When I first started writing for Contracting Profits several years ago, stories about the relationship between building service contractors and distributors often focused on the suppliers’ gripes with BSCs — their odd demands, price-conscious purchasing and slow-pay habits.

While researching this month’s cover story, though, I was struck by the sea change in attitude — complaints and reluctance have given way to excited discussions of value-added services, new technologies and ways to please their BSC clients.

What changed? Some of it, I’m sure, is an acknowledgement that BSCs represent a fast-growing segment of the jan/san market, and distributors know they’ll need to work hard to compete for your business. I also believe increasing professionalism in the industry has helped, as has distributor exposure to BSCs at industry events, including the ISSA/Interclean-USA show. (Contracting Profits is again sponsoring the educational track for BSCs at this year’s show.)

On a sad note, Arthur C. Barraclough, founder of Cross Gate Service Co. in Brentwood, Tenn., and president-elect of the Building Service Contractors Association International, passed away May 14. Barraclough was a frequent Contracting Profits interviewee, as well as a great friend to the publication and to its editors. Our condolences go out to his family, friends and colleagues; we know he’ll be deeply missed.




POSTED ON: 6/1/2004