What to Look for in Multi-Purpose Floor Machines

Key Takeaways: 

Multipurpose floor care tools offer several advantages for the building service contractors (BSCs) and facility cleaning managers jan/san distributors serve. They simplify the cleaning process, cut prep time, and eliminate the need to transport multiple machines. They also consolidate purchasing, which frees up budgets. But in Fyler’s opinion, those aren’t even the best perks jan/san distributors should tout.  

“The biggest advantages are capital efficiency, labor optimization, and fleet consolidation,” he notes. “When one platform can support several cleaning processes, organizations can reduce equipment count, simplify training, improve storage efficiency, and minimize change over time. In many environments, that translates directly into lower operating cost and better technician productivity.” 

As an example, Fyler points to the counter rotating brush (CRB) machine, which can remove dry particulates, perform encapsulation cleaning, and clean grout or LVT flooring after a brush change. In the past, it would have taken multiple machines to complete these tasks. 

Hulin points to the fleet management benefits of a wet/dry tank vacuum, which is another machine jan/san distributors can demo with customers. 

“The multifunctionality of the equipment allows the technician to clean cobwebs from the ceiling, vacuum walls, fixtures, partitions, furnishings, and also all flooring materials with a single machine, wet or dry,” he says. “This makes the equipment one of the most valuable assets for the cleaning team. This equipment and its accessories will take up less space in the provision storage area than all that other equipment.” 

When discussing the advantages of these machines with customers, experts recommend jan/san distributors bring up return on investment (ROI). Many of these multipurpose tools will come with a higher price tag, particularly when compared to a standard vacuum or mop, so presenting clients with the value of their investment is a smart selling strategy.  

“ROI often begins with simple consolidation,” says Fyler. “Fewer machines can mean lower capital spending, reduced storage requirements, less onboarding time, and more streamlined workflows. Additional returns are typically realized through labor savings, such as teams switching tools, transporting equipment, or repeating tasks with separate platforms.” 

When talking about ROI, sales reps should consider how good equipment can help prolong the life of building materials. For example, proper maintenance of any flooring type will reduce replacement frequency. 

“Carpet is an expensive investment,” explains Richards. “Keeping carpet clean is the best way to help it last longer.” 

He also points to two, harder-to-quantify numbers that are just as important as ROI. The first is customer/building occupant satisfaction, which comes with walking into a well-maintained facility. The second is the happiness of frontline workers, who are the backbone of the businesses jan/san distributors aid. 

“I’ve seen the excitement when showing janitors a tool that will help them do their day-to-day tasks,” says Richards. “It makes sense. People take pride in what they do. A good, multipurpose floor tool lets them be better and more efficient while showing them that their bosses care about them.” 

This interplay between frontline workers and the equipment they use is crucial to the success of commercial cleaning companies, in-house cleaning operations, and jan/san distributors, who of course benefit from the success of customers. 

“If the company wants to get its money worth out of the equipment purchased, make sure it is working for the technicians, not against them,” says Hulin. “The more it works, the more valuable it is to the company.” 

With all the advantages of multipurpose floor cleaning tools, it’s important not to get lost in all the excitement. Just like with any major purchase, a customer must be educated on what it’s buying before spending. After all, if the machine sold doesn’t work well, it’s going to be an issue for both customers and jan/san distributors. 

“If the machines don’t deliver, we drop the line,” says Richards. “We sold a lot of these carpet machines that looked promising, but they broke every single time. That meant we had to repair them every single time.” 

The complexity of these multipurpose machines can also be a pain for customers. However, that shouldn't be a dealbreaker. Like in all cases, success is more likely if customers are sold products they need, and use them as intended. 

“The machines themselves are not typically difficult to operate. The greater challenge is process discipline,” Fyler insists. “Multipurpose equipment is sometimes oversold as a universal solution. But in practice, performance depends on correct application, accessory selection, and operator understanding of the capable outcomes.” 

Fyler points to another possible pain point: fleet risk consideration.  

“When multiple tasks are consolidated into one machine, that unit becomes operationally critical,” he explains. “If it goes down and there is no backup plan, several service functions may be disrupted at once. That is why preventive maintenance, operator training, and standard work procedures are essential.” 

When selling any floor care machine, experts like Randy Schmitz, Sales Manager at Brenco Corp. in Fargo, North Dakota, suggest starting with expectations.  

“Is this for a warehouse? Is it for a brand-new facility and stakeholders want it to look like you could eat off the floor? In any scenario, I like to demo the equipment,” he explains. “It’s important to get in front of the customer. It’s a good way to keep price from being the only factor.”  

In Fyler’s opinion, the most effective approach is for jan/san distributors to provide consultative selling of the multipurpose machines. 

“Customers often ask for a specific machine, but the better question is what outcome they are trying to achieve,” says Fyler. “Distributors create more value when they assess the facility, surface types, soil load, staffing model, and workflow constraints before recommending a solution.” 

Amy Milshtein is a freelancer based in Portland, Oregon. She is a frequent contributor to Sanitary Maintenance.