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MSN E-Newsletter October 2014

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

issa14

By Harrell Kerkhoff
Maintenance Sales News Editor

Three tradeshow days, educational and networking opportunities and four keynote speakers will highlight ISSA/INTERCLEAN® North America 2014. The event is scheduled for November 4-7 at the Orange County Convention Center, in Orlando, FL.

ISSA says, “The event will feature a week where executives in the global cleaning industry meet to drive innovation, productivity and profitability. The event will bring together five co-located events, 700-plus global suppliers from over 30 countries, and an estimated 16,000 attendees from approximately 78 countries.”

This year’s convention will follow a Tuesday through Friday format.

ISSA convention seminars start on Tuesday, November 4, and continue through Friday, November 7. Additional sessions will take place on the tradeshow floor during exhibit hours. Over 45 seminars and workshops are scheduled during the event.

There will also be three days of keynote addresses. They will feature a mix of motivational advice and take place on the tradeshow floor at Keynote Stage, Hall A1.

The event’s first keynote speaker is Susan Ershler, from 8:15 to 9:30 a.m. on Wednesday, November 5. Ershler, who will discuss “Conquering the Seven Summits of Peak Performance,” is one of fewer than 300 people who have conquered the seven major summits of mountain climbing. “She has also excelled at building and leading teams that have achieved exceptional results. Drawing on her knowledge and experience, Ershler’s presentation will show why the best leaders are much more than top performers themselves. They enable every member of their teams to overcome perceived limitations by learning to commit to a shared vision of success,” according to ISSA.

susanErshler
Susan Ershler

Throughout her 23-year corporate career at Qwest, United Technologies, FedEx Kinko’s and Verizon, Ershler earned 11 President’s Club sales awards. Outside of the business world, Ershler has scaled the Seven Summits — the highest peaks on each of the world’s seven continents — and written a book, Together on Top of the World, documenting the climbs. Ershler’s new book, Conquering The Seven Summits of Sales; From Everest to Every Business, Achieving Peak Performance, will be published this year.

The second keynote speaker, from 8:15 to 9:30 a.m. on Thursday, November 6, will be Marcus Buckingham. A best-selling author and consultant, Buckingham will share how to put ideas into practice without stifling the personal strengths that give each person on a team an edge. Buckingham wrote a best-selling 1999 book, First, Break All the Rules.

marcusBuckingham
Marcus Buckingham

Buckingham offers strategies that emphasize creative strengths, even if they involve breaking from traditional techniques. Since his first best-seller, Buckingham has published or co-authored additional best-sellers, helping people to identify their personal strengths. The backbone for Buckingham’s books is the work he did over two decades as a senior researcher for Gallup, the international analytics and consulting firm, as well as in his own business consultancy. He says he has spent a career focused on collecting information about what makes successful managers, then honing strategies for how to best turn talents into performance. The Cambridge graduate has worked with Facebook, Toyota, Coca-Cola, Wells Fargo, Microsoft and Disney.

From 9 to 10 a.m. on Friday, November 7, the third keynote address will be presented by Rick Pitino, head men’s basketball coach at the University of Louis­ville. In 28 seasons as a collegiate head coach, Pitino has compiled a .735 winning percentage that ranks him 11th among active coaches. Pitino is the 14th college basketball coach to win multiple national championships, and the first to win national championships at more than one school.

rickPitino
Rick Pitino

(back to top)

During the session, Pitino will share lessons that have led him to success in different environments, how to get the most out of teams of any kind, and how to inspire amazing work ethic.

Pitino got his start as a head coach at Boston University when he was 25 years old. By the time he left, he was the most successful coach in BU history. After a few years, Pitino was invited to join the NBA’s New York Knicks as an assistant coach.

In 1985, Pitino left the Knicks for the Providence College Friars, where he guided the team to a run during the 1987 Final Four. In eight seasons with the University of Kentucky, Pitino amassed a 219-50 record, and led the Wildcats to three Final Four appearances. He won his first NCAA National Championship with Kentucky in 1996. Pitino then served as president and head coach of the Boston Celtics, until accepting his current position as head coach of the University of Louisville Cardinals. With the Cardinals, Pitino has reached the Final Four three times, and won the NCAA Championship in 2013.

In addition to his team wins, 26 of Pitino assistant coaches or players have gone on to become successful collegiate coaches.

The fourth and final keynote speaker during ISSA/INTERCLEAN® North America 2014 will be boxing great Sugar Ray Leonard. He will speak on Friday, November 7, during the ISSA Excellence Awards Luncheon from 1 to 2 p.m.

sugarRay
Sugar Ray Leonard

Leonard will discuss what it took to reach his dream of being an Olympic gold medalist, and later being named the 1980s Boxer of the Decade. In 40 professional boxing appearances, Leonard lost only three times and became a champion boxer in five weight divisions.

Outside of the ring, Leonard published an autobiography, The Big Fight: My Life In and Out of the Ring, in 2011; launched an athletic clothing line in 2013; and maintains an active role in the Sugar Ray Leonard Foundation, which is instrumental in the fight against obesity and diabetes.

In addition to ISSA’s own annual convention, five other industry conventions are scheduled during ISSA/INTERCLEAN® North America, along with other industry training and member events.

They are: the Association of Residential Cleaning Services International (ARCSI), the Building Service Contractors Association International (BSCAI), the Cleaning Equipment Trade Association (CETA), IEHA-Uniting Facility Managers Worldwide, and the International Window Cleaning Association (IWCA).

Visit www.issa.com/show for more information.

ISSA/INTERCLEAN 2014 Schedule

Monday, November 3
12:30 p.m.
ISSA Golf Tournament benefiting
the ISSA Foundation
(at Shingle Creek Golf Club)

Tuesday, November 4
Noon to 1 p.m.
ISSA Networking Lunch

1:15 to 5 p.m.
ISSA Convention Seminars

Wednesday, November 5
8:15 to 9:30 a.m.
Susan Ershler Keynote Address

9 a.m. to 5 p.m.
Exhibit Hours
(including tradeshow floor seminars)

Thursday, November 6
8:15 to 9:30 a.m.
Marcus Buckingham Keynote Address

9 a.m. to 5 p.m.
Exhibit Hours
(including tradeshow floor seminars)

5 to 7 p.m.
ISSA Manufacturer Rep Forum
& Reception (at the Hyatt Regency)

Friday, November 7
8 a.m.
ISSA General Meeting

9 a.m. to 1 p.m.
Exhibit Hours

9 to 10 a.m.
Rick Pitino Keynote Address

1 to 2 p.m.
ISSA Excellence Awards Luncheon
Featuring Sugar Ray Leonard
Keynote Address

2:15 to 4 p.m.
ISSA Convention Seminars


PROCYON Invites Participants In Training Videos

“It is important to submit a cleaning video that has been produced with a professional cleaning service look. There are seven cleaning method categories. The winner of each category will receive a $500 gift certificate to Amazon,” said PROCYONspokespeople.

Submitted chosen videos will be credited and used on PROCYON’s new website as training videos for educational purposes. Training videos must be original, and participants should dress professionally when being filmed.

All submissions must be received by Nov. 14, 2014.

The four carpet cleaning methods include:
1) Truck Mount;
2) Portable;
3) 100 percent Cotton Bonnet & Floor Machine (Participants can contact PROCYON to purchase 100 percent cotton bonnets); and,
4) Encapsulation.

To qualify for a prize a video must have step-by-step verbal instructions. Participants are required to feature PROCYON Extreme! and use PROCYON Extreme! in tthe training video. They can visit www.soapfreeprocyon.com to find a PROCYON distributor.

Participants must state and feature these steps:
1) Pre-vacuum;
2) Pre-spray PROCYON Extreme!; and,
3) Either fresh water rinse extraction, bonnet, or encapsulation.

• Truck Mount Training Video
No names of any equipment manufacturers, please.
Using Hydro-Force pre-spray or similar sprayer, remember to talk about and show mixing instructions.

• Portable Training Video
No names of any equipment manufacturers.
Using pump, battery or electric sprayer, remember to talk about and show mixing instructions.

Bonnet Training Video
No names of any equipment manufacturers, please.

Using pump, battery or electric sprayer, remember to talk about and show mixing instructions. Please show the 100 percent cotton bonnet before cleaning and after cleaning.

• Encapsulation Training Video
Some encapsulation equipment has the ability to pre-spray. No names of any equipment manufacturers.

procyon

Using pump, battery or electric sprayer, remember to talk about and show mixing instructions.

The three Tile and Grout Cleaning methods include:
1) Tile Wand;
2) Rotary Scrubber; and,
3) Steam Vapor.

• PROCYON Tile and Grout Concentrate training video must contain:
Do not use names of any equipment manufacturers.

Participants are required to feature and use PROCYON Tile & Grout Cleaner Concentrate product in their cleaning video. Remember to talk about and show mixing instructions while mixing the tile cleaning product. Visit www.soapfreeprocyon.com.

Step-by-step verbal instructions must include:
1) Floor Preparation;
2) Shake Bottle;
3) Mix PROCYON Tile & Grout Concentrate in to a Pre-Spray; and,
4) Tile Cleaning System.

Contest Rules: Participants must be the creator and owner of the video submitted. They must be at least 18 years of age. By submitting a video, participants grant Plus Manufacturing, Inc. the irrevocable, perpetual right to use, copy, edit, and display the video in any media. The creator and owner of the videos used as training videos will receive the award of a $500 gift certificate to Amazon. There may be certain aspects of other videos we receive that we will use and award the creator and owner of the video a $100 gift certificate to Amazon as well.

To submit training videos, email videos with: the appropriate category, correct name, company name, address and contact details to Ivan at procyon_rx@msn.com or Jesse at sales@soapfreeprocyon.com by Nov. 14, 2014.

Winners will be announced on Dec. 1, 2014. Contact Jesse or Ivan with any questions at 1-800-776-2966.

 


Barbara Riehle Joins Starco Chemical

Starco New Midwest Regional Manager Barb Riehle, located in Toledo, OH, has over 14 years of sales experience in the industrial and institutional cleaning products industries. She has worked with both manufacturer’s representatives and distributors.

Starco Chemical is a developer, manufacturer and supplier of floorcare, housekeeping, warewash and industrial products, systems and services to meet the needs of the foodservice, institutional, commercial and industrial markets. Starco also offers liquid, solid and powdered private label product lines.

In addition, Starco has partnered with the U.S. EPA and manufactures a full line of DfE-approved “Green Key”® products.

Visit www.diamondchem.com for more information.

barbaraRiehle
Barb Riehle


From Powr-Flite:
The Sweeper/Vacuum for Most Floor Types

Powr-Flite says its PF28SV sweeper/vacuumworks well for use on multiple floor types.

“It is CRI Certified Silver and picks up larger debris that can clog traditional vacuum cleaners. This system has a large 3/4 bushel recovery bag and 60-foot cord to minimize downtime.

“Its wide 28-inch cleaning path improves worker productivity providing nearly three times the productivity of traditional upright vacuums,” said company officials.

With 5 levels of height adjustment, the PF28SV can transition to different cleaning surfaces.

Visit www.Powr-Flite.com or call 800-880-2913 for more information.

powrFlite


Tornado Industries Offers Advice To Cleaning Companies On How To Avoid Failure

The contract cleaning industry is lucky....only about half the companies fail in five years. This is a whole lot better than restaurants. It is estimated that 80 percent of restaurants are long gone in five years.

However, the reasons a restaurant fails and why a cleaning company closes can be totally different. Complicating issues, some of the reasons a contract cleaning company fails are essentially secret...the owner is unaware of these issues until it’s too late.

This month’s Business of the Business Advisory from Tornado, offers the following “Top Five ‘Secret’ Reasons Cleaning Companies Fail” and how to possibly avoid them. They are:

• No marketing — Marketing is part of doing business; it is conducted when you need new accounts and even when you have all that you can handle. Set aside a specific number of hours for marketing every week;

• Outdated SEO (Search Engine Optimization) —Many contractors update their website every two, three, or more years and then forget about it; however, Google and other search engines are updating their search engine algorithms every few months. Have an SEO expert update your site at least once per year;

• No customer retention policy — It is not uncommon for customers to say they have neither seen nor heard from their cleaning contractor since the day he was hired. This invisibility makes it easy for customers to fire you.

tornado

Make a regular date with your clients, and let them know you care about their business and their cleaning needs;

• Slow collections — Don’t be embarrassed to contact slow-paying clients. When a customer does not pay you promptly, that company is costing you money. Send out a polite, but straightforward, second notice request if a payment is 30 days past due; and,

• Poor staff training — This is probably the No. 1 killer of contract cleaning companies. Poorly trained workers typically result in a revolving door cleaning company – as one new customer is retained, two leave. Training and ongoing training are crucial in order for a cleaning company to survive and thrive.

Visit www.tornadovac.com for more information.



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: drankin@consolidated.net

ddi

Coming in the Nov/Dec
print issue of MSN.

The Post-ISSA
Convention Yearbook


SPECIAL FOCUS ON:
Warewashing & Laundry
Equipment & Products


For further information, drankin@
consolidated.net


Send News Of Your Company To drankin@
consolidated.net