• I&I Market
to Betco, the SmartScreen and SmartValve is easier to
maintain than water-free urinals because the water source
is still available for cleaning.
Saving money on shipping costs, energy and time is the
idea behind the launch of concentrated cleaning products
from Earth Friendly Products. The nine-item
line will begin shipping in January. Also new
from Earth Friendly is a plant-based graffiti
Earth Friendly is primarily a retail company, with just 10% of revenues coming
from commercial sales. Still the company has
posted 20% annual growth for the past five years, according to Luke Bobek, director of industrial and institutional sales.
With no MRSA or H1N1 concerns to drive hand sanitizer sales, marketers are looking for
new ways to boost the category.
New Hand Care Options
While worries about the global economy rise and fall,
there haven’t been any large scale health scares during the past year
that rival the H1N1 or MRSA concerns that made headlines in years
past. Still that hasn’t stopped Gojo from launching Purell Advanced
instant hand sanitizer. A new, patent-pending formula boosts the
performance of the alcohol, while a new humectant helps moisturize skin. Purell Advanced promises to kill 99.99% of a broad range
“This is a step-change,”insisted Randy Bakes, global marketing
vice president, Gojo.“Purell is fabulous and hard to improve, but
bugs are evolving and we need to get even tougher.”
Meanwhile, Stoko Skin Care launched the Refresh Foam easy-
to-install countertop bottle. The design enables cleaning staff to
quickly and easily change out product because it fits easily into
countertops, is installed under counter fitments once and is refilled
from the top forever.
Of course, a company could offer the most effective, labor-saving
products, but if its personnel is lacking, it will continue to play catch
up to its competitors.
“Our network of distribution is our greatest asset,” insisted
Spartan chairman Steve Swigart.“They identify growth opportunities.”
Mark Your Calendars
The 2012 ISSA/Interclean tradeshow will be held Oct. 16-19 in
Chicago, before returning to Las Vegas Nov. 18-21, 2013. More info:
Can’t wait for the Windy City? Be sure to check out Supply Line
2012, which will be held May 2-3, 2012 in Atlantic City, NJ. The 2010
event attracted more than 2,000 attendees. More info: Pat Koziol,
These opportunities for growth have enabled Spartan to thrive
for 55 years and expand beyond its jan/san roots. This year, for example, the company is expanding in the warewashing sector. A
couple of years ago, it was laundry and five years ago, it was food
processing. But no matter what the product category, Swigart insisted that in the end, it all comes down to personnel.
“It’s a people business. It’s about knocking on doors, understanding the customer’s needs and being able to sell,” he told
Beard of State agrees, explaining that it is critical to differentiate from the competition through service.
“You have to be there for the customer, to make sure that every-
body using the product has been trained and coached properly,
that all the dispensers are working.”
To maintain a high level of service, State offers several internet
components such as online training programs to certify a particu-
lar application such as restroom cleaning to office cleaning to more
“It is key to be a learning organization,” he said.“Your people
have to be knowledgeable. Our investment is going into employee
Even a company with resources as deep as Ecolab realize that
its 14,000 sales and service employees are its biggest asset.
“We are one of the best selling companies to work for,”insisted
Fritze.“Everybody’s job is helping sales become more effective with
No matter what happens to the global economy, I&I manufac-
turers remain upbeat about 2012 prospects.
“I don’t think the industry will slow down much more than it
already has,” predicted Beard. “Because then you cross the line
where you can’t function anymore. If you are going to function,
then you need our products.” •
Looking for a new ingredient for your I&I product? A list of
them can be found on p. 86.