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  • Learning From Trying Times

    Anyone can steer the ship in calm waters. But what sets today’s business owners apart are the ones who can maneuver the ship through the roughest of seas. In these times of economic despair, business owners are watching their profit margins slowly...
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  • Cash Flow

    In today’s recessionary environment, nothing can destroy a distributor’s business quicker than insufficient cash flow. And with financing harder to come by, it’s vital that jan/san distributors maintain enough liquidity to weather these...
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  • Salary Or Commission?

    Hiring a sales staff on a commission-only basis may sound like an up-front cost-saver for most jan/san distributors, but experts say investing in a sales staff pays dividends down the road. All distributors want a good salesperson that can communicate...

  • Lunch And Learns

    Engulfed in the daily grind of fulfilling customer inquiries and making sales calls, most distributor salespeople just can’t devote enough time to stay up-to-date on current industry trends. And distributors have been looking for ways to broaden...

  • Overcrowded Warehouses

    The day-to-day operation of running a distribution warehouse is enough to keep a warehouse manager awake at night. Especially, if they’re encountering the logistical nightmare that most distributors across the country face — too much inventory...
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  • Steering Clear Of Your Customer's Spam Folder

    When speaking to a handful of jan/san distributors for Sanitary Maintenance’s June cover story on face time with customers, I quickly learned that most distributors are using e-mail as a major means of conversing with their customers. In fact, the...

  • Wholesalers: A Distributor's Big Brother

    Jan/san distributors and wholesalers have a brotherly bond. When little brother (distributor) needs assistance, big brother (wholesaler) is there with a helping hand. Essentially, a wholesaler’s role is to provide products and services to distributors...
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  • Business Travelers Beware

    If you’ve taken a flight overseas for business, you know that getting through the long security checkpoint lines can be exhausting — take off your shoes, empty your pockets, take out your liquids in your carry-on luggage and take out any electronic...

  • Pain At The Pump

    With fuel costs soaring to all-time highs, countless suppliers are trying to avoid raising the white flag. And even though some businesses are offsetting the skyrocketing prices by passing down some of the costs to their customers, the pain at the pump...
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  • Recession-proofing

    Like it or not, jan/san distributors are feeling the effects of a recessionary environment. And to throw salt in an already bleeding wound, the forecast for the coming months isn’t looking too promising. Speaking to a number of distributors since...
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  • Payment Fraud

    I’ve heard of end user companies not paying their bills on time — or is some cases not at all — but payment fraud, according to a recent survey, is also something distributors should be paying close attention to. The survey, conducted...
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  • When Distributors Can Be Held Liable

    It’s well known that manufacturers can be subject to a wide variety of laws and regulations governing product liability. Things such as bodily injury and property damage losses may arise from the product itself, the product’s packaging, instructions...
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  • It Doesn't Hurt To Ask

    What you don’t ask, you don’t know. As a jan/san distributor, when was the last time you asked your customers how you can better serve them? Or better yet, do you go out of the way to ask your customers how your company is doing? These simple...

  • Passing The Torch

    Baby boomers hold the institutional memory of their organizations. Their business decisions, countless contacts, years of knowledge, as well as the expertise of running the company are irreplaceable. Like many industries, the jan/san industry is bracing...
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  • Go Beyond Your Comfort Zone

    The slowing economy and the possibility that the United States is heading for a recession are worrisome subjects for many small jan/san distributors, especially those whose biggest concerns are how they’re going to keep sales coming in when customers...
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