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112 Pages·2013·51.01 MB·English

The OdoBan® Professional Series is trusted by industry professionals as
a leading solution for odor elimination, disinfecting and cleaning.
Learn more about our complete line of multi-purpose surface cleaners by visiting
odobanprofessional.com
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© 2013 Clean Control Corporation. All Rights Reserved.
Circle 26 • Visit Us At ISSA Booth #2179
Circle 107
4 September/October 2013
It’s Our 21st Anniversary.
Our Lot Has A Lot Of Experience
And That Means A Lot To Our Loyal Customers And To Our Company
Rankin Publishing Co. purchased Maintenance Sales Newsin 1993. This
September-October 2013 edition of Maintenance Sales Newsis the 21st ISSA
Show Special Issue published by Rankin Publishing Co. RANKIN PUBLISHING CO.
www.rankinpublishing.com
We are grateful to our loyal advertisers, readers and employees.
The staff of Maintenance Sales Newsbrings valuable experience and educa-
Co-Publishers
tion to every issue.
Don Rankin
Don Rankin, Publisher, 36 years at Rankin Publishing Co. Linda Rankin
Linda Rankin, Publisher, 36 years at Rankin Publishing Co.
Harrell Kerkhoff, Editor, 15 years at Rankin Publishing Co. Editor
David Opdyke, Senior Graphic Designer, 12 years at Rankin Publishing Co. Harrell Kerkhoff
Sandy Pierce, Office Manager, 7 years at Rankin Publishing Co.
Rick Mullen, Associate Editor, 6 years at Rankin Publishing Co. Associate Editor
Andrew Webb, Graphic Designer,2 years at Rankin Publishing Co. Rick Mullen
Advertising
Pictured left to right are: (seated) Don Rankin, Linda Rankin; (standing) Harrell Kerkhoff, David Opdyke, Sandy Pierce, Andrew Webb and Rick Mullen
Don Rankin
Linda Rankin
Graphics
David Opdyke
M A I N T E N A N C E
Reception
____S_a_nd_y_ P_ie_r_ce____
ADVERTISING
S A L E S N E W S Arcola, IL
Don Rankin
Linda Rankin
Rankin Publishing, Inc.
Exclusively Serving Professional Distributors
204 E. Main St., P.O. Box 130
Arcola, Illinois 61910-0130
September/October 2013 Vol. 30, No. 5
[phone]
Read/Download MSN At: www.maintenancesalesnews.com Fax: [phone]
_______________
EDITORIAL AND
M S N F E A T U R E S T O R I E S
CORPORATE OFFICES
Rankin Publishing, Inc.
MSN’s 2013 ISSA/INTERCLEAN North America Preview 204 E. Main St., P.O. Box 130
Arcola, Illinois 61910-0130
[phone]
A Letter Of Welcome From ISSA President Lydia Work....................................6
Fax: [phone]
www.rankinpublishing.com
Incoming ISSA President Fritz Gast Continues Family Legacy .........................8
e-mail: [email protected]
ISSA/INTERCLEAN Expands Exhibition Hours For Las Vegas Show.................12
Maintenance Sales News (ISSN 1040-
A Thumbnail Look At Seminars Available To ISSA Show Attendees.............103 371X) is published bimonthly by Rankin
Publishing, Inc. 204 E. Main St., P.O.
Box 130, Arcola, IL 61910-0130.
ISSA Exhibitor Showcase • Product Showcase ............................................62 Publisher assumes no liability whatso-
ever for content of any advertisement or
editorial material contained herein.
Copyright 2013,Rankin Publishing,
USA Distributors Inc. All rights reserved. No part of this
publication may be reproduced or trans-
Batting Clean-Up In The Miami, FL, Market ...................24 mitted in any form without written con-
sent of Rankin Publishing, Inc.
Periodical postage paid at Arcola, IL,
4 Distributors Discuss: and additional mailing offices. POST-
MASTER: Send address changes to
What Works For Them In Building, Keeping Business....38
Maintenance Sales News Circulation,
204 E. Main St., P.O. Box 130, Arcola,
IL 61910-0130
Booth Numbers Courtesy Of ISSA, October 11 Advertisers Index 110 | Classified Advertising 110 Subscription Rates in United States:
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On The Cover: USA Distributors, of Miami, FL, has been serving south Florida since 1998. Left to right are President/Accounts Payable Maria Nicolas,
dling; Buyer’s Guide $15 plus post -
Vice President Ralph Nicolas Jr., CEO Ralph Nicolas Sr., and Office Manager Kristina Nicolas. See story on page 24. age/handling
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Circle 1 • Visit Us At ISSA Booth #3509
6 September/October 2013
A Letter Of
Welcome From

ISSA President
Lydia Work

Welcome to ISSA/INTERCLEAN® My Show, My Valuein Las Vegas, NV, where w
buyers and exhibitors can take advantage of more show and more value.
ISSA/INTERCLEAN® has expanded its show hours in response to attendee s
and exhibitor demand for more time to network and share new innovations. The
tradeshow has an abundance of opportunities for members — more than 650 ex-
hibitors, 45 educational seminars and workshops, expanded hours and opportu-
F
nities to network and view the latest in products and innovations. The biggest
challenge might be trying to take advantage of every opportunity available.
V
ISSA app for mobile devices will help plan your show. The app will provide
convenient access to the full list of exhibitors, the ISSA convention seminars
schedule, and a host of other valuable show information you can use before, dur-
ing and after the show.
The mobile app helps you easily navigate the trade show floor and build your per-
sonal agenda. NEWSmartRoute is the newest “Maps” feature, which automatically
creates a route from your location on the floor plan
to your favorite exhibitors not yet visited.
My Show customizes the app by adding your fa-
vorite exhibitors plus the ISSA convention seminars
and events you plan to attend during the week for
easy access while you’re on site.
Speakers —This year, ISSA is offering three days
of keynote addresses. Attendees will hear from the in-
spirational speaker and former Blue Angel pilot John
Foley (November 19), Zappos CEO Tony Hsieh (No-
vember 20), and world-renowned magician and en-
durance artist David Blaine (November 21).
Tony Hsieh will share some of his business experiences. At the age of 21, Hsieh
started developing the idea for an advertising network called LinkExchange and
just three years later, Mr. Hsieh sold the company to Microsoft. Hsieh then joined
Zappos, an online shoe and apparel shop, as an adviser and investor. He eventually
became CEO. Hsieh will share with ISSA/INTERCLEAN attendees the different
ingredients used by Zappos.comto build an enduring brand, the importance of cus-
tomer service and its company culture.
Zappos places great emphasis on their company culture and core values.
Hsieh’s belief is that, “If we get the culture right, then everything else, includ-
ing customer service, will fall into place.” This philosophy is the focus of his
No. 1 New York Timesbest selling book, Delivering Happiness.
Educational Seminars —Whether you provide cleaning services, sell prod-
ucts, or manage those who do, the ISSA convention seminars will offer execu-
tive advice, technical training, and the most current industry trends from
top-notch business experts. Among the seminars are: CIMS ISSA certification;
Are you ready to implement LEED version 4?; A new process to Cleaning for
Health, and more?
Meanwhile, Transpare™ is the go-to resource for those looking for informa-
tion on green chemical cleaning products. To find more about Transpare™, visit
the ISSA Resource Center, Booth 1785, and attend one of the Transpare™ sem-
inars.
The ISSA/INTERCLEAN North America 2013 show is the single largest draw
for industry leadership during the year. To learn more about the new event sched-
ule, exhibitors, keynote speakers, and other events during the week, visit
www.issa.com/show. This is a show you will not want to miss. Enjoy the show
and thank you for supporting our association. I look forward to seeing all of you (cid:3) (cid:3) (cid:3) (cid:3) (cid:3) (cid:3) (cid:3) (cid:3) (cid:3) (cid:3) (cid:3) (cid:3) (cid:3)
at the show.
Lydia Work,
ISSA President
Circle 73
1 1 7:49 AM
Feel free.
Comfort and image go hand-in-hand. That’s
why our new high-end towels offer unequaled
softness for a better restroom experience.
Feel for yourself.
Visit SCA booth #1228 at ISSA for a preview.
© 2013 SCA Tissue North America LLC. All rights reserved. Tork®(cid:3)(cid:80)(cid:90)(cid:3)(cid:72)(cid:3)(cid:89)(cid:76)(cid:78)(cid:80)(cid:90)(cid:91)(cid:76)(cid:89)(cid:76)(cid:75)(cid:3)(cid:91)(cid:89)(cid:72)(cid:75)(cid:76)(cid:84)(cid:72)(cid:89)(cid:82)(cid:3)(cid:86)(cid:77)(cid:3)(cid:58)(cid:42)(cid:40)(cid:3)(cid:59)(cid:80)(cid:90)(cid:90)(cid:92)(cid:76)(cid:3)(cid:53)(cid:86)(cid:89)(cid:91)(cid:79)(cid:3)(cid:40)(cid:84)(cid:76)(cid:89)(cid:80)(cid:74)(cid:72)(cid:3)(cid:51)(cid:51)(cid:42)(cid:19)(cid:3)(cid:86)(cid:89)(cid:3)(cid:80)(cid:91)(cid:90)(cid:3)(cid:72)(cid:77)(cid:196)(cid:83)(cid:80)(cid:72)(cid:91)(cid:76)(cid:90)(cid:21)
Circle 103
7:49 AM
8 September/October 2013
Incoming ISSA President Fritz Gast
Continues Family Legacy
I intend to continue the emphasis on the Strategic Initiatives... Additionally, we are
developing a program which will focus on one of the greatest challenges in the industry,
i.e., how to attract and retain bright, young talent to our member companies.
By Rick Mullen school and college years, I started full-time ored to become the next president of ISSA
Maintenance Sales News employment as an administrative assistant in November.
Associate Editor and learned the business side of the distri-
bution industry. After a few years, I entered MSN: What made you decide to
F
ritz Gast, executive vice president our laundry division sales team and sold seek the ISSA president’s post?
of p.b. gast & sons co., of Grand washers and dryers to institutional and com- Gast:My prior board experience gave
Rapids, MI, will be introduced as mercial customers throughout Michigan. me the opportunity to see, first hand, the
the new ISSA president during the In the mid-’80s, p.b. gast & sons went great work that the board accomplishes.
ISSA/INTERCLEAN® North America through a corporate realignment as my fa- The commitment to Strategic Planning and
2013 annual convention, which will take ther and another longtime member of our the corresponding Strategic Imperatives
place November 18-21 in Las Vegas, NV. executive team retired. My brother, Peter, that are developed and executed by the
Gast succeeds Lydia Work, founder became president of the company and gen- board and the ISSA staff are truly inspir-
and president of American Paper Con- eral manager of the Laundry Division and ing. You can’t help but feel the passion as
verting (APC), of Woodland, WA. I became executive vice president and we chart the future for the association and
headed up our Jan/San Division. the industry. I have also had the great priv-
MSN: Please provide your back- ilege to serve with some of the legendary
ground as it pertains to your com- MSN: How long have you been af- Gast, was President of the Association in leaders of our industry and feel humbled
pany and the jan/san industry. filiated with ISSA — both from a 1931, so we have had a long and special to try and continue their amazing legacy of
Gast: I joined our family business, p.b. company and personal perspective? relationship with ISSA since its inception. leadership and innovation.
gast & sons company, inc., in January 1970, Gast:p.b. gast & sons was founded in I first served on the board as a District 4
after graduating from the University of 1894 by my grandfather, Peter, and is Director from 2002-2004. Two years later MSN: What qualities do you pos-
Notre Dame with a degree in management proud to be one of the seven companies I was elected secretary of the board and sess that will make you an effective
and finance. After working in the ware- that founded the National Sanitary Supply served from 2006-2008. Last fall I became ISSA president?
house during the summers of my high Association in 1923. My uncle, Wally vice president/president elect and am hon- Gast: I am, by nature, a consensus
builder. I am also a pretty good lis-
L e a r n M o r Be oaot tthh e1 4I S5 0S A S h o w Continuing Innovation tvmurceeoatnaponlkuerrtesrrea.a,s b uecmlTpnteoh t atagrehnstiseui.v ve IfeB etan asoic s ttatat uhdrrnrdieidbef fi1r unibs5ctc,ueu lsmimull tdd,eaw iiamnnnitugl gbtlf i edamsbrecisseert tvus tr,hiiri cnbetaoe--rt
Introducing... step back from your own business
focus to think of the industry’s needs
as a whole, and compromise is in-
valuable in the process.
MSN: How do you plan to
utilize your leadership experi-
ence with your company dur-
ing your term?
Gast: At the end of 2012, we
merged p.b. gast & sons with Allied
Eagle Supply, a company based in
Innovations today for a cleaner tomorrow. Introducing Detroit, MI. My leadership experi-
our newest product: Nova. Our new blended ence at p.b. gast provides valuable
insight into our industry and the im-
microfiber mop includes microfiber and traditional yarn
portance of ISSA as a value for our
for greater longevity and cleanliness.
members.
Learn more at the ISSA Show, Booth 1450.
MSN: What, in your perspec-
tive, is the role of ISSA in the
cleaning-maintenance industry?
Gast:The role of ISSA is to be the
leading resource for information, ed-
Golden Star Inc | 4770 N. Belleview Ave., Ste. 209 | Kansas City, MO 64116 ucation, networking and commercial
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Circle 86 • Visit Us At ISSA Booth #3501
10 September/October 2013
voice in government and the community, for ally by changing “How the World Views today, and how can these issues be success of CIMS (Cleaning Industry Man-
firms within the cleaning and maintenance Cleaning,” as we focus on “Cleaning for addressed by the ISSA, its officers agement Standard), and has made great
industry. Health.” In this regard, our mission is to and its members? strides in the education and professional-
change the way the world views cleaning to Gast:Certainly, the economy and the in- ism of the end-user cleaning staff.
MSN: What improvements can be recognize the importance of cleaning as an ability of the government to develop some
made to the ISSA? investment in the health of a building envi- sort of reasonable fiscal policy. Distributor MSN: How is the “green move-

Gast: We need to continue the “brand- ronment and its occupants, and should not consolidation remains an issue, as well as ment” impacting the industry?
ing” initiative that positions ISSA as the just be treated as an expense. shrinking cleaning budgets and the general Gast:Initially, everyone wanted to “go
leading resource in the cleaning and main- cleaning illiteracy of end-users. The first two green” but most were reluctant to pay the
tenance industry. This includes the further MSN: What are some of the most issues are difficult challenges for the indus- premium cost to do it. Now that the
enhancement of ISSA.comas the pre-emi- prominent challenges and concerns try, but ISSA is committed to addressing the “green” product offering is priced compet-
nent digital portal of the industry and glob- in the cleaning/maintenance industry other challenges through the continued itively in the market, there has been a
much greater acceptance. ISSA has re-
acted quickly and positively to the green
movement by first developing CIMS-GB,
designed to meet LEED (Leadership in
Visit us at the ISSA show, booth #968
Energy & Environmental Design) certifi-
cation requirements and most recently,
with the launch of TRANSPARE.com, the
You Can Be
new online, cleaning products registry.
6
Additionally, ISSA.comhas a tab dedicated
® to “Green Cleaning Resources” and links
Together we can solve your odor & pathogen problems to help with the compliance of time-sensi-
tive needs such as Globally Harmonized
quickly and easily. Be part of the solution!
System (GHS) training requirements.

MSN: Please discuss the impor-
tance of ISSA reacting to ongoing
industry changes.
Gast:We are certainly living in a fast-
paced world due to incredible advance-
ments in technology. Some large
industrial supply companies are now
doing 30 percent of their orders online.
The “big box” retailers have targeted
cleaning supplies as a viable profit op-
portunity by being a low cost provider to
our customers. The Internet can provide
much “cleaning knowledge” that our cus-
tomers can use as a tool, but which must
be accompanied by personal training and
service from the experience and expert-
ise of companies in our industry.
World demand for infection prevention products is
MSN: What plans do you have as
the incoming ISSA president?
forecast to increase 6.4 percent annually to
Gast:I intend to continue the empha-
$130 billion in 2017! sis on the Strategic Initiatives that I men-
tioned previously. Additionally, we are
developing a program which will focus
Join over 130 Airx distributors worldwide in providing the
on one of the greatest challenges in the
industry, i.e., how to attract and retain
best odor and pathogen control products available today.
bright, young talent to our member com-
panies. We are also in the process of ad-
dressing the ongoing physical plant
As an exclusive Airx distributor, you can solve your customer’s odor & pathogen
issues as ISSA continues to develop the
problems and gain valuable repeat sales for years to come.
programs necessary to meet membership
As our exclusive Airx distributor, you get: and market needs.

MSN: Is there anything else you
• The most advanced line of odor & pathogen control products on the market.
would like to speak about?
• Toll free access to our highly trained sales specialists.
I certainly want to encourage everyone
• Promotional offers for your sales people to grow your business. to attend the ISSA/INTERCLEAN®
• High profit margins and repeat business. Show in Las Vegas on November 18-21.
• Affiliate program for internet sales, we do the shipping and you get the profit. We have a great event planned including
3 keynote speakers, over 650 exhibitors,
• 2000 pound orders, with discounted freight.
45 educational seminars and workshops,
• Orders shipped within 24 hours of placing an order or faster.
expanded hours and the unequaled op-
portunity to network and view the latest
To learn more, call 800-444-8900 and ask for Debbie or Don. in products and innovations.
Visit us online www.airxinfo.com/iamairx.htm
Airx Laboratories is a division of The Bullen Companies, Folcroft, Pa 19032 See Show Schedule

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