Your Guide to Clean

White Paper: Chemical Free: Reality or Just Marketing Hype?

2011-11-18T11:19:00.000-08:00

Visit www.multi-clean.com/training.html to view this an other white papers.
At the recent ISSA show, attendees were subjected to numerous exhibitors marketing Chemical Free Cleaning Technologies. Apparently these companies weren’t told that ISSA Distributor attendees make a substantial amount of their sales and the largest amount of profit off the sale of cleaning chemicals.

Chemistry Works!

Industry consultant, Bill Griffin had an interesting column in the latest issue of Cleaning Management Magazine titled “Seeing the Future” about trends in the cleaning industry.

The quote from Mr. Griffin that caught my eye from the article was this:
“I also see more true science coming to the cleaning industry. What we are getting now is what I call marketing research: it’s not necessarily fact based and is often filtered or screened to promote a specific product or process.”

AMEN! I believe a little bit of science and a whole lot of marketing is going on here. We prefer to look at the science.

You can read the whole article in Cleaning Management Magazine http://www.cmmagazine-digital.com/201110#&pageSet=8

Below is a quick review of the Chemical Free systems seen at ISSA. We have also published several White Papers on the subject that attempts to look at the science behind these technologies.

Chemical Free Stripping
This is a misnomer, because you can’t really strip a resilient floor bare due to the highs and lows inherent in these types of floors. This process is essentially a sanding process using aggressive abrasives. The concern here is abrading the VCT tile itself, making it more porous overtime.

The value of a process like this is the removal of dirt laden top coats before applying new coats, sort of a super aggressive top scrub and recoat process. This process can dramatically extend the strip finish cycle.

A less aggressive process that removed 2 coats would provide similar preparation results in the recoating situation. Further, taking off more than is needed is wasteful requiring more subsequent coats of finish to get the desired results.

Electrolyzed Water
The process of passing current between two electrodes immersed in water and a dissolved electrolyte (salt or sodium chloride being the most common) is well understood. Collection of two separate solutions can be achieved, one being an acidic bleach (hypochlorous acid), the other a mild alkaline (sodium hydroxide). This is the basis for the Tennant’s Orbio sc-5000 system. The problem, bleach doesn’t clean and its sanitizing ability is quickly inactivated by organic soil. A mild solution of sodium hydroxide is hardly a cleaning agent in and of itself.

The Tennant ecH2o and ActiveIon system suffer from a similar fate above. However in this case, the claim is made that the acidic bleach and hydroxide ions peacefully coexist in solution after exiting their device to make an effective cleaner for 45 seconds. After 45 seconds, it re-converts to normal water. It seems unlikely that this is possible, but perhaps Tennant has the scientific data to back up this claim.

Ozone
The ability of ozone to sanitize and deodorize is well known. Now, some companies are making the leap that ozone dissolved in water is an effective cleaner. We do not believe this to be true, as like the other technologies above, ozone does have some value, but a powerful cleaning agent it is not.

Heat / Steam
Hot water and/or steam can definitely kill bacteria. Using steam to clean has some merit, and several companies have introduced cleaning devices. But just subjecting dirt to steam is not cleaning, because it does not remove the contamination. Using this process almost certainly requires the soils loosened by the steam must not be vacuumed or somehow physically removed.

Multi-Clean White Paper: Click on the titles below to view:

Chemical Free: Reality or Marketing Hype? CLICK HERE

Chemical Free Stripping: Fact or Fantasy? CLICK HERE

Selling Clean....Solving Problems Leads to Increased Sales

2011-11-14T12:37:00.000-08:00

When it comes to selling just about anything, one might wonder why some sales people are so successful, and other are not. The sale of cleaning and maintenance products are no different.

Although, I think there are numerous qualities that make a good sales person, there is a couple of characteristics that seem to stand out:

The Best Sales People are Problem Solvers: A great sales person seeks out problems instead of avoiding them. (aka they know how to turn lemons into lemonaide). When a customer or a prospect has a problem, they jump at the chance to be the one that helps them solve the problem.

Good sales people solve a customer’s problems because they know how to leverage the skills of others to assist them. They know they don’t have all the answers, but they know where to find them. Being a problem solver makes you more valuable and credible to your customer. Not only does this make them likely to purchase something from you, it instills loyalty that transcends price.

At Multi-Clean, we have a technical service department staffed with our own products development chemists that like to do nothing more than help sales people solve problems. We just find this service is underutilized. The successful sales people that do use it, understand the value of having such vast knowledge at their disposal.

The Best Sales People are Not Sore Losers: Great sales people are competitive and hate to lose. They definitely know how to take there lumps but don’t let a loss with one customer take the wind out of their sales. In fact, it strengthens their resolve toward one goal: Winning!

Below is a link to an excellent article on overcoming objections;
http://www.businessbrief.com/move-the-sale-forward-4-ways-to-overcome-objections/

Happy Selling

Tennant is sued by Karcher

2011-10-16T07:48:00.000-07:00

The saga continues, as now German based Karcher is suing Tennant for false advertising in regards to the Ec-H20™ scrubbers that make claims that ordinary tap water can be converted into a cleaning product.
Press Release from Karcher explaining the lawsuit

This come on the heels of Advance claiming that new independent testing shows that the Ec-H20™ system cleans no better than water.
Advance press release on there independent test results

Tennant has and continues to rebut these claims with their own commissioned testing that says it does work. To their credit, Tennant and ActiveIon™ have created a lot of buzz in the industry, and certainly they seem to have the sales numbers to back up customer acceptance.
Article on Tennant Disputing Claims

What about Science?
All of the testing from all sides in this fracas is based upon performance tests designed to simulate cleaning to prove it does or does not work. Now the arugments and the rebuttals fly back and forth about the relevancy of the testing and the type of soil used.

The basic science behind Tennant’s system is based upon the well known and understood electrolysis of water. In essence, applying an electrical current between two electrodes (one positive charged, one negative charged) in a water solution in the presence of an electrolyte ( in this case sodium chloride, or table salt) will produce a chemical reaction. The resultant chemical reaction creates two solutions that can be collected and separated. The first solution is hypochlorous acid (acidic bleach), the other is a mild hydroxide (alkaline) solution.

The electrolyzed water solutions created in the presence of salt described above is how Tennant’s new Orbio® 500-sc system appears to work. Two distinct solutions are created and used for cleaning. One is a diluted bleach solution, the other is the alkaline solution. For those of us that have been in the industry, we know bleach does not clean, and it’s ability to kill germs is quickly inactivated in the presence of organic soil. Mild alkaline solutions by themselves are ineffectual cleaners at best. Neither of these solutions sound like powerful cleaning solutions.

Where Science and Marketing Collide

Chemists know that when you mix an acid and alkaline together, a nearly instantaneous neutralization reaction occurs resulting in a neutral solution. Yet the Tennant Ec-H20™ and the ActiveIon™ claim that the acidic bleach and alkaline hydroxide solutions peacefully co-exist in a water solution after exiting the scrubber/sprayer for 45 seconds before recombining back into harmless ordinary tap water.

This is where the science gets murky. The electrical energy has been removed from the water solution and there is no added electrolyte to carry the electical current. Yet the acid and alkaline ions supposedly do not neutralize each other until 45 seconds have passed.

How convenient, a marketers dream, but we wonder if the laws of science can explain what is happening. Perhaps Tennant has the scientific data that explain clearly explains this. It is our opinion that they do not.

But does it make “water wetter”?
Assuming the magical process that converts water into a cleaning solution for 45 seconds works, is it really an effective cleaner?

Cleaning products typically work by utilizing very tiny amounts of a compound that turns water from a very poor cleaning agent into a very good one. This compound is called a surfactant (surface-active-agent). The surfactant lowers the surface tension of water making it flow, penetrate and sheet out over a surface allowing the solution to lift and suspend soils. Sometimes, we say the cleaning product makes “water wetter”.

Think about this, when you wash your hands when they are visibly dirty, you know that plain water doesn't do much. Add a little soap (aka surfactant), and the dirt is quickly removed from your skin. Now try this, wash your visibly dirty hands with the ActiveIon™ Cleaning Solution. Guess what happens??? You guessed it, not much!

The Tennant Ec-H20™and Acitiveion™ water solution exiting these devices does not measurably change the surface tension of water. In other words, it doesn’t make water wetter.

And the debate continues.

MN Lynx are WBNA Champions with help from Multi-Clean

2011-10-16T06:46:00.000-07:00

Being from Minnesota, I guess we are a state that is starved for a sports team that wins it all. Think Minnesota Vikings (1978 last Superbowl Appearance, lost 4 times), MN Gopher Football (NCAA Champions, 1960), MN Twins (1991 Worlds Series Champions), MN Timberwolves (no comment).

Everyone in Minnesota is thrilled the Lynx women's professional basketball team has handily won the WNBA Championship. This is the first year in their history they have gone all the way.

At Multi-Clean we are exceptionally proud because we feel we played a small part in the success of the Lynx. You see, prior to last season, Multi-Clean agreed to coat the portable wood floor the Lynx play on at Target Center in Minneapolis with our ProFloor EXTREME gym finish. The waterbased finish is characterized by a steady grip for players, high shine, and durability that outperforms the old solvent base and most water base products. Even after a full season and post season of rugged play, the floor still has a dazzling shine.

Watch the playoff highlight video to see ProFloor 100 and the Lynx in action. Lynx Playoff Highlight Video

Investing in Our Schools

2011-09-16T08:25:00.000-07:00

Whatever your political persuasion, the Obama Administration’s recently proposed American Jobs Act contains a component worthy of consideration.

The $447 billion spending bill contains a provision to provide $25 billion to specifically upgrade the infrastructure of our K-12 schools. Make note this is not funding that will be used for teacher salaries. There is a different provision for that. After years of sinking maintenance budgets and deferring critical maintenance and repairs, the infrastructure provision seems to make sense.

Whether the politically charged environment will lead to passing of the American Jobs Act remains to be seen. The debate will most likely center around whether spending massive amounts of government money will kick start the economy and reduce unemployment. Both political parties understand the public is demanding that something be done.

Spending that targets upgrading and repairing the infrastructure of our schools is a sound investment. Our future quality of life and competitiveness in the world depends on educating our youth. To quote former UN Secretary General Kofi Annan:

“Knowledge is Power. Information is liberating. Education is the premise of progress, in every society, in every family.”

Read the Fact Sheet / Press Release from the Administration http://www.aasa.org/uploadedFiles/WH-on-School-Construction.pdf

According to the fact sheet, “the funds can be used for a range of emergency repair and renovation projects, greening and energy efficiency upgrades, asbestos abatement and removal, and modernization efforts to build new science and computer labs and to upgrade the technology infrastructure in our schools.

One thing that everyone in the cleaning industry is painfully aware of is that cleaning and maintenance budgets continue to shrink. Although we work hard to help reduce costs through more efficient processes and tools, productivity gains have not offset the loss of manpower. The result, schools in disrepair that are dirtier and less healthy for students, teachers, employees and visitors. Not good!

At Multi-Clean, we continue to advocate and provide resources that help our distributors support their school customers to implement green cleaning. We also continue to work hard on dispelling the myth that green cleaning will cost more. Implemented properly and focusing on the process can actually improve cleanliness without costing more. In fact, in many cases, the resulting efficiencies can cost less. We are proud to be a sponors of the Healthy Schools Campaign QUICK AND EASY GUIDE TO GREEN CLEANING and will be launching our own GREEN CLEANING ADVISOR SCHOOLS EDITION in October.

Multi-Clean is a Proud Sponosor

Green Cleaning Advisor is a training and education program for Multi-Clean authorized distributors sales reps to educate and provide the resource tools to assist their customers in the implementation and ongoing management of a green cleaning program.

Click here for a sneak preview of the program

Back to School Time!

2011-08-18T12:59:00.000-07:00

As we prepare to re-open the doors to our public and private schools, it’s time to start thinking about how, as cleaning professionals, we can offer guidance on cleaning facilities more effectively and efficiently, while making the school healthier for students and teachers.

This returns us back to the idea of Consultative Selling. Becoming an expert on green cleaning and putting this expertise to use with your school customers can be rewarding. The other thing to keep in mind, is that the benefits of green cleaning that relate to student health, learning, and absenteeism resonate with school administrators. So, if the opportunity presents itself, use your knowledge to educate (not sell) other key 'influencers' such as principles, superintendents, school board members, etc.

Here are some nuggets of information to keep in mind:

Green Cleaning is a process, not simply the use of green products.
Green Cleaning should not cost more, the process can actually save money.
The LEED standard for Existing Buildings includes a pre-requisite that a GREEN CLEANING POLICY be in place and offers 6 points/credits for implementing green cleaning. Out of those six points, 2 points are related to purchase of green products, the other 4 point are related to the process.

To understand the process of Green Cleaning, read YOUR EASY GUIDE TO GREEN , a 6 step guide on the process of going green.

An audit of existing cleaning products and practices can be an excellent Consultative Selling Tool. A specific Green Cleaning Audit for schools is built around these 4-Action Pillars:

Pollution Prevention: In this category, source waste reduction, recycle and re-use programs are assessed. The goal is to create measurable reductions in waste and emissions.
Indoor Air Quality: Programs that address IAQ are important for the health of all building occupants. A specific emphasis for this section is to reduce asthma triggers through the use of alternative cleaning products, equipment, tools and processes.
Health and Wellness: Here we are looking for ways to reduce absenteeism, reduce the spread of illness / disease through education and specific cleaning methods.
Facility Maintenance: Green Cleaning is a process that clearly focus’ on prevention strategies. In this section, we look at the cleaning products and processes currently in place and start the processes of building a High Performance Cleaning Program.

A typical green cleaning audit depicts the current efforts being made to provide the occupants of the building with a healthy environment. It is important to conduct this audit because it creates an awareness and accountability to those responsible for that environment.

The audit will benefit the school because no matter how good the current efforts are, there is always room for improvement.

Multi-Clean will be introducing the GREEN CLEANING ADVISOR SCHOOLS EDITION in October during the ISSA Show. This training and certification program is specific for Multi-Clean Authorized Distributors to make the transformation from sales person to sales consultant.

A Carpet Care Challenge at a 4-STAR Hotel

2011-07-13T12:00:00.000-07:00

One secret to increased sales is to solve customer problems and/or provide solutions that saves them money. This short success story does both.

4-Star Hotel, white carpet and upholstery creates cleaning headaches and an opportunity for problem solving!

Problem: A four start hotel had thick, plush carpet in guest rooms that was WHITE. It doesn’t take much to show a bit of dirt after turnover cleaning of the room. Because of the high appearance standards of this hotel, each room had to be hot water extracted after each guest check-out. Of course the carpet took a long time to dry, delaying the turnover time for each guest room.

The Solution: Multi-Clean ECO2 and the Minuteman Port-A-Scrub 12. After a quick dry vacuuming, the room was lightly sprayed with a 1:10 solution of ECO2, then scrubbed with the PAS-12 using the soft nylon brushes. The gentle agitation

from the machine, along with the ECO2 loosens and then surrounds the dirt and detergent with a special brittle polymer. Within an hour, the carpet is dry and can be vacuumed to remove the encapsulated dirt and detergent residues.

The Results: The natural odor destroying power of the hydrogen peroxide in ECO2 leaves the carpet bright and fresh. The encapsulation technology insures dirt and detergent residues are removed. The Port-A-Scrub literally floats over the plush carpet when cleaning, leaving a freshly groomed appearance. The customer is saving substantial time and money while maintaining the high standards of a 4 star property. The sales person has become a trusted consultant and is now called upon routinely to assist in problem solving.

The Moral of the Story? Solve problems...Sell More!!!

Minuteman Port-A-Scrub 12 with help of ECO2 loosens soil and encapsulates dirt for easy vacuuming upon drying. Effortlessly floats over even plush carpet.

ECO2 was also used with an extractor to clean the white upholstered furniture.

ECO2 is Now green certified!!

SOLD: Diversey is sold to bubble wrap manufacturer Sealed Air Corp.

2011-06-09T13:44:00.000-07:00

This venerable company has been impacted by a number of ill fated mis-steps including the acquisition of Diversey-Lever and more recently by accusations of a personal nature of the former chairman and Johnson family member.

What does the sale of Diversey mean for the jan-san distributor? Let’s speculate based upon recent press releases:

What the Press Release Said….

“This transaction represents a strategic growth opportunity that leverages Sealed Air’s core competencies and positions our company to further capitalize on the megatrends that drive both businesses,” said CEO William Hickey.

Our opinion...Reading Between the Lines:

Sealed Air will make the Diversey line available to the distributors of it’s packaging products. That means if you are a distributor of Diversey products, expect more competition from the same products, and more margin pressure.

What the Press Release Said….

“With Diversey, we will expand our footprint beyond specialty packaging solutions by gaining entry into a US$40+ billion chemical cleaning and hygiene industry”

Our Opinion....Reading Between the Lines….

The profits margins that packaging distributors are accustomed to are historically less than cleaning chemical products. The average margins on cleaning chemicals for Jan-San Dealers is around 35% (according to the 2008 Sanitary Supply Distributors Survey from ISSA and Sanitary Maintenance Magazine). For Diversey dealers, the value of the Diversey brand is further diluted and the product line is on the road to commodity status.

The sale of Diversey represents some of the massive changes impacting jan-san dealers. But remember, Knowledge and Expertise are your competitive secret weapon. When cleaning products are sold as commodities, expertise is no longer part of the equation. However, we all know the 90:10 rule, that is cleaning is 90% labor and 10% product. Align yourself with manufacturers that are committed to distributors. Then, focus on helping your customers on the 90% portion, and you WIN!

A Chronology of Events that lead to the Sale of Diversey to Sealed Air Corp

2011-06-09T13:15:00.000-07:00

2000: Johnson Wax Professional purchases Butcher’s.

Here is a worthy quote of a press release in August 2002: “This move should not affect jan/san distributors at all,” says Dries. “We’ll still be offering the same quality Butcher products.”

2002: Johnson Wax Professional announces merger with Diversey. Adopts new name Johnson-Diversey.

2005: Johnson-Diversey exits healthcare and hospitality laundry business, closing two plants.

http://www.bizjournals.com/milwaukee/stories/2006/03/06/daily21.html

2009: Johnson-Diversey agrees to sell a 46% stake in the company to private equity firm Clatyon, Dublilier and Rice LLC.

http://www.diversey.com/File%20Library/Top%20Navigation/News/Press%20Releases/2009/CDRJDIAnnouncement107092.pdf

2010: Johnson Diversey changes name to Diversey.

http://www.cdr-inc.com/news/releases/2009-11-24_johnsondiversey_invest.php

2010: Diversey announces consolidation of Butcher’s and Johnson brands into a single brand named ‘Diversey’. Butcher’s and Johnson dealers will have access to exactly the same products.

2011: Diversey Chairman accused of sexual misconduct with underage family member.

http://abcnews.go.com/Business/billionaire-heir-sc-johnson-fortune-accused-molesting-stepdaughter/story?id=13223059

2011: Diversey is sold to Sealed Air Corporation.

http://www.journaltimes.com/news/local/article_30e05802-8c6c-11e0-becd-001cc4c002e0.html

Saving Money when it comes to Floors

2011-05-19T13:27:00.000-07:00

The public’s perception of the overall cleanliness of a facility is still influenced by two things common to every facility.

First, the condition of the restrooms tells a story. If restrooms are not clean, it doesn’t say much for the rest of a facility, whether it’s a restaurant, a school, a hospital, etc. This article is not about restrooms cleanliness however, is that is the subject for future articles.

The appearance and condition of Floors Tell a Story about a facility

The other, is the FLOORS. People still equate those shiny floors with cleanliness and many facility managers are willing to oblige. When it comes to vinyl floors often seen in commercial facilities, creating those pristine, shiny floors comes at a price. Most of that cost of course is labor. Finding ways to attack the labor part of the equation while still maintaining the level of appearance desired is critical. Here are some time honored tips as well as some new ways to get the best looking floors while getting the most bang out of your labor dollars.

Entry Ways: Keep dirt out of the building and off of the floor. Estimates suggest it takes $800 worth of labor to remove 1 lb of dirt from a building. Use adequate lengths of the proper matting to remove soil from shoes before it gets on the floor. Usually recommended is 15 feet of walk off matting.
Adjust maintenance frequency so that areas around entries are cleaned more often.
Strip floors properly. If finish is left after stripping, then strip again.
Use a higher solids finish. With finishes you get what you pay for. A higher solids finish contains proportionately less water. This means fewer coats are necessary to achieve results. Fewer coats not only means less finish used, but less labor needed to apply finish.
Strip less often: If you want to strip less often, do a better job at maintaining your floors on a daily basis. Regular dust mopping and cleaning with an automatic scrubber will make floors look better and last longer without stripping.
Scrub and Recoat More: A proper scrub and recoat will make finishes last longer and allow less frequent stripping. Consider using a more aggressive pad such as a 3M SPP pad or similar. Sometimes touted as a “chemical free” stripping pad, this pad takes off more coats of finish before applying additional coats of finish.

The Multi-Clean METHOD: This written procedure bulletin is the floor care bible.

Multi-Clean How to Videos on YOUTUBE: Subscribe to our Youtube Channel to watch all of our training videos.

Floor Care Calculator: Estimate the quantity of seal, finsh and stripper for any project. Simply enter square footage. Optionally, you can enter product pricing to faciliate project cost estimating.

MAX PLUS Calculator: Calculate Project Costs and Savings Quickly through the use of the ultra high solids finish MAX Plus from Multi-Clean.

The Case for Green Cleaning

2011-04-20T10:19:00.000-07:00

CLICK on the Magazine below to the article about the case for green cleaning featuring Vince Fagan.

The growing case for embracing green cleaning cannot be denied. Now, companies wanting to do business with other companies may be asked to show their green stripes. In the April edition of Executive Housekeepers Today, an article by Laura M. DiGiulio highlights well known green cleaning advocate Vince Fagan's reasoning and opportunity for embracing green cleaning.

Visit Fagan Solutions web site to learn more

Tennant Launches Orbio 5000-Sc

2011-03-28T08:24:00.000-07:00

Headline:

Tennant Company Launches Revolutionary Orbio® 5000-Sc to Replace Most Conventional Cleaning Chemicals

Professional Cleaners Now Have a Cost-Effective an Environmentally Conscious

Alternative for Safe, Effective Cleaning

Tennant has launched a new system that demonstrates their lack of concern for distributors as it purports to eliminate the need for conventional cleaning chemicals. FYI: Cleaning chemicals are second only to paper as a revenue producer for distributors and represent the highest profit margin items that a distributor typically offers.

The Orbio® 5000-Sc system is an electrolyzed water system where the function and chemistry are well understood. This is different than the ActiveIon and ecH2O system, where questionable scientific assumptions have been made to support the claims.

In a press release dated March 15, 2011, Tennant states “ The Orbio 5000-Sc cleaning solution effectively cleans most soils, including fats, proteins and organic oils. It matches or exceeds the performance of most conventional cleaners so customers can replace many costly, potentially harmful chemicals from their cleaning programs with just one cleaning solution,” said Karla Leis, General Manager of Orbio Technologies Group.”

The system uses dissolved salt (Sodium Chloride or NaCl) to be the carrier of applied electric current through a water solution. The system collects two distinct, stable solutions that are stored in a holding containers for later use. One problem, know doubt will be the investment of the equipment and ongoing maintenance. The equpment is sophisticated and is dependent about parameters such as pH, current, and redox potential to insure the proper solutions and concentrations are maintained.

A bigger issue is that the solutions creaated are known to be ineffective cleaners, yet the marketing press release suggests these are highly effective cleaners.

The Orbio 5000-Sc produces two chemical solutions as described below:

Solution number 1 is primarily an acidic bleach solution (Hypochlorous Acid) with a pH in the 4-6 range. This is the component that they speak about when they discuss sanitizing and disinfecting. We have learned over the years that bleach itself does NOT clean. Furthermore, bleach solutions are rapidly in-activated by the presence of organic soil which hampers germ killing ability. A surface that is sanitized or disinfected with bleach must be pre-cleaned first. Normal ‘quat’ based disinfectants are considered one step products that clean and disinfect at the same time because these products are tolerant to the presence of organic soil. One might hypothesize that this would double the time that cleaners would need to properly sanitize or disinfect. More likely, they simply will go about their task with a resulting ineffective sanitation practice.

Solution number 2 is a mild alkali solution (Sodium Hydroxide) of pH around 9-11. As chemists, we use alkali components as a cleaner booster, not as a stand alone cleaner. To say this is an effective cleaner is saying baking soda in water is an effective cleaner. We all know that this is not the case.

Neither of the solutions above address of what a cleaning product is designed to do, that is reduce the surface tension of water or as some would say "make water wetter". This making water wetter is why we use soap to wash dirt off our hands.

If you are a distributor, understanding the system will allow you to disarm the hype and create an opportunity to educate customers on the fallacies of this new system.

As a manufacturer, we won’t be closing our doors anytime soon. Quite the contrary, by offering credible solutions to today’s cleaning challenges we will come out ahead.

Here is an instructive video that shows how truly effective cleaning products reduce surface tension enabling effective dirt and soil removal.

Is Tennant Selling Snake Oil?

2011-03-21T07:47:00.000-07:00

More independent evidence is emerging to further confirm what we suspected all along about the Tennant ecH2O™ and the companion ActiveION™ portable sprayers. Quite simply, they offer cleaning performance that equals plain old water. The system is purchased as an option on Tennant scrubbers that purports to produce a “powerful cleaner from ordinary tap water”.

Tennant has always rebutted independent test results that showed their system didn’t work as claimed by saying the tests were flawed because petroleum soils were used. Tennant had never claimed the systems were effective on petroleum soils. Now, Nilfisk-Advance has commissioned further independent tests that show that even when using non-petroleum soils, the Tennant ecH2O™ cleans no better than water.

We are certain Tennant will come up with some sort of rebuttal to these latest test results, but they seem to be backed into a corner. Their dubious claims are being exposed. In these cost conscious times, paying more for something that doesn’t add any value is not a good strategy.

In our opinion, after a customer buys an ecH2O™ equipped scrubber from Tennant, eventually, the user will begin adding a cleaner to the solution tank because they realize they can improve results.

Finally, we have to tip our hats to Tennant and acknowledge that the company appears to be doing quite well in these difficult economic times. We just wonder what will happen in the long term when the claims don't measure up to reality.
ecH2O™ is a registered trademark of the Tennant Company.
ActiveION™ is a registered trademark of ActiveION LLC.

Read the news release from Nilfisk-Advance:

http://www.cmmonline.com/software-technology/article/controversy-over-electrolyzed-water-continues

Word on the Street

2011-02-22T10:10:00.000-08:00

Word on the Street is Diversey (formerly Johnson-Diversey) is going to offer their products nationally through Staples Advantage Facility Solutions. End users can also purchase Diversey and Betco brands through Xpedx.

This is another example of some manufacturers moving away from the jan-san distribution models that have served the cleaning industry so well, for so long.

How can locally owned distributors fight the trend toward the use faceless, catalog and / or internet sales by national conglomerates?

Here are some thoughts……

1. Make suggestions on the use of supplies, products, & equipment that offer demonstrable savings.

2. Help customers understand that Green Cleaning goes beyond products. Show them by addressing the process, they can actually reduce labor costs (Green Cleaning Advisor™ is a program that can help).

3. Don’t push products, push solutions. The product sales will come.

4. Build trust by becoming an advisor to your customers. When they have a problem, they will turn to you first.

5. Know your market. Every local market is different. National distributors using a ‘cookie cutter approach cannot meet the needs of customers as effectively as a local distributor.

website: http://www.multi-clean.com/

Happy 65th Birthday Multi-Clean

2011-01-14T10:08:00.000-08:00

How does a company survive and thrive for 65 years? As Multi-Clean celebrates 65 years in business, we pause to reflect on our past and the prospects for the future.

We think 65 years in business conveys a message to our present and future customers that Multi-Clean offers Stability, Quality, Innovation and Success!

Stability: A company that has survived through up and down business cycles, financial meltdowns, war, terrorist attacks, and other crises is a stable company. Customers trust stability because they have great confidence they will be there in the future.

Quality: No manufacturing company can survive for more than 6 decades if they do not make a quality product. Think of all the companies that have gone away due to quality problems. Ask the American auto manufacturers that barely survived the most recent recession about the impact and perceptions of quality.

Innovation: Companies have to be nimble and adapt rapidly to change. Innovation, whether it results in a paradigm shift or is incremental is an important element in the success of any company. Multi-Clean has a history of innovation. Currently the company stands alone with a patented dispensing system that continues to blow away the competition.

Success: Every company that has survived for a long time has tasted success. Most often, long term success has been the result of hard work and the willingness to adapt and embrace change.

During this entire 65 year history, Multi-Clean has been committed to selling our product through professional distributors. This is one thing we do not plan to change, because distributors bring “value” to the sales equation.

Trusted by Professional
Distributors Since 1946

The disconnect between student performance and facility maintenance budgets

2010-12-10T07:29:00.000-08:00

A recently released national survey of school administrators and board members show that 90% of the respondents acknowledge a direct link between facilities and student achievement. But, when reviewing where grants and stimulus dollars are spent, facility maintenance and improvements continue to get the short end of the stick. A huge disconnect exists between what is evident among school administrators and what is actually being done when it comes to maintaining our schools.

The reasons for the disconnect are many, including the Great Recession, the ongoing budget crisis at state levels that is forcing cut backs at schools and perhaps, the ineffient and unproductive allocation of resources. The cleaning and ongoing maintenance of facilities continues to be viewed as a sacrificial budget item by school administrators. However, the recognition that the condition and cleanliness of our schools affect student performance lends a dose of optimism that perhaps, things will change.

How can the cleaning industry promote change in three steps:

Quick and Easy Guide to Green Cleaning

Show that green cleaning is a process that can actually result in cleaner facilities without increasing budgets. An excellent resource is the Quick and Easy Guide to Green Cleaning.
Provide a blueprint that shows schools how to implement a true green cleaning program.
Don't stop with the Facilities Director, engage school administrators and board member, as they can be the catalyst for change.

Multi-Clean is a proud sponsor

Accomplishing the above requires a partnership between like minded manufacturers and distributors. You can't accomplish these steps by purchasing products online, in a retail store, or via a catalog. Distributors sales reps have to develop the knowledge and access the tools that can help them. Learn about the GREEN CLEANING ADVISOR™ program from Multi-Clean that can help provide the blueprint for embracing green cleaning.
The "School Energy and Environment" survey was conducted on behalf of Honeywell Corporation which provides energy related products to commerical facilities. The survey offers alot of information that can benefit anyone that sells products that are related to the up keep and ongoing maintenance of school facilities.

To view the Honeywell Survey follow the link below:

http://www51.honeywell.com/honeywell/news-events/press-releases-details/11.18.10SchoolEnergyEnvironmentSurvey.html?c=31

Hopefully, You Haven't Drank The Kool Aid about "Electrically Activated Water"

2010-12-10T07:15:00.000-08:00

New independent testing commissioned by Nilfisk-Advance has bolstered the claim that Electrically Activated Water CLEANS NO BETTER THAN ORDINARY TAP WATER. Both Tennant Company with their ecH2O™ equipped scrubbers and ActiveIon LLC with their Activeion™ and Ionator™ sprayers claim to make “A powerful cleaner from ordinary tap water.”

Again, the green marketer’s dream of chemical free cleaning doesn’t hold water! Plain and simple, if you are not cleaning, you’re NOT green.

We would rather talk about….

Ø Using safer products in a responsible manner. That means using green certified products where the ingredients have been closely scrutinized and dispensing systems to insure these products are used properly.

Ø Using systems that make the process of cleaning easier, safer, and more productive.

Ø Looking at the big picture of sustainability by reducing packaging waste, developing plant based products, and promoting the use of concentrates to reduce the transportation carbon footprint.

Ø Developing pro-active strategies that result in healthier facilities that require less frequent intensive maintenance.

If you would like to read the article published on Cleaning and Maintenance Management online announcing these new tests, follow the link below:

http://www.cmmonline.com/news.asp?N_ID=76867

Holding on to your best customers

2010-12-10T06:50:00.000-08:00

I found an excellent article that speaks of customer retention that is relevant whether you’re a manufacturer or distributor. It is those best customers that are important to the ongoing success.

Click on the link below to read this article.

http://www.businessbrief.com/the-top-10-ways-to-build-loyalty-long-term-customer-relationships/#more-14652

Chemical Free Cleaning Technologies

2010-11-17T11:26:00.000-08:00

After attending ISSA, I couldn’t help noticing that more companies were touting so called revolutionary technologies for auto scrubbing floors without the use of chemicals. Electrically activated water, ozone, special scrubbing pads, and the like.

What is more interesting however, was some industry heavy weights (Diversey/Taski and Nilfisk Advance) are taking aim at the Tennant ecH2O™ system with independent testing that draws the conclusion that this system works no better than ordinary tap water. WHAT A SHOCKING SURPRISE!!! This is not surprising to me however, as more evaluations continue to suggest that this electrically activated water concept combines a little bit of science, a whole lot of assumptions and aggressive marketing. All this to convince the market that ordinary tap water can be transformed into a powerful cleaner. Multi-Clean published a white paper titled ‘You Decide: Magic Water or Powerful Cleaner from Ordinary Tap Water’ outlining our own findings on this system.

What’s getting lost in all of this is that the companies that are introducing these systems have little regard for Jan-san distributors and their salespeople. They are clearly going after end users, some of whom desperately want to believe that you can effectively clean without the use of cleaning products. By creating demand from the end user, distributors become forced to offer it to their customers, the classic pull through sales strategy.

Fact: Chemicals are second only to paper as a percentage of

U.S.

distributor sales (paper =53.2%; chemicals = 26.5%)

Fact: Chemicals represent the highest gross margin item for all

U.S.

distributor sales (36.8% chemicals; power equipment 20.1%).

The numbers above suggest that pushing "chemical free cleaning" will ultimately harm unit sales and profit margins. Whats worse, if it truly does not clean any better than water, dealers could be harming their own credibility with their customers. That's just an individual opinion.

Fact Source: Report on 2008 Sanitary Supply Distributor Sales. Joint research conducted by ISSA and Sanitary Maintenance Magazine September 2009.

Diversey / Taski study was done by wfk – Institute for Applied Research, based in Krefeld

Germany

Nilfisk Advance studies were conducted by Professional Testing Laboratory, Inc., Dalton, GA and Environ Laboratories, LLC, Minneapolis, MN. Below is a link to the study summary on the Nilfisk-Advance website.

http://www.ecoflexsystem.com/TestResults/Cleaning_Efficiency_Testing_Summary.pdf

Marginalizing Distributors

2010-10-14T14:23:00.000-07:00

If you are a distributor of cleaning and maintenance products, you probably understand the importance of delivering products efficiently and at a fair price. The best distributors know that to be the best, you have to provide a whole lot more. This includes a knowledgeable sales representative, a variety of training and education resources, prompt customer service, and the list goes on. Exceeding customer expectations can simply be summed up as delivering VALUE.

What is delivering VALUE worth to the customer. Many large manufacturers of cleaning products seem to believe that extra VALUE isn’t worth much.

Here are a couple of examples of tactics manufacturers are using to grab more market share:

Betco recently forged a deal with Xpedx to carry the entire Betco line nationwide.

Diversey (formerly Johnson-Diversey) announced a consolidation of the Johnson and Butcher’s line of products to be sold under a single brand name, Diversey.

Spartan has saturated virtually every market with multiple dealers selling the Spartan brand.

These and other manufacturers are working hare to reach around distributors and engage the end user directly. This concerted effort suggests these manufacturers are trying to control the business and the price. All of this does not bode will for the distributor that needs to make a modest profit in order to deliver VALUE to the customer.

By marginalizing the distributor, manufacturers are sending the message that dealers are only needed to deliver products, invoice customers and collect funds. Unfortunately, the distributor will not be able to provide the invaluable services customers need including training and education programs, and the support that only experienced, knowledgeable sales professionals can provide.

Consider these 3 questions in regards to your current vendor relationships:

1. Are you competing with other distributors in your market with the same brand of products?

2. Are manufacturers squeezing your margins as they make their products readily available through multiple sources?

3. Are your vendors making end user calls or developing relationships with national distributors?

If you answered YES to any of the above questions, you may want to start re-thinking about the vendors you currently do business with and determine if they are distributor focused.

The good old days!! Check out the photo below of a picture from 1952 of a Multi-Clean distributor training school. We still believe that even today, selling professional cleaning products through authorized distributors can bring real value to the end user.

More on Magic Water......

2010-10-01T14:01:00.000-07:00

Large sums of marketing dollars continue to be thrown at convincing those involved in the commercial cleaning of our public facilities that ordinary tap water can be converted into a powerful cleaner when the water is subjected to a small electrical current.

An article in the September Issue of Cleaning and Maintenance Management magazine by Dr. David Mudarri titled Using Activated Water to ‘Charge’ Your Operation is an example of attempting to use the media to lend credibility to the Activeion™ sprayer. The article bi-line states ‘Activated water technology can replace numerous chemicals and improve the cleanliness of your facility.’

The article by Dr. Mudarri raises more questions about the effectiveness of the Activeion technology when one reads between the lines. It is not known whether Dr. Mudarri has a consulting or advising relationship with Activeion LLC.

Quote: “According to the Toxics Use Reduction Institute (TURI) Surface Solutions Laboratory at the University of Massachusetts at Lowell, activated water delivered through low-pressure sprays and manual wiping successfully removed many contaminants such as carbon deposits, dirt, oily films and soap residues from 44 different hard and resilient surfaces”

Implication: The technology works according to an independent lab.

Reading between the lines: The activated water combined with manual wiping will remove some common contaminant residues from surfaces.

Reality: Ordinary water with manual wiping will remove some common contaminant residues from surfaces.

Comment: I would certainly hope that the tests compared the activated water result with ordinary water to help eliminate the influence of the “manual wiping”. I have not been able to view the test details to see whether this was the case or not.

Quote: "While effective on windows, mirrors and lightly-soiled hard surfaces, activated water won't replace all of your cleaning products," says Andrew Bales, director of emergency preparedness for Mason General Hospital. "For restrooms, shower walls and heavier concentrations of petroleum-based soil, activated water is not as effective as other products. Chemicals and processes designed for those specific tasks should be considered."

Implication: The technology works on easy to clean surfaces and soils.

Reading between the lines: Expect variable cleaning performance on surfaces. If the surface is slightly more soiled, it may have limited effectiveness.

Reality: Activeion™ does little to reduce the surface tension of water making it have limited effectiveness. Cleaning products are effective on variable levels of soil because of the unique ability to reduce surface tension of water.

Comment: Why not use Activeion™ to wash your hands? We all know that when we have some visible dirt on our hands, water does not remove it. A small amount of soap creates an immediate and visible result, turning water into an effective soil removal agent by reducing the surface tension. Wash your lightly soiled hands with Activeion and the results would be no better than plain water.
Watch the surface tension video below.....

Quote: “The cleaning products and procedures of the past have had mild to serious negative impacts on worker and occupant safety and health. The cleaning industry has recently been rated by the U.S. Occupational Safety and Health Administration (OSHA) as a leading source of workplace injuries, so it is important that we strive to create a safer atmosphere for end-users as well as building occupants. The downsides of using powerful, toxic chemicals may be increased sick days, illness, absenteeism and decreased morale and productivity. Thus, activated water, along with other less toxic products and methods, is helping to reverse these trends.”

Implication: Using “activated” water is safer for the worker.

Reading between the lines: The cleaning industry is being targeted by OSHA because of chemical use related injuries.

Reality: The majority of workplace injuries in the cleaning industry are due to poor ergonomics and/or slip, trips and falls.

Comment: One should consider the ergonomic factors of using an Activeion Sprayer. A full Activeion sprayer holding ½ liter (17oz) of water weighs 3.5 lbs. A 22 oz trigger sprayer of green seal certified glass cleaner weighs 1.6 lbs. Try strapping a 3.5 lb weight to your wrist while holding your arm straight out for any length of time. Not easy. The raised arm motion necessary for most spray cleaning by workers creates questions about negative ergonomics of this method of cleaning.

On the positive side, the electrically operated sprayer eliminates the trigger activation of manual sprayers.

If you would like to read the whole article, please follow this link. http://www.cmmonline.com/article.asp?IndexID=6637490

Activeion is a registered trademark of Activeion LLC.

Study Finds that 85% of Respondents Want More Information on Green

2010-08-18T14:04:00.000-07:00

A recently released study conducted by Ipsos Public Affairs surveyed businesses on their sustainability knowledge, product purchase decision-making process and cleaning habits. One of the main insights in the study was the overwhelming desire for more information; with 85% of respondents saying they are interested in obtaining knowledge and resources about how their business can be more environmentally responsible.

How do you take this high level of interest in “green” and turn it into sales of cleaning products / supplies / equipment?

First, understand that green cleaning is a process, it is not simply about using certain products. When the customer/prospect inquires about obtaining more information, resist the common reaction of only offering brochures on the green products you can sell them.

Second, identify ways that going green in cleaning or beyond can result in cost saving benefits to cleaning operations.

Third, understand the intangible benefits of going green like customer good will, company image, reduced lost days, healthier and happier employees, etc. These intangibles often resonate with higher level management.

Fourth, become familiar with credible standards like LEED and understand how these recognized standards can lend validity to your sales proposal.

At Multi-Clean, we believe education of salespeople on green cleaning is critical to establishing the necessary credibility with your customers. That’s why we developed the 6 STEP process called YOUR EASY GUIDE TO GREEN. The process is outlined in the electronic manual that includes audio tracks to facilitate explanations of each step in the process.

CLICK HERE TO DOWNLOAD YOUR EASY GUIDE TO GREEN

2010-07-20T12:56:00.000-07:00

A new reader survey in the June 2010 issue of Housekeeping Solutions Magazine offers more evidence that cleaning budgets are under continued pressure. The survey is recommended reading and offers many insights into the current situation and future opportunities.

In the survey, 69% of respondents indicated budgets were cut in 2009 in response to economic concerns.

A follow up question asked how respondents complied with budget cuts……

24% say they laid of cleaning staff

44% reduced cleaning frequencies

18% switched to lower priced products/supplies.

63% postponed large product/equipment purchases.

The moral of the story: You can be a hero to your customer by finding ways to help them become more efficient. As you probably can tell, there is less than a 1:5 chance that you may be asked to drop your margins to retain their business.

To read the entire survey and finding, click on the link below......
http://www.cleanlink.com/hs/article/2010-InHouse-Reader-Survey--12108

Separating Yourself in a Sea of Green

2010-06-21T09:05:00.000-07:00

Everyone is talking about green and green cleaning, but if you don’t differentiate yourself from your competitors, your message is just noise that will fall on deaf ears.

Here are some tips that sales people can use that can help separate you and your company from the competition:

It’s not just about products: The average salesmen responds to inquiries about green cleaning by showing his / her customer what they can sell them that qualifies as green. A true green cleaning program is often more about the process than the products. Learn about the process. The LEED Standard for Existing Buildings provides an excellent framework for learning what a true green cleaning program entails.
Dispel the Myths: Green products don’t work and green cleaning programs cost more. If you are believer of these myths and don’t know how to counter when speaking to customers, you’ve got work to do!!
Keep talking about green cleaning: Your customer may indicate that going green is not a priority. That can change quickly, all that it takes is a CEO, a board member, a Superintendent, a concerned parent, etc. to change the direction over night. If you haven't been talking with your customer about green cleaning, chances are greater they may call those that have been discussing the idea with them.
Tie in cost / labor savings: Cost savings are a top of mind issue for everyone that is in charge of a cleaning operation.
Bring extra value...Conduct a Green Building Audit: If you don’t know what a GBA is or how to conduct one, you need to learn.

The above 5 tips can all be addressed by participating in the GREEN CLEANING ADVISOR training and certification program. This program is available to all authorized Multi-Clean distributors and is designed to help you assist your customer with the prospect of going green. The program uses a LEED based approach to improving indoor air quality through green cleaning.

Green Beyond the Bottle: It about more than what's in the bottle

2010-06-15T13:42:00.000-07:00

Have you taken a look at the cleaning products on retailer’s shelves lately? Manufacturers of consumer products are falling all over themselves with new “green” products for household cleaning.

Let’s take a look at how products and the “green” idea in consumer products compares with 'green cleaning' in the commercial cleaning industry?

Retail Cleaning Products: Most household cleaning products are ready to use. Fact is, these products are 90-98% water. Yet manufacturers of these products focus on the environmental impacts on the ingredients alone while ignoring the big picture addressed by the two questions below:

What are the environmental impacts associated with disposal of a bottle containing a ready to use cleaner?
How much fossil fuels are consumed by transportation of all that water from the factory to the user?

Commercial Cleaning Products - A Darker Shade of Green: Certainly it is important to scrutinize the environmental impact of the ingredients in the products used in cleaning of commercial buildings. However, equally important is the concentration of those ingredients and how the products are used. Addressing the two questions above.

1. Concentrated commercial cleaning products are typically dispensed into spray bottles that are used over and over again, saving money and the costs of recycling or other disposal.

2. By using concentrated products that are diluted on site, tremendous savings of fossil fuels can be achieved. A concentrated glass cleaner can make 88 quarts of ready to use product.

In conclusion, when we talk green for the products used to clean commercial buildings, we go way beyond what’s in the bottle.

To learn more, view the Sustainable Planet video to learn more about the positive environmental impact of commercial cleaning products.

Watch Multi-Clean on Sustainable Planet TV

As seen on the National Geographic Channel

More on Electrified Water

2010-05-14T12:54:00.000-07:00

Those of us that continue to hear that you can create a "powerful cleaner" from ordinary tap water by passing an electrical current through it remain skeptical. But, what can alot of money do to convince some people? The Minnepolis Star Tribune ran an interesting article about Activeion.

The copyright article by Wendy Lee titled "Just add water..... and venture capitol" appeared in the the Minneapolis Star and Tribune in the April 25th edition. Referring to the article under the subtitle "Too Good to be True?" , more credible resources are coming out to question the science behind the device, as quoted below.......
"Although tap water in the ionator may receive an electric charge in the machine, it's not possible for the water to stay ionized long enough to have any impact once it hits the surface, "said Patrick Schlievert, a professor of microbiology at the University of Minnesota. "The end result is spraying tap water onto a surface. Using just water may remove some bacteria by wiping it away, but it can't kill bacteria as well as soap or products with alcohol can," he adds.

Here is a link to Wendy Lee's article on the Minneapolis Star Tribune's website:

http://www.startribune.com/business/91985274.html?elr=KArksUUUoDEy3LGDiO7aiU

We highly recommend that you check out reader responses to the article on the Star and Tribune's website, as there are apparently many skeptics
Here is more interesting reading on Skeptic Blog
http://skepticblog.org/2010/04/22/bill-nye-selling-out-to-the-man/

VIDEO: Watch and Learn about Surface Tension and Cleaning

2010-05-13T19:00:00.000-07:00

2010: The changing face of the cleaning industry

2010-05-10T06:59:00.000-07:00

Although we are well into 2010, this insightful report is good reading for anyone in the Jan-San business.
This article asks a series of questions about the contract cleaning market which are answered by representatives of several manufacturers. See how they responded to these questions.

1. To what extent can you share your own economic forecasts for 2010? More of the same? Light at the end of the tunnel? Significant recovery?

2. What product development lessons did you take away from the H1N1 pandemic? How will the prospect of future pandemic threats impact your marketing and/or product development in 2010?

3. How can manufacturers and building service contractors work together in 2010 to move closer to achieving a truly sustainable planet?

4. What end user issues do you think will have the biggest influence on your product development in 2010?

5. Will "green" continue to be the preeminent buzz in the cleaning industry, or do you see other issues that might become the new "hot buttons" of the industry?

6. As a manufacturer, how are you positioned to serve BSCs as the economy drives more of them to enter non-commercial markets?

CLiCK on this link to read the article: http://www.cleanlink.com/cp/yearahead/

7 strategies of highly effective salespeople

2010-04-16T10:05:00.000-07:00

I recently read an excellent article about what characterizes the best sales people. This article clearly shows that the days of 'salesperson as an order taker' are over. The environment for selling anything, including cleaning products is continuing to become more challenging. The best of the best still know how to get it done and stay relevant to their customers.

This is a must read if you want to further hone your craft and be the best. Follow the link below to read the article:

7 strategies of highly effective salespeople

"Environmentally Friendly Products have Sales Reps Seeing Green"

2010-04-07T09:28:00.000-07:00

I would like to call attention to an excellent article in the March issue of Sanitary Maintenance Magazine titled “Environmentally Friendly Products have Sales Reps Seeing Green”. Many distributors and distributor sales representatives (DSR’s) recognize how important green cleaning has become. Unfortunately, too many are still focusing solely on products. Green Cleaning represents a huge opportunity for distributor sales representatives to deliver more value by educating their customers about green cleaning and showing them how to clean more effectively.

This article is a discussion on selling green programs to customers and the fact that more customers are willing to embrace green cleaning. It offers examples of how other distributors are selling the green concept to their customers.

Follow this link to read the article:

To view article: CLICK HERE

"If It Sounds Too Good to be True....." by Vince Fagan

2010-04-06T13:48:00.000-07:00

Last week I passed thru the small town of Cimarron, New Mexico. The St. James Hotel caught my attention and speaking with the hotel clerk at this very old western look hotel, I learned that many cowboy legends have stayed there. The likes of Kit Carson, Wyatt Earp, Doc Holiday and Billy the Kid all have roomed at the St. James in their day. The clerk even pointed out an area alongside the main building where “snake oil salesmen” sold their goods. The promise of everlasting health was the cry from the back of the clapboard wagons !

Today, that is exactly what we promise when we deliver good, quality cleaning supplies. Cleaning for health without harming the environment. Of course, when the goods from the snake oil guy didn’t work, he had to face folks like Doc Holiday and his wrath. Today, just a refund is sufficient.

Even though it may seem a stretch to connect the days of yesteryear to our modern times, some issues remain applicable. For instance, how many new claims are out there promising that surfaces can be cleaned using just water. Not being a chemist I really cannot refute or condone these claims. I know that water is a universal solvent but how effective is it without surfactants. Because I’m not sure just yet, I recommend we take a closer look and depend on the chemists to help us understand the issues. For now, I prefer to sidestep the risk of commitment and until more testimony comes in, let’s just say the jury is still out. Stay tuned ….

Study reveals what sets top salespeople apart

2010-03-17T11:46:00.000-07:00

The article below in the attached link highlights a study from the book "The Psychology of Sales Reluctance" by authors George Dudley and Sharon Goodson.

This study further illuminates the fact that successful sales people offer solutions to the problems experienced by customers and prospects.

When it comes to commercial cleaning, distributor sales representatives acting as a trusted consultant to their customers are going to be the ones that achieve the most success today and tomorrow.

Click on the link below to view the article:

Superstar or slouch? Study reveals what sets top salespeople apart

Why the coming economic recovery will hurt like hell

2010-03-12T12:14:00.000-08:00

I recently read an insightful excerpt of a new book that appeared in the February issue of Newsweek. The book is titled “Sonic Boom: Globalization at Mach Speed” by Greg Easterbrook. The author believe an economic recovery is coming and theorizes “Why the coming recovery will hurt like hell”.

If you would like to read the excerpt, here is a direct link to the article on the Newsweek website: http://www.newsweek.com/id/233528

Comment: Under the heading “College is Our Secret Weapon”, the author’s perspective that “college is more valuable to the future economy than petroleum” is a believeable statement for those of us that place a high value on education. For the distributors of commercial cleaning products, I believe an accurate statement would be KNOWLEDGE is YOUR SECRET WEAPON. It is valued knowledge that your customers cannot receive by going down to the local Sam’s or Home Depot, buying out of a catalog or on the web.

Moral of this story: Things are changing rapidly. You need to be a purveyor of knowledge that makes you valuable to your customer. If you are in sales, you need to be more knowledgeable than the competition.

Catch THE WAVE: Clean Restrooms Better and Faster

2010-03-12T08:00:00.000-08:00

Cleaner Schools and Shrinking Budgets Collide

2010-03-11T11:14:00.000-08:00

If you asked a parent “Do you expect your child’s school to be clean?” I believe the answer would be a resounding YES. Unfortunately, shrinking budgets and huge deficits are forcing schools to slash budgets. What does that mean? Even fewer custodians to maintain schools facilities in a clean and healthy condition. How do we overcome this new economic reality?

Part of the answer is to bring to the schools new and more effective tools that make the process more efficient and effective. This is not about saving budget dollars, it’s about saving TIME. Reality means their will be less custodians, so saving time for remaining staff is the key to success.

Restroom cleaning systems that eliminate the traditional cleaning of restrooms using mop/buckets and spray bottles are THE WAVE of the future. Why? Because not only can restrooms be cleaned faster (saving TIME), the restroom cleanliness is actually improved (parents can breathe easier that their school is actually clean). A WIN-WIN situation for everyone.

A true green cleaning program that incorporates products into a pro-active maintenance program can also save time. Why not use prevention strategies like entry way maintenance to prevent dirt from destroying floors in the first place. That means less buffing, recoating, stripping, etc. and better looking floors.

Schools are looking for ANSWERS and manufacturers and distributors can be a resource for those answers.

Read this short article from the DesMoines register on school cleanliness in the face of budget cuts:

http://www.desmoinesregister.com/article/20100306/NEWS02/3060332/1004

Focus on the 3 P's

2010-03-08T13:38:00.000-08:00

by Vince Fagan

P ! P ! P ! No, I do not need the restroom. I want to speak about cleaning. We need to always remember that to clean properly you need to focus on People, Process and Product. When these three concerns are integrated into a sensible, understandable platform, effective training of personnel can occur. And not until then.

People (custodians not janitors)will feel as if they are elevated to a higher station in life as they become the focus of our attention through professional training. The Process is laying all about in the form of LEED standards, CIMS standards (ISSA), GS-42 standards (Green Seal) and more. We need only combine these standards and apply them. Products are green and have become highly effective lately. We need only identify thru science which ones really work the best. P ! P ! P !

Chemists Corner: Green Cleaning Restrooms

2010-02-28T11:31:00.000-08:00

There has been lots of confusion when it comes to “Green Cleaning in Restrooms” and the use of disinfectants. How can we use disinfectants and still be “Green”?

The use of disinfectants, which are designed to “kill” living organisms seems to conflict with “Green Cleaning” principles.

However, disinfectants do have a place in the “Green Cleaning” movement. The going “Green” is about the smart use of cleaning products and procedures that will keep our buildings cleaner and healthier for everyone without hurting the environment. The ultimate goal of “Green Cleaning” is to use any cleaner, especially disinfectants only where they are truly needed and in the most efficient manner.
Read More

How Green is Your Organization???

2010-02-25T09:24:00.000-08:00

Stephen Ashkin, president of the Ashkin Group recently released his "Green Predictions for 2010". One of his predictions is that "More companies will require their vendors to demonstrate they are taking steps to become greener and more sustainable".

Whether you are a manufacturer, a distributor, or contract cleaner, you should start thinking about ways to present your company as being green. That should go beyond the products or services you may be offering. In other words, does your organization "walk the talk"? Larger customers will be requiring you provide evidence that your organization is sustainable.

Walmart, the world's largest retailer is investing a massive amounts of resources in sustainability initiatives. Other companies and organizations are realizing sustainability is "good for business" and will be launching their own sustainability intiativies. A word of warning, be ahead of the curve and start thinking about how your organization can be more sustainable and how you can highlight those efforts.

Check out what Walmart is doing by clicking on the link: Walmart Sustability Initiatives

The 500 LB Gorilla Needs Surgery

2010-02-14T11:08:00.000-08:00

The recent news that a major manufacturer of commercial cleaning products is making some big changes is further evidence that economy has taken it's toll on many businesses. This company had to sell a substantial part of itself to a large equity investor and is adopting a new name that certainly is less recognizable. It is also is purportedly making some tough decisions by consolidating several of the company's well known brands into a single brand. This strategy certainly moves this company another step further away from a distributor focused business strategy. It appears that distributors in the same geographic area may be competing with one another for the same piece of business with the same products.

It is believed this sale occurred because the company could not meet future debt obligations from an ill fated acquisition several years ago. The spin doctors have tried to paint a postive picture, but many dealers are skeptical. I believe that this may commoditize cleaning products and make distributors less relevant. To counter, distributors must partner with manufacturers that are clearly dealer focused and they must work hard to become a valued partner with their customers.

Adapting to Change

2010-02-13T07:31:00.000-08:00

I was thinking the other day how businesses can be caught off guard or become lackadaisical and quickly be put out of business. A case in point is the DVD rental industry. The multi-million dollar brick and mortar video/dvd rental chains have been literally put out of business by a new business model they didn’t see coming. Enter Netflix and Red box, both more efficient and less expensive ways of renting DVD’s. While the traditional chains were happily doing their business and charging those irritating late fees, these two companies came up with a different business model and changed this industry overnight.

Does the traditional distribution of janitorial and sanitary supplies have to change? The answer is that it is already changing! Now, one can buy commercial cleaning products through a variety of catalog houses, online, or at your local big box retailer.

In the end, people still buy from people. They buy from people that they have a trusted relationship, that they know who will be there when they need them, and provide them with much more than just products. Now more than ever, jan-san distribution companies and their salespeople have to be thinking about delivering the things that catalogs, online or big box retailers can’t deliver. That one thing is KNOWLEDGE. The knowledge of each customer and solutions tailored to their business can only be delivered by people that understand their business. That knowledge can be training, education, consulting and much more. Janitorial and Sanitary Supply distribution companies that understand this will not wither and die, they can thrive and grow.

Going Green: It's gonna cost ya?????

2010-02-12T07:46:00.000-08:00

I believe it is time to dispel the myth that implementing a green cleaning program has to cost more. Quite to the contrary, green cleaning should be at the very least cost neutral, and overtime, can save substantial sums of money.
The problem: Too many believe that a green cleaning program is only about using green products. This myth has been perpetuated by some manufacturers, janitorial supply distributers and those trying to sell green products. In a few cases, green products can be more expensive, but when combined with green cleaning processes, the extra cost is offset by increased productivity, longer facility life cycles, cleaner and healthier facilities.
The Solution: One part of the solution is to help the operations management of a facility understand and implement a true green cleaning program by referencing credible standards. The LEED-EBOM standard (existing building operations and maintenance 2009) requires a green cleaning policy be in place as a pre-requisite for building certification under the Indoor Envrionmental Quality (IEQ) section of the standard. The standard goes on to specify 6 additional credits that can be earned through the implementation of green cleaning processes. If these processes are effectively implemented, they can reduce waste, increase efficiency and save money.

Respected standards like the LEED-EBOM standard can be used as an effective foundation for sustainable building operations. Unfortunately, standards are good at telling you WHAT you have to do, but they don't tell you HOW to do it.

For those responsible for selling green products, a consultative selling approach that provides the information and the products needed to develop and implement a green cleaning program is not only needed, but required! Learning more about what is required by the LEED standard as it applies to green cleaning can put sales consultants way ahead of the competition. Vendors of cleaning products can be a great resource of this type of educational information.

This quote seems to fit the situation when someone is blinded by the cost of the product: “When cost is number one in importance, you’ve already lost” – Jim Remback.

It Must CLEAN to Be Green

2010-02-11T14:55:00.000-08:00

Green Cleaning is a process that is clearly focused on reducing waste. The introduction of processes and tools that help reduce waste, or even eliminate the use of chemicals when they are not needed is clearly good for the end user. The use of more concentrated cleaners that are precisely dispensed through automated dilution control systems reduces waste and mis-use of chemicals. The industry has embraced the use of microfibers for cleaning that improves the efficiency and effectiveness of cleaning. What is important to understand is that if a product or a process is touted as green but doesn’t get the job done, it is not green at all. It can result in higher costs, more labor, and put more stress on the environment. We all need to be on the look out and ask questions about anything that sounds too good to be true.

Sustainable Planet TV Show Featuring Multi-Clean

2010-02-11T07:59:00.000-08:00

Green Cleaning is a process that goes beyond products

2010-01-29T12:05:00.000-08:00

When many people talk about "going green" as it pertains to the commerical cleaning industry, they often believe it just means using "green products". Certainly that is part of it, but Green Cleaning is a process that forces us to re-think how and why we clean. The emphasis of traditional cleaning is to clean what we can see. Appearances are everything and the only thing. Green Cleaning is concerned about cleaning what we can see and what we can't so easily see. The reason why we clean is about protecting the health of those that live, work and learn in our commercial buildings.

The process of green cleaning clearly focus' on prevention strategies. Nearly all of the dirt that gets spread throughout a facility comes in from the outside transported by people through building entrances. You can't get started on a green cleaning program without having a plan that includes addressing entrances. This includes matting, higher frequency cleaning near entrances, and even looking just outside front entrances for ways to prevent dirt from entering the buildings. This is just one example of a common sense prevention strategy that will make a facility cleaner and healthier.

The Salesperson as a Consultant

2010-01-25T10:41:00.000-08:00

These days you can find commercial cleaning products at Sam’s Club and Home Depot, or you can purchase from a catalog or website. Whether buying for price or convenience, these supply channels lack one important element: KNOWLEDGE.

The days of janitorial supply salesmen as order takers is dying. The purchaser really is searching for information that helps manage the cleaning process. Such top of mind issues such as staff training, cost savings, safety, green cleaning, budgets, and productivity are of daily concern. It boils down to how to get the job done faster, better, easier, safer, greener and of course less expensively. Key issues such as easy ordering, billing and rapid delivery are also important.

To not only survive but thrive, delivering the knowledge the end users wants represents a great selling opportunity. By becoming a trusted source of knowledge, the salesperson gets closer to the customer, developing an intensely loyal, long term customer.

The Consultant/Salesperson must rely not only on his own organization, but vendors that supplies his company with products. Quality vendors can be a great source of information. At Multi-Clean, our business model is built around delivering support, training, education, and products as our value bundle. The hope is that our distributors and their sales people will utilize this to add value to the products that ultimately brings in the bucks.

"Consultative Selling is the sales method that supports complex buying decisions by providing expert guidance from trusted advisers." - Paul Johnson