Brushes, brooms and mops have never accounted for a huge percentage of distributors’ overall sales, but they are a necessity for most end users.

These hand-helds sell themselves, and require little guidance or education from the distributor. It’s a market where customers stick to products they have used in the past — some because of price and others because of quality.

In 1997, a survey conducted by SM and the International Sanitary Supply Association (ISSA) reported that hand-held equipment accounted for 10 to 14 percent of overall sales. Now the percentage is slightly higher, with average sales accounting for 10 to 20 percent, according to the distributors SM spoke with.

But will this continue? In a so-called “recession-proof” industry, it seems distributors might not have much to worry about when it comes to these basic tools — no end user can go without the essentials.

“Whenever the economy expands, business grows,” says Randy Rice, CEO of HRS Supply Inc., West Chester, Ohio. He believes the current economic slump has stymied market growth.

Other distributors don’t see the economy’s affect on the sales of hand-held products much, if at all. It’s an issue of supply and demand driven by necessity.

“Overall, generic brushes and brooms don’t carry a lot of brand loyalty,” says Michael Overby, president of Pro-San Maintenance Supply Inc., Durham, N.C. “It’s more of a commodity,” he adds.

“I’m not sure why sales are only about 15 percent,” muses Phoenix Supply, Antioch, Ill., owner Irene Smith. She’s not worried, though, since the percentage is about the same as previous years.

“Brushes and mop sales are a pretty stable percentage,” says J.O. Tucker, president of Tucker Janitorial Supply, Tulsa, Okla. Although his market expands each year, the overall percentage of mops and brushes remains about 8 percent, he explains.

Cost Wins Out
Are end users more concerned with the quality of the brushes, brooms and mops they purchase, or is cost the most important factor in the decision-making process?

“Normally customers are not looking for quality. Cost is the bottom line,” says Rice. Buyers want these types of bottom line items at the best price.

As long as the tool works, people buy them. “Most of my buyers are not buying in quantity either, it’s four or five here and there. We try to accommodate the customer,” Rice says.

Buying decisions are often affected by the hand-held product the buyer wants to purchase.

“If they’re here to buy a brush, then they lean toward quality,” says Overby. “Brushes last longer and you get more use out of them.”

When it comes to mops, he says, cost is the main factor in the buying process. Overby tries to show end users the differences between higher-quality and lower-grade products.

Distributors must often provide the customer with what they want or risk losing a sale. Even if a customer is aware that a cheaper product doesn’t offer as much quality, many low-grade products still sell.

As long as the customer understands that the longevity is not as good, then Rice has no qualms about selling them the cheaper product.

Other distributors say quality is a top concern to customers. “We only carry quality products,” says Tucker. Lower quality merchandise, he says, equals a low price.

“It’s a toss up,” says Smith. She explains that customers don’t always buy the cheapest product because they still are looking for good performance. However, for those that do, Smith tries to convince the customers that quality products will last longer. In terms of overall cost, it is worth it to pay a little more for a better product, she explains.

It’s a Match
It’s important to match the tool to the facility to be cleaned: Is it a hospital, office building or restaurant? Not all cleaners and equipment are intended for the same function.

“We work mostly with janitorial companies, schools and institutions,” Overby says. Each building has individual and unique concerns that his company addresses when selling a product, he explains.

Distributors should also offer tips on cleaning procedures, storage and life expectancy of the hand-helds. This will help the end user achieve maximum performance from the product.

For instance, the cleaning products used with a mop can dramatically affect its performance and life expectancy, Smith says. Certain cleaning agents will not wash out of a mop, so the mop has to be discarded after only one use.

Mops are not created equal. In fact, when it comes to mop heads, there can be a huge difference in product performance. Lower quality mop heads need to be replaced more often than lower quality brushes, says Overby.

“Cheaper mop heads can’t even be laundered — just thrown away after about two uses,” says Smith.

Mop heads soak in chemicals a lot more than brushes do, so they don’t last as long as brushes, says Smith.

And cheaper is not always better. Many companies cut corners by buying cheaper brushes, brooms and mops, but that can come back to haunt them, Smith says. She tries to educate her customers by explaining in the long run, by buying cheaper equipment, they will actually be paying more.

Getting the most out of any product is important, regardless of cost. Cheap or not, some general rules apply. The mop head should be kept clean and dry and replaced often.

Some Paths Shouldn’t Cross
The term “cross contamination” is most often associated with the food service industry, but it can happen almost anywhere. Cross contamination is the transfer of harmful substances through contact with hands, surfaces, equipment or utensils. Leaky sewer pipes or water lines and insect/rodent infestation can also contribute to the transfer of bacteria.

Following preventive measures to avoid contamination is something that is repeatedly stressed in the food service industry. Still, incidents occur, often due to lack of proper training.

Cross contamination can cause e-coli or salmonella — resulting in sickness or in some cases death. One way to minimize risk is to create a maintenance plan that includes proactive habits. Proper handling of equipment and effective products are key.

HRS Supply does its best to educate buyers of the risks of cross contamination and offers advice on safe ways to handle equipment in food service environments. Solutions include keeping the brushes, brooms and mops very clean and changing mop heads on a regular basis.

A common vehicle for germs and bacteria is hands. Because of that, Rice advises his customers to wear nitro gloves — they are much more durable than latex gloves for handling dirty buckets.

The area being cleaned also affects how it should be cleaned. A dirty bathroom floor has more immediate health concerns than a classroom floor. Again, distributors who ask the buyer questions can offer the most beneficial advice.

Preventative application includes things like: keeping hands as clean as possible with frequent washing, removal of soiled clothing before cleaning, sanitizing equipment and cloths between uses, not working when ill and not using dirty cloths to clean surfaces.

Back to the Books
Proper technique plays a big part in effective and safe cleaning. That’s why training receives so much attention. Most distributors offer training for cleaning with hand tools, even if the concept seems simple.

Pro-San offers education grouped in a system. It’s not telling someone how to sweep the floor, which might insult a buyer, says Overby. It’s teaching customers the correct cleaning methods for different areas: flooring, restrooms and carpets.

With these systems, Pro-San shows the buyer a variety of chemicals and equipment, then points out the company’s preferred choice for each task.

“There are definitely certain types [of brushes, brooms and mops] for certain uses,” says Tucker.




POSTED ON: 4/1/2001