Imagine you’re part of a hotel housekeeping team, the unsung heroes who make sure everything sparkles and guests feel at home. Now, let’s talk about those labels you see on cleaning products – Safer Choice and Design for Environment. They’re not just fancy stickers; they’re a sometimes overlooked handshake between the EPA and eco-friendly products.

The Safer Choice label is your buddy, telling you, “This product is cool for both you and the planet.” It’s the EPA giving you a nod for picking something that’s safe and does the job well. You’ll see it on a bunch of different products, perfect for tackling everything from stained carpets to smudged mirrors.

This is a label that frequents the aisles at your local super market and tends to be much better known. A note in cleaning trivia, the Safer Choice Program was originally named Design for Environment. Not to be confused with the now pesticide specific label below.

Next there’s the DfE label, which is a bit more niche. It’s for those special products that go toe-to-toe with germs and come out on top, antimicrobial products that meet FIFRA standards and beyond. If it’s got the DfE label, you know it’s passed some serious tests to be kind to the environment while still kicking those germs to the curb.

This label doesn’t quite make it to the “front of the shelf” in Hospitality as often as it should. In history it was felt the sustainable or low toxicity disinfectants were not strong enough fast enough. This may have been true, and in response you have seen the EPA continually invest to attract more Manufactures. With that growth you can now find effective pathogen killers that won’t break the bank, irritate skin, or test the finishes on your Hotel furniture.

But here’s the thing – these labels aren’t just about being green. They’re about making choices that are better for your guests and the housekeeping teams health. When you choose products with these labels, you’re not just cleaning; you’re caring. You’re saying, “I want the best for my guests and the world around me.”

So, next time you’re stocking up a wipe dispenser or housekeeping cart, keep an eye out for Design for Environment. Whether you’re freshening up a suite or prepping a conference room, these labels are your guide to making choices that feel good, do good, and keep those guest reviews glowing. And that’s a win for everyone – guests, the planet, and your peace of mind.

Sources: EPA Safer Choice Program Website – https://www.epa.gov/saferchoice

St. Louis, MO — April 22, 2024 — In a strategic move to elevate customer satisfaction and improve the Hospitality Industry experience, Wexford Labs has unveiled its Customer Scorecard Program. This program aims to gather valuable insights directly from Hospitality customers who have purchased Wexford Labs disinfecting products through Guest Supply.

How Does the Customer Scorecard Program Work? Customers are invited to participate in the program by completing a brief Scorecard for their Property. Participants will answer a set of five (5) questions, providing crucial feedback on their experience with Wexford Labs products. As a token of appreciation, customers who complete the Customer Scorecard will receive a 4 Free Bottles of Wexford Labs’ CleanCide RTU ready-to-use spray and a Canister of Purefexion Wipes.

CleanCide RTU: Wexford’s CleanCide Ready-to-Use Spray has earned recognition from the EPA’s Safer Choice Design for Environment Program. This rigorous program highlights the product’s commitment to health, safety, and environmental sustainability. The CleanCide RTU spray delivers powerful disinfection while minimizing its impact on the environment. It’s the responsible choice for effective disinfecting.

Expanding the Safer Choice Portfolio Alongside CleanCide RTU, Wexford Labs proudly offers Purefexion Disinfecting Wipes, another product part of the EPA Safer Choice DfE Program. These wipes combine quick access with Eco-consciousness.

Eligibility and Participation Properties that have purchased Wexford Labs products through Guest Supply are eligible for the Free Product Kit. Each property can claim (4) Free 1 Quart Bottles of CleanCide and (1) Free Canister of Purefexion Wipes upon completing the Customer Scorecard once.

Take the Survey Ready to share your insights? Access the Wexford Labs Customer Scorecard Survey here.

Wexford Labs remains committed to excellence, innovation, and the well-being of our valued customers. For media inquiries or further information, please contact our Channel Management Group, James Supply.

About Wexford Labs: Wexford Labs is a trusted name in disinfection solutions, serving diverse industries including Hospitality, Healthcare, and Commercial Facilities for over 45 years. Their mission is to create safer, healthier environments through cutting-edge products and unwavering dedication to customer satisfaction.

Contact Hospitality Press Office: James Supply Phone: (732) 924-3800 Email: wexford@jamessupply.com Website: www.wexfordlabs.com or www.jamessupply.com/wexford .

Disclaimer: This article is for informational purposes only and does not constitute an offer or solicitation. All product names and trademarks are the property of their respective owners.

Our first Holiday season in full swing gives us the perfect opportunity to show how James Supply does promotions. We know everyone likes to save a few bucks, but nothing feels better than…GIVING BACK. Our team got together with a few local organizations that make a big impact and you can help us make sure they have the disinfecting supplies they need for this Family Friendly Holiday!

We made it pretty simple, for every five (5) Case Packs of Wexford Labs products we sell until January 31st, we will donate a (1) Case Pack of CleanCide 80-Count Disinfecting Wipes to one of our partner Organizations.

Better yet if there are five (5) Case Packs purchased on a SINGLE Order, we will give you the option of donating to a local organization in your community!

• Pop.Earth – Charity for Autism
• Social Behavioral Learning Solutions – Supporting the Educational Journey
• MOZAIC – A part of ARC the nations largest provider of services to the special needs community.

Check out the details of James Supply’s “Case Pack Give Back” Promotion > Here

Source:

https://www.reuters.com/article/us-health-autism-solvents-idUKKCN1UB2IH

https://oem.bmj.com/content/76/9/644

https://link.springer.com/article/10.1007/s11869-018-0625-x

https://www.healthychildren.org/English/health-issues/conditions/prevention/Pages/Cleaners-Sanitizers-Disinfectants.aspx

Women’s Voice For Earth – Cleaning with Pesticides? Quit the Quats!

CDC – Knowledge and Practices Regarding Safe Household Cleaning and Disinfection for COVID-19 Prevention — United States, May 2020

The “Channel” is an interesting place to work, no matter which industry you might call on. You are still approached with similar challenges. Whether it be finding yourself as some sort of large north barge, breaking ice to the point of exhaustion or how to hit your numbers with half the resources of the next brand…it can be an up hill battle (and the hill is definitely a bit oily).

As a Channel Manager you are tasked with steering Resellers, Distributors, and Marketing initiatives, effectively “owned” your patch. So it is no surprise there can be a fast rate of turnover with a HIGH rate of burn outs. Coming through a few Channels (Retail, B2B Technology, and Hospitality/Foodservice), getting to know people almost becomes a joke in itself sometimes.

You will find many that don’t really look to invest in you until you have been around for a while (how do you do that when they don’t want to engage, right?), and that in itself can make the role beyond challenging.

Don’t worry, we got you though, after doing our own grind over the years we have some thoughts to share on how to be “the resource”, no one can refuse. Maybe or maybe not the last one is the most important, but it doesn’t happen without the first 4 so…what does that matter?

5 Ways (Top is so presumptuous) to be the Channel Account Manager no one saw coming:

1. Do more prospecting that you should, always.

Before you can be the “Deal Maker” you have to be the “Deal Finder”, this role requires dedication and with that a fine line between business and personal. If you walk that line well, you can keep your ears open for Opportunities everywhere. Be IN your market, that means stay educated about not only what your Distributor’s or Reseller’s End-Users are doing (good start though) but understanding what that End-User Vertical is doing in in other best practices. Being a SOURCE is the first step to being a RESOURCE.

2. Build actual relationships, invest in people.

No, this doesn’t mean getting the best deals on bottle service (we know it’s a skill), although “Gary’s” story is touching after a few glasses, he likely won’t remember that “bonding” moment in the morning. It won’t turn to deals and your budget won’t recoup as fast as that veteran AM. What you need here is to let your guard down a bit, drop any facade, keep professional, and just be yourself. Not everyone may LOVE you, but people will see they are getting to know the REAL you. In an environment where that tends to be rare, it will be refreshing. Just don’t treat the office like it is your house…it’s not (no matter how much you “decorate” your cubicle), but who is in an office now anyway? (We will cover Zoom habits at a later date)

3. When you see a challenge or “problem” be proactive, and communicate PRIVATELY.

Being proactive beyond things that are “Paying at the moment” just doesn’t happen enough, being helpful on the job and paying attention doesn’t stop when the phone hangs up or your current engagement ends. In addition, don’t be “that guy” introducing Operations or other issues, without talking to the people directly responsible for them. Giving the team and the company the opportunity to overcome challenges, together, it is the life blood of longevity in our eyes. Throwing people under the bus…well just gets messy.

4. Ask peers, vendor associates, and daily contacts; “How can I make our days easier?”

This is a big one for us, being self-aware is great, but having a better awareness of those in your environment is the secret. This doesn’t mean you have to be everyone’s best friend, it’s actually more of an operational efficiency purpose. Everyone (we mean everyone) around you plays a significant part in the machine that is your organization. On or off your immediate team, showing a small passion for what others do to support will go a very VERY long way. No need to be overly curious or micro-manage your peers, show actual interest in the challenging part of what they do. If you aren’t sure what those are…start there!

 

5. Don’t ask for deals…really ever.

OK, this MIGHT be a little bit of an overstatement, but it really is true and if you play your cards right…you don’t have to ask for deals. If you are bringing Opps to the table and covering the other ground discussed, the deals come. Don’t get confused, this isn’t the same as “asking for the deal” or “closing”, this is simply don’t run up on “Tom” and ask him what he has for you today after talking to him 3 times. You should be too busy helping them find Opps that there isn’t time to even ask this question.

A few days in the week at the gym doesn’t hurt to keep the energy going either

Most of all enjoy the environment and the people in it, you will find common ground with many you would never expect. You even stand a chance at making a life long bond here and there, and that’s the real payout.

How does Channel specific Brand Management stack up?

This is a great option for many organizations, teaming up with a Marketing Partner that has experience in the Distribution Supply Chain of interest. Many times they can help save you hours and dollars in understanding the audience and how you must evolve your messaging. They may be aware of market trends and best practices that are not as obvious as one might hope.

You can see great working examples of this through the Consumer and Commercial markets, many times one wouldn’t even notice where say a Pepsi Co ended and their Marketing Partner takes over. It seems this usually works best, and mostly, in the upper tiers of the product performance tree. Where questions aren’t asked quite as much because there is plenty of Revenue to go around.

However, when you are not the titan in the room, and look to Brand Management to help grow in a previously difficult market, questions get asked. There is a certain aloof feeling for many Executives towards their Marketing Partners when an organization is in a heavy growth phase. Sometimes ROI can be hard to track, especially in less technology dependent Supply Chains, which leads to complicated evaluations of partner value.

Traditional Marketing Partner Challenges

As the Marketing Partner model leaves them without the proverbial “seat at the table”, in a mature Supply Chain, it also means they have a bit less “skin in the game” to an extent. Like every relationship, advantages and disadvantages are a part of doing business. When looking to launch INTO a market with no presence the biggest issue is actually large format Resellers or Distributors. If these relationships have not already been developed, Marketing Partners can prove to find difficulty with creating traction in Commercial Equipment Channels of any kind.

If they do find traction, and the Purchasing Lanes have not been established, it could set your orders back weeks, months, or have customer moving on to something easy to purchase. Not a situation you want to find your team in, instead of celebrating their new success. You may instead find yourself worrying about the organizations reputation to deliver, and trying to patch up valuable relationships.

Can “Channel as a Service” offer a more complete DMS solution?

The idea of Channel as a Service is to offer a Distribution, Marketing, and Sales (DMS) Management experience that is integrated with the industry it serves completely. The feasibility of such, many times, depends on the existing Supply Chain model and how margins are passed down. In a perfect world you may have a partner who can accomplish all three, but more commonly today are Marketing & Sales Management programs that do their best to influence DMR (Direct Market Reseller) or Distribution Sales Teams.

End-Users purchase from the Channel because they are looking for more than the best price, they are looking for a relationship. Thankfully this mantra follows through with the Sales Teams in the Channel, which means that influence can go a long way. Sometimes the simple difference of which similar product link a Territory or Account Manager decides is a better option for their customer, comes from more than it being the best price. Most associate the level of support they are given in this situation to the level of support their customer will receive, enough said. When they are making that decision with the buying power of an entire  Hotel Chain or Restaurant Group in mind, relationships become more than relevant.

Combined with the ability to bring your brand messaging to the proper door, the right way, these partners support with their own personnel packages and Channel Management tools. In all efforts they walk and talk the Brand and, because of the investment they make into each program, generally look for multi-year contracts with established Manufacturers.

This Channel Management model has existing in Commercial Technology and other industries for decades, perhaps just lacking the new-fangled terminology. However, it is what has lead the likes of Hewlett-Packard, Microsoft, Xerox, and others to the top of the Technology Distribution Supply Chain

Supply Chain Integrated Resources (SCIR), they matter. How do we define them?

Stepping beyond traditional Brand Management into an even more holistic relationship (Channel Management) with longer commitments is a big part of the solution, but still doesn’t solve the “seat at the table” issue or help manufacturers “break into” a new market. This can only be solved, by what we would call, a Supply Chain Integrated experience, in which the Channel Partner has existing Product Lanes at the National level Distribution.

!Opinion Warning!

First, let me make it very clear, I feel that most markets have been somewhat plagued with half-thought marketing relationships, an aging sales model, and/or an “All I have to do is beat the competitors price” mentality. This, for me, is part of what led many markets into the “Amazon Era”. That aging sales model left customers in Commercial and Consumer markets alike feeling unsupported and the marketing relationships without vision put all the eggs into the “price driven e-commerce” sellers basket (reference Toy R’ Us bankruptcy).

!End Opinion!

Fast-forward and there is now a great effort to increase value to the customer and the idea that consumer feedback is trending, may even be an understatement. Supply Chain Integration allows a Channel Partner to react quickly to changes and assume a level of responsibility unlike before.

Having the ability to understand the business at a deeper level, with the inclusion of a consolidated Channel Distribution Management relationship, offers a few key advantages:

Playing by the “Channel” rules, mostly.

This type of Channel relationship integration is not without its challenges though. The solutions can only come with experience and a very detailed program, which clearly outlines not only the opportunity for your business but the commitments required for success. Knowledge of multiple category pricing models, distribution margin thresholds, balanced rebate programs, and distributor specific culture are just scratching the surface of what the right Channel as a Service package should offer.

Since many National Distributors or DMRs won’t open new accounts without Enterprise level End-User support for your product, a CaaS program that is properly Supply Chain Integrated offers unique opportunity to up and coming innovation. And as we look to innovate the supply chain, it is only natural for a path to be built in the face of resistance.

I think we would all imagine that most companies in the HoReCa Supply Chain have some sort of Customer Relationship Manager (CRM), or a resemblance of one in their robust ERP, right?

However, we have been surprised more time’s that one would like to admit, many HoReCa Equipment Suppliers are still trying to figure this out. Learning about a new project or in conversation with others, and you hear about a company that has been around for 50 years and is still using pen and paper.

I would hope that means there is plenty of opportunity for growth in many, likely, Small Businesses. Perhaps they have been a part of building America, or are just so good at what they do it never occurred to them…they could be even better. Either way, competitive markets have caught up to most of us and everyone is looking to drive more revenue without more overhead, that is where Customer Relationship Management (CRM) “Software” comes into play:

• Great for tracking and reducing lost opportunities or leads while improving follow-up.
• They can offer you a full picture of the product path and communication to the Restaurant or Property.
• Key tool in managing Equipment Contracts and Programs with multiple buyers and locations.
• Automate your Marketing while tailoring it to the End-User, reducing work load while optimizing relevance of messaging.
• And most of all they offer a true record of business which allows you to not only Forecast, but also Research and understand why your ROI did…or didn’t, pan out.

At their worst, CRMs are “money pits” and an annoying piece of technology that just adds to an Account Manager’s responsibilities.  When embraced and put in place slowly they push your best performers forward, and unfortunately sometimes, reveal those with the most room for improvement. This is where the questionable reputation really comes from my in my opinion, the opportunity for leadership to improve growth, just doesn’t sound the same to everybody.

Along with “Poor Usage via Reputation”, integration is the pairing factor we hear keeping some Organizations printing production reports and keying them into an Excel doc.  A little bit of extra effort here goes a long way, technically “all the way”, as it is your best tool in forecasting your sales or telling where you have been already. Thinking about how to best tailor a CRM to your team should follow a few guidelines:

• Custom Data Fields should be those statistics unique to your industry (ie: Number of Rooms, Number of Seats, and etc.) that help you size up each project.
• Follow the path of an Opportunity and make sure each of those Roles (people) involved are uniquely defined.
• Start small and continue to customize over time, if needed, don’t fall into an infinite development cycle.
• Make sure your CRM choice leads in reliability, maybe this should be #1.

Start with something in the “Freemium” model (Hubspot, Insightly, Zoho, etc.), if you are gun shy and want to get a feel. The barrier to entry has been lifted by an SaaS model that knows you don’t want to pay to play. Don’t let excuses get in the way of productivity and positive changes that are essential in attacking today’s markets. Believe it or not there are examples of success that fit into whatever challenges your organization may face; young, older, tech savvy, non-technical, small team, or large company. You name it, we are pretty sure there is an example and solution for it.

When the Supply Chain trusts too many people, it’s an issue.

Mentioning “Supply Chain” to us means a developed network of trusted partners with a proven track record of doing their part to bring a major end-user group a product. This means from raw material to specialized delivery resources, everyone has it figured out and has put their experience to use preparing for challenges. This can be a particularly challenging area to break into, especially in Hospitality and Foodservice Distribution, and for good reason.

There are always those challenges you just cannot prepare for, the ones you can only learn as you go through. At this point, those in the Supply Chain are reminded of what may happen when you must rely on new partners and vendors to keep the wheels turning (literally):

• Care New England unknowingly distributing counterfeit masks
• 3M has seized over 3.5 million counterfeit masks
• 3M shuts down close to 12,000 fraudulent online mask sellers
• 500,000 counterfeit masks seized by the Chicago CBP in September
• CDC Develops an EXTENSIVE list of counterfeit manufacturers
• 20,000 fake masks supplied to 10 hospitals around Bangledesh

And that is hardly even the tip of the iceberg. LinkedIn has becoming a sounding alarm to scammers, fraudulent BUYERS, and dishonest sellers alike. Playing host to an outpouring of tough to read stories and facilities in dire situations, has become way too common of a place for a network usually steaming with energized professionals looking to change the world.

Thankfully “Supply Chain Heroes” were born as well, with major operations moving mountains to migrate into PPE production from hand sanitizers to reusable masks and gowns. This is the ingenious human nature that built the strong base we function on today, but even it was not enough, and shortages persist even now.

A shift in the Supply Chain “Brotherhood”

Being part of a major supply chain is without a doubt an invaluable asset to most businesses. It is the backbone to the Hospitality, Restaurant, Automotive, Education and Consumer Electronics industries among many others. In history nudging your way into this brotherhood was made exceedingly difficult thanks to relationships and stringent service standards that would send some right out of business.

Recently one could notice a softening of these guidelines and “members only” conditions. The ever more volatile shift in consumer trends and available technology has birthed a more embracing approach to partnerships anew. Looking to offer market leading services and products now means incorporating sometimes less proven or even unproven resources to some.

The point opens here that even partners new to the scene, the same as its legacy seats, serve themselves best to stick to a similar detailed process that created the stewards of their industry. Tempering your groundbreaking moves with real world vision and being self-aware of accountability to others becomes essential. As we start to develop a snapshot of the “new norm” deviation from this mindset, while coming to market with what may be lifesaving solutions, could become a more common yet dangerous common occurrence.

Flexibility, Expectations, and Investment are all REQUIRED

Established and newer organizations both tend to struggle with understanding how rewarding adapting to the needs of another “link” in a mature supply chain is. Relationship leads tend to imagine they know best on both sides of the ball, but without proper exposure to errors which give reason to seemingly pointless guidelines. Only revealing itself after a mess has been created, obviously communication and a respect for the process are the first steps to being a consistent (good) partner.

The right relationship leads to a more than measurable jolt of the meter most times. When proper expectations are met, and everyone in the loop is honest about their strengths and WEAKNESSES, a real synergy is born. It presents itself as the base line for any good organization…repeat, high volume, and forecast friendly REVENUE. If you want to know how to get on your first Marriott or Fridays bid, these players are the holy grail.

Of course, none of this applies to those that have gone beyond just “pushing the limits” and ventured into trunk slamming and internet scamming. We will just have to hope enough people get wise and enough whistles are blown before more damage is done.

Our parting Supply Chain advice to all?

If you want to stick around, just be careful; ask for references, google everything, and obviously check LinkedIn before making promises to the next “link” in your Supply Chain. Avoid the “too good to be true” situations and reinforce open communication no matter if you are a Manufacturer, Distributor, Reseller, or even End-User. If more “links” in the supply chain are willing to do their part and pay attention to detail, accountability stands a better chance at surviving these times for everyone.

Source:

Original Article – NonTheory Business Services

As the Hospitality and Foodservice market makes the appropriate adjustments and looks to re-open in many areas, it is obvious the way we do business is going to change. The traditionally warm face-to-face relationships that make the HoReCa Supply Chain a family, will be a part of this shift for sure.

Manufactures, Reps, and Distributors alike are faced with gauging how quickly business may return in order to bring teams, and even mangement, back to the mix.

This extra pressure on the industry begs the question, how can our Resellers and Distributors be as effective as usual with their hands tied?

Hospitality and Foodservice Distributors have been adopting more technology driven solutions pre-Covid, but at a comfortable pace. Other industries such as Commercial Technology and Consumer Electronics boast an abundance of mature web based distribution resources. While there are certainly leaders in the channel, this is still very much an evolving component to the HoReCa Supply Chain.

The resourceful nature of teams and organizations within Hospitality and Foodservice suggests serious innovation ahead. Leaders are looking to refining their online customer portals and ensuring the integration of all team communication channels, while continuing to reach for the best solutions in sanitization technology. Some have suggested $9 Billion in new costs to hotel properties in efforts to follow new guidelines, the actual cost to the Supply Chain will be much larger, as one of the only industries to avoid a larger downturn is Commercial Technology sales.

This forced the first signs of what could be a somewhat frustrating yet necessary move to more remote roles, workplace guidelines, and cloud business management resources. When allowed to carefully plan these moves, consisting of hundreds to the thousands of employees and some of the oldest operational systems in use, they can be a cumbersome project management task. Taking into account the current environment, the family element of this industry will be the saving grace. People tend to make the difference and it will likely be no different here.

Increased utilization of Social Media and a strategy for better measurable engagement should be on the minds of every marketing professional, if they want to make the most of the market ahead. Converting this engagement to acquisition and making sure the breadcrumbs are clear is easier than it sounds, but crucial. Bridging the gap between online, field, and back office software ensures a complete customer story at every employees fingertips, this omni-channel type of efficiency is what a slow come back will need.

The better we can maximize on the capabilities of support teams, without over burdening work loads, the smoother a return to normal in Hospitality and Foodservice will be. Thankfully, some Resellers and Distributors, like Guest Supply, are providing financial resources to help with the increased spend. This is allowing fast access to important tools for properties to evolve and proving why they are an integral part of the Supply Chain.

Perhaps some of the silver lining will be more a more efficient Supply Chain outfitted with flexible software, remote readiness, and an improved customer experience?