How Convenient

Today, environmental concerns regarding aerosol sprays have less to do with the probability of ozone depletion, and more to do, simply, with how facilities recycle their empty cans. Aerosols have been free of CFCs (ozone-depleting chemicals) since 1978, so they have become a dispensing system of choice for many cleaning professionals. Users can spray away without a guilty conscience.

Cleaning chemicals packaged in the form of aerosol sprays have numerous benefits — they’re pre-mixed, ready to use, and can be applied easily to any surface with the press of a forefinger. Really, the decision of what chemical dispensing method to use often comes down to personal preference.

“I guess [their choice depends on] the perception of the end users,” says Dan Ellis, president of Juniper Paper & Supply Co., Bend, Ore. “I do have customers who [prefer] non-aerosol agents.” However, many others favor aerosols in comparison to other dispensing methods, he adds. “Other people know they’re effective and that’s what they want.”

Another issue that can sway the decisions of end-user customers is cost. While aerosols often come with a slightly higher price tag than the alternatives, such as ready-to-use liquids and proportioning systems, many end users prefer the convenience associated with an aerosol spray.

“Some customers love the convenience of the aerosol, which cancels out the cost factor,” says Kevin Ervin, vice president of sales and marketing for Dee Janitorial Supply, Chicago. “I think it’s a personal preference. I think that [preference] is more important than cost.”

Other distributors say their customers are opting for alternatives they see as more cost effective.

“Dilution control systems are becoming more popular,” says Henry Levenstein, vice president of marketing for Supply King, Neptune City, N.J. “I think the cost effectiveness is a big feature, and there is storage-space advantage.”

Large buckets of chemicals take up much less supply-room space than small aerosol cans, he says. Plus, if a customer’s facility can’t or won’t recycle, metal cans go into landfills. Levenstein believes that there are pros and cons to each method when it comes to the environment, but he sees the benefits of dilution control dispensing systems. “In dilution control, you’re reusing the bottles, so you’re not throwing that away,” he says.

When Cost Comes First
Distributors say environmental concerns come into play when an end user is choosing a product, but for the most part, they’re still very conscious of price: they’ll choose the environmentally friendly option if it is the same price or cheaper than the alternative.

Levenstein says he has only a handful of customers who ask questions about janitorial products’ effects on the environment.

For these customers, environmental concerns are still secondary to cost or cost perception, says Levenstein.

Ervin, who says he sells nearly equal amounts of aerosols, ready-to-use liquids and proportioning systems, says he still personally questions the effects of aerosols on the environment. Nevertheless, he arms himself with pamphlets and other literature to support his message to customers that aerosols are safe.

The environment in the larger sense isn’t the only factor affecting aerosol sales, however. Ervin says many customers worry about indoor air quality and the chemicals they’re inhaling. Aerosols spray a very fine mist of particles that are more easily inhaled than chemicals from a spray bottle or other alternatives.

Typecasting
When it comes to aerosol sales, distributors say it’s impossible to look at the product category in general — aerosols for certain purposes are often better sellers than those sold for other purposes. For instance, insecticides are more common in aerosol form than window cleaners are.

You have to look at the purpose each product is serving, says Larry Lawton, vice president of sales for Lawton Bros., Orlando, Fla. “For example, with insecticides, aerosols are most popular. When you get into regular housekeeping [chemicals], your proportioners are more popular.”

Certain products are well suited to aerosols for safety and convenience reasons — besides insecticides, room deodorizers, surface disinfectants and specialty food service products, such as stainless steel cleaner work well as aerosols.

“I think the ease of use and lack of availability of other products are an issue with regard to insecticides,” Lawton says. Conversely, most people will not buy an aerosol glass cleaner because there are too many less costly alternatives that are just as effective, he says.

According to Ellis, aerosol deodorizers are good sellers, in part because of his location and climate. In the high desert climate, aerosols work better because non-aerosol deodorizers dry out too quickly, he says.

The Aerosol Advantage
Jan/san distributors have varied predictions regarding the future of the aerosol market. Many say the future of the market rests squarely on the distributor’s shoulders.

“I think a lot of it depends on whether distribution spends time on [selling aerosol products],” Lawton says. Distributors need to educate buyers about the benefits of aerosols, he contends. They need to know that there is a labor cost inherent with the alternatives. It can take one employee just to mix chemicals or fill spray bottles, he says. But if a customer uses aerosols, that cleaning worker’s time can be spent elsewhere.

Beyond productivity, aerosols are safer for an employee to use — less potential contact with chemicals — and often more convenient. “When you take a look at all that, aerosols are not terribly expensive,” Lawton adds.

Others are somewhat skeptical about future markets for aerosols. “If people are willing to pay for convenience, they’ll stay around,” Levenstein says. However, he says, some issues, such as aerosol flammability and disposability, plus expense and storage requirements might stand in the way of a sale. “We sell a fair amount. People look for them, but I think there is enough of a case against them that it will put a ceiling on the growth,” Levenstein adds.

Other distributors believe there will always be a market for convenience, and that is an aerosol’s break-out selling point.

“Some [customers] want pure convenience, and some want [the lower] cost,” Ellis says. “I’ve got customers who buy aerosols and also buy concentrates. It depends on what they want for their particular cleaning task.”