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MSN E-Newsletter April 2015

To view current and archived issues of Maintenance Sales News, click here.


By Harrell Kerkhoff
Maintenance Sales News Editor

It’s easy to get caught up in today’s fast paced business world. Competition, deadlines and advances in technology all can make the fine art of selling, such as cleaning products and systems in the janitorial/sanitary industry, more hectic with each passing day, week and year.

Keeping the right attitude, however, provides business professionals with the ability to win battles against today’s various barriers, according to Dr. Fred Broder. He delivered a presentation, “Communication: You’re An Aerosol, Be Careful What You Spray,” during an educational session at the ISSA/INTERCLEAN® North America 2014 trade show in Orlando, FL.

Just like there are often rules and regulations to follow when properly using jan/san products, Broder explained that certain rules and regulations frequently apply in a person’s professional and personal life.

Addressing his aerosol can analogy, Broder said each person has different emotions that are like propellent from an aerosol can. These emotions involve an individual’s “personal contents,” including prejudices, biases and judgments — all stemming from everything a person has learned, observed and read throughout life.

“Sometimes the stuff that comes out isn’t that good. It’s toxic to those people around you, and can include anger, resentment, ridicule, judgement and negativity,” Broder said.

On the other hand, a person’s contents can include what is good for the environment, such as warmth, support, generosity and compassion.

“We all need to do a better job of growing from the inside. This involves trying to improve and redefine our contents,” he said. “As human beings, we are never going to get rid of all our toxins, but we should recognize the responsibility of improving our personal environment. This involves watching for what comes through in our everyday words and actions.

“When people push your button, what has the tendency to come out? I have heard people say, ‘I like to get stuff off my chest. I need to say what is on my mind,’” Broder said. “I respond, ‘No, you don’t have to say everything that is on your mind. You don’t have to get it off your chest. When you do that, you are replacing something positive with the short-term satisfaction of getting even.’”

This is a bad tradeoff when it comes to the development and continuation of long-term professional and personal relationships, he added. Therefore, it’s important to purge oneself of the negative attitudes and behaviors that are counterproductive.

Motivation For Change
With positive change, as the saying goes, “There is no time like the present.” However, change for the business professional, just like his/her own personal life, is often easier said than done.

The basic stages of change, in both work and personal life, include a “honeymoon” period where everything is full of excitement, enthusiasm and passion — such as with a new marriage or starting a new company. This is followed by a period when life and work seem to reach a plateau, and may incrementally slow down.

“These are red flags,” Broder said. “In a business, if you don’t redefine and recapture that initial excitement, your company can ultimately decline. What is needed is a way to recapture the excitement and enthusiasm that existed during the honeymoon period. What is needed is an intervention,” Broder explained.

He added that these stages are not part of a one-time cycle. They take place over and over, whether this concerns a company or a person’s life.

“As long as you are in business, you will go through various stages of this cycle. All businesses go through plateaus and changes. This is brought on by many factors, including different market conditions,” he said. “In response, every business professional has to do something to inject new excitement.

“The questions that must be asked are, ‘Where are you on this cycle right now in your professional and personal life? What stage is your company in?’”

It’s not bad to be in the stage of life where things have hit a plateau, as long as the person or company avoids denial.

“Once you recognize and accept where you are, you have the freedom, opportunity and option to do something positive to get back on track. It’s only when you go into denial that you are prevented from making things better,” Broder said. “No matter where you are as a person, and as a professional, make sure, at all times, you are open to changing for the better.

“Is there a new and improved version of yourself that you would like to become — whether it be a more compassionate person, a more generous person, a more knowledgeable person, a more creative person, a healthier person?” Broder added. “My question to you is, ‘When is this person getting here?’ So many of us promise the people in our work and personal lives, ‘I’m going to do better, I’m going to get better, I’m going to be better.’ But often it never seems to happen.

“The word ‘motivation’ literally means ‘move to action,’ not ‘dream to action, hope to action, aspire to action, plan to action.’ How many of you are still sitting on a branch about something you have promised somebody? This is true for everybody, including myself.”

On the buffet table of life, Broder added, change is often viewed as that of eating vegetables or taking medicine. It’s therefore much easier to take the easy path, such as eating chocolate cake. The problem is, the easy road does little to improve long-term business success or a person’s overall life.

“When most people are confronted with an opportunity to grow, an opportunity to take some ‘medicine’ that is going to make them stronger and better, they often still resort to the infantile behavior we all had as children. They may verbalize it in a different way, but they basically say, ‘I don’t want it. I’m not going to do it. It doesn’t taste good,’” Broder said.

He added that it’s very hard to reverse a habit that has been in place for all, or most, of a person’s life.

“This is exactly what you have to confront when you ask somebody in a work setting to do something he/she has never had to do before, that is not part of his/her ‘habit,’” Broder said.

When it comes to venturing outside of a comfort zone, most people are only interested in trying something new if they are convinced the benefit is greater than the discomfort that will be endured for a certain length of time.

“If a person doesn’t believe there is enough value in doing something new, he/she will likely not be interested in taking the risk,” Broder said.

This is true whether trying to lose weight before a class reunion or introducing a new sales method at work.

“When you go on a sales call, why does a customer ultimately say ‘yes’ or ‘no’ to the purchase?” Broder said. “If that customer believes the value he/she is going to get from the product is greater than what is being charged, the person will likely say ‘yes.’ If that customer feels the value is less than what is being charged, the answer will likely be ‘no.’”

The same scenario takes place internally as well, he added, such as whether or not a person feels it’s worth his/her effort to lose weight prior to attending a class reunion.

“There is a saying, ‘Never underestimate the power to change yourself, and never overestimate your power to change somebody else,’” Broder said. “A lot of us waste too much time trying to change other people, instead of devoting that time and energy to taking care of ourselves. Therefore, it’s important to concentrate on our own actions.”

He added: “All of us are intelligent enough to know that change is part of reality, it’s part of life. We have all seen dramatic changes take place over the years at work and in overall life. When it comes to change, however, many people say, ‘Don’t come to my house or business, let everybody else change but leave me alone,’” Broder said. “This is unrealistic. Whether you like it or not, change is going to happen to you and at your place of business. It’s just a matter of how you are willing to deal with change one way or the other.

“Ideally, we should all be proactive at work and at home. In reality, we are not. So, if you go to work and your boss says, ‘If you don’t get your sales numbers up, you are out of here,’ that is heat. And when somebody applies heat, we have the tendency to respond.”

According to Broder, having heat applied this way is not a positive experience. It’s much better to be proactive. This means taking action before the heat is applied.

“Don’t wait until you have a crisis at work or at home. Don’t wait until your back is against the wall. A lot of times when I’m called in for business consulting, it’s because a company is in crisis,” he said. “The best time to bring in an expert is when the company is thriving. This is done so that success can be sustained.

“It’s human nature to wait for the crisis and then become motivated to change. However, doing this doesn’t always lead to the best decisions or provide enough time to make the necessary changes.”

Make Every Second Count
Wishing your life away is easy to do, whether at work or at home. It’s common to wake up Monday morning and immediately look forward to 5 p.m. or even the next weekend. Many people spend a lot of time thinking about their next vacation or even retirement. All of this, however, is counterproductive to your current work and personal life, according to Broder.

“Nobody knows how much time he/she really has in life. Don’t count your days, make your days count. This is more than a play on words. It’s a philosophy to living,” Broder said.

He added that in today’s world of terrorist attacks, school shootings, plane crashes and natural disasters, it’s easy to see the fragility of life. Simply being at the wrong place at the wrong time can lead to an entirely changed or ended life. And yet, many people still persist in petty behavior.

“The point is, we should enjoy every moment that we have, appreciate it and use it for the betterment of ourselves and other people at work and home,” Broder said. “Sometimes we are more focused on the people who we do business with, rather than our most important ‘customers,’ who are the members of our family and our friends. It’s important that the people in our personal lives receive the same level of customer service.”

It’s also essential to stop holding grudges and standing on endless principles, Broder advised.

“It’s possible to stand on your principles until it’s too late. This is true when it comes to dealing with people in your life, such as co-workers and other business relationships. It’s essential to find within yourself what is important at home and at work,” he said. “Whether with customers, co-workers, your significant other, or your kids, it’s impotant to focus on the moment at hand. So many of us are living for the next moment, and therefore never truly experience ‘the now.’ At some point, there are no more ‘next moments.’

“Don’t see this as a ‘downer,’ but as an opportunity to make changes in your life — both as a business professional and personally.”

In summary, Broder said everyone is an unfinished product. A good goal to have, therefore, is to work everyday at incrementally improving — both at work and at home.

“A person should start each day by saying, ‘I will never be perfect, but I am committed to trying to be better.’ This includes being a better worker, spouse, parent, etc.,” Broder said. “This should be the mindset that permeates every aspect of our being. Remember, ‘You are an aerosol, be careful what you spray.’”

As human beings, he added, nobody knows what his/her true expiration date is. However, everyone can constantly improve his/her own ‘aerosol can’ and its propellent.

“This involves generosity, compassion, warmth, honesty and integrity — all the things people want ‘sprayed’ at them,” Broder said. “We should all have a commitment to constant growth and be proactive to change.

“This may involve a little more finesse, tact and sensitivity. The contents of our ‘aerosol can’ will still be the same, but the style and manner from which we propel these contents should reflect careful consideration of each situation.”

Dr. Broder is a professional speaker, consultant, author and sales trainer, including work with cruise lines. Visit,
call 770-392-0382 or send email to for more information.


Intercon Chemical Company Introduces Primo Concentrated
All-Purpose Cleaner

According to Rich Schroeder, executive vice president of Intercon Chemical Company, “Primo is a neutral, all-purpose cleaner. The product can be sprayed, brushed or mopped on virtually any surface, such as desks, sinks, tubs, floors, stoves, etc. When diluted with water to the correct consistency, Primo leaves behind a fresh lavender aroma.” Visit

Privately owned Intercon Chemical Company employs more than 120 people at its 300,000- square-foot FDA and EPA-registered cGMP compliant manufacturing facility. For 30 years, the company has been in the cleaning and sanitation chemical manufacturing, and custom product development industries with emphasis in formulating, manufacturing and marketing liquids, powders and solids as well as packaging, labeling and customer training programs.

Intercon Chemical Company’s GHS Training Video and Manual are available at and all Intercon Chemical/Clearly Better Training videos are available at



Aluf Plastics Opens New Manufacturing Plant In Texas

Aluf Plastics CEO Susan Rosenberg, who's been leading the company since 2008, said about the company’s new manufacturing plant, “Our expansion into The Lone Star state represents another milestone in the growth of Aluf Plastics. It will expand our distribution to existing clients throughout the Southwest region, while bringing new distributors and retailers into the Aluf family.”

The company's expansion into the Texas region is expected to bring over 40 new jobs to the area in the coming months. Situated in close proximity to the Dallas-Ft. Worth area, it is positioned near port areas for exporting ease.

“We're pumping in serious capital to bring the plant up to standard,” said David Anderson, Aluf's vice president of operations.


“Aluf is heavily investing in high density and low density automation equipment, along with state-of-the-art technology. This will give the company capacity for a total of 200 million pounds.”

Aluf Plastics is a minority-owned, woman-owned (WBENC Member) company manufacturing custom, retail and private label trash bags. It has been under the same family ownership since 1977, and has facilities in Orangeburg, NY, and Sulphur Springs, TX.

Nexstep Commercial Products Offers Hand-Held Grout Brush

Nexstep Commercial Products now offers a new Hand-Held Grout Brush.

Features of the brush include:
• Narrow, 8.5-inch-long by 1-inch-wide handle for cleaning grout in tight areas;
• Efficient design that allows the brush to clean, with one stroke, the grout line of a corner where the wall and floor meet;
• Handle includes hanger hole for easy storage; and,
• Nylon bristles with 3/4-inch trim.


Nextstep is the exclusive licensee of O-Cedar. Visit for more information.

Spartan Chemical Promotes
Daniel Paul To Regional Manager

Spartan Chemical Company, Inc., has promoted Daniel Paul to the role of regional manager for the Oregon region.

Paul previously was a territory representative for Actavis Pharmaceuticals in Portland, OR, and western regional sales representative for Remington Arms, covering the southern Oregon, California, and Hawaii region. Paul also worked as a business systems analyst for Pump Pioneer in Canby, OR.

Paul graduated from Oregon State University, receiving his undergraduate degree in science, with a minor in chemistry, followed by an MBA.

Spartan Chemical Company, Inc., manufactures products from its facility in Maumee, OH, and sells both domestically and internationally through distributors.

Daniel Paul

Visit for more information.

From Kaivac:
Dining With Bacteria

While they may be inspected and relatively clean and healthy at the time they open, during the course of the day, restaurants can become very soiled. In fact, some chefs and restaurant connoisseurs say it can almost be as bad as “dining with bacteria.”

So what are some of the germiest places in a restaurant? The results may surprise you.

Based on reports going back more than five years, Kaivac, makers of the No-Touch® and OmniFlex™ Crossover Cleaning systems, presents some of the areas most likely to be contaminated.

• Condiment bottles/shakers — These containers of salt, pepper, catsup, hot sauce, and other condiments are rarely wiped clean;

• Salad bar tongs and sneeze guards — Serving utensils such as salad bar tongs are touched by scores of people each shift. Related to this, if not cleaned every two or three hours, the sneeze guard over salad bars or buffets can become coated with germs and bacteria;

• Restroom floors — Restroom floors can be home to as much as two million bacteria per square inch;

• The kitchen telephone — Many restaurants have a phone in the kitchen. Kitchen workers may not think of washing their hands before using the phone, and it’s even less common for them to wash their hands after using the phone. Any germs on the phone can be transferred to hands, and the food being prepared, and vice versa;


• Ice — Several studies reported that as much as 70 percent of the ice produced in an ice machine contained bacteria, often more bacteria than found in toilet water; the reason: ice machines are rarely cleaned;

• Bathroom doorknobs — Usually bathroom doorknobs are cleaned daily (or as often as the bathroom is cleaned). But during the course of the day, doorknobs can become infested with bacteria; and,

• Lemon wedges — Most unexpectedly, reports indicate that lemon wedges are not only frequently contaminated, but can be often contaminated with fecal matter. The reason: they are handled by delivery people and other workers with their bare hands and are not always washed before use.

Kaivac offers environmentally friendly cleaning products designed to remove the soil and potentially harmful biopollutants. Visit for more information.


NISSCO Adds Sunburst Chemicals As Supplier

NISSCO has added Sunburst Chemicals, a multigenerational, family-owned company as a preferred supplier.

“The Sunburst alignment brings with it choices for the independent NISSCO distributor. They can self-perform service, or utilize the servicing network already in place. Sunburst continues to invest in R&D around solid chemicals and dispensing with on-going refinements and expansion in the product offering. Key to this development is dispensing technology, as Sunburst continues to develop new, patented designs of its solid dispensers. Sunburst also continues to implement new dispensing technologies for Large Laundry,” NISSCO President Mark Bozich said.

Visit for more information.


NISSCO, of Dulles, VA, is an association of more than 200 independent distributors of sanitation, packaging, safety, janitorial, office, food service, and maintenance supplies. Visit and for more information.

From CFR:
Advice On Speeding Up
Carpet Cleaning

The following are tips from CFR (continuous recycling extractors) to help move carpet cleaning jobs along quickly and efficiently:

• Work order — Prepare a work order listing all areas to be cleaned, when to start/end work, emergency contact information, as well as all of the items listed below;

• Parking — If using a truckmount, locate a parking space where the vehicle can stay parked, or moved less often;

• Hook-ups and hoses — Locate water hook-ups inside and outside the facility as well as the safest areas to run hoses both into, as well as in, the building;

• Fill and dump — Filling and dumping tanks can take time; along with water outlets, know where soiled water can be dumped;

• Carpet mapping — Map-out the entire carpeted area to be cleaned; note partitions, furniture that cannot be moved, as well as trouble spots where there are spots, stains, or excessive wear on the carpet; if possible, place a piece of tape on trouble spots for quick identification;


• Corner guards — Installing corner guards around cubicles, wall corners, posts, etc., ensures the hose does not get snagged, which can slow down the cleaning; and,

• Ever-working wand — In most commercial cleaning jobs, there will be two technicians using one portable machine; if one technician must take a break, make sure the second tech is ready to take over. Always keep the wand working.

“Also, keep all your tools and equipment nearby and handy,” said Doug Berjer, who has written advice on carpet cleaning and is with CFR. “Next to filling and dumping, needing to look for a tool at the last minute can really slow you down.”

CFR designs and manufactures eco-friendly carpet cleaning systems and specialty tools. Visit for more information.

SouthEast LINK Hires Angela Olsen As Director Of Sales

SouthEast LINK, an Atlanta, GA, janitorial and cleaning products supplier, has hired Angela Olsen as director of sales.

Olsen, originally from Canada, most recently was vice president of corporate account sales with Unisource Canada (a distributor of paper products). Prior to that, she worked as director of sales with Canon Canada. She has also held management positions. Olsen’s sales career spans 20 years.

SouthEast LINK is led by President Ailene Grego. The company has been in the jan/san industry for 68 years.

Visit for more information.

Angela Olsen

Rankin Publishing Co., Inc. | 204 E. Main St., P.O. Box 130 | Arcola, Illinois 61910-0130, USA
(800) 598-8083 (217) 268-4959 Fax: (217) 268-4815 | email:


Coming in the May/June 2015
print issue of MSN

Friendly Products


• Maintenance Chemicals

• Dispensers & Proportioners

Floorcare Equipment & Supplies

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