At just about every buying conference I have attended for the past five years there has been a common question: How do we attract young people into our industry? I have been to workshops on the subject and part of many conversations, all with the same cry for youth. It is true that the jan/san industry has become old and gray.

I decided to take my daughter, Liz, to the AFFLINK conference in Nashville, Tenn., last June. Liz is an art education major at Penn State, and even though she has done very well in her major, I sensed that she would like the business world. I felt the conference would be a perfect opportunity for Liz to get a taste of how business works, and to introduce her to the jan/san business, which I have been a part of for more than a quarter of a century.

My goal was to show Liz that being an art teacher isn’t her only option when she graduates. Her opportunities in the jan/san industry as a young, articulate, outgoing and ambitious woman are truly unlimited. I firmly believe that we are part of one of the best businesses going, and I have often said that many people have built amazing careers and made a ton of money in the jan/san industry. For the future, I believe the same opportunities exist if a person is willing to start at the bottom, work hard and produce results.

I don’t think many people can deny how good our business has been. We should be on college campuses around the country telling our story and skimming the cream of the crop off the top of the talent pool. We have a great story to tell about our industry; it may not be the most glamorous, but it is certainly solid and has a bright future.

As I prepared Liz for what she should expect at the conference, I told her about the inevitable comments about our industry that she would hear, those comments about how she should “run for the hills” and not get anywhere near the jan/san business. I have heard the comments many times through the years, as I am sure you have, too. For some reason, it is common to hear people who have done very well in the business rag on our industry. I was certain Liz would hear it at least once, so I thought I sufficiently prepared her for the worst.

Well, I can say I was wrong; Liz not only heard the comment once, but I counted at least 10 occasions where she was told not to get anywhere near the business. Do we realize the message we are sending the potential candidates we are trying to attract to our industry? We talk about the need to attract capable, young people, and we are scaring them away in the same conversation. I truly feel that this isn’t intentional. In many cases it is in jest, but the impression is still made, especially on those who have no experience or exposure to our industry. Liz has first hand experience how our industry has positively impacted our family so she was able to take the comments with a grain of salt.

How many young people are we scaring away from our industry without realizing it? It’s time for us to realize how much we are negatively affecting our industry. It’s time to change our perception of our amazing business and start promoting it for what it is: one of the best businesses going. Let’s change the conversation from “run for the hills” to “run toward the opportunities” that the jan/san industry has to offer. You never know; we just might be surprised at how many great, young people are available to keep our industry vibrant for years to come.

Mike Mirarchi is the sales manager for Huff United, a redistributor in Boothwyn, Pa.




POSTED ON: 3/22/2012