In an increasingly national (and even global) cleaning market, regional players still have a vital role. Smaller building service contractors fill niches big BSCs can’t; the same is true for associations. The New Jersey Sanitary Supply Association is a prominent and thriving example of a strong regional association, and in this interview, we speak with its president, Fred Schimanski. Schimanski is a 20-year jan/san veteran and owner of CSF/Select Wholesalers Inc. in South Plainfield, N.J.

Contracting Profits:
Tell us a little more about NJSSA.
Fred Schimanski: The NJSSA member base consists primarily of distributors, manufacturers and manufacturer reps in the sanitary supply industry. Our association also serves many associate members, such as BSCs and schools. [There has also been] a recent alliance with the International Executive Housekeepers Association (IEHA).

About 10 years ago, we invited several BSCs to one of our meetings for a panel discussion. An eye-opening debate ensued and probably could have continued all night long.

Several issues arose as both sides discussed their needs and wants. The biggest debate by far, was about training. The BSCs made it clear that they want free training from distributors and they are not getting enough. The distributors claimed that due to low pricing pressures from BSCs they were not able to offer them as much free training as was required. It was discussed that products need to be priced at a level that a distributor can offer a minimum level of training and that additional training would need to be billed additionally. This was not an acceptable solution, so we decided as an organization, we should offer joint educational seminars to meet the needs of all cleaning professionals.

These seminars have been a great success and well attended by manufacturers, distributors and cleaning professionals alike. Some distributors have used this as a member benefit, inviting their customers to our seminars, as was intended. When people open communication, listen and work together towards a common goal, great things happen.

CP: What is the role of a regional association in today’s increasingly national business climate?
FS: There will always be issues that affect/impact a region in ways that only a local organization can respond to appropriately. There are many examples — Katrina is on everyone’s mind lately, but our region is still moving beyond 9/11. We were impacted locally and responded locally. Our association has sent representatives to New York City and Trenton, N.J. to voice our members concerns to legislation that would impact them negatively.

When it comes to educational, the turn-out we have been experiencing at our seminars has been tremendous with typical attendees ranging from 30 to 100. Our Supply Line show attracts nearly 3,000. Most attendees we get drive to and from our events. If they had to fly, they wouldn’t go. We serve a very real regional purpose which is why we are a successful, growing organization.

CP: How do you work with your international counterpart, ISSA?
FS: The ISSA is on a similar path to the NJSSA; however, they are working as hard globally as they are in the USA to bring the cleaning industry together. I attended a regional presidents meeting which also included presidents of Canada and the [Sanitary Supply] Wholesalers Association last fall at ISSA headquarters for two days. It became very evident that a well run and organized regional association with a mission is important to serve the local members.

CP: How does your organization and its members interact with BSCS?
FS: We heard loud and clear from BSCs that they were interested in education. We have invited top educators within the cleaning industry. We have offered topics which we knew would attract and provide value to BSCs, such as indoor environmental quality, green cleaning and work loading buildings.

We have also opened up our Supply Line biennial trade show, the largest jan/san expo on the East coast, to BSCs. We hope in the future to continue to develop more educational programs and to develop an alliance, such as our alliance with IEHA, with BSC associations so that we can work together to improve hygiene, health and environmental impact.




POSTED ON: 6/1/2006