Walker Presents ‘Show And Sell’

John Walker kicked off a series of five ISSA “Show and Sell” seminars with stops in Los Angeles and Portland, Ore., April 7 and 8, respectively.

In the seminar, Walker shares some insights on his recipe for sales success. Distributors should shift their sales focus from “productivity,” to selling safety, hygiene and eliminating waste in facilities, he says.

When you sell productivity, you scare customers, says Walker. They don’t want to hear about things that might cause their jobs to change — or be eliminated.

With injuries so common among cleaning workers, a distributor who mentions reducing worker’s compensation claims will cause buyers’ ears to perk up, he says.

Walker also addressed why he thinks dressing for success is so important. Salespeople who wear a “uniform” — a suit and tie — garner more respect, and improve their income, he contends.

The seminar has three May dates scheduled:

—May 12; Atlanta
—May 18; Lansing, Mich.
—May 20; Sturbridge, Mass.

For seminar information, or to register, visit ISSA.com.

COMPANY NOTES

Impact Products LLC, Toledo, Ohio, a manufacturer of a wide variety of restroom and safety products, has announced the creation of a strategic alliance with Allsafe Services and Materials (ASMC), as of May 1. ASMC’s line of safety products will complement the markets already served by Impact, according to the company.

AW Mendenhall, Chicago, was recently named “Merchant of the Year for 2004” by Kimberly-Clark Professional, Roswell, Ga. The award was based on case volume, net revenue and distinctive brand sales improvement.

National Chemical Laboratories Inc., Philadelphia, recently announced that it will contribute funding to a new initiative from Green Seal Inc., Washington, D.C., which will certify building service contractors and other cleaning professionals. In addition, Spartan Chemical Co., Maumee, Ohio, has also announced that it will contribute to the initiative.

Avmor Ltd., Lavel, Quebec, a manufacturer of chemical cleaning specialties, recently published a hardcover book, “The Avmor Collection,” which displays almost 40 years of paintings commissioned by the company (1965-2004).

PLAYERS

Jennifer Schaffer, marketing coordinator for Tornado Industries, Chicago, will be running with the Leukemia and Lymphoma Society’s “Team in Training” in the Chicago Marathon, October 9. Schaffer has received pledges from a host of jan/san companies, including: KnowledgeWorx, Grainger, AlturaSolutions Communications and Tornado.

John Telesz has joined Dosatron Intl., Clearwater, Fla., as Northeast regional sales manager. His territory includes the states of Delaware, Maryland, New Jersey, Pennsylvania and western New York. Telesz’s office will be in Old Forge, Pa.

J. Tech Sales, a South Florida-based specialty chemical distributor, has appointed Kathleen Eatough vice president. Eatough has been with J. Tech Sales for more than seven years and has extensive experience in sales, management and operations. She holds a masters’ degree in business management.