In this article, industry manufacturers answer common questions asked by members of the industry

How can distributors convince building owners, facility managers or cleaning professionals to switch from paper towels to hand dryers?
The best way to switch a facilities manager is to provide them a cost-in-use model. These models will show the payback timeframe to move away from towels to hand dryers. Remember, the ongoing cost to a hand dryer is the electricity utilized to dry the hands vs. paper towels. It takes 17 trees to make one ton of paper. Average cost of paper is 2 cents per hand dry using paper towels vs. 1/10th of a cent using hand dryers. According to the School of Government, if you replace paper towels for bathroom hand drying with energy-efficient hand dryers, energy-efficient hand dryers will pay for themselves in a few short years.

— Kevin Knapp, director of sales and marketing, Palmer Fixture, Green Bay, Wis.


While the initial investment of hand dryers vs. paper towels may be perceived as higher, the efficiency of today’s hand dryers can help realize long-term economic and environmental savings. With energy-efficient, fast-drying hand dryers, you’re doing your part not only to save the environment by reducing energy consumption and keeping waste out of landfills, but you are also reducing maintenance costs by eliminating germ-filled waste on the floors, overflowing trashcans and toilets clogged by paper towels. The result for building and facility managers is peace of mind as well as a cleaner, more sanitary facility.
— Dan Storto, senior vice president, sales and marketing, World Dryer, Berkeley, Ill.


They are all looking to save money while providing cleaner more environmentally friendly restrooms. A high-speed, energy-efficient hand dryer is the best way to do this. Worksheets are available online for a facility to easily calculate their cost and environmental savings. Cost savings vs. paper towels is about 98 percent. An energy-efficient hand dryer can dry one’s hands 55 times for the cost of one paper towel. The payback time for a hand dryer is usually less than six months. Customer satisfaction is also improved because hand dryers are always ready to go — eliminating empty paper towel dispensers and overflowing trash cans and toilets clogged with paper towel.
— Michael E. Robert, vice president sales and technology, American Dryer Inc., Livonia, Mich.


Hand dryer benefits include:
• 95 percent cost savings vs. paper towels;
• 80 percent less energy usage than traditional hand dryers;
• Elimination of paper towel storage, maintenance and waste;
• Touch-free, more hygienic environment;
• Assistance in meeting sustainability goals; contribution towards LEED/Green Globes credits;
• High-speed hand dryers are virtually maintenance free (suggested maintenance is 1 time per year).
— William Gagnon, vice president of marketing and key accounts, Excel Dryer, East Longmeadow, Mass.


Hand dryers are fast, hygienic, and better for the environment. They also cost significantly less to run.
— Rob Green, engineer, Dyson, Chicago


A lot of distributors carry a variety of paper products, but only one or two options for hand dryers. What advantages are there for stocking full lines of both towels and hand dryers?
The customer has a choice between economy, mid-range, or high-speed hand dryers. This would assure the distributor of making the sale for the customers that have chosen to move away from paper to hand dryers.
— Kevin Knapp, director of sales and marketing, Palmer Fixture, Green Bay, Wis.


Customers like choices so there may be certain situations where one solution fits the environment over the other. We believe the benefit of hand dryers can’t help but outweigh the choice of paper when it comes to evaluating ease of use, reducing cost and the opportunity to reduce the spread of germs.
— Dan Storto, senior vice president, sales and marketing, World Dryer, Berkeley, Ill.


Because high-speed, energy-efficient hand dryers are quickly replacing paper towel, it's a good idea to have a selection of hand dryers in stock. One manufacturer recently introduced a model with adjustable sound and speed as well as universal voltage. This allows a distributor to stock one model to meet most customer needs.
— Michael E. Robert, vice president sales and technology, American Dryer Inc., Livonia, Mich.


Distributors should provide the best solutions for their customers in all product categories, allowing them to choose one or the other or to customize their own combination of solutions.
— William Gagnon, vice president of marketing and key accounts, Excel Dryer, East Longmeadow, Mass.




POSTED ON: 5/17/2012