ContractingProfits Interviews Metroclean

cover story

Polling Green

Four out of five BSCs now use green cleaning products, according to a Contracting Profits survey

By Lisa Ridgely, Deputy Editor of Contracting Profits

---

Many building service contractors used to have their doubts about green cleaning — and about the green movement in general. But as the business world now knows, green was not a fad; it’s here to stay, and has entrenched itself in our vocabulary, thoughts and behaviors.

Within the past few years, there has been no denying the industry trends of creating healthier indoor environments, cleaning as a respected science, using products that are better for the environment and a heightened emphasis on worker safety.

Three years ago, only about half of BSCs surveyed by Contracting Profits used green cleaning products. Now, four out of five building service contractors who responded to a recent survey are using them.

“With business, if you’re not changing, you’re dying, and the change to go green is a part of all business today, not just the cleaning industry,” says Travis Ryan, general manager at Envirotech Building Services in St. Cloud, Minn. “Our customers are being urged by their customers to be green, and that’s why we’re seeing that jump as well. We’re sort of seeing the trickle-down effect.”

Three years ago, only about half of BSCs surveyed by Contracting Profits used green cleaning products. Now, four out of five building service contractors who responded to a recent survey are using them.

“With business, if you’re not changing, you’re dying, and the change to go green is a part of all business today, not just the cleaning industry,” says Travis Ryan, general manager at Envirotech Building Services in St. Cloud, Minn. “Our customers are being urged by their customers to be green, and that’s why we’re seeing that jump as well. We’re sort of seeing the trickle-down effect.”

True Believers

A small number of environmentally minded BSCs helped start the green cleaning movement by jumping on board five or more years ago, and more BSCs have been spurred to action by customer mandates or legislation as the movement gained steam. Whereas there used to be some industry resistance to transitioning to a green cleaning program — for BSCs, that came in the form of hesitancy to invest in new products — it seems improved green products have proven their legitimacy.

“Janitorial products and equipment over the past few years have changed so much,” Dahlia Kelada, director of marketing for Houston-based Metroclean Commercial Building Services. “There are many more green-claimed products on the market, requiring stricter monitoring and regulations, not only for using them but for manufacturing them. Even the standards set by governing bodies have made adjustments along the way. I think if those green-claimed products weren’t standardized and regulated, the same hesitation would still be here. It establishes trust for the customer, and even us janitors who directly use them.”

Some companies have such a commitment to green cleaning that they have transitioned completely to green programs, leaving most traditional chemicals behind. In fact, the most commonly used green products, according to the survey, are multi-purpose cleaners, restroom cleaners and glass cleaners. Other popular green products include microfiber cloths and mops and recycled paper products.

READ FULL ARTICLE: “Polling Green” Contracting Profits

###

CleanLink Magazine Interviews Metroclean

cover story

The Right ‘Stuff’ Are jan/san distributors meeting end user needs? How you match up.

By Nick Bragg, Deputy Editor
ClinkLink

Even in an uncertain economic situation, one thing is for sure in the jan/san industry — end users still view distributors as an important link in the supply chain.

According to separate Sanitary Maintenance magazine surveys of building service contractors (BSCs) and in-house service professionals (ISPs) that asked them about their distributor expectations, 55 percent of BSCs and 67 percent of ISPs say they purchase their products exclusively from jan/san distributors.

A major reason why most end users say they choose to deal exclusively with distributors rather than manufacturers, wholesalers or “big-box” stores is because distributors can control costs, offer more resources and bring value through partnerships.

“Distributors become very familiar with our business and know who our particular audience is. They can provide alternate solutions to us that other outlets can’t,” says Dahlia Kelada, director of marketing for Metroclean, a Houston-based BSC. “Distributors know right away what our customers want. The relationship part is important. There’s value in that.”

That relationship becomes even more critical during economic hardships. In light of the recession, 73 percent of both BSCs and ISPs are relying more on their distributors to help them grow their business.

“We look at an economic downturn as an opportunity to grow our business, not as a hindrance,” says Kelada. “We value vendors who want to go the extra mile to provide exceptional value, as opposed to those who want to make a quick sell.”

With more end users seeking extra help nowadays, it’s extremely important that distributors provide the services customers want or risk losing their business to another supplier.

Pricing Outweighs All

In the current recession, BSCs overwhelmingly view good product price as the most important factor when choosing a distributor. According to the survey, 52 percent of BSCs chose a distributor based on their product prices. The next highest trait — value-added services was selected by only 18 percent of respondents.

Because end user companies have been forced to tighten their budgets and work with less, price has easily become top of mind, especially for those BSCs who have customers requesting reduced pricing.

READ FULL ARTICLE: “The Right ‘Stuff'” CleanLink

###