.com
1-877-GOFER11
Circle 19
their employees how to operate the equipment, and we also follow up with service. We take
care of warranty service if needed.”
As well as offering training at the customer’s site, VCC has a conference room that will
accommodate up to 25 people where it conducts seminars from time to time. The new conference
room was part of last year’s office expansion project.
“When we have people in for a training seminar, we also offer tours
of our warehouse and facility,” Hill said. “When we train, there is no
cost to the customer. These events have helped seal our relationships
with customers. We are trying to be a value-added with an emphasis on
service.”
VCC’s low turnover rate among employees also aids in building relationships, as customers
are able to deal with the same people over a period of years.
“We have 25 employees and they are the best,” Hill said. “When people visit our facility,
they see the same faces. When our
guys deliver, we stack the items
where and how customers desire.
“Our drivers have relationships
with customers and they actually help
us retain business. They let us know
when there are issues at an account.
We all work together. I tell all our
people we are all commissioned sales
people, whether we get paid by commission
or not.
“We have a great group and that is
the key to success of our company.
Our employees are top-notch.”
While demand for environmentally
friendly products is not yet
huge in VCC’s delivery area, the
company offers green products and
is gearing up for when the demand in-
creases.
“We are preparing our
customers for when green
becomes more focused in
our area,” Hill said. “Many
people still have the, ‘If it is green it
Randy Hill of
VCC Janitorial Supply,
Bossier City, LA
doesn’t clean mentality,’ but we have tried to show this attitude is old
history. Today, the new green products perform well.
“I have dealt with a lot of chemicals over the years. When we are conducing in-service
training, I tell housekeeping people, ‘We must take care of ourselves before we can take
care of other people.’ We have to be concerned about what we are exposed to, whether we
are breathing it or touching it on our skin or ingesting a substance — we have got to take
care of ourselves. This is where green products have an advantage. They are safe, not only
for the environment, but also for us.
“We have a major contractor customer that is LEED certified. We have supported the
company with eco-friendly products from microfiber to chemicals. This service has been
very effective and we have developed a good relationship with the contractor. We work with
and train its employees.”
Hill said VCC has good relationships with its suppliers and the company has recently
joined a national buying group.
Looking down the road, Hill said VCC’s emphasis will be to continue to look for ways
to enhance the company’s value to customers.
“It is very important that we remain a source for solutions and not just a price,” Hill said.
“Anyone can get the price, but we have got to be bigger and better than that. We will accomplish
this by getting off of the price and becoming valuable to our customers by being
a resource. When there is a need, we fill that need.”
Contact: VCC Janitorial Supply, 65 E. Texas, Bossier City, LA 71111.
Phone: 800-326-5442; 318-746-5442;
Email: vccjanitorial@bellsouth.net.
Website: www.vccjanitorialsupply.com.
While Domade, of Boones Mill, VA, near Roanoke, was founded more than 30
years ago, it has been owned by Todd Dean for just a little over a year. Dean describes
Domade as primarily a specialty chemical company, with an emphasis on
harder-to-find industrial strength products.
“Our sales are probably 70 percent chemicals and 30 percent hardware,” Dean said. “We
offer products in such categories as industrial, jan/san, herbicides, insecticides, auto care,
floor care and hand care, servicing Virginia and North Carolina.”
Domade’s customer base includes schools, colleges, universities, manufacturing, trucking
and a variety of small businesses.
“Municipalities are a big customer segment for the company,” Dean said. “When I say

Circle 26

26 November/December 2012
municipalities, I mean the whole gamut — sheriff’s offices, administration offices, public
works departments, waste water treatment plants, etc.”
While Domade’s customer base has grown 20 percent since Dean took over the company,
he describes sales as currently “flat.” A big factor in the current flat condition goes back a
year or so.
By this time last year, customers had loaded up on deicer and ice melt in preparation for
the upcoming winter. When last year’s winter turned out to be mild with little snow in many
areas, some customers were left with substantial inventories of deicer and ice melt. This
means that customers did not need to order as much this year, as they were already carrying
inventory.
“We sell a lot of winter products,” Dean said. “The mild winter last year was a big hit for
the company. Even if we have a normal winter this year, I have many customers who have
told me they are already stocked.”
Under Dean’s leadership, the company is making changes to bring the business more in
line with what is happening in today’s distributorship industry.
“I have only had the business for a year. Prior, it was run on a very solid business model
with excellent results, but still required some basic updating,” Dean said. “Until recently, we
didn’t have a website. Our new website is going to be launched shortly. It is going to be a
full-service website, which will allow people to order online.
“We jump through a lot of hoops for our customers. Domade has been around long enough
that when I introduce myself for the first time, people have heard of our company and they
know about our products and service. This is because of the previous owner’s work ethic and
dedication to service and we are continuing this culture moving forward.
“We have gained a lot of new customers by word of mouth. If we don’t have an item a
customer needs, we will get that product. We go that extra mile. I’m not saying the big guys
Circle 35
don’t, but they don’t have that
small, family-owned feel.
“We are not ‘pushy’
sales people. We know
we have good products
and we know how to
establish good relationships
with people.
We are a small local
company and we know
the people. I’m the
owner and I’m out
there seeing customers
and not in an office
somewhere. We don’t
seek contracts. We are
not looking to fill the
entire bucket for customers.
“We look for opportunities
and issues where we can
offer solutions for customers. We ask questions and find out where customers are having difficulty.
“We also like to be innovative. We have found some unique products that are kind of
under the radar that have been successful. We are looking for those unique products that
stand out and we have found a couple.
“One of the positives is the big guys are losing touch with their customers.
They are pushing customers to the computer, to the Internet,
to the phones, while fewer visits are made from a sales person. The
majority of our customers want to see someone and build a relationship.”
Dean said the best marketing tool for the company at this time is face-to-face contact
and cold calling.
“We have a system. We know how many cold calls it is going to take
to set up an account,” Dean said. “We also know how many accounts
we need to set up to gain a long-term or a consistent customer.
Greener cleaners make a difference.
Ours make a BIG difference.
And they REALLY work.
Visit us on-line, and take the first
step toward a cleaner, greener world.
enviro-solution.com
Domade is located in
Boones Mill, VA
Circle 15
Toll Free: 1-877-674-4373

Circle 43

28 November/December 2012
“Our plan for now is to stick with this model and keep plugging
away.
“You have great days, and you have days when you wonder if you are going to make it.”
With its relationship with suppliers, Dean said the company is small enough that it is
not on the “top of the food chain” for any of its main suppliers.
“However,” Dean said, “If a supplier does not treat us like we are at the top of the food
chain, then we have no interest in doing business with that vendor.
“We seek relationships with suppliers like we have with our customers, no matter what
the size. We have very large customers that make up an extensive amount of our business,
Circle 48
but we also have very small customers. We treat them all the same, which is how I want
to be treated by suppliers. I want them to answer the phone and help us when we need
them.
“We also look for innovation — someone who is going to be offering or looking for
the next big thing.”
One of the biggest challenges Dean said the industry is facing is the under-cutting of
prices.
“With the economy the way it is, there are distributors under-cutting prices,” Dean said.
“This makes it very difficult at times. In this industry, I am finding the low price asked for
a particular product may be a $1, for example,
but the high may be $10 — it is
just all over the board.
“Nonetheless, I see a good future for
Domade with the success we have had in
the past six or seven months of growing
our business from a customer standpoint.
We win with superior products and excellent
service.
“We know what our costs are and we
probably have 35 or 40 percent more capacity
we could be selling. We haven’t
even reached our stride yet.
“There is business out there. We are located
in a good area with a lot of untapped
potential.”
Contact: Domade,
80 Domade Drive,
Boones Mill, VA 24065.
Phone: 540-483-1928.
From Pro-Link:
Clean And Disinfect
Glass And Surfaces
With OneStep
Pro-Link, a national jan/san buying and
marketing group based in Canton, Massachusetts,
recently introduced OneStep, designed
for disinfecting,
general cleaning and
streak free, film free
glass cleaning.
Pro-Link says facilities
can save time and
costs using OneStep:
n One product to
buy and inventory vs.
three;
n One product simplifies
staff training;
and,
n One product to
use reduces cleaning
Circle No. 61
time elapsed.
Just spray, let dwell and wipe clean.
OneStep can be used on glass, sealed
wood, restroom fixtures, counter tops and
any non-food contact surface, such as tables,
chairs, walls and doors. It’s also designed
for cleaning frequent contact surfaces such
as door knobs and elevator buttons. It has a
fresh lemon scent.
Pro-Link, Inc., which was founded in
1984, is a national full-service janitorial supply,
marketing, and buying organization.
Based in Canton, MA, it has more than 85
members and over 100 distribution points
throughout the United States.
The organization also provides national
field support, troubleshooting, and training
for members and end-customers.
Visit www.prolinkhq.com
for more information.

Epic Industries is committed to manufacturing institutional laundry products
which are safe for the environment and gentle to fabrics.
Our programmable state-of-the-art systems save water and energy while
producing superior results. These systems can save hundreds of thousands
of gallons of water each year and cut energy bills.
Circle 13
Available only through authorized Epic distributors.

30 November/December 2012
Cleaning hard-to-reach areas is a common problem. This and
other cleaning challenges are being overcome, however, thanks
to the dexterity and effectiveness of the CaddyClean® — a battery-powered,
double-headed scrubbing machine that can be used
with a handle and solution tank or as a hand-held device.
Now available from CaddyClean Of The Americas, the product
originated in Sweden in 2000. Since then, approximately
40,000 units have been sold in Europe. CaddyClean® continues
Swedish
Technology
CaddyClean ® Scrubber Now Available In Both North And South America
to feature advanced Swedish technology.
“The machine was originally designed to clean stairs. The inventor’s
son had a hard time finding good equipment to clean the
stairs in a public building in Sweden. Thus, the CaddyClean® was
born. Through the years, many more cleaning applications have
been found for the product — more than the inventor could ever
dream,” CaddyClean Of The Americas President Tony La-
Greca said. “As a motor scrubber, this product can clean multi-
The lightweight for heavy jobs.
A unique versatile scrubbing machine
developed for professionals.
Visit Caddy Clean at www.caddyclean.com
Distributors Wanted 855-797-0477
ple surfaces — from hard-to-reach areas found within restroom
floors to counter tops and overhead walls. It’s also a great cleaning
tool for buses and boats. We are constantly hearing about new
uses for this product.”
For example, a movie theater is using CaddyClean® to clean
the butter from floors behind concession counters. Meanwhile, in
France, a well-known restaurant chain not only uses the product
to clean machinery, but walls and tile floors as well that are located
in the eating areas. CaddyClean® works
well with getting grout lines to shine. Another
company uses the product to buff counters at a
medical lab.
CaddyClean® is also good for cleaning different
locations found in hotels, hospitals,
schools as well as gyms, swimming pools,
showers, lockers and tennis courts.
Battery
Powered
Last up to
3 Hours
CaddyClean ® is designed with the user in mind, simple to
handle and economical. The extremely low weight 4.9 lbs
and practical design makes it ideal for cleaning in areas
where manual methods presently are used.
Circle 39
Comes With Numerous Features
The CaddyClean® is much more than a onedimensional
product. A typical kit contains five
sets of pads with different levels of stiffness;
two sets of brushes; and dry pad holders that
include microfiber. Also included are a handle,
solution tank and battery.
Brushes range from the very soft (.02) to the
very stiff (1.0) and are easy to change. The
CaddyClean® can be used as a hand-held device
or can be attached to the handle with solution
tank —just depending on what needs to
be cleaned.
“We have found people like to clean counter
tops and certain areas of a wall where a handle
is not needed,” LaGreca said. “Another important
feature of the CaddyClean® is that the
brushes can be turned to multiple positions in
order to go backward, forward and all different
angles. There are endless places where this
product can clean.”
The CaddyClean® battery, which weighs
similar to an iPhone, runs for approximately
2.5 hours between charging. The battery can
hang on the unit when the handle is being
used or can be worn on the end-user’s belt
while the CaddyClean® is needed as a handheld
tool. A long cord is available with the
battery for ease-of-use.
“The longevity of our product is very good,
and the battery is portable and easily
charged,” LaGreca said.
When using the CaddyClean® with the
handle, the solution tank attached to the handle
features a motor with well designed
Swedish gear boxes. The end-user simply
pushes a button on the handle and the solution
from the tank comes out near the base of the
cleaning heads through a hose.
“A person can put a lot of pressure on the
unit and it will not shut down. This is all due
to Swedish technology,” LaGreca said. “Any
cleaning solution can be used. We have also
found that just using water works amazingly
well.”
He added CaddyClean® is also a good tool
to have when using microfiber for buffing applications.
“Stripping pads, cleaning pads and buffing
pads can all be used. These are the same type
of pads found with regular floor machines,”
LaGreca said. “Using such pads allows the
end-user to clean some real tough spots where
aggressive pad scrubbing is needed.”
With the development of CaddyClean Of
The Americas, the CaddyClean® scrubber is
now readily available in both North and South
America. Distributors are currently wanted.
“This is a demonstration product. Therefore,
we are looking for distributors who are
willing to go into the field and demonstrate
the ability of the CaddyClean®,” LaGreca
said.
Call 1-855-797-0477 for more information.

���������������������������������
��������������������������������
In 1932, a Sicilian immigrant named Nicholas Marcalus
revolutionized the paper industry with recycling
technology, making Marcal one of the most respected,
environmentally-conscious companies in America.
Today, as Soundview Paper Company, we are a fully
integrated manufacturing facility led by industry
veterans who are committed to producing high-quality,
affordable products that are right for your customers
and the environment. We offer:
� �������������������������������������������������
�������������������������������������������������
� ��������������������������������������������������
�����������������������������������������������
����������������
� ���������������������������������������������
�������������
� ��������������������������
Soundview. It’s the new name for innovation
and excellence in paper.
www.soundviewpaper.com
Circle 49

32 November/December 2012
Astrong showing of new exhibitors and a large international
presence among overall visitors were
among the highlights of ISSA/INTERCLEAN®
North America 2012. The event, held at McCormick Place
in Chicago, IL, October 16-19, was produced and managed
again this year by ISSA, and its trade
show partner, Amsterdam RAI.
According to ISSA, this year’s registrations
were on par with ISSA/IN-
TERCLEAN shows held in Las Vegas,
NV, and ran about 15 percent higher
than the last show hosted in Chicago.
Co-locating their annual conventions
again this year were the Building Service
Contractor Association International
(BSCAI), IEHA, and the
Association of Residential Cleaning
Services International (ARCSI). Also
present were many supporting associations
from throughout Europe, Africa
and Asia-Pacific.
ISSA officials stated that more than
9,000 buyers were among the registrants
who visited with this year’s 623
exhibitors. The event experienced substantially
increased attendance from
distributor marketing/buying group
members as well as building service
contractors.
Also contributing to this growth, according
to ISSA, was the association’s recent move to better
engage high-profile in-house decision makers as part of
its strategy to change the way the world views cleaning. The
association’s efforts attracted many large national and international
facility management executives and managers, substantially
growing the purchasing power represented.
New Exhibitors, International Visitor Growth Spark
2012 ISSA/INTERCLEAN Show
“Our keynoter, Tom Brokaw, summed it up quite well
when he said that we are all looking for a ‘big idea’ to unite
us these days,” ISSA Executive Director John Garfinkel
said. “We believe that the shared drive to prove cleaning is
a long-term investment in human health, the environment
New ISSA/INTERCLEAN North America President Lydia Work accepts
the gavel from outgoing President Jon Scoles.
and facilities’ bottom lines is what continues to bring together
so many leaders in our industry to meet face-to-face
and find the right solutions.”
This year’s ISSA/INTERCLEAN highlights, according to
the association, included:
n Of the 623 exhibitors, 95 were new to ISSA/INTER-
Circle 22
CLEAN;
n About 20 percent of visitors hailed from 65 foreign
countries;
n The exhibition featured suppliers from 29 countries;
n Sixty-eight firms joined the list of more than 145 organizations
that have completed or renewed
their Cleaning Industry Management Standard
(CIMS) and CIMS-Green Building certifications.
The pool of CIMS experts also
grew to more than 1,000 following the
week’s workshops;
n Many of the Tuesday seminar sessions
were standing room only and resulted in
positive feedback; and,
n More than 1,800 viewers logged onto
www.ISSA.com to watch live excerpts from
the event. Archived footage and attendee interviews
can be viewed at www.issa.com/ondemand.
In addition, the association continued to
provide exclusive new tools designed to help
its members prove their value to discerning
facility executives. These tools can be found
at www.issa.com/value. Meanwhile, ISSA
Resource Center attendees took tours to discover
many of the association’s services and
watched live feed broadcasting. The ISSA
bookstore also had a 25 percent increase in
educational and business resource sales.
Work Is Introduced As New ISSA President
An annual event held during the last day of ISSA/IN-
TERCLEAN North America is the General Meeting.
This event honors ISSA award recipients and
introduces the new ISSA Board of Directors.
The 2013 ISSA Board includes new
ISSA President Lydia Work, of American
Paper Converting, Inc., of Woodland,
WA. The president’s post is a
one-year term. Work succeeds Jon
Scoles, of Scoles Floorshine Industries,
of Farmingdale, NJ, as ISSA president.
Work said during the General Meeting
that she is honored to serve as president
and excited to help guide the future direction
of ISSA.
“There are approximately 314 million
people in the United States who are looking
for healthy environments, whether
they are at home or work,” Work said.
“Cleaning for health is just as important,
if not more so, than general appearance.
Good science is needed to drive the
health aspect of janitorial maintenance.”
Work outlined her goals for the upcoming
year as ISSA president. She
stated it’s important to make the association
an even greater force as the recognized
global leader in the cleaning
industry. It’s also essential, Work noted,
to be the No. 1 “go-to” source for the
best science-based information when it
comes to health and human safety for the
maintenance of indoor or built environments.
She added: “The work we do, as an industry,
has a very positive influence on
the health of our entire nation. With your

! NEW !
East Coast:
866-651-4323
West Coast:
866-740-7623
�� Quick, easy, tool free
installation & maintenance
�� Space Saving Design
�� Approved Backflow
Prevention Device
������������
ProMax
�����������������
chemical proportioning system.
The ProMax high density enclosure
is built to withstand harsh
institutional and light industrial
environments. It is the most durable
and reliable dispensing system
available on the market. The
attractive competitively priced
ProMax is the perfect solution for
any chemical dilution application.
�� Modular Units Reduce
Inventory
�� Up to 98% of facing available
for Branding. Easily project your
company image in the market.
www.sekousa.com
SEKO Dosing Systems Corp. 1103 Branagan Drive, Tullytown, PA 19007 Fax: 215-945-0937
Circle 45

34 November/December 2012
help, I look forward to a very productive year.”
In giving his final address as ISSA president,
Scoles stated the past year had gone by fast for
him and was quite enjoyable.
“Personally, it’s been an extremely rewarding
year. We (the ISSA Board) accomplished
everything we set out to do, and I had the privilege
of meeting a lot of terrific people from all
over the world who are making great contributions
to advance our industry,” Scoles said.
“The experience has opened my eyes to the
wonderful opportunities that are ahead for our
association. I am extremely grateful to be allowed
to serve as your president.”
Also during the General Meeting, the following
individuals were honored as award recipients:
n Jim H. Chittom Sr., CEO of Athens Janitor
Supply Co., Inc., of Athens, GA, and Roman
Chemical Corp., of Rome, GA, received the
Jack D. Ramaley Industry Distinguished Service
Award for exceptional service to the industry, the association
and its members;
n Roger E. Parrott Jr., retired, formerly of RoVic,
Inc., of Manchester, CT, received the Lou Goorland Honorary
Membership Award, which recognizes individuals
who are no longer actively involved in the industry and
have made substantial contributions to its advancement;
n Gary Gradinger, chairman and CEO of Golden Star
Inc., of Kansas City, MO, received the Manufacturer Representatives’
Distinguished Service Award, which recognizes
a person within the industry who has been
supportive of manufacturer representatives; and,
n Günter Glöckner, owner and managing director of
Solution Glöckner, of Germany, received the John H.
Plant Membership Development Award, which honors in-
The�Sigma�Plastics�Group�is�one�of�the�largest�polyethylene�film�manufacturer��
in�North�America�with�37�manufacturing�plants�throughout�the�United�States���
Canada.�Our�can‐liner�divisions�are�well�positioned�throughout�the�country����
ser�����y �������‐�����������������s
��
Can‐liner��– ��igh�Density,�Line���� o���ensity���� Black�Repro
F����� r������r ������������
e�������� canliners@sigmaplastics.com
Opening day show attendees fill the aisles of Chicago’s McCormick Place.
dividual members of ISSA who have recruited a minimum
of 25 companies into the association.
Also during ISSA/INTERCLEAN, Mark Bevington,
president and owner of NSS Enterprises, Inc., of Toledo,
OH, received the YES (Young Executive Society) Industry
Special Achievement Award, which is given to an individual
or company who has made substantial contributions to the
advancement of the cleaning industry and ISSA, and has
demonstrated strong support to YES.
ISSA Announces Customer Service
& Innovation Award Winners
Best Customer Service Awards were presented to 16
exhibitors during the recent ISSA/INTERCLEAN
North America. Distributors, building service contractors
and in-house service
providers who attended
ISSA/INTERCLEAN used
the show's mobile app to
cast their votes for the
awards. This was based on
Circle 41 Circle 47
which companies’ staffs best met visitors’ needs,
answered questions, offered solutions and/or provided
outstanding interaction during the event.
The following 16 companies received the most
votes out of more than 600 exhibitors: Afflink,
Aluf Plastics Division, American Paper Converting,
Aqua ChemPacs, Claire Manufacturing Co.,
Combined Distributors, Georgia-Pacific Professional,
Golden Star Inc., Hospeco, Kutol Products
Co., Lagasse Inc., Northwest Enterprises, OMI
Industries, SCA, Step1 Software Solutions and
Windsor.
Meanwhile, winners of the 2012 ISSA Innovation
Award Program during ISSA/INTER-
CLEAN were also announced. The following
companies were selected by cleaning industry
distributors, wholesalers, building service contractors
and in-house service professionals who
cast their votes for the most innovative products
among 51 entries in 5 categories. The 2012
winners are: Cleaning Agents — Clorox® Hydrogen
Peroxide Disinfecting Cleaners by Clorox Professional
Products Co.; Disposables — MOD Dispensing
System from Kimberly-Clark Professional; Equipment —
Super Coach Pro by ProTeam®; Services & Technology
— CleanTelligent Inspector by CleanTelligent; and,
Supplies — HiFlo nLite by Unger Enterprises, Inc.
Several companies were also recognized as Star Award
recipients during this year’s convention. To achieve this
designation, a company must exhibit at ISSA/INTER-
CLEAN North America for a specified number of years
while retaining continuous membership. This year’s award
recipients were: Star 60 — Nilodor, Inc.; and Impact Products,
Inc.; Star 50 — Chase Products Co., and; Star 40 —
Americo Manufacturing Co. Inc.; Gent-l-kleen Products,
Inc., a Dreumex company; and, Root-Lowell Manufacturing
Co./RL Flo-Master.
The next ISSA/INTERCLEAN North America is scheduled
for November 18-21, 2013, in Las Vegas, NV.
— Maintenance Sales News Editor Harrell Kerkhoff
contributed to this article.

Circle 27

36 November/December 2012
Morton Salt Pro Offers New App
Morton Salt officials say landscape professionals have a new tool at their fingertips —
the Morton Salt Pro App.
Morton says about the new app:
• Free mobile app for iPhone and Droid;
• Helps professionals select and apply the
best ice melter based on current weather conditions
on the job site;
• Just input temperature and surface area
and the app provides customized product and
application recommendations in real-time;
• Maintains logs / site histories, including
location and area, to save time on the job;
• Includes key information on Morton Salt ice melt products; and,
• Desktop version of the app is also available.
Find more information about the desktop version and Morton Salt Pro App, including
download instructions, at www.mortonmelters.com.
Morton Salt says it developed this tool for snow removal professionals because there
have been differing views in the industry about proper application rates for ice melters.
They also say selecting the optimal melter has been confusing since not all ice melters are
created equal. Some are safer for plant and surfaces, while some are faster at melting ice
and snow.
To help identify the optimal application rates for its products, Morton Salt teamed up with
the Michigan Technological University’s Keweenaw Research Center, an authority on snow
removal and melter testing, to study ice melter performance levels in real world conditions.
Request
a Free
Catalog
Today!
Discover
Warsaw Chemical
Only Warsaw Chemical brings you this
product lineup and these customer benefi ts:
• Complete product line
• Complete private label/
brand program
• Product use & sales
training seminars
• Full quality guarantee –
all products
Warsaw Chemical Company, Inc.
P.O. Box 858 • Warsaw, IN 46580 USA
Tel: 800-548-3396 or 574-267-3251 • Fax: 574-267-3884
Email:wcc@warsaw-chem.com • http://www.warsaw-chem.com
Circle 56
• Low FOB shipping
requirements
• Green Time Product
Line meets DfE
• Marketing support
• Custom blending
�
ACS Industries Offers The Scrubble ®
Lint Free Filament Finish Mop
Scrubble® Products Division of
ACS Industries, Inc., a producer of
hand pads, floor pads, mops, brooms,
brushes, steel wool and screen disks
introduces a lint free filament finish
mop.
ACS says this product gives floors
more shine with no streaks. The specially
engineered filament yarn does
not absorb the finish, and coats are
smoother and more even. The mop is
available in narrow and wide band.
From SKM Products:
Don’t Bleach Grout,
Renew It With Grout-aide
SKM Products says Grout-aide is a non-toxic, odorless, water-base
formula, that will renew or completely change the color of grout.
This anti-microbial formula has water resistant pigments, and sealers.
The product comes in over 40 colors to match any color tile.
Grout-aide is available in standard size to fit most grout lines, and is
also sold in jumbo size for larger grout lines. This product is recommended
for industrial, commercial, and residential projects. This fast
drying product, is permanent on most surfaces, and standard size
marker covers up to 175 linear feet of average grout lines.
This product is water based, non-toxic, and is safe to use around
children and pets. Grout-aide dries completely in a couple hours, according
to the company, and should wear as long as the grout.
Call 800-851-8464 or visit www.skmproducts.com.
— SEEKING MANUFACTURERS REPS —
Sales To
Distributors Only
e-CATALOG:
www.matguys.com/Flipbook2/index.html
Commercial & Industrial Floor Matting
Based in the heart of the Bay Area, serving all of California. Oregon & Washington to the
North, and Arizona, Nevada to the South, and Hawaii to the Far East
Call Kaz or Oz At 877-628-7787 or email sales@matguys.com
Visit our website at www.matguys.com
�������������������������������������������������������
Carpets, Runners, Rubber, 3M, Tiles, Chairmats, and Designer Mats
��������������������������Anderson Mats, Crown Mats, 3M & More�
��������������������������������
������������������������������
���������
�����������������������������
�����������������������������
����������
Value-Added Wholesale Manufacturer
Circle 31
Circle No. 81
Call 800-222-2880,
or visit www.scrubble.com.
Circle No. 80

WAUSAU PAPER IS ALL ABOUT
SERVICE.
WAUSAU PAPER IS ALL ABOUT YOU.
������������������������������������������������
Focused on building relationships with personalized sales and
customer service expertise to move your business forward.
Circle 58

38 November/December 2012
From Occidental Chemical Corporation -
Offering American-made Calcium
Chloride Products
Occidental Chemical Corporation
(OxyChem®) officials
say it is a source for
high-quality American-made
calcium chloride products and
the knowledge needed to use
them effectively and responsibly.
OxyChem’s PELADOW
Premier Snow & Ice Melter,
the sidewalk snow and ice
Circle No. 62
management industry’s leading
brand, is readily available
through its experienced and reliable network of distributors.
Visit www.oxycalciumchloride.com.
Haviland’s Joyce Dudenhoeffer
And Ali Haviland
Win ISSA Contest
ISSA announced the winners of its ‘Win Your Way to Vegas’ contest.
The contest required entrants to correctly answer five questions
based on videos contained in its “Insiders’ Guide to Chicago”
(www.issa.com/seechicago), a special digital-only supplement to the
2012 ISSA/INTERCLEAN North America Exhibit Directory.
First place was won by the “tag team” Joyce Dudenhoeffer and Ali
Haviland, both of Haviland Corp., of Linn, MO. They won two free
admissions to next year’s ISSA/INTERCLEAN North America show,
which takes place Nov. 18-21, 2013, in Las Vegas, NV.
The contest was designed to help visitors learn about Chicago and
plan their trip to the show by encouraging them to turn to the issue’s
“Insiders’ Guide to Chicago” special digital supplement and watch
up to 26 short videos covering everything from main attractions and
shopping to dining and nightlife.
From Enviro-Solutions:
Super Green Concentrated
Multipurpose Cleaner
ES 71, from Enviro-Solutions, is a multipurpose cleaner, degreaser and odor
eliminator. According to the company, it is effective for cleaning restroom floors,
tile and grout, and fixtures, ES 71 can also be used for spotting, extracting, or
bonnet cleaning carpets. And just by adjusting dilution rates, ES 71 is also a
great multipurpose cleaner for all kinds of surfaces throughout a facility.
Enviro-Solutions spokespeople say it is proven green by Green Seal,
EcoLogo, and has earned the Seal of Approval from the Carpet and Rug Institute.
For more information, visit www.enviro-solutions.com
or call toll-free: 877-674-4373.
Circle No. 64
Intercon Chemical Company Introduces
Newly Designed Booth At ISSA
Intercon Chemical introduced a new booth design,
new product launch and new opportunities during
ISSA/INTERCLEAN North America 2012 in Chicago.
St. Louis-based Intercon Chemical
Company/Clearly Better Solutions
introduced its new booth at
ISSA to showcase the company’s
latest innovative products.
According to Intercon President
Jim Epstein, “We have redesigned
our new booth to match our new direction
— to deliver innovative customer
friendly and environmentally
responsible solutions that solve
problems not adequately addressed
by current options.”
The company also introduced
new products, adding to Intercon’s
full line of products of degreasers,
dilution control systems, disinfectants,
floorcare, foodservice sanitation,
hand care, laundry, restroom
care, and warewash. The company launched its full line
of Clearly Better products under the Clearly Better Solutions
umbrella; Smart Drain & Floor, Smart Air, Smart
Scents, and PURE/SmartSan24.
The newly designed booth featured dramatic back-lit
12-foot soft fabric panels at each corner of the booth
Circle 4 Circle 29
which lighted images with a soft green glow. Four interactive
touch screens were available at each corner for
booth visitors to explore all of Intercon Chemical’s prod-
ucts’ websites at the touch of a finger. A seating area,
partially enclosed by plexiglass walls, provided an environment
in which distributors could learn about the
full line of Intercon Chemical/Clearly Better products.
Visit www.interconchemical.com and
www.clearlybetter.com for more information.

Maintenance Sales News 39
America Paper & Twine Company
Continued From Page 16
that is almost as strong as it is from the sales rep to the customer.”
There are other areas of value-added service to customers
in place such as the efficient operation of the company’s
warehouses and delivery operations.
Shaffer said the warehouse is one of her favorite parts of
the facility. She has taken a leadership role in organizing the
operation. Indeed, one of the things a visitor might notice
when entering the warehouse is its cleanliness and organization.
“We have a significant amount of inventory for our customers,”
Wright said. “We have a saying — ‘A back order is
a mistake.’ You are not going to have too many back orders
if you have adequate inventory.”
AP&T also operates two equipment repair centers — one in
Nashville and one in Memphis — primarily to repair floor
care and packaging equipment.
On the “green” front, AP&T has certified specialists on
staff to help customers with environmentally friendly products
and practices.
“Several years ago, many green products didn’t perform as
well and were more expensive,” Wright said. “This gap is
closed, and now we stock a full line of green items.”
‘A Generational Thing’
During a discussion about challenges the company will
face as it moves forward, AP&T officials pointed to
modern technological advances embraced by the
younger generation.
“One of our challenges is going to be more of a ‘generational
thing,’” Spivak said. “There are many younger people who are
entering the workforce in all businesses who are not familiar
with CDs. They are accustomed to texting. Their interaction experience
is different from our parents and ours. We must make
sure we are matching what they are expecting, whether it is
face-to-face contact or that personal touch.
“This is going to be a challenge. When translating that personal
touch to what the younger generation is expecting, there
GSC DUMPSTER RENEW
STRONG ODOR CONTROL
IN A CRYSTAL FORMULA
PACK: 40lbs and 100lb drums
GREAT COUNTERACTANT PROPERTIES
LONG LASTING PERFORMANCE
ECONOMICAL
APPLE-SPICE FRAGRANCE
FOR USE IN GARBAGE TRUCKS, MUNICIPAL DUMPS,
DUMPSTERS AND MANY OTHER USES
handy scoop included
P.O. Box 17082
Wichita, KS 67217
1-800-992-0181
Fax No: 1-316-267-2930
Circle 18
are going to be some gaps. Getting these gaps to align through
marketing, websites and other sales efforts is going to take some
adjustment.
Shaffer added: “We must figure out how a customer wants
to be serviced, whether it is the old-fashioned way of feet-onthe-street
(a sales rep comes by every week), or whether
through some application on an iPad. I think there is a big gap
right now in how people want to be touched and I think this is
a key point. We have to make sure we have the ability to do all
of them.”
Wright said integrating marketing into the company’s field
presence is also a key.
“Many customers want to do business remotely in some way.
We must find a way to keep that high-touch approach to customers
beyond the traditional means of knocking on the door or
picking up the phone. This is why I think the addition of marketing,
promotions and Web integration with customers are so
vital in trying to get them exposed to what we do. Our name
doesn’t express what we do, so it becomes a combination of
technology, marketing and sales representation to put it all together.
“I feel like all the heavy lifting that we have done the past
few years in an economic downturn — incorporating technology,
our website and hiring when other people were laying off
— is really going to pay dividends as the economy pick up, especially
in the Southeast.”
Contact: American Paper & Twine Co.,
7400 Cockrill Bend Blvd., Nashville, TN 37209.
Phone: 615-350-9000; 800-251-2437.
Website: www.ShopAPT.com.
Soundview Introduces New
Product Line Of Towel And
Tissue Products For
Away-From-Home
According to Soundview spokespeople, qualities
that make Eminence a good commercial towel and
tissue line start with top quality materials, including
100 percent recycled fiber … and end with high-performing
products that are competitively priced and
earth-friendly. The company says Eminence offers
a broad array of products designed to meet all towel
and tissue category needs.
Circle No. 63
Soundview Paper Company is a fully-integrated manufacturer
of towel and tissue products for both retail and
commercial markets in North America.
Founded in 1932 as Marcal Manufacturing Co., the
company is located just 15 miles northwest of New York
City. Soundview is committed to achieving the highest
levels of customer satisfaction with the most accessible
and responsive sales team in the business.
For more information about Eminence or any of
the company's away-from-home product lines,
visit www.soundviewpaper.com.
Slips and falls cost
American businesses
$70 billion annually
in lost time and
medical bills.*
Use ice melt –
avoid a costly
accident.
*National Safety Council, Injury Facts.
KNOW THE FACTS
888-293-2336 | www.peladow.com
®Trademark of Occidental Chemical Corporation
Circle 37

40 November/December 2012
Circle 2
Circle 30
SCA Sets Sustainability Standard With Goals For
Tork ® Products In North America
SCA, the maker of the Tork® brand of Away from
Home paper products, has announced that all Tork
products in North America are made from either 100
percent recycled fiber or from fresh fiber sourced
from suppliers with Chain of Custody certification.
The company is also committing to achieve Forest
Stewardship Council (FSC) or comparable certification
on all Tork products made from fresh fiber in
North America by 2014.
“We’ve been leaders in sustainable practices since
SCA began 80 years ago,” said Don Lewis, President
of SCA Americas. “The majority of our Tork products
are made from 100 percent recycled content.
We've extended our industry-leading sustainability
approach to our recently launched Tork premium
products in North America by initially ensuring the
fresh fiber comes from only non-controversial sources
from suppliers with Chain of Custody certification.
And by 2014, the premium products will also have
earned FSC or similar certification.”
SCA says it is the largest owner of private forests in
Europe. All SCA forests are certified under the FSC
standard and SCA says it is the world’s largest supplier
of FSC certified forest industry products. Globally,
since 2005, SCA has mandated that all the company’s
fiber comes from only non-controversial sources.
“SCA plants three trees for every tree we harvest in
our forests,” Lewis said. “In 2012, we’ve grown 100
million seedlings at our nursery in the Swedish forest.
It’s this understanding and respect for nature that drives
SCA’s sustainability practices in North America and
around the world.”
All of SCA’s Tork products made from 100 percent
recycled content in North America have earned EcoLogo
and/or Green Seal certifications. Most are made in
mills certified to ISO 14001 Environmental Management
Systems. Globally, SCA has earned inclusion on
the Dow Jones Sustainability Europe Index 2012, the
WWF Environmental Paper Company Index 2011 as
Best in Tissue, and has been among Ethisphere’s
world’s most ethical companies for five years.
“We developed our new line of premium products
with sustainability in mind,” Lewis said. “We offer
customers the best of both worlds — products made
from either 100 percent recycled or fresh pulp — all
with environmental credentials that ensure customers
are making solid sustainable choices for their
businesses.
“Globally, SCA has an unparalleled track record of
environmental and ethical excellence,” Lewis added.
“Through continuous efforts, we remain the most sustainability-focused
company in North America in the
Away from Home hygiene products industry with innovative
solutions designed to help our customers
grow their businesses. It’s truly a win-win scenario
for our customers.”
A copy of the official statement can be found at
www.torkusa.com.
For more information about SCA,
visit: www.sca.com.
OdoBan Professional Series:
Earth Choice ® Oxy ColorSafe Laundry Detergent
Earth Choice® Oxy ColorSafe Laundry Detergent
is a concentrated, colorsafe laundry detergent
that penetrates stains with the power of
hydrogen peroxide and biodegradable surfactant
chemistry.
It removes dirt, grime and stains from laundry
and is safe and effective at all temperatures
on whites, permanent press, bright colors, pastels,
prints and delicates in hard or soft water.
Regular use keeps whites and colors bright and
in like-new condition. The product is environmentally
safe and contains no phosphate. It’s
recognized for Safer Chemistry by the Environmental
Protection Agency, bearing the Design Circle No. 66
for the Environment (DfE) seal on the label.
Visit www.cleancontrol.com for more information.
DPA Welcomes 14 New Members
The DPA Buying Group of Cincinnati, OH, has welcomed 14 new
DPA distributor members among its four divisions: Alabama Paper
Supply, (Goodwater, AL); Chastain Janitorial Supply, Inc.,
(Gainesville, GA); Cleaning Solutions Equipment & Supply, LLC,
(Medford, OR); CleanAll Supply, Inc. (Davie, FL); Gilson Enterprises,
Inc., (Springfield, IL); The Glove and Safety People, (New
Brunswick, NJ); Net PAC International LLC, (Columbus, OH); Advanced
Supply Company, Inc., (Mokena, IL); Angel Safety Supply,
(Minden, LA); Cleaning & Restoration Supply of New England,
(Weymouth, MA); Pacific Coast Glove & Safety, (Torrance, CA);
Rae-Cor Distributing Co., LLC, (Green Bay, WI); and J & M Industries
Inc., (Ponchatoula, LA).
DPA has also announced the return of Complete Supply, (Dallas,
TX) to the group. DPA is a buying and networking organization of
member distributors and preferred suppliers.
Visit www.DPABuyingGroup.com or
call 800-652-7826 for more information.

Maintenance Sales News 41
ITW Dymon Adds Spray Nine,
To Portfolio Of Cleaners,
Disinfectants
ITW Dymon, manufacturer of pre-moistened wipes and
cleaning products, announced the addition of Spray Nine® to
its portfolio of ITW Dymon Professional Brands at the 2012
ISSA/INTERCLEAN®.
“As the industry’s first ‘spray-on, wipe-off’ cleaner and disinfectant,
and a trusted product for more than 50 years, we’re excited
to introduce Spray Nine to the ITW Dymon family of
Professional Brands,” said ITW
Dymon Director of Sales & Marketing
Rich Bucher. “This move
represents a consolidation of synergistic
brands under one ‘umbrella’
company.”
Spray Nine is now among the
leading brands of industrial maintenance,
repair and overhaul (MRO)
specialty chemicals and marking
products manufactured by ITW
Circle No. 65
Dymon, which includes SCRUBS®
Brand wipes, DYKEM® Brand in-
dustrial marking products and Dymon® Brand professional
cleaning products.
Spray Nine is a cleaner, degreaser, disinfectant, and deodorizer
used in schools, factories, offices and government settings.
An EPA-registered product, the company says it sanitizes in 10
seconds, disinfects for viruses in 30 seconds and kills 99.9 percent
of germs in 45 seconds.The Spray Nine product line also includes
COCO SCRUB ® and POLY SCRUB® hand cleaners,
EARTH SOAP ® and GREZ-OFF® industrial cleaners and de-
Circle 30
From Lindhaus USA
Al Carpenter, left, president of Lindhaus USA, is pictured
with Ken Blucker, owner of KJA Inc. in the Lindhaus booth
during the ISSA show in Chicago. KJA Inc. is a new sales
representative for Lindhaus USA.
greasers, and specialty cleaning products Odor Eliminator, AV-
8 Aircraft Soap, AV-8® Aircraft Soap, Glass & Stainless Steel
Cleaner, Tub N’ Tile, and Screen Cleaner.
For additional information regarding Spray Nine or ITW
Dymon call 1-800-443-9536 or visit www.dymon.com.
ITW Dymon manufactures industrial maintenance, repair
and overhaul (MRO) specialty chemicals and marking products
including SCRUBS® Brand wipes, DYKEM® Brand industrial
marking products, Dymon® Brand professional cleaning products,
and Spray Nine® cleaner and disinfectant.
A single winter storm
in February 2011 cost
Chicago-area businesses
$600 million in
lost revenue.*
Use ice melt –
protect your
bottom line.
*Chicago Sun-Times (March 8, 2011).
KNOW THE FACTS
888-293-2336 | www.peladow.com
®Trademark of Occidental Chemical Corporation
Circle 37

42 November/December 2012
NISSCO Awards
Von Drehle Corporation
Supplier Partner 2012
Sustainability Award
National Independent Sanitary Supply
Companies (NISSCO) recently recognized
the sustainability efforts of von Drehle Corporation
by awarding the company its 2012
Preferred Supplier Sustainability Award.
The presentation was made by Mark
Bozich, president of NISSCO, to Steve von
Drehle, president of von Drehle Corporation
during the 2012 ISSA Show.
NISSCO spokespeople say The von Drehle
Corporation has demonstrated environmental
stewardship since 1974 in all aspects of its
manufacturing process. The majority of von
Drehle Corporation’s paper products either
meet or exceed EPA guidelines for post-consumer
content. Each parent roll produced at
the company’s Cordova, NC, mill is made
from 100 percent recycled paper fiber, enabling
the company to annually divert thousands
of tons of waste from landfills.
The company says its new de-inking facility
uses approximately 90 percent less water
than the industry average. Instead of disposing
of the by-product created in the de-inking
process (fiber ash) in landfills, von Drehle developed
a program that recycles it into local
farmland soil, thus improving soil texture and
its ability to hold moisture, while providing
additional nutrients to the soil.
new
Delamo’s new Janitor Cart combines
innovation for heavy-duty
utility and high-capacity
storage with the least
amount of space. Features
a docking station for wringer
buckets, a quick release liner
lock, dozens of tool holders
and accessories to create a
most efficient cleaning system.
Build your own at …
delamo-mfg.com/cart
7171 Telegraph Road | Montebello, CA 90640 | USA
delamo-mfg.com | 888/711.8011
delamo@delamo-mfg.com
Circle 14
Steve von Drehle accepts the Preferred
Supplier Sustainability Award from NISSCO
President Mark Bozich, right.
Additional environmental stewardship
practiced by von Drehle Corporation include
its reduction of lighting energy consumption
by over $100,000 each year, reduction of its
stock roll consumption by 25 percent and
conversion of its back-up fuel source from
diesel fuel to propane for a cleaner alternative
with an unlimited shelf life.
Headquartered in Hickory, NC, von
Drehle Corporation manufactures products
for the away-from-home market (tissue,
towel and dispensers) and backs those products
with service. Visit www.vondrehle.com
for more information.
NISSCO, LLC is an association of more
than 225 major distributors of janitorial and
maintenance supplies throughout North
American. For more information about
NISSCO, visit www.nissco.com.
Deb Launches Heavy-Duty
Foam Hand Soap With Grit
Deb Group, an away-from-home skin
care company and the inventor of foam soap
dispensing systems, has launched a handcleansing
foam with suspended bio-scrubbers.
Officials say GrittyFOAM
delivers the per f ormance
and effectiveness
of traditional heavyduty
hand cleansers in
a user-preferred foam
format to gently remove
tough soils while
making hands feel
great, according to Deb
officials.
This product, delivered
through Deb’s
proprietary dispensing
system, comes in response
to market demand
for a powerful
cleaner that is gentler
on hands, and can address
the challenge of
reducing the potential
for occupational dermatitis in the industrial
sector.
Deb officials say specific benefits of GrittyFOAM
include:
n Improved compliance, effectiveness
and safety – Cleans and rinses quickly, leaving
hands dirt-free and sanitary;
Circle No. 68
n Enhanced sustainability – With eco-accreditation
and USDA Bio-Preferred status,
GrittyFOAM is formulated with renewable
resources and only essential ingredients; and,
n Greater cost-effectiveness – The power
of foam means less
product, less water and
less energy must be
used to get hands clean.
Headquartered in the
United Kingdom and
with North American
headquarters in Charlotte,
NC, Deb Group
is an away-from-home
skin care company. The
company provides dedicated
skin care programs
for a wide range
of industries and organizations
that value their
employee and customer
well-being.
Spokespeople say customers
benefit from
Deb’s expertise in skin care through improved
health and safety, enhanced environmental
sustainability and measurable
economic value.
For more information,
visit www.debgroup.com and
www.grittyfoam.com.
MAINTENANCE SALES NEWS
ADVERTISERS’ INDEX
ACS Scrubble.................................................13
American Paper Converting ........................40
Away Chemical Corp. ...................................16
Bro-Tex, Inc....................................................38
Bullen Companies, The ...................................8
Caddy Clean...................................................30
Chase products Co...........................................5
Clean Control Corporation ............................2
CP Industries..................................................63
DDI System.....................................................11
Delamo Manufacturing, Inc. ..................42, 43
Enviro-Solutions ............................................26
Epic Industries ...............................................29
Expanded Technologies.................................23
Fullriver Battery Mfg. Co. Ltd ....................19
Gift Sales Company.......................................39
Gofer Parts .....................................................24
H & S Manufacturing ...................................44
Ha-Ste Manufacturing, Inc...........................32
Haviland Corporation...................................14
Hoover.............................................................45
Intercon Chemical/Clearly Better, LLC..25, 35, 64
ISSA.................................................................32
JanSanOptimize.com ....................................38
Lambskin Specialties...............................40, 41
Matguys...........................................................36
Midlab Incorporated.....................................12
Mor-Value Parts Co.......................................44
National Tissue Company.............................26
North American Salt......................................17
Occidental Chemical Corporation......39, 41, 43
Queenaire Technologies.................................20
RD Industries ...................................................9
Remco Products .............................................27
SCA Tissue........................................................7
SEKO Dosing Systems ..................................33
Sigma Plastics Group, The............................34
SKM Industries, Inc. .....................................34
Sky Systems Co., Inc. ....................................28
SOFIDEL America ..........................................3
Soundview Paper Company .........................31
Spartan Chemical ..........................................21
Tucel Industries, Inc. .....................................46
von Drehle Corporation................................15
VPR Impex (Vapore) ....................................22
Warsaw Chemical Company, Inc. ...............36
Wausau Paper ................................................37
XYNYTH Manufacturing Corp. .................47
Zephyr Mfg. Co., Inc.....................................10

Maintenance Sales News 43
Sofidel CEO Luigi Lazzareschi Receives
American Chamber Of Commerce Award
The Sofidel Group
was recently awarded
the Transatlantic Award
2012 by the American
Chamber of Commerce
in Italy.
The award is given to
the Italian and U.S. companies
which have distinguished
themselves in
the promotion and development
of transatlantic
relations between the
United States and Italy.
The awards ceremony
(the Sofidel Transatlantic
Award Gala Dinner) was
held in Milan, Italy.
Luigi Lazzareschi,
Sofidel Group CEO, was presented the
award by Vittorio Terzi, AmCham Italy
President, for the acquisition of the U.S.
company, Cellynne.
“By acquiring Cellynne,” Lazzareschi
said, “the Sofidel Group has made its
debut on a new continent and has reached
one million tons of tissue production capacity
per year. The Transatlantic Award
marks this fundamental step. We are grateful
for this award from AmCham Italy,
with whom we are going to develop, at our
best, the relationships with the United
States, and we are also particularly pleased
Traditional cleaning tools made in USA from post-consumer
waste – used plastic and tires. Sustainable solutions and eligible
for LEED credits.
Learn more at
delamo-mfg.com/green
Left to right are AmCham Italy President Vittorio Terzi,
Sofidel CEO Luigi Lazzareschi and AmCham Italy
Managing Director Simone Crolla.
re-new
7171 Telegraph Road | Montebello, CA 90640 | USA
delamo-mfg.com | 888/711.8011
delamo@delamo-mfg.com
Circle 14
to receive an award devoted to sustainability,
which Sofidel regards as a fundamental
tool of innovation and growth.
“Sofidel has faced these economic hard
times by continuing to invest and we are
satisfied. In the United States, we have
met good traveling companions and received
a warm welcome. For Sofidel
Group, which ranks second in Europe and
sixth in the world, the U.S. market represents
a big opportunity.”
Also attending the dinner were David
H. Thorne, United States Ambassador to
Italy and Kyle R. Scott, United States
Consul General.
Tennant Selects
Trojan Battery To
Extend Battery Life
For Scrubber And
Sweeper Equipment
Tennant Company has announced a
solution by featuring Trojan Battery’s
HydroLink single-point battery watering
system on a variety of floor
scrubbers and rider sweepers.
According to Tennant officials, the
HydroLink system can make it easier
and more cost effective for customers
to maintain their deep-cycle flooded
batteries, helping to improve battery
life.
Circle No. 67
Karin Overstreet, Tennant Company
director of product management
said, “Powering Tennant’s equipment
with Trojan’s HydroLink technology
addresses runtime and upkeep needs
by simplifying the maintenance
process to help extend battery life
while delivering exceptional performance.”
Users can fill deep-cycle flooded
batteries to the proper electrolyte level
with virtually no operator training.
HydroLink enables Tennant customers
to fill a complete set of batteries in less
than 30 seconds. HydroLink eliminates
the need to open batteries for
routine watering and maintenance, reducing
the potential for contact with
the battery’s electrolyte.
“Customers can more easily and accurately
water the batteries that power
their Tennant floor scrubber and
sweeper equipment,” said Elke
Hirschman, Trojan Battery vice president
of marketing.
The HydroLink battery watering
technology is available direct from the
factory and as an “aftermarket” solution
for the following Tennant scrubber
and sweeper machines — Rider
Scrubbers: T7/SSR, 7100, T15 and
T16; Walk-Behind Scrubbers: T5/SS5
and 5680/5700; and Rider Sweepers:
6100 and 6200.
Trojan Battery Company is a manufacturer
of deep-cycle batteries, and
offers a complete portfolio of technologically
advanced, deep-cycle
flooded, AGM and gel products. The
company was founded in 1925.
For more information,
visit www.trojanbattery.com.
Ice melt suppliers
can claim just
about anything.
PELADOW states
the facts. Trusted for
more than 60 years
by maintenance
professionals.
CHOOSE WISELY
888-293-2336 | www.peladow.com
®Trademark of Occidental Chemical Corporation
Circle 37

44 November/December 2012
North American Salt Has Second
Ice Melter Earning EPA Recognition
For the second time in recent years, an ice melter product from North American Salt Company,
a subsidiary of Compass Minerals, has been awarded the Design for the Environment
(DfE) label from the U.S. Environmental Protection Agency.
The company’s Safe Step® Pro Series® 750 Magnesium Chloride ice melter now comes
with the DfE label. According to North American Salt Company officials, this indicates
the product meets the EPA’s criteria for environmental safety. Last year, it obtained DfE
certification.
“Most maintenance professionals want
to incorporate the use of environmentally
safe products, and this EPA designation
provides independent confirmation of
low environmental impact and an ecofriendly
formula,”
This second DfE certification was a highlight
for North American Salt Company officials
at the recent ISSA/INTERCLEAN®
North America 2012 show in Chicago,
where the company was an exhibitor.
“I was very pleased with how many people
came to us at the show and said, ‘Tell
me about your DfE products,’” North
American Salt Company Senior Product
Manager Patricia Ries said. “Many distributors
have customers, such as those in
charge of hospitals and schools, who are
seeking out products verified as being
‘green.’ Because the ice melt industry is not
regulated, we feel a third-party endorsement
is very important.”
The EPA’s DfE label is awarded after the
agency’s review team screens each ingredient
contained in a product and finds each to
pose the least concern among similar products
in its class.
According to North American Salt Company,
Pro Series® 750 Magnesium Chloride
is safe for people, pets and vegetation
when used as directed. Its 100 percent
magnesium chloride hexahydrate formula
is designed with a crystal shape to provide
the optimum combination of ice penetration
and scatter control, and it melts ice in
temperatures as low as -25° Fahrenheit (-
32° Celsius.)
“The product is fast acting. It melts immediately
on ice but will not burn skin. It’s
naturally produced from the Great Salt
Lake in Utah,” Ries said. “We wanted to
provide our distributors and their customers
with the option of having more than
just one product with DfE certification.”
Along with North American Salt Company’s
Safe Step® Pro Series® 960 Choice
Formula and Safe Step® Pro Series® 750
Magnesium Chloride, other company deicers
include:
n Safe Step® Pro Series® 650 Calcium
Chloride, with high purity calcium chloride,
melting to -25°F/-32°C;
n Safe Step® Pro Series® 550 Select
Blend® and 570 Select Blend® Blue,
blended to combine performance with
value. Each melts to 0°F/-18°C and is safe
to handle; and,
n Safe Step® Pro Series® 370 Econo
Blend Blue®, an economical blend that
melts to -7°F/-21°C.
Ries added that it’s important distributors
plan for an average winter in 2012-2013 and
have plenty of ice melter in stock accordingly.
“Last winter was very mild in large parts
Select Care Hand Cleaners From Warsaw Chemical
Warsaw Chemical Co., Inc. offers Select Care
Hand Cleaners, Warsaw Chemical’s first industrial hand
cleaner line created using totally natural, renewable ingredients.
This line of hand cleaners is VOC compliant
and features concentrated, water activated formulas that
were developed with soy, d-Limonene and walnut shell
scrubbers for extra deep cleaning. Select Care Hand
Cleaners dissolve heavy soils, such as grease, tar,
resins, paints, adhesives, carbon and inks.
This line includes Citrus Select and Soy Select Premium
Industrial Strength Hand Cleaners. These cleaners
utilize renewable natural resources, helping to
conserve non-renewable resources such as petroleum.
Biodegradable soy oils, detergents and walnut scrubbers
are also used. The Select Care line is enriched
with skin softening ingredients and aloe to prevent
Circle No. 69
hands from drying out.
For more information contact Warsaw Chemical Co., Inc., P.O. Box 858, Warsaw, IN,
46581. Phone: 800-548-3396, Fax: 574-267-3884. Website: www.warsaw-chem.com.
of the country. We understand that many people already have inventory of ice melter. However,
it’s important to be ready for an average winter and not be caught off guard,” Ries
said. Visit www.nasalt.com for more information.
Circle 21 Circle 33

CH50100
Circle 24
STOP
SWAP
SWEEP
We made the Hoover ® Insight with a simple goal: to
save you time and money. With innovative features like
the quick-change cord, you can minimize downtime and
productivity losses from one of the most common repairs.
Just one of the many features that make Insight among
the most advanced uprights in the industry.
by
©2012 Hoover. Insight. WindTunnel®.

46 November/December 2012
Healthy Schools Campaign Recognizes
Enviro-Solutions, Ltd., For Vision And
Support Of Green Cleaning In Schools
With the release of the updated fourth edition
of The Quick & Easy Guide to Green
Cleaning in Schools, the Healthy Schools
Campaign (HSC) (www.healthyschoolscampaign.org)
has recognized Enviro-Solutions,
Ltd (www.enviro-solution.com/index.php),
and other industry leaders whose support
has increased the impact of this guide and
the related Green Clean Schools initiative.
Enviro-Solutions, Ltd., has supported this
effort since its launch in 2006.
“Enviro-Solutions believed in the value
of this guide, had the vision to see the impact
it could have, and took a chance by supporting
a fledgling program in 2006,” says
Rochelle Davis, executive editor of the
guide and president and CEO of the Healthy
Schools Campaign. “Enviro-Solutions has
helped to grow this program and create
change in schools.”
Ten states now require green cleaning in
schools, and the federal government now
recognizes green cleaning as a priority with
programs such as Green Ribbon Schools
and the recently released EPA state school
environmental health guidelines.
“Given the importance of the impact of a
proven-Green Cleaning Program — improved
health, attendance, student performance,
and protecting the health of all
building occupants — we are very pleased
about the acceptance and growth of the
Healthy Schools Campaign,” says Mike
Born in the U.S.A.!
#1 IN THE WORLD !
TUCEL IS RECYCLABLE
HAS INNOVATION & TECHNOLOGY
IS GREEN (NO METAL OR GLUES)
TUCEL®
Now. . . a high tech alternative to imports . . . patented and born to compete. High
performance polypropylene filaments are thermal welded onto molded propylene
blocks. Tucel manufactures its products “on-shore”, shipping from stock with simple
credit arrangments minimizing your inventories. Import duties, middleman charges,
and freight delays belong to the past. Go GREEN with H A C C P compatability.
2014 Forestdale Road • P.O. Box 146 • Forestdale • Vermont • 05745-0146
Circle 53
Sawchuk, vice president and general manager
of Enviro-Solutions. “As more schools
begin their journey to cleaner and healthier
facilities, more and more students will be
able to enjoy real and tangible benefits for a
lifetime.”
HSC says The Quick & Easy Guide offers
an authoritative, easy-to-use resource
for starting or continuing a healthy, effective,
affordable, and environmentally
responsible cleaning program.
The guide outlines five steps for starting
or enhancing a green cleaning program,
including using green products and
equipment, adopting new cleaning procedures,
and involving all school stakeholders
in the process. The guide also
includes an enhanced purchasing directory
that lists hundreds of products that
meet HSC’s environmental standards for
schools.
To learn more or access the full guide,
visit www.greencleanschools.org.
Enviro-Solutions (www.enviro-solution.com)
is a manufacturer of Proven
Green, environmentally preferable cleaning
products. It is an ISO-9001 certified
company.
Nassco Acquires Messner
Of Madison, WI
Nassco Inc., has announced the acquisition
of Messner Inc., of Madison, WI.
Messner Inc., began in 1941 as the Refrigeration
Equipment Co. In 1959, the
company changed its name to Messner
Inc., becoming a family business in the distribution
of janitorial and building maintenance
supplies in Wisconsin.
Nassco, founded in 1955, is a third
generation family business providing
janitorial and packaging supplies
throughout Wisconsin and Northern Illinois.
In addition, Nassco provides service
and repair of janitorial equipment,
laundry and ware wash systems and
packaging equipment.
"Messner brings an excellent track
record in serving customers and providing
value. This merger will allow us to continue
the expansion of our product offering,
services and presence throughout
Wisconsin. We are very excited with this
opportunity and welcome the Messner
team to Nassco," said Mark Melzer, president
of Nassco Inc.
Nassco will continue to operate the
Messner branch out of its current facility
at 1326 E. Washington Avenue.
Visit www.nasscoinc.com
for more information.

Circle 59

48
From Epic Industries
Trusted Brands For Over 90 Years
The only cleaning chemical supplier you will ever need for your janitorial and
foodservice cleaning needs.
Epic Industries takes pride in the broad selection of products it has to offer. Each
has been developed to meet a real need in the janitorial, food service, laundry and
housekeeping industries. As a result, you can find just the right products to fill your
specific requirements. Each product is designed to provide top quality results while
maintaining reasonable costs. No matter which epic products you choose, you’ll be
getting the best results at the best price…..and that’s performance.
We sell our products to distributors
under our own “Branded”
label and also Private label. All
of our products are fully guaranteed
to achieve the ultimate results
desired by our customers.
In addition to our popular
“Swell” brand of products and our well known “E-Z Suds” and “Like Magic” products,
Epic has successfully launched the Avatar Dispensing System, a unique and
comprehensive, color-coded chemical management system delivering optimal performance
and value for the end-user.
This high-performing, concentrated, cleaning product system embodies the products
and features the distributor and the end-user demand. It is a closed-loop dilution
system with safe dry—Disconnect to almost eliminate accidents, waste and theft. It
provides maximum value, simplicity and expandability. At the heart of the system are
the proprietary bottle inserts which feature an automatic, self-venting and anti-reversing
check valve. It is recessed into the bottle neck and flush mounted for safe,
easy shipping and storage.
Our DfE Recognized Green Essentials products are environmentally friendly,
effective, and humanly safe at an economical price. Go Green without giving up
the Clean. DfE Recognized – environmentally responsible products. Maximum
cleaning power with the least environmental impact. Same professional strength
cleaning as non-green products – Respect the environment, personal health and wellness,
and the earth’s natural ecological balance.
With our Swell 2000 Laundry Program, Epic Industries is committed to manufacturing
institutional laundry products which are safe for the environment and gentle
to fabrics.
Our programmable state-of-the-art systems save water and energy while producing
superior results. These systems can save you hundreds of thousands of gallons
of water each year and cut your energy bills in half
“Our Environmental Friendly products will not only get your laundry cleaner,
whiter and brighter, but they will do so 30 percent to 40 percent faster with less
water, sewage and energy.”
Visit www.epicindustries.com for more information on our products.
800-221-3742. In NJ (732) 249-6867.
As Submitted By Epic Industries
Hubbell Unveils Tankless Booster Heater
The Hubbell Model JTX is a high efficiency electric tankless booster heater that can
significantly reduces energy costs for heating water to sanitizing rinse temperatures in commercial
kitchens.
Company spokespeople say The Hubbell JTX
provides on-demand operation and is over 98
percent efficient. The Model JTX provides instantaneous
hot water with essentially no standby
heat loss.
The Hubbell Model JTX is easily installed and
operated to provide sanitizing hot water for applications
such as dishmachines, hood washing,
three compartment sinks, pot washers, and point
of use applications.
It is designed for use with conveyor and flight
type dishmachines. This product is not intended
for use with door style dishmachines.
Circle No. 72
From Spartan:
Powerful Warewash Detergent
Safe To Use With Soft Metals
Spartan Chemical Company, Inc. is offering SparClean® Metal Safe Machine Dish Detergent.
Spartan says it is a powerful warewash formula that removes food soils and grease
efficiently without being corrosive to soft metals like aluminum, copper and brass making
it a good choice for bakeries, grocery stores and other operations where soft metals are used.
SparClean® Metal Safe Machine Dish Detergent is a non-chlorinated, low foaming,
highly concentrated warewashing detergent for use in both low and high temperature dish
machines. It strips away and emulsifies soils from pots and pans, trays, dishes, glassware,
plastic, and utensils.
“Our customers were asking
for a machine dish detergent
that provided the same cleaning
power and value of our
SparClean® Detergent line yet
wouldn’t corrode baking pans
and other soft metal items,”
said Nate Gaubert, formulating
chemist at Spartan, “In order to
get a fast, complete clean,
warewashing detergents contain
high pH chemicals which,
upon contact with soft metals
like aluminum, result in oxida-
tion of the metal surface. I formulated
SparClean® Metal
Safe Machine Dish Detergent to prevent this damaging reaction; so now, customers can
wash trays and pans in the dishwasher without harm.”
Spartan Chemical Company, Inc. offers a complete line of warewash solutions including
SparClean® Detergent II, SparClean® Delimer, SparClean® Low Temperature Rinse Aid,
SparClean® Sanitizer, SparClean® Pot and Pan Detergent, and SparClean® Metal Safe
Machine Dish Detergent. SparClean Metal Safe Machine Dish Detergent is available in 5gallon
pails, 1 gallon containers (4 per case) or 1 gallon F-Style containers (4 per case).
For more information about SparClean Metal Safe Machine Dish Detergent, visit
www.spartanchemical.com.
Betco Corporation Announces Symplicity
Green Earth ® Pot & Pan Detergent And
Symplicity Sanibet Multi-Range Sanitizer
Betco Corporation has announced its new Symplicity Green Earth® Pot & Pan Detergent
and Symplicity Sanibet Multi-Range Sanitizer. The company says it is a solid nonphosphate
machine detergent which removes heavy food soils over a wide range of water
conditions, in both high and low temperature dish machines. It combats challenging water
conditions. The product also promotes free and complete rinsing at the same time, preventing
lime deposits.
The product is recognized by the
EPA’s Design for the Environment (DfE)
program as an environmentally preferred
cleaning product. Also, its non-caustic,
non-foaming and low VOC formula contains
no phosphorus, APE, NPE and
EDTA.
The Symplicity Sanibet Multi-
Range Sanitizer is specially formulated
for sanitizing glassware, flatware and
food contact surfaces. It can be used for
sanitizing equipment and disinfecting
floors and walls.
Circle No. 73
Circle No. 71
Adapts to varying water pressure situations, kills 99.99 percent of food service organisms
(Listeria, E-Coli, Salmonella, etc.) and reduces the risk of foodborne illnesses.
Betco Company engineers cleaning programs, products and equipment sold through distribution
partners internationally. For more information about Betco’s products and services,
contact customer service at 1-888-GO BETCO or visit www.betco.com.

Maintenance Sales News 49
In the coming months, deodorizing technicians across the Northeast, regardless
of their level of experience, will be called upon by upset home
or business owners with some positively unique, never-before-heard-of
odor problems caused by the mess Hurricane Sandy left behind. This article
includes information taken from “The Book on Ozone” to give
cleaning contractors with different levels of expertise a guide to deodorizing
with permanent results. If all odors had exactly the same
source and they required exactly the same chemicals, equipment and
procedures, the technician’s job would be much easier – but in fact oversimplification
of the problem is still the major pitfall that traps many an
unsuspecting deodorization technician.
In order to assure rapid, effective and permanent deodorization, several
specific and sequential steps must be taken, failure to consider each
step results in incomplete deodorizing. Eventually, it also results in many
complications that may arise from a standpoint of customer complaints,
inconvenience and loss of money, when you finally realize that you must
now go back to the beginning and start over with the proper steps - in sequence.
Unfortunately, when a contract is negotiated at a specific price,
based on overly simplified procedures; it becomes difficult, if not impossible,
to back-track and institute proper procedures at an elevated
price. Usually, the deodorizing contractor will absorb the loss brought
about by the extra work required to do the job properly.
Four specific principles or procedures always should be considered in
approaching any deodorizing job. They are: remove the contaminant
residue; clean; recreate the conditions of penetration with an odor counteractant,
and consider sealing surfaces to encapsulate odor.
Inevitably clients will ask questions about odor situations that are
unique, which you've never encountered. By using these four basic procedures
as your guide, chances are much higher of getting the desired result,
which is permanent removal of the odor and in the case of flooding,
destruction of all mold spores.
A. REMOVE THE CONTAMINANT OR DEBRIS: It's foolish to
expend time, chemicals and money in deodorizing excess source materials
or items that are damaged beyond use, which eventually will be removed
from the structure anyway. Thus, our first offensive maneuver
would be to remove as much of the excess contaminant, destroyed material
or debris, as practical. Always begin with this simple step for rapid
odor reduction.
B. CLEAN SURFACES EXPOSED TO MALODOR RESIDUE:
Cleaning is basic to deodorizing. In a minor grease fire, for example,
the stove, vent hood (and filter), surrounding counter tops, cabinets,
walls, ceiling and floor (usually the entire kitchen), all require cleaning
to remove significant concentrations of malodorous residue. Cleaning
excess residue is a critical part of the deodorizing process. From there,
conscientious deodorizing contractors begin physically testing and
"sniffing out" adjacent rooms to see if further cleaning is required in
them. In fire or flood damage situations with rapidly expanding, odor
carrying gases, often cleaning must extend to the entire structure and all
its contents - even though no appreciable physical residue may be visible.
A good example would be when deodorizing refrigeration units subjected
to severe protein contamination, if cleaning isn't accomplished
carefully and meticulously, even small quantities of residue left in gaskets
or in cracks and crevices will generate considerable ongoing odor.
Even if the remaining organic material does not create the odor itself,
your disinfecting agents may expend themselves reacting with this organic
material, so that their effect on odor-causing fungi or bacteria will
Basic Deodorizing Principles
By Susan Duffy, Ozone Specialists President
be substantially reduced. This residue, which could have been cleaned
off surfaces easily, now causes the deodorizing process to be greatly prolonged.
Had the cleaning step been accomplished properly in the first
place, much time and effort would have been saved. Remember, cleaning
is basic to deodorizing.
C. NEUTRALIZE MALODOR BY RECREATING CONDI-
TIONS OF PENETRATION: In other words, if smoke or water damage
has created the odor problem, we must create a deodorizing "smoke"
(deodorant fog or ozone gas) that will follow the matador wherever it has
penetrated into fabrics, surfaces or materials, and combine with and neutralize
it.
A good illustration of this point involves the prolonged “flooding" situation.
It isn't sufficient to "flood" the area of contamination with disinfectant/deodorant
solutions, since vapors and gases rising from the
unsanitary source causes severe malodor in many other areas of the structure
- particularly during hot, humid weather. Here we must recreate the
conditions of penetration in the area of direct contamination from the
flood by fogging or ozone gas generation to seek out and combine with
vapors and gases that have penetrated into other areas and components of
the structure. Effective deodorizing always seeks to reach the odor at its
source.
D. SEAL SURFACES EXPOSED TO MALODOR: (not required in
all circumstances): This technique is normally required only in severe situations.
It involves sealing malodor into surfaces when complete odor
removal is impractical, too expensive, or requires multiple treatments
over an excessively prolonged time period. It simply isn't practical to expend
time, chemicals and effort deodorizing severely contaminated, especially
highly porous surfaces that may require days or weeks of
repetitious effort, when sealing can eliminate the problem in minutes.
Examples of the sealing procedure involve painting scorched or heavily
smoked drywall with alcohol-based sealers or shellacs. Sealing surfaces
not only improves their appearance, but it also speeds up the
progress of overall deodorization considerably. The heavier the residue or
the more porous the surface (the higher the degree of penetration), the
more consideration of surface sealing is required. And don't forget, cleaning
always precedes the sealing process, if at all practical, in order to remove
loose or gummy contaminant that may cause the sealer to fail to
cover or encapsulate the odor.
In summary, on every deodorizing job, conscientious restoration technicians
will consider:
1. debris or excess contaminant removal
2. cleaning surfaces exposed to significant residue
3. recreating the conditions of penetration
4. sealing heavily contaminated or highly porous
surfaces as the situation dictates
Short-cutting basic procedural considerations
only results in upset customers, as well as the
loss of time and money. Although it is necessary
to monitor progress and stop when you're sure
that permanent deodorization has been accomplished,
true professionals almost always go a little
beyond that which is merely satisfactory.
For the complete “Book on Ozone” contact
The Ozone Specialists @ 1-866-676-9663.
Susan Duffy

50 November/December 2012
SCA Tissue N.A. is one of the largest manufacturers of away-from-home sanitary products in
North America. SCA delivers one-at-a-time Tork® dispensing systems that decrease usage and
waste and guard against cross-contamination. Third-party certified, 100 percent recycled Tork
paper products help conserve natural resources. SCA’s market-driven solutions include Tork napkins,
hand towels, bath and facial tissue, wipers, soap and dispensers.
The Bullen Companies, Inc., introduced at the ISSA show in Chicago three new Airx products,
Wipe-RX® and RXEP Extend Plus Bleach Stabilizer and the Scentinel Gel odor control system.
More information on these products can be found at www.airxinfo.com. Also featured was the
SanoVerde floor care program, with information available at www.e-cleanproducts.com. Shown,
left to right, are Scott Jarden, president; Vince Smith, operations manager; Rod Bennett, national
sales manager; Tim Morris, technology manager; and Alex Jarden, internet sales manager.
Hoover, Inc., A Division of TTI Floor Care, uses its years of expertise to draw from when
building a comprehensive line of ruggedly-constructed commercial vacuums and floor care
products.
Intercon Chemical Co., Inc., provides chemical specialties/degreasers as well as products for
floor and carpet care, herbicides, sewage treatment, disinfectants, laundry, warewash and food
service. The company offers private and Intercon label and PRO-Con proprietary dispensing system.
ACS Industries, Inc./Scrubble ® Division provides such items as stainless steel scrubbers,
nylon scouring pads, grill cleaning products, mops, brooms, brushes, floor pads, steel wool
and sand screen disks.
CP Industries provides environmentally safe products including ice melters, cleaning chemicals
and detergents. Private labeling available. Chemical formulations and blending provided.
Production facilities are located in Salt Lake City, UT, and York, PA.

Maintenance Sales News 51
Soundview Paper Co., away-from-home sales & marketing team introduced the company’s new
product lines at ISSA in Chicago. They are Eminence and Essentials brands. Shown in the back row,
left to right, are Jim Feight, national account manager, home & office; Mike Conciatori, director of
sales, home & office; Noël Huebner, marketing manager, away-from-home; George W. Wurtz III, president
& CEO; and Jim Rochford, vice president of sales, away-from-home. Shown in the front row is
Maria Torres, administration. Not pictured: Gene Artz, director of sales, away-from-home.
Trojan Battery Co., drew a crowd at ISSA. Shown are Holly Ernest, Brian Jaibur, Bill Scheich
and Mike Harris of Trojan Battery engaged in battery discussions with ISSA attendees at the
Chicago show. For more information about Trojan Battery and deep-cycle battery technology,
visit www.trojanbattery.com or call 562-236-3000 or 800-423-6569.
XYNYTH Manufacturing Corp., a North American leader in the ice melting and absorbent
industry, was founded in 1986. With a major focus on the environment, XYNYTH offers customers
several lines of high-quality ice melters, deicers and absorbents that are organic,
“green” and safe to use. More information can be found at www.XYNYTH.com.
RD Industries, Inc., is a global leader in designing, manufacturing and distributing closed
loop chemical containment and dispensing systems. Shown, left to right, are company representatives
Kevin Brown, president and CEO; Chris Beach; Angela Brummond; Michele Weaver;
Dave Kernes; Rod Laible, founder and chairman; and Todd Davis.
Queenaire Technologies, Inc., provides a full line of electronic ozone generators to eliminate
odors in a wide range of applications. The company is a certified woman-owned business.
Shown, left to right, are Nicole Plumley, CFO; and Susan Duffy, president & CEO.
Mobilistics offers field sales iPad application. The company helps empower a field sales force,
drive out costs and improve customer interaction with its iPad sales order entry, detailed electronic
catalog and customer order dashboard. Shown, left to right, are Greg Truit, vice president/general
manager of Sikes Paper; Barbara Jagoe, of Mobilistics; Bruce Malinoff, of Sikes
Paper; and Duncan Hopewell, of Mobilistics.

52 November/December 2012
von Drehle Corp., provides an extensive selection of centerpull towel products, jumbo roll tissue,
standard bath tissue, hard wound towels, folded towels, household towels, facial and speciality
tissue products and dispensers.
Chase Products Co., established in 1927, has been a leader in aerosol product development
since 1948. The company manufactures DfE propellant-free cleaning products as well as aerosol
cleaning products, air fresheners, disinfectants, insecticides, MRO products, paints and coatings.
North American Salt Co., a Compass Minerals Co., manufactures Safe Step® Pro Series®,
a family of high quality ice melters designed specifically for the jan/san professional. Shown,
left to right, are Millie Boss, NASC; Mark Callihan, Callico Distribution, Taunton, MA; Jeff Heeren,
RJ Schinner, Menomonee Falls, WI; Michael Leonard, Leonard Paper, Baltimore, MD; Bob Harper,
NASC; and Lisa Moynihan, NASC.
Expanded Technologies Corp., is a developer of new products including Slip-On®, Wrap
Around and Slip Over® floor savers; Slide-All® furniture movers; CasterTires; felt protective
pads; furniture glides; door stops and anti-fatigue logo mats.
Zephyr Manufacturing Co., Inc., is a provider of such cleaning related products as wet and
dust mops, brooms, brushes, dusters, handles and more. Shown, left to right, are R.J. Lindstrom,
president; Bob Schneider, vice president of sales; Norm Zinck, plant manager; and Sean
Pence, national sales manager.
Sky Systems Co., Inc., provides such products as air fresheners, bag-in-box hand/foam
soap systems, high speed hand dryers and urinal deodorant screens

Maintenance Sales News 53
Occidental Chemical Corporation (OxyChem) is the world’s largest manufacturer of calcium
chloride products, according to the company, including trusted ice melter brands
PELADOW Premier Calcium Chloride Pellets, DOWFLAKE Xtra 83-87 percent Calcium Chloride
Flakes, and COMBOTHERM Blended Deicer. The company’s booth during ISSA 2012 was
busy with visiting customers and knowledgeable sales & marketing representatives discussing
current ice melt market trends. Visit www.oxycalciumchloride.com for information and reliable
distributors to service all winter ice melter needs.
Lindhaus’ Michele Massaro, owner (far left); Al Carpenter, president of Lindhaus USA (second from
left); and Cliff Brady, West Coast regional manager (far right) are shown with members of the
new rep firm KJA (center). Everyone associated with Lindhaus was thrilled with the huge success
of the new floor scrubber line LW30-38 & LW46 as well as the always highly regarded commercial
vacuum lines RX380, 450, 500, Dynamic 300, 380 and Activa Pro while at the Chicago ISSA show.
Lambskin Specialties offers such cleaning-related items as lambswool, feather and synthetic
dusters; applicator pads; polishing bonnets; chamois; Window Pro strip washers;
squeegees; and utility handles. Among those people shown are the company’s sales representatives.
Sofidel America offers a broad line of JRTs, hardwound towels, small roll tissue, folded towels,
kitchen roll towels, centerpull towels, napkins, facial tissue, toilet seat covers, soap and
dispensers.
Midlab, Inc., is a leader in private brand products. Midlab has a broad selection of high quality,
customer-blended formulas in powder, liquid and solid forms with multiple packaging choices
available.
Remco Products offers high quality injection-molded color-coded items such as shovels,
scoops, scrapers, tubs, and mixing paddles; and is the exclusive U.S.-based distributor of Vikan®
brushes, brooms, squeegees and handles which are ideal for compliance with stringent HACCP
guidelines. For a catalog, visit www.remcoproducts.com. Shown, left to right, are Chuck Bush Jr.,
director of national accounts; and James Nichols, vice president of sales & marketing.

54 November/December 2012
National Tissue Company is a manufacturer of paper products including tissue, towels,
napkins and wipers. It offers custom core, custom sheet sizes, embossing and private labeling.
Shown, left to right, is the National Tissue sales team: Eric Bachhuber, Jill Lambrecht-Hudson,
David Holland, Jeffrey Friends, Jay Riley, Mike Graverson and Kristy Leonard.
Morgro, Inc., is a national manufacturer of premium ice melt. Brands are Sno Plow, Deep
Thaw, Ice Fighter Plus, and Cal Melt. Morgro has a national distributor distribution base in
place across the United States, including Alaska, as well as Canada. Shown, left to right, are
Rick Jensen, vice president; and Steve Martin, partner/co-owner, Morgro Inc.
Golden Star Inc., is a full-line manufacturer of professional surface cleaning tools including
wet and dust mops, microfiber pads and cloths, dusters, bonnets, brooms and hardware.
Fullriver Battery USA manufactures a complete line of sealed, maintenance free, deep cycle
batteries for electric floor scrubbers and sweepers.
Ëkcos Innovations continues to grow as a manufacturer of the ëkcoscreen antimicrobial
and deodorizing urinal screen.
AWAY Chemical Corp., provides drain pan treatment solutions for all applications, protecting
the pan and drain line from backups while eliminating stale odors. Treats from 30 days to
six months. Odor control without fans or batteries. Shown are company representatives, left to
right, Quincy Carvel, Debra Butler and Grant Lucas.

Maintenance Sales News 55
DDI System offers jan/san and paper distributors a choice for leading technology and exceptional
service. DDI System helps customers increase efficiency, profitability and success. The
company’s highly tuned, fully integrated solutions are successfully deployed within weeks to
provide operational benefits and to eliminate costs. Shown, left to right, are Michael Gorodisher,
Rayna Naclerio and Nicole Mangarella.
Diamond Wipes International is a professional manufacturer of premoistened and
disposable wiper products for all cleaning needs.
Starco Chemical provides a complete line of powders and liquids used in warewashing, maintenance,
industrial and laundry applications. Shown, left to right, are Tony Lau, sales and new
account specialist; Harvey Wasserman, vice president of sales; Harold Diamond, president; Martin
Zaret, vice president of sales; Scott Koenings, Midwest regional manager; Robert Dattoli,
Eastern regional and bid manager; and John Russo, Atlantic regional manager.
International Salt Company offers a comprehensive selection of ice melt products that includes
treated and untreated bulk ice control salt as well as packaged ice melters. Representatives
from International Salt and Morton Salt exhibiting at the 2012 ISSA Show, from left to right,
included: Robert George, vice president, industrial sales and marketing, International Salt; Mary
Kay Warner, marketing manager, International Salt; Julie Davis, account executive, Morton Salt;
Ann Morton, DSD manager, Morton Salt; Jennifer Havill, marketing manager, Morton Salt; and,
Jack Kassabian, general manager, industrial sales and marketing, International Salt.
Haviland Corporation provides such products as floor and window squeegees, vac and automatic
squeegees, gaskets and splash guards, handles, floor scrapers and water brooms, and
paving and concrete hand tools and applicators.
Carolina Mop Manufacturing Co., supplies such cleaning products as wet and dust mops,
brooms and handles, brushes, carts, buckets and wringers. Shown, left to right, are Jay Ritter,
vice president; and Bill Ritter, national sales manager.

56 November/December 2012
EES, Inc. offers urinal screens and blocks, toilet blocks, wall deodorizers, toss blocks and liquids,
along with air fresheners. Pictured, from left, are Ben Longley, Linda Nix, Vivian Ritter and
Dan Ritter.
Magnolia Brush Manufacturers Ltd., provides many types of brushes, brooms, mops,
squeegees, buckets, handles, sponges and dust pans for the janitorial supply trade. Shown,
left to right, are company representatives Gary Townes, Greta Moore and Jim Jeffer.
Cargill Salt provides ice melter products including Winter Melt, Glacier Melt, Dyn-o-Melt, Green
Melt and Flash Melt. Also available are water conditioning products including pellets and solar salt.
Shown, left to right, are Jackie Van Norden, Cargill Salt product line manager; Steve McMichael,
Cargill Salt national retail sales manager; and Patte Thuening, Cargill Salt account manager.
Warsaw Chemical Co., Inc., provides all-purpose cleaners/degreasers, restroom sanitation
chemicals, disinfectants, hand cleaners, dish washing and laundry detergents, floor finishes,
carpet cleaners and more. Shown, left to right, are company representatives Kevin Caswell, Mike
Purichia, Jon Yankasky, Carolyn McGuire, Ken Jones, Marion Carpenter and Harry Myers.
VPR Impex, Inc., is a manufacturer of vapor cleaning systems, floor scrubbers and sweepers,
wet/dry vacuum cleaners and gum removal equipment
Amrep, Inc., helps “Restore, Recharge & Refresh” with the latest fresh fragrances from
TimeMist by Amrep. Made in the USA.

Maintenance Sales News 57
CaddyClean Scandinavia AB provides a durable, versatile, lightweight and economical cleaning
tool for the market today. It’s been sold worldwide for the past 10 years, and is the recipient
of a product innovation award in Europe. CaddyClean is offered for the first time in the United
States by Oreck Commercial Sales, which serves as the product’s exclusive North and South American
distributor (info@caddyclean.com). Shown, left to right, are Bob Proulx, vice president of
sales & marketing, CaddyClean of America (bproulx@oreckhosp.com); Johansson Carlsson, vice
president; and Sven-Erik Carlsson, president and creator of CaddyClean Scandinavia AB.
Delamo Manufacturing offers cleaning products designed with utility and value. This includes
trash cans, wringer buckets, pails, dust pans and tools. Shown, left to right, is Team Delamo
“Building The Road To Innovation And Sustainable Cleaning” — Jeff Leong, director of
sales; Michael Morales, customer service specialist; Fred Morad, president/CEO; Helana Morad,
director of business development; Todd Carlson, general manager; Danielle Morad, product
manager; and Susan Morad, vice president/CFO.
Deb, Inc., welcomed booth visitors
who demoed the latest in foaming
technology at the 2012 ISSA/INTER-
CLEAN Tradeshow in Chicago. According
to Deb officials, visitors witnessed
firsthand the industry’s first heavy-duty
hand-cleansing foam with suspended
scrubbers — Deb GrittyFOAM. Deb
developed GrittyFOAM to address the
most pressing issues facing health and
safety managers, including improved
effectiveness and safety, better cost efficiency
and enhanced sustainability.
Milazzo Industries, Inc., is a supplier of snow and ice melting agents/winter products as well
as charcoal and barbeque-related products. The company provides solutions for both residential
and commercial applications. Shown is company representative John Wesolowski.
American Paper Converting is a paper converter featuring towel and tissue products. Shown,
left to right, are company representatives Don Work, Lydia Work, Jorge Tunnermann, Alisa Hallock,
Mike Isola and Craig Thomas.
Ha-Ste Manufacturing, Inc., provides such janitorial and industrial floor care products as
wet mops, dust mops, monofilament finish mops, microfiber products and hardware. Shown, left
to right, are Robin Stewart, president; and Dale Stewart, marketing manager.

58 November/December 2012
Mor-Value Parts Co. is a parts wholesaler for floor cleaning equipment, such as sweepers,
scrubbers and vacuum cleaners with a large inventory for the most popular parts, including
squeegees, brushes, vacuum motors, flters, hoses, switchers, and vacuum bags.
Briarwood Products Co., offers Quick-Bite wet mop holders, dust mop frames and related
mopping equipment, and fiberglass extension poles. Shown, left to right, are Erwin Tomm, president;
and Manfred Tomm, vice president.
Tucker Manufacturing Co., Inc., provides high level window washers, aluminum telescoping
handles, specialty brushes, awning cleaning systems and spot-free water treatment options.
Shown are company representatives Robin Bradley Tucker and Carole Tucker.
Poly Plastic Products offers high density and LLDPE institutional can liners, medical waste liners,
packaging films and industrial bags and films. Pictured, from left, are Vince Oberto, Sales Mgr
Poly Plastic Products; Steve Redlich, Pres/Owner Poly Plastic Products; Terresa Berry, Institutional
Team Leader FlexSol Packaging; Steve Schroeder, Pres/Owner Republic Bag; Peter Horwitz, VP of Sales
& Marketing FlexSol Packaging; Chris Cervantes, VP of Sales for Republic Bag; Tim McGowan, VP of
Operations Poly Plastic Products; Joe Folgado, Inside Sales/Service FlexSol Packaging; and Arnold
Fox, Packaging Specialist Poly Plastic Products.
Berk Wiper International, LLC, enjoyed record attendance in its new show booth, according
to Berk Wiper President and Head of Sales Jeff Berk, who added the event was a fabulous
show for the company. Shown, left to right, are Bob Lee, vice president of sales; Jill Blatstein,
account executive; Larry Berk, CEO; Jeff Berk, president; and Eileen Hupp, sales manager.
Gofer Parts is one of the leading aftermarket floor care parts distributors in the country. With
its own brand of high quality vac motors and squeegee blades, the company is able to offer great
replacement parts without the OEM sticker shock. Shown, left to right, are: Mike Egnak, product
manager; Dan Bell, IT manager; Deanna Williamson, purchasing director; Jen Amendolia, customer
service manager; John Grace III, general manager; and Josh Henley, outside sales rep.

Maintenance Sales News 59
Bro-Tex, Inc., provides nonwoven, paper and cloth wiping products. This includes premoistened
surface disinfectant and hand cleaning wipes. Private label and contract converting available.
Bro-Tex also distributes industrial sorbent products and microfiber towels and mops.
R&B Wire Products, Inc. is a diversified manufacturer of wire, tubular and steel related
products serving the coin-laundry, health care, hospitality, laundry, janitorial supply, material
handling and car wash sectors. Pictured, from left, are Frank Rowe and Mark Paulson.
The Gift Sales Co., supplies such products as toilet bowl deodorants, wall and sewer blocks,
bowl cleaners, fly swatters, urinal screens, moth crystals, carpet fresheners, dust pans, bowl
mops, bowl caddies, enzyme blocks, absorbents and more.
Kissner Salts & Chemicals Ltd., is a manufacturer and distributor of ice melters, industrial
chemicals, salt and pallet wrap.
Unelko Corp., has pioneered the preservation, enhancement and preventive cleaning of public
buildings and facilities with patented, patent-pending and proprietary surface care technologies
under its Sani-Shield® and Eliminate brands.
WizKid offers an absorbent and antibacterial mat that sits under the urinal to collect and
disinfect. Pictured, from left are Jeff Crevier and Dave Williams.

60 November/December 2012
Dead Sea Works Ltd. c/o K+S, provides deicing and dust control products, including MAG®
magnesium chloride ice melter. Shown, left to right, are Kyle Mazza, industrial sales manager,
K+S North America Corporation; and David Kugelmass, marketing division director, chemical
products, Dead Sea Works Ltd.
Moerman America offers professional window cleaning tools, squeeges and other cleaning
tools for industry, food service and household markets. Pictured is Phil Verne, General Manager.
Norton Abrasives provides floor, hand and utility pads as well as scrubbing sponges, sanding
screens, sandpaper, sharpening stones, microfiber and natural stone care products.
For over 30 years, SKM Industries, Inc. has been manufacturing marking tools, office supply
products, craft products and Do-It-Yourself (DIY) solutions. Pictured are Shanta Syal and
Ernest J. Gazda, Jr.
Qleeno is a manufacturer of a state-of-the-art low-profile floor scrubber with a patented rotating
squeegee design that is environmentally safe while offering portability and 360-degree maneuverability.
The company also produces other floor scrubbers and extractors as well as provide brushes,
pads, pad drivers and cleaning solutions.
Perform Manufacturing, Inc. is a manufacturer of industrial speciality chemicals for industrial
and institutional markets. Pictured, from left, are J.R. Crane and Cam Cravens.

Maintenance Sales News 61
Seko Dosing Systems Corp., provides state-of-the-art equipment for warewashing, drain
and odor control, laundry, dilution, water treatment and swimming pools.
VVF Amenities provides wrapped and unwrapped institutional and lodging-size bar
soaps as well as lotion and shampoo in bottles and packets. Shown, left to right, are company
representatives Monica Bahr, vice president of amenities; and Flor Mercado, logistics
coordinator.
Chemical Universe provides branded and private label institutional and industrial cleaners
and chemicals. Shown, left to right, are Brenda Villegas, sales consultant; Derek Ackart, national
sales manager; Dan Ackart, president; Minerva Felix, Latin America sales; and Kip Lappert, production
manager.
Filmop USA designs, produces
and distributes a large range of microfiber
mop systems; mop buckets;
and maid, janitorial, health
care and hospitality carts stocked
in the USA.
Tucel Industries, Inc., features green/recyclable products including fused brushware with no
staples for food processing, food service, infectious disease control, safety and janitorial sanitation.
Shown are John Lewis, president; and Joanne Raleigh, vice president.
ETC of Henderson, Inc., provides such cleaning items as synthetic and natural fiber floor
pads, mops, carpet bonnets, screen discs, brooms, brushes and hand pads.

62 November/December 2012
Marathon Solutions, Inc. offers credit card processing for manufacturers, distributors, and
suppliers. Pictured is Deb Burns, vice president, Business Development.
BE INNOVATIVE - Buy Smart
DEO-ZORB odor absorbant granules strongly scented
STICKY Spray Gel - adheres to vertical surfaces
R.O.C. residual odor control - no water, does not dry
SUPER CONCENTRATES high solid - make your
own deodorants to include Neutralizer
•••• 21 FRAGRANCES ON ALL OF ABOVE ••••
BLANKET a liquid blanket that covers any area that is
producing putrid odor
M.S.R. mineral stain remover - replaces corrosive acids
IF YOU CAN’T FIND IT, WE’LL MAKE IT FOR YOU!
Your Logo, colored private labels - No Charge, No Minimums
ALDRAN - The name to remember when you are
searching for what your competitor has.
www.aldranchemical.com • 800-969-3378
�������������
����������������������
����������������������������������������
����������������������
���������������
�
$10,000 JOINING BONUS
Experienced Industrial Specialty
Chemical sales person to take over the
territory of a salesman retiring after 25
years in South Florida.
Must be able to open accounts.
If you are selling in other areas and
want to work your territory, the bonus
program applies.
CALL ELI 800-333-3403
eli@goldcoastchemical.com
MSN CLASSIFIED ADVERTISING RATES
40 words for $40 per insertion • Additional words - $1 per word (min charge)
Bold face headings - $5.00 • Blind Ad - $25.00
Display Classifieds $70 per column inch (2 inch minimum)
Classified Ad deadline date is 1st of preceding month.
Additional charge for blind classified advertising.
Payment SHOULD accOmPany OrDer.
Maintenance Sales News
201 E. Main St. • P.O. Box 130 • Arcola, IL 61910
Ph. (217) 268-4959 • Fax: (217) 268-4815 • drankin@consolidated.net
�������������
���������������������
������������������������������������������������������������������������������
����������������
���������������������������������������������������������������������������������������
�����������������������������������������������������������������������������������������������
�����������������������������������������������������������������������������������������������
����������������������������������������������������������������������������������
�����������������
��������������������������������������������������������������������������������������������
������������������������������������������������������������������������������������������
������������������������������������������������������������������������������������������
��������������������������������������
����������������������������������������������
�������������������������������������������������������������������������������������������
�������
��������������������������������������������������������������������������������������������
�������������������������������������������������������������������������������������
�������������������������
�����������������������������������������������������������������������������������������
����������������������������������������
������������������������������������������������������������������������������������������
��������������������������
���������������������������������������������������������������������������������������
��������������������������������������������������������
�������������
��������������������������������
�������������������������������������������������������������
��������������������������������������������������������������
��������������������������������������������������������������������
����������������������������������������������������������������������������������������
����������������������������������
����������������������������������������������������������������������������
������������������������������������������������������
��������������������������������������������
������������������������������������������������������������������������������
����������������������������������������
��������������������������������������
��������������������������� �����������������������������������
HEALTHCARE MARKET IN YOUR PLANS?
NEED ANOTHER DOOR OPENER?
HUBSCRUB CAN OPEN DOORS!
VISIT US: HUBSCRUB.COM
CALL US: 1-877-482-7278
TRANSPORTATION
Call us for all your transportation chemical needs. 45 year old company expanding market.
Ask for our new Non-Haz Mat aluminum cleaner. Visit cherryvilledistributing.com or
call 704-435-9692.
WANTED: DISTRIBUTORS
We are going National with New Hot "Pet Stations." Repeat orders on Replacement
"Doggy Do" Bags. Other Hot Selling Items also. Contact Bryan, Maria, Ron or Rod.
NAMCO MANUFACTURING INC. • 1-800-634-5816 • WWW.NAMCOMFG.COM

Approved by DfE
Abhorred by Ice and Snow
Circle 6

Circle 28