Laundry Today - The Textile Web

The Textile Web

Textile Web Articiles - Last Updated April 11, 2002


8: The Newest Chemistry Technology	November 2001
There have been a number of new detergent products recently introduced in the laundry textile cleaning market. There are also a number of industries that could be discussed in light of the new products, and for the purposes of this article I will focus on Shirt Laundries. This is an industry many people take for granted. For many years the dry cleaning industry has been servicing this retail market with the specific service of wet washing personal clothing, and shirts and blouses, often in large volumes.
Cleaners that have this service often use what we will call "traditional" chemistry, meaning the chemicals consist of an alkaline built product or even separate alkali and detergent. Along with the detergents, chlorine or oxygen bleach may be used for whites and colors, with a sour used to neutralize pH in the final operation. There have been "low temperature" versions of these chemicals, but they often consist of the same number of products and use similar wash formulas.
I believe the newest and latest product technology has significant features and benefits for the Shirt Cleaners as well as for the customers they service. The products I am talking about clean without alkalinity and almost never require additional bleaching or even final pH adjustments to the wash loads. Yes, I am saying that a process, which at one time required 3 to 5 products, can, in most cases, be performed just as well with a single cleaning product. The idea may not be new, but the products that perform this function are newer and are able to achieve the results necessary for good shirt cleaning. Many Shirt Cleaners could benefit from this technology that does not require bleach or sour to produce the same excellent results.
These products feature new types of surfactants that break up and release stains and soils without harsh chemistry. Less energy is required for cleaning, and phosphate free and biodegradable products are additional benefits to switching to this technology. Having enzymes and oxygen bleach in one product can further enhance cleaning and brightening of the shirts. Different manufacturers have their own twist on what they are selling, and most have different formulations dependent upon their capabilities as a manufacturer.
This is one business where just one product may very well be the answer to the ever-increasing cost of doing business.

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9: Selecting a Laundry Chemical Company	December 2001
A frequently asked question is "How do I select a laundry chemical company to service my business?"
Those of us that are in the laundry chemical supply side of the business are always looking for a way to gain an advantage over the competition. Often this means we spend a considerable amount of time and money on product development, marketing, and training and hiring sales personnel, as well as a number of other strategies to grow our business.
But what about the buyer? What should he or she be looking for when considering a chemical supplier or evaluating a sales presentation made by a chemical sales person whom is seeking the business? What criteria should a business owner, or department head use to base their decision on? Lets look at the most frequently used criteria, and try to prioritize the importance of each.
Quality Results – Every chemical sales person has the best products available. If they don’t believe that, they should be working somewhere else. Results should be the most important factor in the buyer’s mind. High quality results will return business and cost savings in other areas if the buyer considers all factors in his or her analysis. Having the finest looking linens in a hotel, motel, or healthcare facility is a reflection on that business as a whole. If results are not of the highest quality, the buyer should look for alternative sources for the laundry chemical supplies.

Rich Fitzmorris is Vice President for the Laundry Division of Sunburst Chemicals. He has been with Sunburst for more than 25 years and can be contacted directly via email at

rfitzmorris@sunburstchemicals.com


9: Selecting a Laundry Chemical Company (CONT'D)	Dec 2001
Sales Representative/Technical Service – The person that is going to actually service the account should be evaluated because they will be the one to field the problems and service needs of the property. It's not the corporate company that is going to actually be doing the installation of chemical equipment, programming of wash formulas, training of laundry staff, routine service, or the emergency service when required. The service/sales representative’s experience and reputation should be important. He or she should be able to communicate the features and benefits of their product without the strong arm of a high-pressure corporate sales person. Be sure that the person is qualified and that he or she will be an asset to the laundry and its staff.
*Chemical Product Line* – The chemicals being used can be critical to a laundry’s success. There are differences in the supplies, so making sure the right type of chemicals are being used or proposed for the type of laundering is essential. What benefits do these chemicals bring to the operation of the laundry? Cleaning/quality, linen replacement, utilities savings, convenience, formula advantages, chemical cost, stain removal and risk management in safety for employees. The number of products used to accomplish the task of cleaning the laundry and how those chemicals effect the environment of the laundry is also important. This brings the type of dispensing into the decision making process. How are the chemicals going to be proportioned into the washers and how easy is handling the chemicals for employees? Environmental issues such as disposal of product containers also should not be over looked.
Corporate Company – The actual manufacturer of the chemicals is important, because this is where it all starts. The strategy of the corporate company can sway the buyer to purchase a particular brand of chemicals. Big is not always better, just because they say it is. Evaluate the company’s reputation for service, pricing and consistency. Brand Name companies can have advantages to selling the large buyer at a top level, but often it is the local distributor that is handling the account. So, evaluate the distributor’s qualifications not just the manufacturer of the chemicals. Decisions on a laundry chemical company need to be based on performance, not a deal cut in some purchasing office!
Reputation and References – Checking a sales person’s reputation and references are good business. If the buyer is told the salesperson will deliver on his/her promises, check it out and verify whether it is true or not. Check with other companies like yours to see the results they’ve experienced and the service they’ve been provided. Ask questions about the soft costs that are not generally looked at in most smaller laundries, like utilities, formula times, inventory problems, response to down time, etc.
Cost/Price – This item often gets the most attention from the buyer, but is it that important? Chemical cost is only just another cost of doing business in a department that performs a service for the main business. How often do buyers ask the question about how important this laundry service is to their maintaining a strong business? A healthcare facility that a family is looking at for a loved one, can get the impression of how much that home cares by the cleaning and sanitation they see on a visit. A hotel visitor will decide on a return stay by how his or her room appears, and that definitely means the linens used in the room during the stay. Chemical cost is the last cost related to laundering linens and it should rank in that order of importance.

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