Distributors Connect Private Labeling to Strategic Growth

Key Takeaways:

 

Private labeling is nothing new to jan/san distributors, but it has changed over the years. In many cases, it has evolved from a low-cost alternative into a strategic growth strategy in a distributor's tool belt.  

Advances in manufacturing, packaging, and digital marketing have enabled distributors to create high-quality private label products that compete directly with national brands. By combining these products into customized cleaning programs and bundled solutions, distributors are strengthening customer relationships, improving margins, and increasing revenue opportunities.  

Today’s consultative sales approach focuses less on individual products and more on delivering complete solutions tailored to customer needs. As a result, private label lines are helping distributors differentiate themselves, build loyalty, and position their businesses as trusted cleaning and facility management partners. 

Here are 12 tips jan/san distributors should consider when offering private label products: 

1. Invest in private label products that deliver quality and value comparable to national brands. 

2. Take advantage of lower manufacturing and packaging costs to expand private label offerings strategically. 

3. Consider offering both premium and value-tier product lines to meet varying customer budgets and needs. 

4. Build bundled cleaning programs that provide complete solutions instead of selling stand-alone products. 

5. Include value-added services such as employee training, site surveys, and product literature with bundled purchases. 

6. Simplify the purchasing process for customers by tailoring product recommendations to their specific facilities and cleaning challenges. 

7. Use private label programs to strengthen customer loyalty, improve margins, and create long-term business relationships. 

8. Invest in professional packaging, branding, and digital marketing to elevate the perception of private label products. 

9. Train sales teams to adopt a consultative approach that emphasizes solutions and expertise over individual product sales. 

10. Highlight the cost savings and comparable performance of private label products when speaking with budget-conscious customers. 

11. Develop industry-specific programs such as restroom, hospitality, or foodservice solutions to increase contract opportunities. 

12. Merchandise private label products alongside national brands in catalogs, online platforms, and sales presentations to reinforce credibility. c

Corinne Zudonyi has been in the commercial cleaning industry for over 20 years and is proud to serve as Editor-In-Chief of Contracting Profits (the official publication of BSCAI), Facility Cleaning Decisions, and Sanitary Maintenance (the North American media partner of Interclean Amsterdam) magazines, publications that serve the professional cleaning industry. Additionally, Corinne manages CleanLink.com, the leading digital resource for the commercial cleaning industry, and she uses her industry knowledge to steer educational topics for Clean Buildings at NFMT East.

Corinne is the sole U.S. representative to serve on the international Interclean Amsterdam Innovation Jury, where she weighs in on product trends impacting commercial cleaning on a global scale. She also works closely with Healthy Green Schools & Colleges to advance healthy and sustainable cleaning in educational facilities. As a member of the CLEAN Awards Jury, through the Building Service Contractors Association International, Corinne also helps recognize cleaning contractors and their companies for outstanding service to the industry.

Corinne can commonly be found moderating industry panel discussions, presenting education, and focusing on bringing awareness and affirmation for the wonderful work that people do to keep facilities clean and building occupants safe and healthy.

Follow Corinne on LinkedIn here.