Cleaning Topic: Learn About sale

STRATEGIC SELL: HOW DO YOU EARN YOUR MARGIN? November 2025
3 Modern Sales Strategies that Drive Value

BSCS GET A HANDLE ON HAND TOOLS October 2025
Best Practices for Integrating Brooms, Brushes, and Mops

BSCS GET A HANDLE ON HAND TOOLS October 2025
A Guide to Purchasing Hand Tools

ELITE BSC: THE IMPORTANCE OF CURIOSITY October 2025
Habits of a Strong Leader

12/4/2025
NAW Seeks Injunction on Oregon Law

BE AN ELITE BSC - FROM FRUSTRATION TO PROGRESS: ASKING BETTER QUESTIONS March 2025
Cleaning Pros Benefit from Asking the Right Questions

STRATEGIC SELL: WINNING SALES IN THE AGE OF DISRUPTION October 2025
Sales Perseverance During Market Shifts

BE AN ELITE BSC – RETAINING CUSTOMERS: THE KEY TO LONG-TERM SUCCESS May 2025
Exceeding Customer Expectations Leads to Repeat Business

SALES LEADER AWARD October 2025
Sanitary Maintenance's 2026 Sales Leader Award

STRATEGIC SELL: UNPLEASANT VS. DIFFICULT PROBLEMS April 2025
How Navigating Challenges Builds Leadership Principles

CALLING ALL GENERATIONS September 2025
How to Make the Most of a Multigenerational Sales Team

10/3/2025
Measles Spreading Between States

STRATEGIC SELL: WHY MOST SALES TEAMS UNDERPERFORM September 2025
3 Keys Competencies for Successful Sales Performance 

EDITOR'S NOTE September 2025
Bridging the Generational Divide in the Workplace

AI TOOLS ARE A NO-BRAINER  August 2025
Living and Learning with New AI Business-boosting Tools 

STRATEGIC SELL: THE PAIN OF DISCIPLINE OR THE PAIN OF REGRET August 2025
The Importance of a Strong Sales Process 

A NEW YEAR, A NEW APPROACH February 2025
Establishing a Sales System to Achieve Annual Goals

THE STATE OF HAND HYGIENE IN 2025 June 2025
Trends Impacting Soap and Sanitizer Products

THE STATE OF HAND HYGIENE IN 2025 June 2025
Handwashing Habits Drive Product Innovation

STRATEGIC SELL: UNLOCKING GROWTH June 2025
How Inside Sales Impacts B2B Selling

BE AN ELITE BSC January 2025
Unlock Sales Success with SPIN Selling

EDITOR'S NOTE April 2025
What It Means to Be a Sales Leader

BEYOND THE BOTTOM LINE   April 2025
John Bruning Goes Above and Beyond for Clients

BEYOND THE BOTTOM LINE   April 2025
Paul Mullen Prioritizes Relationships at PJP

BEYOND THE BOTTOM LINE   April 2025
Deven Eastridge is Dedicated to Delivering Service

BEYOND THE BOTTOM LINE   April 2025
Craig Baumgardt is Committed to his Clients

BEYOND THE BOTTOM LINE   April 2025
The 2025 Sanitary Maintenance Sales Leaders are Recognized 

IN THE FIELD: CARPET CARE March 2025
Educating Facility Executives Promotes Carpet Care Initiatives

IN THE FIELD: CARPET CARE March 2025
How to Boost Carpet Cleaning Sales 

EDITOR'S NOTE February 2025
Capturing Sales Knowledge Before it Walks Out the Door 

1/20/2025
Veteran Sales Representative, Debby Wade, Passes Away at 71

1/17/2025
Strategic Training Tips for Maximizing Sales

THE STRATEGIC SELL: A HIGH-PERFORMING SALES PROCESS BLUEPRINT November 2024
5 Factors of a Differentiated Sales Process

THE STRATEGIC SELL: THE AI REVOLUTION IN SALES October 2024
How to Leverage AI in Distributor Sales

THE CLEANING CART EVOLUTION October 2024
Selecting Cleaning Carts Based on Facility Type

THE CLEANING CART EVOLUTION October 2024
Innovation Drives Cleaning Cart Sales

PASSING THE TORCH October 2024
Trust-Building Tips for New Salespeople On Long-Term Accounts

PASSING THE TORCH October 2024
Distributors Prepare the Next Generation of Salespeople

BSCAI MEMBER NEWS October 2024
How Commercial Contract Cleaners Can Diversify Their Client Base

FROM THE EDITOR October 2024
Nurturing Your Network

10/9/2024
Southeastern Laundry Equipment Acquires Cochrane Repair

THE STRATEGIC SELL: ESSENTIAL PIPELINE METRICS September 2024
5 Strategies to Improve Distributor Sales Pipelines

MONEY IN THE BAG September 2024
Survey Outlines Distributor Staffing, Sales Compensation

FROM THE EDITOR: FINE TUNING YOUR SALES TECHNIQUES August 2024
Why Upselling Can Be Pivotal for Distributors

8/28/2024
4M Announces Sales and Marketing Promotions

8/19/2024
Nexstep Names Sales Reporting Specialist

THE STRATEGIC SELL: UNLOCKING CRM POTENTIAL   August 2024
5 Traits of Successful CRMs 

8/2/2024
Diamond Chemical Company Announces New Territory Manager

7/26/2024
ABM Named Among 60 Best Companies to Sell For

7/24/2024
Betco Names New Sales Director

FINDING THE IDEAL JANITORIAL TEAM PLAYER July 2024
Identify Top Candidates with 5 Effective Interview Questions

7/22/2024
Spartan Names Additional Regional Manager

7/19/2024
Spartan Announces Regional Manager Promotion

7/18/2024
Betco Announces Sales VP Promotion

7/15/2024
Allied Universal Appoints VP of Enterprise Accounts

7/12/2024
Betco Announces Sales Promotions

7/3/2024
SelecTech Names Director of Sales

THE STRATEGIC SELL: KNOWING WHEN TO WALK AWAY June 2024
Applying Gambling Tactics to Distributor Sales Success 

6/10/2024
Charlotte Products Names VP of Sales and Marketing

6/7/2024
Moblico, Continuum Announce Wholesale Distribution Partnership

RE-EVALUATING CUSTOMER COMMUNICATIONS May 2024
Win New Customers Through Improved Communications

KEEPING A STEADY PACE May 2024
Contract Cleaning Market Study Reveals Industry Momentum

5/13/2024
Betco Announces Recent Sales Team Promotions

THE STRATEGIC SELL: THE SECRET TO UNLOCKING SALES SUCCESS April 2024
The Difference Between Leading and Lagging Sales Indicators

4/29/2024
Sellars Adds VP of National Accounts

4/17/2024
NAW's Growth Continues with New Senior Staff Hires

3/28/2024
Clorox Announces Divestment in Multiple South American Countries

3/19/2024
CFS Brands Names New Sales Team

SETTING THE STANDARD February 2024
Sales Leaders 2024: Glen Huizenga Utilizes Former Custodial Expertise

SETTING THE STANDARD February 2024
Sales Leaders 2024: Rob Novak Personifies a Team-First Approach

SETTING THE STANDARD February 2024
Sales Leaders 2024: Ian Quan Prioritizes Mentorship

SETTING THE STANDARD February 2024
Sales Leaders 2024: Brent Geis Embraces Industry Trends

SETTING THE STANDARD February 2024
Sanitary Maintenance Names 2024 Sales Leaders

FROM THE EDITOR: REVERSING SALES SLUMPS February 2024
Qualities of Successful Sales Reps

2/22/2024
GP PRO Names Senior VP of Sales

THE STRATEGIC SELL: UNLEASHING SALES SUCCESS IN 2024   February 2024
How to Address the 3 Most Common Sales Challenges 

1/29/2024
Brain Corp Adds Chief Revenue Officer

1/16/2024
NAW Opposes Acting Secretary Su's Renomination for Secretary of Labor

12/28/2023
Grainger Announces Sale of E&R Industrial Sales, Inc.

12/27/2023
The Best of Sanitary Maintenance from 2023

POWERING THROUGH November 2023
Tried and True Customer Relation Strategies

THE STRATEGIC SELL: UNVEILING THE KEYS TO SALES PERFORMANCE November 2023
How to Identify Causes Behind Underachieving Salespeople

THE STRATEGIC SELL: REVOLUTIONIZING SALES TRAINING October 2023
Top Reasons Why Sales Training Often Falls Short

FROM THE EDITOR: CELEBRATING STAND-OUT SERVICE October 2023
Nominate a Top Distributor Sales Rep Today

9/19/2023
Network Distribution Honors Top Performers

STRATEGIC SELL September 2023
Six Tips for Selling to Millennials and Generation Z

8/29/2023
Book Club: Mastering Employee Retention

8/23/2023
Spartan Recognized for Sales Efforts

THE STRATEGIC SELL: UNLOCKING SUCCESS August 2023
A Game-Changing New Method for Hiring Salespeople

8/10/2023
Acme Paper Expands Sales Team

8/8/2023
Aquapak Names New Sales Director

7/18/2023
ABM Named Among Top Companies to Sell For

7/13/2023
PathoSans Adds Two Regional Account Managers 

6/21/2023
Hospeco Names Corporate Accounts Director

6/20/2023
3 Ways to Build Trust in Sales

SALES LEADERS: CHARACTERISTICS THAT DEFINE EFFECTIVE LEADERSHIP June 2023
3 Habits of Highly Effective Sales Managers

6/9/2023
Fast Facts: Techniques to Improve Client Communication

5/24/2023
Americo Manufacturing Company Honored for International Sales Efforts

5/19/2023
DEMA Announces New Sales Manager

5/2/2023
Nexstep Announces Sales Rep Agency of the Year

A LOOK BACK: EVOLUTION OF JAN/SAN DISTRIBUTION April 2023
How 8 Decades Has Impacted Jan/San Distribution

4/27/2023
Aramsco Acquires Distributor Based in Colorado, California

STRATEGIC SELL: SELLING LIKE IT IS 1943? April 2023
How Consultative Selling Builds Trust

4/25/2023
Network Distribution Honors Top Supplier Partnerships

4/3/2023
UMF Adds Regional Sales Manager

3/31/2023
How B2B Purchasing Preferences Differ by Generation

3/28/2023
6 Tips on Asking for the Sale

3/22/2023
ProTeam VP of Sales Announces Retirement

STAYING THE COURSE March 2023
Workplace Dynamics Stay Strong

3/17/2023
Top 5 Mistakes Business Owners Make When Hiring Salespeople

STAYING THE COURSE March 2023
Digging through the Numbers

3/14/2023
3 Trends Defining E-Commerce in 2023

3/8/2023
How Distributors Can Compete with Direct-to-Consumer Sales

COVER STORY: LEADERS OF THE PACK February 2023
2023 Sales Leaders: Dalco's Scott Callahan Finds Success Through Optimistic Approach

COVER STORY: LEADERS OF THE PACK February 2023
2023 Sales Leaders: Royal Papers’ Mark Licata Embodies Consistency

COVER STORY: LEADERS OF THE PACK February 2023
2023 Sales Leaders: Chudy Paper's Jim Siebold Finds Success Through Loyalty

COVER STORY: LEADERS OF THE PACK February 2023
2023 Sales Leaders: Fulton Distribution's Trish Perry Emphasizes Customer Relationships

2/21/2023
Excel Dryer Names Director of International Sales

COVER STORY: LEADERS OF THE PACK February 2023
2023 Sales Leaders: Fagan Sanitary Supply's Ryan Fagan Exudes Perseverance

STRATEGIC SELL: FIVE HABITS OF HIGHLY EFFECTIVE SALESPEOPLE  February 2023
Expert Shares 5 Habits of Effective Salespeople 

2/2/2023
Goodway Technologies Names Global Director of Sanitation Sales

1/30/2023
Hospeco Brands Group Names Sales Director

1/16/2023
Distribution Leader Acquires S.P. Richards Co.

1/13/2023
Wiseman Industries Names National Sales Manager

1/12/2023
Tolco Corp. Announces Director of Sales

12/27/2022
Mike Pence to Address Distributors at NAW Executive Summit 2023

12/9/2022
Diamond Chemical Adds VP of Sales and Marketing

12/1/2022
CleanLink's Top 10 News Stories from November

THE STRATEGIC SELL: FIVE MISCONCEPTIONS ABOUT SALES SUCCESS November 2022
How to Improve Sales Hiring Success

MONEY TALKS October 2022
Sales Compensation Trends Revealed in New Survey

11/14/2022
Pilot Chemical Names North America Sales Manager

11/10/2022
Software Partnership Aims to Streamline Distribution for Cleaning Industry

11/9/2022
Triple S Names Senior VP of Sales and Supplier Relations

CHARGING BACK UP October 2022
Best Uses for AGM, GEL Batteries

CHARGING BACK UP October 2022
Best Practices for Distributors Training End Users on Batteries

THE STRATEGIC SELL: BUT, SHE HAS A BIG BOOK October 2022
Why Revenue and Sales Effectiveness Are Not the Same

10/27/2022
Hill & Markes to Host 2nd Annual Trunk or Treat Halloween Event

FROM THE EDITOR: CALLING ALL SALES LEADERS October 2022
Nominations Open for Sanitary Maintenance 2022 Sales Leaders Award

RECONNECTING IN CHICAGO September 2022
Keynote Speakers, Awards for ISSA Show North America 2022

RECONNECTING IN CHICAGO September 2022
A Facility Cleaning Manager's Guide to ISSA North America 2022

10/4/2022
Tahoe Supply Opens Sales, Distribution Center For Central Texas

THE STRATEGIC SELL: SELLING INTO RECESSION...DOES IT MATTER? September 2022
Recession-Proof Sales Strategies for Distributors

9/27/2022
Highlands Announces Business Development Manager

9/26/2022
4 Pillars to Perfecting Your Next Hire

DRIVING E-COMMERCE WITH SOCIAL MEDIA August 2022
What Types of Content Boost Brands?

9/12/2022
Tolco Announces New Addition to Sales Team

DRIVING E-COMMERCE WITH SOCIAL MEDIA August 2022
Tips for Successful Social Marketing Campaigns

9/7/2022
Imperial Dade Announces 53rd Acquisition

8/29/2022
NAW Names Chief Strategy Officer

8/26/2022
Hill & Markes Donating over 1,100 Backpacks with Supplies to Schools in NY

8/18/2022
ACME Paper Appoints New VP of Sales and Marketing

STRATEGIC SELL: THE FACE OF UNCERTAINTY August 2022
Sales Strategies for Turbulent Times

7/28/2022
Amazon Makes Push for Office Supply Market

7/18/2022
Goodway Technologies Appoints VP of Sales

7/15/2022
Spartan Announces Additional Regional Manager

7/8/2022
Highlands Announces Director of Strategy & Analytics

STRATEGIC SELL: HOW MUCH IS YOUR SALES FORCE COSTING YOU? June 2022
The Real Cost of Average or Weak Salespeople

5/18/2022
Triple S Hosts Executive Development Program

5/11/2022
Tips to Growing a Client Base Through Referrals

5/2/2022
NAW Announcers New Member To Board Of Directors

FROM THE EDITOR April 2022
Communication is Key to Sales Success for Jan/San Distributors

STRATEGIC SELL April 2022
How To Use The Sales Transformation Model

4/21/2022
Highlands Hires Director Of Inside Sales And Training

SOFTWARE THAT SUPPORTS SALES February 2022
Software That Boosts Sales and Manages Inventory

3/17/2022
Diamond Chemical Adds New Sales Representative

STRATEGIC SELL February 2022
How To Build Elite Inside Sales

1/28/2022
Teachable Strategies For New Salespeople

1/17/2022
Tolco Expands Sales Team

12/23/2021
Canberra Adds Inside Sales Specialist

12/14/2021
BOMI International Names New Senior Sales Manager

THE STRATEGIC SELL November 2021
Peer Or Peddler

BE AN ELITE BSC: 5 COMPONENTS FOR A HEALTHY SALES PIPELINE November 2021
Building A Steady Sales Flow For Company Growth

STRATEGIC SELL: 2022 IS HERE! October 2021
How To Hit Sales Goals In 2022

10/25/2021
Hill & Markes Launches New Podcast

WHAT'S NEXT October 2021
Distributors Comment On Staff Recruitment, Retention

WHAT'S NEXT October 2021
Distributors Discuss Opportunities For Growth

10/22/2021
Cascades Appoints VP Of Sales

10/19/2021
5 Tips For Hiring Salespeople

THE ROAD TO SMARTER SELLING September 2021
Selling Strategies And Tips To Closing Deals

THE ROAD TO SMARTER SELLING September 2021
Sales Should Focus On Products, Not Discounts

THE ROAD TO SMARTER SELLING September 2021
Tips To Create Sales Opportunities And Being Flexible

THE STRATEGIC SELL September 2021
Are You Curious Enough To Succeed?

BUILDING A BLUEPRINT September 2021
Cleaning And Disinfecting Strategies For 2021 And Beyond

ELITE BSC COLUMN: WHEN SALES SHOULD HAND OFF ACCOUNTS TO OPERATIONS August 2021
How To Manage Sales-Client Relationships

FROM THE EDITOR September 2021
Coaching A Winning Sales Team

THE STRATEGIC SELL: A YEAR TO REMEMBER August 2021
Sales In The Post Pandemic Economy

CASE STUDY August 2021
Overcoming Competition With An E-Commerce Platform

8/18/2021
Spartan Chemical Expands Corporate Accounts Team

8/17/2021
Hydro Systems Welcomes Distributing Partner For Facility Cleaning Segment

7/29/2021
Midlab Welcomes VP Of Sales For National Accounts

7/22/2021
Janitorial Store Names New Owners

7/20/2021
Spartan Promotes New Regional Manager

BE AN ELITE BSC June 2021
4 Keys To Closing Sales

THE STRATEGIC SELL: DISRUPTION...GOTTA LOVE IT! June 2021
Tips For Salesforce Evaluation

6/24/2021
The Difference Between Sales Reps, Distributors And Manufacturer Reps

FROM THE EDITOR: SURVEY OFFERS SNAPSHOT OF BSC MARKET June 2021
Diversified Services Key To BSC Profits

6/17/2021
Some Employees Rather Quit Than Give Up Remote Work

6/16/2021
Nichols Announces New Sales Leader

5/6/2021
Diamond Chemical Hires Regional Sales Manager

5/6/2021
Wooster Products Adds Representative In Midwest

5/3/2021
Vectair Names SVP Of Sales

4/26/2021
R.J. Schinner Adds To Its National Account Team

STRATEGIC SELL: POST-COVID SALES SUCCESS April 2021
Four Steps To Sales Transformation In 2021

FROM THE EDITOR: SPEAK UP AND GO FOR IT April 2021
Confidence Is Key To Cold Calling

4/19/2021
HOSPECO Names National Sales Director

3/30/2021
Hundreds Of Janitors Walk Off Job In Strike

3/29/2021
Spartan Chemical Manager Honored

3/18/2021
Canberra Announces A New Hire

3/18/2021
Bundling Products And Services Attracts Customers

3/15/2021
Georgia-Pacific Announces Big Hire

3/9/2021
Canberra Promotes New V.P. Of Sales

3/5/2021
SP Richards Chosen As A 2020 Betco Partnership Award Recipient

3/2/2021
Jan/San Company Acquired

2/24/2021
Discounts Call Into Question The Value Of Your Product

RECAPTURING SALES GROWTH IN 2021 February 2021
Distributors Differentiate From Competitors Ahead Of A Post-COVID Economy

2/19/2021
Tips For Hiring Good Salespeople

2/17/2021
Network Services Company Hires Exec

2/10/2021
Avision Sales Group Completes Six Add-On Acquisitions

2/1/2021
RD Industries Announces New Leadership

12/10/2020
PDI Appoints CCO

2021: WHAT'S YOUR PLAN? November 2020
Planning For Post-Pandemic Sales

12/4/2020
RJ Schinner Announces Acquisition

THE COST OF STRONG SALES October 2020
How Jan/San Sales Reps Are Paid

10/22/2020
Miller's Textile Services Names COO

UNDERSTANDING YOUR SALES FORCE October 2020
More Than A Sales Process Is Needed

10/19/2020
Pro-Link Holds First Virtual Tradeshow

PREPARING FOR VIRTUAL SALES September 2020
Pandemic's Impact On Future Sales

WINNING THE BID August 2020
Repeatable Processes For Securing Clients

PURSANT REPORT HIGHLIGHT MARKET TRENDS August 2020
Impact Of The Health Crisis On Mergers & Acquisitions

POSITIONING BSCS FOR PANDEMIC SALES August 2020
Avoiding Predatory Business During Outbreak

CREATING AN IDEAL CUSTOMER PROFILE August 2020
Decide Who And Who Not To Sell To

8/20/2020
GOJO On Hiring Surge Due To Hand Sanitizer Demand

CAPTURING CROSS-SELLING OPPORTUNITIES August 2020
Improving Sales With Analytics

8/4/2020
Tolco Names Director Of Sales

8/3/2020
NSA Reaches Partnership With Janitorial Software Provider

7/30/2020
EnerSys To Increase Battery Distribution

7/23/2020
Good Earth Products Adds To Exec Team

BE AN ELITE BSC June 2020
Tips For BSC Growth

MANAGING MARIJUANA ODORS June 2020
Establishing Customer Relationships

6/30/2020
Chemical Mfg. Hires New District Manager

LEANING INTO THE PANDEMIC June 2020
Adapting To Sales In A Digitally-Dominated Economy

6/18/2020
ICEsonic Names National Sales Manager

6/17/2020
Mark Warner Joins Bullen Companies

THE STRATEGIC SELL April 2020
Five Steps To Sales Transformation

3/20/2020
Oxy-Gen Powered Expands Sales and Marketing Capabilities

2/28/2020
Legend Brands Names New National Account Manager

2020: A YEAR TO REMEMBER? February 2020
Six Questions Sales Leaders Must Ask Themselves

1/16/2020
ProTeam Announces Annual Rep Award Winners

1/3/2020
ABCO Products Acquires Cleaning Tool Maker

12/20/2019
AFFLINK Welcomes 2 New Members

READY, SET, SELL! November 2019
How To Speed Up Sales Performance

12/10/2019
How To Make Consultative Selling Work

12/6/2019
Southeastern Paper Group Acquires North Carolina Distributor

11/8/2019
Longtime Industry News Publisher Passes Away

WHAT IS YOUR CORPORATE PERSONA? October 2019
Company Culture, Community Involvement Drives Sales

10/29/2019
The Safety Zone Names New Sales Leader

10/23/2019
Imperial Dade Acquires Philip Rosenau

10/14/2019
NAW Details 2020 Exec Summit

9/10/2019
Legend Brands Adds Account Manager

8/6/2019
Fresh Products Adds New Member To Management

LEADERSHIP THROUGH THE LABRINTH April 2019
Buying Groups Help Distributors Win In Healthcare

COACHING IS CRITICAL April 2019
Sales Managers Must Provide More Direction

April 2019
Use Data To Improve Reps

April 2019
Trust The Sales Process

February 2019
Hiring and Retaining Millennials

TECH POTENTIAL February 2019
Getting The Most Out Of Enterprise Resource Planning

BRINGING VINYLS BACK November 2018
Jan/San Industry Vet Enjoying Successful Music Career

CAN A SELF-MANAGED SALES FORCE SUCCEED? October 2018
Better Sales Performance Coaching Needed

A VALUABLE PIECE October 2018
Changing Roles In Redistribution

A VALUABLE PIECE October 2018
Advantages Of Using A Jan/san Wholesaler

October 2018
Wholesalers Can Solve Distributors’ Challenges

A VALUABLE PIECE October 2018
How To Choose A Wholesale Distributor

10/10/2018
NAW Event To Help Distributors Reimagine Business Strategies

September 2018
Beating Amazon

THE STRATEGIC SELL August 2018
B2B Trends Reshaping Inside Sales

HOW VALUABLE ARE YOUR VALUE-ADDED SERVICES? July 2018
Increase Business Revenue By Charging For Assistance

7/12/2018
Five Reasons For Product Purchasing Decisions

6/27/2018
Small Tricks That Will Help Make A Sale

75 YEARS OF CHANGE May 2018
Chronicling A Jan/San Industry Of Family Business

May 2018
Technological Changes Improve Industry

JAN/SAN LEADER FOR 75 YEARS May 2018
Sanitary Maintenance Celebrates Publication Milestone

May 2018
Committed To Serving Sanitary And Janitorial Supply Distributors

SURVIVING IN THE AGE OF AMAZON May 2018
E-Tailers Forcing Distributor Sales Reps To Evolve

FROM THE EDITOR May 2018
Sanitary Maintenance Celebrates 75 Years Serving Distributors

April 2018
Giving Jan/San Distributor Sales Representatives An Edge

THE VOICE OF THE MODERN BUYER February 2018
Jan/San Customers Need Trusted Business Advisors

February 2018
Future of Jan/San Distribution Changing Sales Rep Training

ONE-STOP PRODUCT SHOP November 2017
Wholesalers Help Distributers Diversify

November 2017
Diversifying Beyond Jan/San

November 2017
Inventory Benefits Of Wholesalers

SLOW, BUT STEADY November 2017
Report On 2016 Sanitary Supply Distributor Sales Shows Steady Growth

THE STRATEGIC SELL: THE MAKEUP OF AN ELITE SALESPERSON October 2017
The Best Sales Reps Have These Traits

THE STRATEGIC SELL: TESTING FOR TALENT September 2017
Give Sales Applicants A Task Before Hiring

September 2017
ERP Software Creates A Mobile Salesforce

August 2017
Janitor Training Leads To Engineered Water Sales

IT’S NOT THE COMP August 2017
The Strategic Sell: Think Twice Before Modifying Sales Compensation

FROM THE EDITOR July 2017
Help Sanitary Maintenance With Jan/san Distributor Sales Survey
Sanitary Maintenance and ISSA need your help

SALES REPS ARE DISTRIBUTORS’ DIFFERENCE MAKERS February 2017
The Strategic Sell: Building A Sales Team Is Essential For Success
Modern buyers expect a sales representative to be a trusted business advisor

THE CHANGING LAW FOR CHANGING TABLES February 2017
New Baby Changing Table Law Presents Sales Opportunities
A new federal law requiring baby changing stations presents a sales opportunity

NOTHING STANDS IN THEIR WAY February 2017
Five Jan/san Distributor Sales Reps Who Broke Through In 2016
The five 2016 Sanitary Maintenance Sales Leaders are willing to do whatever it takes to help their customers

February 2017
2016 Sales Leader: Ross Hiller, Jersey Paper Plus

February 2017
2016 Sales Leader: Shirley Coleman, Dutch Hollow Supplies

February 2017
2016 Sales Leader: Lisa Nichols, Industrial Soap Company

COACHING THE ‘COACH’ November 2016
The Strategic Sell: Three Areas Of Focus For Sales Management Training
Coaching is the single most important activity that sales managers can do to increase sales

SUPPLIER SIDEKICKS November 2016
Wholesalers Can Help Fend Off Online Sellers, Big Box Stores
Wholesalers can help distributors take on big-box stores and e-tailers with their diverse lines, warehouse space and fast delivery

November 2016
The Benefit Of Group Purchasing Power

November 2016
Wholesale Distributors Assist With Specialty Products, Private Labels

SALES COMPENSATION SURVEY October 2016
The Top Sales Compensation Plans Of 2016 - Member Content

October 2016
Sales Incentive Ideas - Member Content

October 2016
How To Find Sales Professionals - Member Content

SLOW SALES? IT’S THE LEADER’S FAULT September 2016
Book Club: Sales Results Follow The Sales Manager

FROM THE EDITOR October 2016
Seeking Sales Leaders

DIGITALLY REMASTERED September 2016
Convincing Older Reps To Embrace Today’s Sales Technology

September 2016
Stick To Essential Sales Tools With Veteran Sales Reps

August 2016
Business Proposal Software Allows For Sales Videos, Integration

August 2016
Selling IoT May Require Investment, Sales Rep Training

August 2016
Don’t Get Caught No Ice Melt For Sale

ASSESS FOR SUCCESS June 2016
The Strategic Sell: Hiring Sales Reps Who Excel

IMPROVING PROFESSIONALISM AMONG SALES REPS May 2016
The Strategic Sell: What It Takes To Be A True Sales Professional

HIRE BETTER SALES REPS IN SIX STEPS April 2016
Secrets To Recruiting, Interviewing, Hiring Salespeople

SALES LEADERS February 2016
Sanitary Maintenance Honors Five Sales Leaders That Hit The Mark In 2015

February 2016
2015 Sales Leader: Bradley Payne, Kenway Distributors Inc.

February 2016
2015 Sales Leader: Curt Rimann, WAXIE Sanitary Supply

February 2016
2015 Sales Leader: Rick Storjohann, Capital Sanitary

February 2016
2015 Sales Leader: Mike Clothier, Philip Rosenau Co. Inc.

February 2016
2015 Sales Leader: Ryan Schultz, C&C Janitorial Supplies

STEADY AS SHE GOES November 2015
Janitorial Sales Continue Slow Climb Despite Market Competition

EFFECTIVE E-MARKETING October 2015
Distributors Can Improve E-commerce Sales With Relevant Emails

CUSTOMIZED COMMERCE October 2015
Jan/san Distributors Turn To Wholesalers For Unique Catalogs

October 2015
Janitorial Supply Wholesalers Can Serve As Marketing Arm

September 2015
A Flare For Jan/san Sales

September 2015
How Engineered Water Fits With Chemical Sales

THE STRATEGIC SELL: DATA DRIVES SMART SALES August 2015
Jan/san Distributors Should Rely On Sales Analytics, Not Instincts

INCREMENTAL IMPROVEMENTS April 2015
Survey: Jan/San Distributors Expect Modest Sales Growth In 2015 - Member Content

April 2015
Distributors Can Find Both Business-To-Consumer And Business-To-Business Sales

SALES LEADERS February 2015
Sanitary Maintenance Assembles The 2014 Team Of Super Sales Leaders

February 2015
2014 Sales Leader: Tom Jeannette, KSS Enterprises

February 2015
2014 Sales Leader: Tiffany Sarmiento, Springfield Paper Company

February 2015
2014 Sales Leader: Ben Wright, HP Products

February 2015
2014 Sales Leader: Al Crisafulli, ATRA Janitorial Supply Company

February 2015
2014 Sales Leader: Mark Dowling, AmSan New England

THE STRATEGIC SELL: STRATEGIZE YOUR SALES TACTICS February 2015
Every Set Of Jan/San Sales Goals Needs A Marketing Plan

SALES REP COMPENSATION SURVEY October 2014
Average Jan/San Sales Rep Compensation

THREE REASONS TO USE A WHOLESALER September 2014
Cash Management Solutions From Cleaning Redistributors

September 2014
Cleaning Wholesalers Help Distributors Maintain Smaller Inventories

September 2014
Just In Time Delivery Alleviates Inventory Concerns

September 2014
Distributors Can Diversify With Cleaning Supply Wholesalers

HOW TECH-SAVVY IS YOUR SALES TEAM? September 2014
If Leadership Embraces Sales Technology, Reps Will Follow

HOW WELL DO YOU KNOW YOUR CUSTOMERS? June 2014
Customer Segmentation Offers A Snapshot of Your Business

HOW WELL DO YOU KNOW YOUR CUSTOMERS? June 2014
Avoiding ‘Service-drain’: Measuring Customer Profitability

HOW WELL DO YOU KNOW YOUR CUSTOMERS? June 2014
Discover The Power of Market Data Analysis

HOW WELL DO YOU KNOW YOUR CUSTOMERS? June 2014
Targeting Key Sales Accounts

PROVIDING VALUE: THE PROOF IS IN THE NUMBERS April 2014
What's The Value of Cleaning Expertise?

PROVIDING VALUE: THE PROOF IS IN THE NUMBERS April 2014
Positive Customer Experiences Can Trump Price Tags

PROVIDING VALUE: THE PROOF IS IN THE NUMBERS April 2014
Quantifying and Documenting Value-added Services

PROVIDING VALUE: THE PROOF IS IN THE NUMBERS April 2014
Drilling Down Cleaning Customer Needs

SALES TOOLS IN THE PALM OF YOUR HAND April 2014
Sales Reps Take Jan/San Manufacturer Apps To The Field

SALES TOOLS IN THE PALM OF YOUR HAND April 2014
Discover B2B Mobile Apps' Many Uses For The Cleaning Industry

SALES TOOLS IN THE PALM OF YOUR HAND April 2014
Product Demos Are Painless With Mobile Sales Apps

SALES TOOLS IN THE PALM OF YOUR HAND April 2014
Mobile App Training for Salespeople

COVER STORY: ROOKIE SUCCESS April 2014
From Field Dreams To Jan/San Supply

COVER STORY: ROOKIE SUCCESS April 2014
Coastal Chemical Outgrows Garage

COVER STORY: ROOKIE SUCCESS April 2014
Turning Employees Into Family

COVER STORY: ROOKIE SUCCESS April 2014
Capturing The Break Room Business

COVER STORY: ROOKIE SUCCESS April 2014
Making Coastal Chemical A Homerun

DELEGATE WITHOUT DISCOURAGING April 2014
Delegating Sales Tasks As A Branch Manager

CUSTOMER SERVICE: IN THE DRIVER'S SEAT February 2014
Use Product Deliveries As Sales Opportunities

CUSTOMER SERVICE: IN THE DRIVER'S SEAT February 2014
Getting Drivers On Board With Customer Service Training

THE GO-TO GAL February 2014
2013 Sales Leader: Tracey Caville, Swish Maintenance Ltd.

THE CHAMELEON February 2014
2013 Sales Leader: Jason Jones, Cavalier Inc.

SPREADING THE WEALTH February 2014
2013 Sales Leader: Paul Rebner, Waxie Sanitary Supply

THE TEAM PLAYER February 2014
2013 Sales Leader: Jim Sinn, Dalco

WIRED TO SELL February 2014
2013 Sales Leader: Jason Teigman, Bio-Shine Inc.

CHOOSE THE CARROT OVER THE STICK February 2014
Use Sales Goals To Reward, Not Punish, Sales Reps

November 2013
Changing The Salesperson Compensation Plan

INDEPENDENT OR UNDEPENDABLE? November 2013
Managing And Motivating Entrepreneurial Sales People

SM SALES SURVEY: SLOW GROWTH October 2013
Janitorial Distributor Sales Up Nearly 2 Percent

SM SALES SURVEY: SLOW GROWTH October 2013
Redefining The Distribution Sales Model

SM SALES SURVEY: SLOW GROWTH October 2013
Successful Distributors Sell Solutions, Not Products

SM SALES SURVEY: SLOW GROWTH October 2013
Healthcare, Industrial Cleaning Fuel Jan/San Sales

SM SALES SURVEY: SLOW GROWTH October 2013
Product Sales Bounce Back, Paper Still Reigns

SM SALES SURVEY: SLOW GROWTH October 2013
Jan/San Professionals Optimistic About The Future

TECHNOLOGY: TOP 10 REASONS TO USE CRM SOFTWARE October 2013
Read an Excerpt From Mark Dancer's New Software Guide: "Getting the Most Out of CRM"

TECHNOLOGY: TOP 10 REASONS TO USE CRM SOFTWARE October 2013
Manage The Sales Pipeline With CRM Software

TECHNOLOGY: TOP 10 REASONS TO USE CRM SOFTWARE October 2013
CRM Software Reports Improve Sales Forecasts and Planning

WAKE-UP CALL September 2013
Adding To The Inside Sales Team

WAKE-UP CALL September 2013
Sales Fundamentals Work In Any Economy

REALITY CHECK September 2013
Do You Set Realistic Sales Goals?

REALITY CHECK September 2013
High Sales Expectations Have a Hidden Cost

DO NOT LET EXPERIENCED SALES REPS RESIST CHANGE August 2013
Experienced Sales People Resist Change

7/5/2013
AFFLINK Welcomes New Supplier

7/3/2013
Betco Adds To Sales Team

A STRONGER SUPPLY CHAIN June 2013
Sanitary Supply Wholesaling Association Changes Buying Group Involvement At Conference

A STRONGER SUPPLY CHAIN June 2013
Benefits Of Janitorial Supply Wholesalers
Why janitorial supply wholesalers create a stronger supply chain

A STRONGER SUPPLY CHAIN June 2013
Janitorial Wholesalers Assist Buying Group Members
Buying group presence provides information exchange

SOAP SELLING POINTS June 2013
Price Matters In Commercial Hand Soap Sales

SPENDING YOUR SALES TIME WISELY June 2013
Spending Your Time Wisely On High-Potential Sales Accounts

6/17/2013
NAW Institute Announces New Book For Wholesaler-Distributors

6/7/2013
Kaviac Adds Manufacturer Rep Groups

WHEN SHOULD SALES MANAGERS GO ON FIELD VISITS? May 2013
Sales Managers Need To Make In-Person Sales Calls, Too

5/3/2013
NAW Institute Elects New Directors

4/30/2013
Triple S Appoints New Member Dealers

4/22/2013
ProTeam Appoints New Rep Groups

4/19/2013
DPA Members Tune Up Their Sales in Music City

April 2013
Improving Sales Performance With Four Goals

4/3/2013
STOKO Names Ken Bartley 2012 Salesman of the Year

3/29/2013
STOKO Names Southeast Top Sales Region for 2012

3/19/2013
PLZ Aeroscience Names New Sales Leaders

February 2013
Six Tips For Developing A Sales Superstar
There is no cut-and-dried process for creating a sales superstar, but sales managers can certainly help develop standout reps

2/26/2013
Nextstep Commercial Announces Sales Rep Agency of the Year

2/20/2013
Dave Kahle to Host Seminar for Sales Managers

February 2013
Setting Sales Manager Goals
Salespeople aren’t the only employees who benefit from clearly defined goals. Create activity and personal development goals for managers

February 2013
2012 Sales Leader: Medford Blake, United Sanitary
Medford Blake is a master at repairing and servicing vacuums and other equipment, but his real passion is in sales

February 2013
2012 Sales Leader: Scott Franiak, Acme Paper and Supply Co., Inc.
Franiak can speak to healthcare customers from experience because he served as an EVS director for years

February 2013
2012 Sales Leader: Veronica Segovia, Baron Chemical Co., Inc.
Veronica is the definition of a hard worker: Not only is she a sales rep, but she also is the purchasing manager

2/14/2013
Ten Characteristics of a Successful Consultative Salesperson

February 2013
2012 Sales Leader: Bruce Browne, Penn Jersey Paper Co.
Bruce Browne, Penn Jersey Paper says his keys to success are organization and technology

TOP 5 SALES LEADERS February 2013
2012 Sales Leader: Steve Bergholtz, AmSan
Steve Bergholtz had dreams of playing professional hockey. When he did not make the NHL, Steve fueled his competitiveness into sales.

1/30/2013
MBS Dev and sales-i Join Forces to Provide Increased Sales Productivity for Dealers

12/26/2012
Mid-America Distributor Sales Represents ProTeam

12/13/2012
Henson Sales Group Recognized at ISSA Show

12/5/2012
NAW and Chally Group Worldwide Form Strategic Alliance

November 2012
Three Reasons For Firing Sales People
Underperforming sales reps cost too much money and time to keep on staff

October 2012
Get More 'Proactive' Inside Sales Calls
Inside sales reps are reactionary by nature. Trying to change them is a tough task; here are four steps to try, but only if you must

8/14/2012
Enviro-Solutions Selects Summit Sales as Independent Sales Agent

June 2012
Sales Incentive Programs That Work
For distributors, success directly correlates to the effectiveness of their sales staff. The right sales incentive program can mean the difference between a hungry sales leader and a complacent rep

June 2012
How to Motivate Sales People
Hearing no all the time can discourage sales people. The Sanitary Maintenance Advisory Board explains how to motivate sales people to avoid complacency

June 2012
Developing A Sales Compensation Plan for Inexperienced Reps
When compensating new or inexperienced sales reps is it best to go with salary or commission?

June 2012
Cleaning Wholesalers Turn Their Websites Into Distributor Resources
Distributors can access a wealth of industry-related information online through their wholesaler suppliers

June 2012
Buy Cleaning Products Online With Wholesalers
Wholesaler websites help distributors simplify e-commerce ordering

3/6/2012
Nexstep Commercial Products Honors Waldco Sales

January 2012
Get Used To Hearing "No"
Salespeople need to be accustomed to rejection and always push for a resolution

January 2012
Top 5 Sales Leaders Of 2011
Meet the standout jan/san distributor sales reps who are taking the art of selling to a new level

January 2012
2011 Sales Leaders: Smooth And Groovy
Bill Allen, Fagan Sanitary Supply, West Elizabeth, Pa.

January 2012
2011 Sales Leaders: The Government Guru
Brad Bobbitt, AmSan, Pennsauken, N.J.

January 2012
2011 Sales Leaders: Diamond in the Rough
Lindy Hebert, Sanitary Supply Co., Beaumont, Texas

January 2012
2011 Sales Leaders: Living the American Dream
Hector Herrera, Armchem International Corp., Fort Lauderdale, Fla.

January 2012
2011 Sales Leaders: Wise Beyond His Years
Josh Brown, Northern Colorado Paper

January 2012
Setting Sales Goals In An Uncertain Economy

November 2011
Should Salespeople Collect Late Payments?

November 2011
Exclusive Survey Results: 2010 Jan/San Distributor Sales

November 2011
Jan/San Distribution Industry Holding Water
Sanitary Maintenance's latest sales study shows modest gains for distributors. Is the worst of the recession finally behind us?

September 2011
Perfect Sales Pitch
Tips for delivering a sophisticated and successful sales presentation

June 2011
Wholesalers: A Distributor's Ace In The 'Whole'
Wholesaler support gives Withers/KC Sanitary Supply the upper hand

June 2011
Break The Sales Comfort Zone

FREETIME May 2011
Freetime: Tom Roos, SouthSan Sales and Marketing Inc.

COVER STORY November 2010
Hard Sell: Sales Training
Now is not the time to stop investing in your sales staff

BOOK EXCERPT October 2010
Are Your Salespeople Paid Fairly?
'How to Become an Exceptional Distributor Sales Leader' presents sales solutions, including compensation plans

TECHNOLOGY October 2010
Sales? There's An App For That
Distributor salespeople are tapping into mobile applications to help do their jobs

WHOLESALERS June 2010
Wholesalers: Multiple Markets, One Partner
Many distributors are thinking diversification after the recession. Partnering with a wholesaler can help ease the transition

SUPPLY CHAIN PARTNERS January 2010
Supply Chain Partners: A Tight Bond
Distributors are gaining a competitive advantage by partnering with industry wholesalers, buying groups and manufacturer reps

SALES AND MARKETING November 2009
Print Materials Still Relevant In Digital Age

CONTRACTING INSIGHTS September 2009
Cold Calls Require A Warm-Up

EXCLUSIVE SURVEY RESULTS September 2009
Distributor Sales 2008
SM's exclusive survey results reveal a decline in sales

FROM THE EDITOR September 2009
Sales Are Down, But Distributors Are Not Out

IN THE NEWS September 2009
Distributors Weigh In On Sales Rep Compensation

COVER STORY August 2009
Game Plan For Growth
Making up for recessionary losses: New markets, new services, new staff

COVER STORY July 2009
Complacent Sales Reps
Re-energize your team with incentive-based selling programs

WHOLESALERS June 2009
Wholesalers: Banding Together
Wholesalers helping distributors manage their inventory during this recession

FROM THE EDITOR June 2009
It's Time To Listen To Your Customers

CONTRACTINGINSIGHTS March 2009
Commission Vs. Salary: The Sales Pay Scale

COVER STORY January 2009
Supply & Demand Quandary
Are you getting products from the best source?

SALES December 2008
Win Clients With Business Reviews
This high-level selling approach focuses on customer goals rather than products

8/8/2008
Do You Hold Your Sales Force Accountable?

COVER STORY August 2008
Gone Green
Distributors are 'talking the talk' when it comes to selling green products, but are they really 'walking the walk?'

FEATURE August 2008
Generating Sales Leads Via The Internet
More distributors are using their company Web sites as a primer for sales

FEATURE August 2008
From Salesperson To Management Material
Promoting from within may be the best fit

BUSINESSCENTER August 2008
Getting Salespeople To Hit The Ground Running

COVER STORY June 2008
The New Face-to-Face
The traditional sales call is in decline. From e-mail to Web conferencing, distributors are exploring alternative ways to connect with customers

FEATURE June 2008
Wholesalers: Understanding And Selling Green
Wholesalers help take the guesswork out of sustainable product lines

TECH CENTRAL April 2008
Software Addresses Sales Needs

TECH CENTRAL January 2008
Sales Presentations Get Technical

BUSINESS MANUAL: SALES AND MARKETING December 2007
Quit Training Your Sales People

BUSINESS MANUAL: ON THE SALES SIDE December 2007
It's A Wrap

9/24/2007
The Making of a Great Sales Manager

BUSINESSCENTER September 2007
How To Raise Prices Without Losing Customers

FEATURE September 2007
One-Stop Suppliers
Jan/san distributors are finding new opportunities by adding foodservice items to their products offerings

BOOK EXCERPT September 2007
Understanding Jan/San Redistribution
A comprehensive look at wholesalers for jan/san manufacturers, distributors

ON THE SALES SIDE September 2007
Luck Versus Positive Thinking

BUSINESS MANUAL: SALES AND MARKETING September 2007
18 Ways To Lose The Sale

BUSINESS MANUAL: SALES AND MARKETING September 2007
Winning The Sales Talent Quest

BUSINESS MANUAL: SALES AND MARKETING September 2007
Sales Standards For Better Sales Results

COVER STORY August 2007
Got Sales?
One of the biggest challenges in jan/san distribution is finding and retaining talented salespeople. Helpful tips for finding your next savvy salesperson

BUSINESSCENTER August 2007
Selling And Marketing On A Limited Budget
An industry-update luncheon is not a commercial — it’s an opportunity to socialize about cleaning trends

BUSINESSCENTER July 2007
Maximizing Results From Your Sales Team
Poor managing of salespeople can lead to missed sales

BUSINESS MANUAL: ON THE SALES SIDE July 2007
Your Earnings Challenge

COVER STORY June 2007
Chain Of Events
Wholesaling's growing role as a catalyst in electronic product support

EDITOR'S NOTEBOOK June 2007
CleanLink Revamped To Serve You Better

5/2/2007
Distributors Pressured to Reduce Costs

BUSINESS MANUAL: ON THE SALES SIDE April 2007
Your Personal Inventory

SALES & MARKETING April 2007
Exhibiting Success
BSCs can reach many potential clients as trade show exhibitors

CONTRACTINGINSIGHTS March 2007
Making A Sale: Seven Steps To Success
Eliminate the chance for buyer’s remorse by executing the plan and following up with the customer

2/21/2007
The New Trend in Sales Calls

CONTRACTINGINSIGHTS February 2007
Improving Sales With Solid Structure
The sales profession is complicated. If anyone thinks selling cleaning is easy, they are wrong

TECH CENTRAL December 2006
Sizing Up Downsized Gadgets

BUSINESS MANUAL: ON THE SALES SIDE December 2006
Use Common Sense In Sales

SALES November 2006
Renegotiating Contracts
Maintain strong customer ties and manage expectations for successful renegotiation

COVER STORY October 2006
Sales: The Winners
Honoring The SM ‘Top Five’ Distributor Salespeople

EDITOR’S NOTE October 2006
Model Your Sales Team After Our ‘Winners’

BUSINESS MANUAL: ON THE SALES SIDE October 2006
Earn Business By Earning Trust

BUSINESSCENTER October 2006
Overcoming The Two Biggest Marketing Mistakes

BUSINESS MANUAL: SALES AND MARKETING September 2006
Measuring Sales Performance

BUSINESS MANUAL: SALES AND MARKETING September 2006
Incite Salespeople To Ramp Up Closing Ratios

BUSINESS MANUAL: ON THE SALES SIDE September 2006
Five Reasons Why People Don’t Buy

BUSINESS MANUAL: CLEANER’S CORNER September 2006
Restaurants: An Appetizing Market Sector

BUSINESS MANUAL August 2006
The Five Reasons Why People Buy

BUSINESSCENTER July 2006
21st Century Sales Techniques

COVER STORY June 2006
Wholesaling 2006: The Wholesaler Link
A look at why wholesaling's traditional supply-chain niche is more important than ever

TECH CENTRAL April 2006
Compensation Plans Redesigns Can Benefit Everyone

BUSINESS MANUAL: ON THE SALES SIDE January 2006
Selling Requires Major-League Skill

TECHTALK October 2005
Presentation software: Avoid Death By PowerPoint

BIZ 101 January 2005
Sales Proposals: Presenting A Lasting Impression

BIZ 101 August 2004
Keep Sales Presentations As Fresh As The First Time

COVER STORY June 2004
Distributors and Wholesalers: A Dynamic Duo
Why distributors and wholesalers pack a powerful 1-2 punch

BUSINESS MANUAL: ON THE SALES SIDE June 2004
Sales and Selling: The Ideal Sales Interview