An Intimate Gathering for TCATA

National

June 2018 Clothe Volume 59 Number 9 sline www.natclo.com AlthoughAn attendance was intimate lighter than duced attendance made gathering for increased op- 5 conference and despite for Puerto Rico’s TCATAhigh ranking official at the CIA, provided usual, networking, knowledge sharing and portunities to get to know other members struggles to recover from last year’s dev- his perspective on global economic and social interaction at TCATA’s annual man- in a more intimate setting. astating hurricane, the conference went political developments, noting that there agement conference was abundant. In The Wyndham Rio Mar Resort in off without a hitch. is much good news — though often unre- fact, several attendees said that the re- Puerto Rico was the scene for the May 2- Keynote speaker Herb Meyer, a former ported — around the world. Meyer was vice chair of the CIA’s Na- tional Intelligence Council under Presi- dent Reagan. It was the second time around for Meyer with TCATA; he also spoke at the 2010 conference. Meyer is often credited with being the first senior U.S. government official to forecast the collapse of the Soviet Union, a forecast for which he later was awarded the U.S. National Intelligence Distin- guished Service Medal, which is the intelligence community’s highest honor He discussed a variety of worldwide trends, including demographic changes, the balance of political and economic power, terrorism and other issues that affect everyone who runs a business. A key takeaway for all businesses is that there are growing numbers of people around the world emerging from poverty, Speaking at the TCATA conference, Gene Marks updated attendees on political, economic, tech and management creating an expanding market for all kinds trends that will affect businesses in the coming years. of products and services. He cited the Continued on page 8

HisIt took Broadway behind actress Kelli O’Hara For theErnest Winzer Cleaners,scenes that mark with such work a huge body of work, butis there awarded six nominations before she finally won her dates back to when the company began in are still a few jobs that stick out for being first Tony Award in 2015 when she took 1908 as the company quickly earned a rep- so challenging. home the trophy for “Best Performance by utation for being the master drycleaner for “We’ve been doing the Christmas Spec- an Actress in a Leading Role in a Musical” the stage productions on Broadway at the tacular since day one, which is somewhere for her performance in The King and I. time. around 80 years at this point. That in itself For Ernest Winzer Cleaners of New That legacy was preserved when current is thousands of garments every year,” Bar- York, the wait for a Tony was quite a bit owner Bruce Barrish’s grandfather, Al rish recalled. longer: 110 years, in fact. But, as the old Steinhorn, purchased the business and it Of course, the job itself pales in com- stage saying goes… all’s well that ends has been in the family ever since. The comparison to one where the production’s host well. pany has also remained the go-to business setting, Radio City Music Hall, needed In late April, the Tony Awards Adminis- for Broadway. Ernest Winzer for help with a very unusual tration Committee announced three con- “Pretty much all of Broadway, we do. job. tributors who earned special Tony honors We’ve been constantly 90 to 95 percent,” “You know when you walk into the this year: New York Times’ culture photog- explained Barrish. “Maybe there’s one venue and you can look up at basically all rapher Sara Krulwich; costume beader show that doesn’t use us that’s been a long- three stories? There’s drapes there three Bessie Nelson; and Ernest Winzer Clean- running show, but outside of that, pretty stories high,” he explained. ers. much everything that runs on Broadway About ten years ago, representatives “This year’s group of Tony Honors for uses us.” from Radio City Music Hall called Barrish Excellence in the Theatre award recipients Some current productions that rely on in to figure out how to clean those perfectly exemplify the scope of work in Ernest Winzer include Harry Potter, Anas- draperies. our industry,” jointly noted Heather tasia, Summer: The Donna Summer Musi- “When they called me in, my first Hitchens, president and CEO of the Amer- cal, The Lion King, The Phantom of the thought was even if we could figure out a Sarah and Bruce Barish, owners of ican Theatre Wing and Charlotte St. Martin, Opera and My Fair Lady. way to get them down, I would never find Ernest Winzer posed for photogra- president of The Broadway League. “Each The last on the list holds a special place a machine that we could put them in.” phers at the 2018 Tony Awards Meet one has left such a mark on the Broadway in the heart of Barrish’s family. Grandpa “When they built the building, there’s a the Nominees press event held on community in such different ways, and Al was prone to say after seeing most track that goes around the top of the ceiling, May 2. They will be honored during we’re proud to be able to honor their con- shows: “It’s not My Fair Lady.” so like when they clean mirrors and stuff, the awards program June 10 at Radio tributions.” Still, singling out any production is hard Continued on page 12 City Music Hall. Sneak Peek 6 On her own now 8 A 13-oz. pound? 18 Keep it cool 24 Numbers matter After a decade of Some deal with rising With summer comes James Peuster working in another prices by offering a more stress for the offers some cleaners, Flor little less to customers cleaning machine’s statistics on routes Castillo realized a for the same price. In cooling system. Bruce and drivers that dream by opening the long run, you may Grossman tells how to explain why growth her own place. be cheating yourself. keep it cool. may be elusive. PAGE 2 / NATIONAL CLOTHESLINE / JUNE, 2018 DECEMBER, 2016 / NATIONAL CLOTHESLINE / PAGE 2

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A national newspaper National for drycleaners and launderers June, 2018 Volume 59, Number 9 communicationsBPS inc. Publisher of NatioNal ClothesliNe Po Box 340 Clothesline Willow Grove, Pa 19090-0340 Phone: (215) 830-8467 TheThere are amazing a lot of amazing people in peoplethe drycleaning industry of and onedrycleaning of the distinct advantages of covering the latest news for it every month is that we often get a firsthand chance to talk to them. Perhaps what is more amazing is that there never Fax: (215) 830-8490 seems to be a shortage of more amazing people to come along with more stories to tell. [email protected] This month, we cover two interesting individuals with extraordinary tales. As you probably already saw on the front page, Web: www.natclo.com one drycleaning company (Ernest Winzer Cleaners of New York) was lauded recently with a 2018 Tony Honors for Excellence in the Theatre award from the Tony Awards Administration Committee. PUBlisheR No, long-time owner Bruce Barrish and his third-generation family business (they purchased it from the Winzers in 1952) Carol Memberg wasn’t singled out for a riveting on-stage performance in a musical production called Too Much Starch! Instead, the company was honored for satisfying the demands of countless Broadway stage productions since its inception in 1908. eDitoR To put that in perspective, the Tony Awards are celebrating their 72nd annual awards show this year; Ernest Winzer Hal Horning Cleaners has been around for 110 years and they’ve cleaned the costumes of just about every conceivable show ever to grace the bright lights of the Theater District in Midtown Manhattan. CoNtRiBUtiNG WRiteR “It’s a unique thing,” Barrish admitted. “People say to me, ‘Has this every happened before?’ Obviously not. It if took 110 Chris Pollay years I don’t think it’s going to happen again, either.” On the other end of the spectrum is a story that would probably be dramatic enough for its own stage production. This MaNaGiNG DiReCtoR month’s profile (see page 6) is on Flor Castillo, who faced a long, uphill struggle when her family immigrated from Parral, Leslie Schaeffer Chihuahua, Mexico to the U.S. when she was only 9 years old. She comes from a family of women who all know a thing or two about overcoming hardship and finding success. Flor’s aDveRtisiNG grandmother earned a scholarship in Mexico and became the first anesthesiologist in the small town where she lived. She started Richard Cappo her own clinic and helped deliver many townfolk, including her grandchildren. Then, her daughter followed in her footsteps, coming to America and working her way through school to become a GRaPhiC DesiGN registered nurse, paving the way for Flor to continue the tradition, though there were some twists and turns along the way. Mary Castro-Regan When Flor decided she was ready to buy the drycleaning business she had worked at for almost a decade, the deal fell apart. Of course, that wasn’t the ending of the tale. For the rest of the story, go now and read about her. NatioNal ClothesliNe is not owned or operated by any national or regional trade association. Advertisers are solely responsible for statements made in their advertising. GettingAmidst the daily concerns ready serving your forbusiness’s thatnext customer, final it’s easy to forget customer about your business’s final customer. That customer won’t be coming to you with a bundle of dirty laundry. No, that customer, you hope, will be coming with a NatioNal ClothesliNe (US ISSN bundle of money to buy your business. #07446306) is an independent trade newspa- That day may seem far in the future, but whether it comes next month or next year or is a decade or more away, it’s per published monthly by BPS Communica- something to think about now. And while it’s a different proposition than serving customers day to day, there are some tions Inc. Periodical Postage paid at Willow similarities. Cleaners are often advised to step outside their role as owner/manager and look at the business from the customer’s point Grove, PA, and at an additional mailing office. of view. This involves the curb appeal of the storefront, cleanliness of the counter area and other “first impression” factors. Postmaster: Send address changes to: The Na- Those will be important for that final customer, too, but there’s more. Step back and ask, “Would I buy this business from me?” tional Clothesline, PO Box 340, Willow Grove, Curiously, the things that make your business attractive to potential customers are many of the things that also make it look good to a potential buyer. So whether you plan to sell soon or at some undetermined point in the distant future, it pays both PA 19090-0340. short term and long to make improvements and modifications that increase both the value and appeal of your business. •Subscription price for anyone actively en- Ask yourself: Would your business look like a solid investment to a buyer? Or would that new owner be buying old gaged in the drycleaning and laundry indus- problems that need yet more investment to fix? Perhaps the reasons for selling are the very reasons that would make a potential try in the United States: $35; Canada $40 (US); buyer back off. If you hope to receive maximum value for your business, consider other things that buyer will be looking for, things that All others, $75 (US). go beyond what drycleaning customers are interested in. For example, equipment in good operating condition with at least a few •This newspaper is published in two sepa- years of life left; a long-term lease; financial records that are accurate and can be verified; employees who are paid “on the rate sections. If you do not receive all sections, books;” a point-of-sale computer. All of these are issues to address now as part of your exit plan. Your mission to maximize the value of your business please notify our office. before putting it on the market begins today no matter when that search for the last customer begins. © 2018 BPS Communications Inc. Contents News & Features Columns Suitable prices? A recent study explored the cost of Don Desrosiers Lowering your standards in an 12 drycleaning a suit in 100 different cities worldwide 8 effort to save money will only cost you in the end Dependable excellence In Texas, AWGS honored Bruce Grossman How do you keep your cooling 34 Christa Fawcett Hagearty, CEO of Dependable Cleaners 18 system in check when the weather gets much hotter? James Peuster Some stats on route drivers will Regions 24 make you laugh while others might make you cry South SEFA’s Southern Drycleaners and Laundry Show in Dan Eisen How much does your solvent choice 14 Birmingham is right around the corner 26 affect the degree of redeposition of soil and graying? Midwest Nealis to headline MILD’s summer conference in 16 July; Pair of golf outings hosted by WFI, IPDL Frank Kollman Pick your legal battles wisely by 40 asking: Is winning the argument worth the cost? Midatlantic PDCA seminar in Camp Hill teaches 28 attendees how to upgrade tailoring into a profit center West A Management Leadership Day by CCA will Departments 36 accompany its Fabricare Show in August Northeast Whirpool Corp. Commercial Laundry invests 30 Obituaries 42 Dateline 38 $35 million JUNE, 2018 / NATIONAL CLOTHESLINE / PAGE 5

To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads PAGE 6 / NATIONAL CLOTHESLINE / JUNE, 2018 Her own two hands fter spending a decade working ally, really scared me was how the com- gained a loving an influential step-fa- ter and he needed his suit because he Aat Lloyd’s Cleaners of Sierra munity was going to react.” ther, Manuel Romero. needed to go to court. He needed it, Vista, AZ, Flor Castillo was “My work ethic I learned from my too, to go to an interview.” ready to buy it and make her heartfelt he first three months that reaction father,” she said. “How I run my store dream of owning her own business T was mostly silent. The work comes from what my father taught lor, no stranger to the need for a come true. Then, the unthinkable hap- slowly trickled in and the pres- me.” F second chance, empathized with pened: the deal fell through. sure continued to mount. the man and thought about some “At that time when I walked out, it “I think the first week we were mak- nitially, Flor had designs on the med- words of wisdom that she had been was my dream and I had been working ing like $30. $30!” she exclaimed. Iical industry, but her path seldom raised with long ago. in that store day and night. I was prac- Making matters worse, one of her ran smoothly after she fell in with a “My grandma always taught me tically running it like it was mine,” she first customers was skeptical that she bad crowd at a young age. that everybody deserves a second recalled. “For a whole week, I did not could remove stains from an expensive “Life here moves a lot faster than chance. I cleaned his suit for free,” she eat. I did not sleep. I did not shower. I pair of pants for all the wrong reasons. over there [Mexico],” she observed. “I recalled. “That’s just how I was brought had tasted something in my life that I “I just don’t think you are capable of dropped out of school. I’m not high up. Grandma says you have two hands: never had tasted, which was to be an entrepreneur… just any entrepreneur, an immigrant entrepreneur. So, I wiped my tears from my face and I took a shower and I said, ‘I can do this on my own.’” Instead of buying an existing business, she became determined to create her own drycleaning operation from scratch. Flor soon discovered that while she was an expert on all things related to the operational side of drycleaning, she Flor had a lot to learn about the financial aspect of owning her own company. It was a long, difficult process. “I went back to the bank because, of

course, I was starting all over again,” www.florasdrycleaner.com she recalled. “I started a brand new Castillo business plan. I got rejected a couple of times.” Still, persistence paid off and even- doing anything with it,” she recalled school educated. I’m not college edu- one to receive and one to give.” tually she invested her entire life sav- him telling her, “First I think you’re go- cated. I can tell you that I’m life edu- Whether offering free cleaning or ings to start Flora’s Dry Cleaning. With ing to have a problem because the label cated. Everything that I went through discounts to those in need or those who everything on the line, she was ready is in English.” made me the woman I am today.” serve in the military or local commu- to open. Unfortunately, when Hurri- “I said, ‘Listen. Judge me by my During her twenties, Flor got an nity, Flor is savvy enough to know that canes Harvey and Irma tore through work. Give me the pants. Let me show abrupt wake-up call. Her grandmother Sierra Vista will thrive more if every- Texas, her equipment from Gulf States you my work. Don’t judge me by… I’m became ill and moved to the U.S. Flor body works together. Machinery was understandably de- a Hispanic, I’m a woman and the way straightened up and took care of her “If Flora’s does well, everybody layed by the devastation. that I look. Just judge me by the way full time for years which helped turn does well,” she explained. “My em- That’s when Flor opted to be creative that I work,’” she recalled. her life around. ployees do well. My community does to get her business as ready as possible He is a regular customer now. In well. I’m able to donate stuff to my for when it finally could open. fact, Flora’s has a lot of regulars who hen her grandma passed community.” have certainly embraced the service. W away, she was lost again, When trying to buy Lloyd’s fell lor decided to turn her garage at The business has grown quickly in the wanting to find direction in through, Flor had been devastated and F home into a working drycleaning past six months. her life. She found it in the drycleaning depressed; but now she realizes it prob- plant model so she could start “I’ll tell you, the community has re- industry and soon became determined ably all worked out for the best. training her employees, none of whom acted amazingly,” she emphasized. to be an entrepreneur and follow in her Instead of owning a business that had any industry experience. grandmother’s footsteps. had “equipment older than me,” Flor “I started molding and training ome first reactions are stronger Today, she believes her grandmother was forced to learn more about the in- them about two months before we S than others, like Flor’s feelings would be proud of her work at Flora’s dustry and make helpful contacts. opened,” she said. “What I did, I put when she immigrated from Parral, Dry Cleaning. She regularly starts her “The people in the industry, the rods up and made it like they were the Chihuahua, Mexico to El Paso, TX, dur- work day at 3:30 a.m., (so early that the turnaround I’ve had from them, the lines. Then, I gathered two ladders and ing the late 1980s. She was nine years police once knocked on the business’s welcoming from them has been amaz- put up another pole and I made it like old at the time. door to make sure the early morning ing. I am so thankful and grateful that I that was the clothes coming out. So, lit- “It was very hard on me, actually, lights were supposed to be on). That run into people like them.” erally I made a little counter. I pre- being so young and being taken away hard work has paid off. tended that was a drycleaners… how from everything that I knew to some- “Walking into Flora’s is not like he is hoping to use that knowl- are they supposed to greet the cus- where that I didn’t know anything walking into a regular drycleaners,” S edge and assistance to grow the tomer, how they are supposed to tag about,” she explained. she said. “We have such a strong bond business in time. Her main goal is the clothes, how they are supposed to She also missed her grandmother with our customers. I have customers to continue educating herself every check the pockets. I really went into terribly because she had chosen to stay who, when I’m on the spotting board, day. drycleaning mode and they literally in Mexico where she was needed. will walk from the counter to the spot- She aims to be successful, but that trained there every day for two months “My grandmother was the first anes- ting board to hug me, to give me coffee. isn’t necessarily defined by how much before we opened.” thesiologist in our little town where we Here, it’s like a family home. This is money comes in through the front door. Looking back, the preparation was lived. Very, very humble people,” she my home and mi casa es su casa.” “I don’t intend to become a million- the easy part; the hardest part was the said. “My grandmother didn’t have It’s a small business with a small aire or a billionaire,” she said. “My fa- fear of how the locals would respond money to buy books. Fortunately, crew (Flor, her cousin Abraham Reyes, ther always taught me having a nor- to the business. somebody had left a scholarship and and two other irreplaceable employees mal, humble, comfortable life is all you “I did not know how the community they offered it to my grandma and who didn’t jump ship even back when need.” would accept me because we live in a that’s how she went to school. My there was only a pair of a pants and a So far, her family’s teachings have town where my competitors have been grandma had her own clinic. She de- shirt for the cleaning inventory), but served her well. Even with a significant here for 35 years. I was prepared be- livered myself, most of my cousins, my Flor has tried to generate a big impact amount of trouble in the rear view mir- cause my grandma taught me to al- brother… so she stayed behind to run on the community. ror, Flor continues to move forward ways be prepared for anything and her business.” “There was a gentleman who came without any regrets. everything. I was prepared for the In time, Flor’s mother put herself in who needed drycleaning and he was “There is nothing in my life that I sleepless nights and the long working through school and became a registered literally pulling coins out of his pocket. would change because it made me who days, for struggling with the competi- nurse and her brother is also an anes- I asked him what he wanted his suit I am today and it taught me to appreci- tion, but the only thing that really, re- thesiologist. Along the way, Flor also for. He said he was staying at the shel- ate a lot of things in life,” she said. 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SHIRT TALES BY DON DESROSIERS

Arewas in a hotel one you morning anymore selling and has not, actually, Have a you stopped13-ounce replacing Have you quit using pound? hot things from the catalog be- Iand as I was putting sugar for years. buttons to keep the costs of a water, arguing that you are cause you’ll save a bundle. As in my coffee, I came up with It also used to be true that a button inventory and a button simply flushing it down the a direct result, we assume that the idea for this column. pound of coffee actually machine out of the equation? drain? our customers will go else- If you read the writings of a weighed, well, one pound. It Have you stopped repairing Have you become an inno- where to save a dollar here and frequent contributor of virtu- doesn’t, and has not for years. your shirt equipment because vator and decided to reuse there. ally any publication, I bet that When a packet of sugar con- the parts are too expensive? mark-in tags by simply hand- You may be quick to insist one time or another, sooner or tained a teaspoon of sugar, I Have you reduced the writing a new number on the that they will. Although in my later, you wonder how the au- used two of them. When I ac- wages of your employees so back of the old one? heart of hearts, I want to dis- thor continues to come up with tually bought a pound of cof- that you can charge less for My bet is that you haven’t agree, let’s go with your ideas for columns, month after fee — a real 16-ounce pound shirts or so that you can make done a single one of these thought that they will drop month. I’m always thinking. — it went 25-30 percent further more profit? things. In fact, you have con- you without a second thought. So, for me, I come up with than it goes now. Have you begun to under- tinued to do everything that You must believe that when ideas all the time and those The people who sell these portion your detergent with you have always done in order they visit your competitor they ideas are sparked by an infinite items — arguably — aren’t de- the hopes that customers to be certain that your cus- will notice a difference. What array of triggers. ceiving you. It says “13 oz.” on won’t notice the shirts getting tomers get the same thing that kind of a difference will it be? This column was triggered the coffee can and it doesn’t a little bit dingier month after have always received from You have control over this if by sugar in my coffee. say “one level teaspoon” on month? you. you think about it for a minute. When I pour coffee into a the sugar packet. No deception Have you stopped using the Yet, because of the pressures If you fear that your cus- standard size mug, I put four involved, but perhaps a clue collar cone because the light from the world around us, we tomer will be more pleased packets of sugar into it as well. that prices haven’t gone up as bulb burned out and replacing drag our feet when it comes to with your competitor than I know that I have just made sharply as they actually have. it simply isn’t in the budget? raising prices. I submit that they are with you, then you re- some of you nauseous and I haven’t a clue what a restau- Have you quit replacing this is because we aren’t pre- ally need to raise your stan- some of you are thinking rant pays for a case of sugar pads and covers with the pared to explain why, if and dards, don’t you think? things like; “Hey Don, do you packets now or what they paid knowledge that customers when we are approached. Maybe your “packet of like a little coffee in your for them in the old days. never see that shredded cover The reasons why are simple. sugar” no longer contains “one sugar” and other such “wise My point is that they are or blown-out air bag. It continually costs more and level teaspoon.” guy” remarks, but bear with giving you less. They may Have you quit attending more to maintain our desired “If you do what you’ve done, me for a minute. I have a point want to fool you for as long as trade shows, seminars or peer- level of service and quality, re- you’ll get what you always got.” to make. they can, but in reality, they group meetings because they gardless of how high or how Don Desrosiers has been in the It used to be that a packet of have reduced what you get offer no value? low our standard may be. Ab- drycleaning and shirt laundering sugar contained “one level tea- and charged you more for it. Have you started to stuff ten sorbing those costs — even business since 1978. He is a spoon.” And it said so on the Are you doing that with shirts into a poly bag to keep once — can have deadly con- work-flow engineer and a man- package. It doesn’t say that your shirts? the supplies budget in line? sequences. agement consultant who pro- If we are resistant to increas- vides services to shirt launderers ing prices, we, in turn fear that and drycleaners through Tail- our customers view rising wind Systems. He is a member of prices like we do. We have be- the Society of Professional Con- come an industry of survivors. sultants and winner of DLI’s This may have come about be- Commitment to Professionalism cause we view one supplier as award. He can be reached at pretty much the same as his 186 Narrow Ave., Westport, MA competitor. 02790 or at his office by fax Both sell hangers that do the (508) 636-8839; by cell (508) same thing. I’ll buy the 965-3163; or e-mail at tail- cheaper one. [email protected]. The Both sell poly. What’s the Tailwind web site is difference? I’ll buy the cheaper www.tailwind systems.com. one. You’ll buy a truck load of

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TCATAContinued from page 1 agement hears trends that will affect fromthe Siesta Alegre, a beautifulvariety and gional drycleaning oftrade shows. experts emergence and exponential businesses in the coming years, unique house located in the El John Silverman of Tschopp growth of a global middle class many because of the recent tax Yunque Rain Forest. Spouses and Supply in Buffalo, NY, assumed which means that each year the bill. guests got to know each other dur- the post of treasurer. He has been total customer base for all prod- A third speaker, Bill Graham ing a luncheon in which they active in TCATA over the years, ucts and services grows by 50 mil- of Graham Communications, dis- learned how to make some local including serving currently on the lion to 100 million new cus- cussed tangible ways to increase drinks. membership committee. tomers. your personal likability, resulting The conference ended with Also elected as officers were Also speaking was Gene in better business and personal re- Saturday night’s closing dinner in Peter Limoncelli of Yankee Laun- Marks of the Marks Group, a lationships. A key to likability and which Gerald Henke, Intex Dis- dry Equipment, vice president of company that provides technology communication, he believes, is us- tributing, was honored as he re- the Distribution Division; Michael and consulting services to small ing an emotional connection tired as TCATA president. Leslie Leeming of Parker Boiler, vice and medium sized businesses. through telling a good story. Schaeffer of NATIONAL CLOTHES- president of the Machinery Man- Marks updated attendees on Conference attendees also en- LINE was installed as the new pres- ufacturers Division; and Gene political, economic, tech and man- joyed a Thursday dinner party at ident of the association. Williams of American Laundry Schaeffer, vice president of Products, vice president of Supply Leslie Schaeffer NATIONAL CLOTHESLINE based Manufacturers Division. Schnitzer of Quality Fabricators, near Philadelphia, will serve a Newly elected board members Orville Johnson of FabriClean two-year term as president. are Mack Magnus of M & B Supply, and Charlie Thompson of She has been active in TCATA Hangers, Matt Lamons of Loomis American Trade Magazines. for many years, having served on Brothers Equipment Company, The next TCATA conference annual conference committees, as and Kelly Kelleher of Kelleher will be July 31-August 3 at Ojai chair of both the site selection and Equipment. Valley Inn & Spa in Ojai, CA. membership committees, and as a Reelected board members in- For information on the associ- board member. clude Bill Brooks of Alliance ation, call (813) 348-0075 or visit A strong believer in the value Laundry Systems-UniMac, Bill its website, www.tcata.org. of trade associations, she plans to continue the work that TCATA has been doing for years, particularly protecting members’ interest in the legislative and regulatory area. Schaeffer is not only the first female president of TCATA she is also the first to serve from the “related trades” category, meaning she is the first president who is not a manufacturer or distributor. Current and retiring TCATA board members gathered for a She has worked in various po- photo are, in front from left, Bill Brooks, Matt Lamons, Kurt sitions at NATIONAL CLOTHESLINE Wickiser, Alexander Seitz and Gerald Henke. In the second since the 1980s, a business started row are Charlie Thompson, Jim Horwath, Peter Limoncelli, by her parents in 1959, eventually and Bill Schnitzer. In back are Gene Williams and Mike Leem- Attendees enjoyed a dinner party at the Siesta Alegre, a working her way up to vice presi- unique house located in the El Yunque Rain Forest. ing. dent. She also manages several re-

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“ fter purchasing our (rst piece of equipment from Sankosha we noticed Aa di'erence immediately in the quality of (nishing. Our pressers were spending less time per piece and producing a higher quality garment. After this realization we started to replace all our aging equipment with Sankosha models. From our pant topper to hot head press to auto bagger, Sankosha equipment does not let us down. We do basic regular maintenance on the equipment and then really don’t worry about it. Sankosha equipment is the most reliable equipment we have owned over the past 40 plus years in business. We had a wonderful experience with our most recent additions; the quad collar cu' and double buck shirt unit. A Sankosha representative came out to make sure installation went smoothly and then trained our shirt pressers. Our pressers love the new shirt (nishing equipment and our customers love the way their shirts look. ank you for the quality machinery you produce and for the excellent customer service you provide!”

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LandFifty dollars to dryclean ofa suit? wasthe Jakarta, Indonesia midnight at $2.20. minimum wage a person sun would Moscow, – the 11th and most expensive $50ented cities, suit such as Oslo, Impossible, you say? Maybe not Two other cities came in at below need to work to get that suit suit cleaning city at $22.98. That Helsinki and Zurich, our study if you are a drycleaner in Oslo, $3 — Colombo Sri Lanka ($2.51) drycleaning. would cost a minimum wage shows that citizens are paying be- Norway. and Shanghai, China ($2.90). For that $50 suit in Oslo, it Muscovite 16.2 hours of labor. tween 13 and 30 percent more to That is according to a survey In general, the highest prices would take 2.3 hours of minimum His countryman in St. Petersburg dryclean their suits than the rest conducted by Zipjet, a UK-based were found in European cities and wage labor. fares only a little better, needing of the world. Although you could laundry and drycleaning service. the lowest in Southeast Asia. In comparison, a worker in to work 14.5 hours to afford one consider this a ‘suit tax’, our data To develop its 2018 drycleaning U.S. cities fell into the middle Boston would need to work 1.5 suit cleaning. also shows that as salaries are index, the firm hand-picked 100 ground. Boston turned up the hours at minimum wage to pay And the poor minimum wage higher in these nations, it would cities around the world, focusing highest price in the U.S. at $16.91, the $16.91 to clean a suit. All U.S. worker in Lago Nigeria wold need only take around one to three on capital cities, business centers ranking 24th among the 100 cities cities in the survey came in be- 22.2 hours or labor to pay for a hours of working at minimum and financial districts to learn the surveyed. tween one and two hours of mini- clean suit, even though Lagos wage to afford such a service in cost of drycleaning two- and Other U.S. cities, their prices mum wage labor to pay for one ranked 85th out of 100 cities in these cities,” said Florian Färber, three-piece suits, checking prices and world rankings were as fol- suit cleaning. pricing at a meager $6.40 suit. Founder and managing director of from an average of 10 stores in lows: That’s nothing compared to “For traditionally business-ori- Zipjet. each city and from that set the av- • New York, $15.68, #31. erage cost for cleaning a suit in • Dallas, $14.47 #41. each city. • Los Angeles, $13.99, #44. Coming out on top was Oslo at • Washington, DC, $13.72, AContinued long-time from page 1 and stuff and coming we basically ended “We award actually get our award $52.03. Other Scandinavian coun- #47. basically a guy kind of hangs in a up with a window rig at the end with other special awards the tries ranked high on the list, too, • Chicago, $12.72, #53. sling from the hooks,” he said. of the day. We went up and down Monday before the actual Tony comprising the top four highest • Philadelphia $11.91, #56. That did not seem like the best and we moved it along.” Awards night. Then we’ll be at the prices. Helsinki Finland checked • Houston, $8.68, #70. and safest way to do it. Barrish Hopefully, Barrish and his wife Tony’s and it will be mentioned in at $41.13, followed by Gothen- To get an idea of the actual af- came up with an alternative plan. won’t be distracted by trying to there. It will also be mentioned on burg, Sweden, at $35.12 and fordability of drycleaning in the “What we ended up doing was solve any crazy cleaning chal- TV.” Aarhus, Denmark at $34.23. 100 cities, Zipjet also calculated working with a company that lenges when they attend the Tony Naturally, winning the award At the bottom of the price list how many hours at the prevailing builds stages for outdoor concerts Awards this year. entails a little bit more than just enjoying a couple of ceremonies. Barrish wasn’t expecting all of the events leading up to the big night. “So far we found out there is a lot more involved besides winning NEW it,” he said. “We’ve already done a full press conference. We have a Premium Dry Cleaning Line luncheon coming up.” After working in the dryclean- Choice of Gold or White ing industry for over 45 years, he might be able to handle any cos- Our New Premium Dry Cleaning Line is available through your local distributor. These beautifully tume that comes through his plant, crafted boxes are designed to hold wedding dresses and other ﬁne clothing for years to come with but handling the press was a little their acid-free chamber. Their glossy design makes them smudge and dirt proof. Your distributor will foreign to him. “I never expected to do like a not only offer personalized service but they will deliver in a timely fashion and put them where you full couple hours of press confer- want them. Buy as many as you want when you want them as well. Your distributor offers payment ences. All the Tony nominees terms to qualiﬁed customers. Support your local sales rep as well as your local business community. were there for a few hours last Made in the USA! week, but there was one room where they actually threw me in EMail us at [email protected] and I was standing at a podium in front of 25 reporters, which I or call 1-800-279-8269 for a free sample didn’t know about before which was probably a good thing having not ever done something like that I would have been nervous,” he laughed. Despite being out of his ele- ment, Barrish kept his sense of humor, explaining to the press corps that it was “about time” they were honoroed as “the Tony’s have been doing this for 72 years. We’ve been doing this for 110.” 2 sizes in Gold 2 sizes in White It is a little sad, though, that Fully Assembled Fully Assembled the two previous generations who Includes: Viewing window, pH neutral Includes: Viewing window, pH neutral bust form, ran Ernest Winzer Cleaners won’t bust form, 12 sheets acid-free tissue 12 sheets acid-free tissue and shipping carton be there to be experience the and shipping carton with plastic handle. with plastic handle. amazing achievement. “My grandfather died when I was young, so he’s been gone a long time. I kind of wish he was here. But, my dad passed away last February. It’s unfortunate that he didn’t get to see the recognition also. Unfortunately, that’s how life works sometimes,” Barrish said. “They’ll definitely be in my PREM-90GS PREM-70WS thoughs when I’m accepting and 1 1 1 1 1 1 32 /2"x 19 /2"x 10 /4" 32 /2"x 19 /2"x 10 /4" sitting there the night of the actual show.” It’s only appropriate since, for years the family has literally done all the dirty work behind the scenes. It’s nice that they’ll finally be appreciated in such a public way. “Sometimes, obviously, we’re a little bit forgotten because we’re PREM-80GS PREM-60WS not there in their faces, I guess,” 1 1 1 1 1 1 he said. “We’ve delivered in 32 /2"x 19 /2"x 7 /4" 32 /2"x 19 /2"x 7 /4" Also available knocked down in a carton of 6 Also available knocked down in a carton of 6 snowstorms. We’ve never missed a pickup or delivery because the show must always go on and they To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads know that.” JUNE, 2018 / NATIONAL CLOTHESLINE / PAGE 13

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inThe waitBirmingham is over and it’s now The event runs fromthis June 8 to monthseum of Art. officially the last minute if you 10 at the Birmingham-Jefferson The exhibit hall will be filled still need to make preparations for Convention Complex, 2100 with all the latest drycleaning ma- the South Eastern Fabricare As- Richard Arrington Jr. Blvd, close chines, pressing equipment, coin sociation’s Southern Dry Cleaners to the Alabama Sport Hall of laundry equipment and supplies, and Launderers Show. Fame and the Birmingham Mu- computers and much more. It will be open from 10 a.m. to 5 p.m. on Saturday, June 9, and from 10 a.m. to 3 p.m. on Sunday, June 10. In addition to live demonstra- Dennis Harker, CEO of Savemore Commercial Laundry Equipment, has installed Forenta equipment in his newest tions on the show floor, attendees Lightning Laundry that provides wash, dry and fold laundry will also want to make time to see services. The new operation also offers shirt finishing and various clinics that will take place press finishing on other garments. there. Topics on Saturday will in- Rashid Peuster Groshans Clive-Smith clude shirt finishing and stain removal. On Sunday, there will be a stain removal program in Korean and a clinic on pants finishing. Then, there are the main educational seminars planned for both mornings. Drycleaning Stain Removal On Saturday morning, Brian Rashid, CEO of A Life in Shorts, will discuss a hot topic of late: Has Never Been So Smart Social Media Spending. His program will be followed by the Route Pro, James Peuster, who will present “Breaking the ‘I Can’t Find Good People’ Myth” at 10:30 a.m. Easy! Two more sessions are planned for Sunday morning starting with Jim Groshans of FabriCoach, LLC, who will offers tips on “Achieving Customers Service Excellence” at 9 a.m. Krista Clive-Smith, CEO of Clutch, will follow at 10 a.m. with “Get Noticed. Be Remembered.” In addition to the morning seminars there wlill be live demonstrations in the exhibit hall. Saturday programs will feature shirt finishing and stain removal. Program on stain removal and pants finishing will be offered in Korean on Sunday. There will also be time set aside for social events, such as the Welcome Cocktail Reception that will offer a preview of the exhibits from 6 to 8 p.m. on Friday evening. Earlier in the day, there will be a tour of the state-of-the-art M&B Hangers factory from 3 to 5 p.m. • More Effective The company has been producing hangers since 1943. The tour is limited to the first • Use as Spray Spotter 70 people so signing up early is or On the Board highly recommended. To register, visit the association’s web site at www.sefa.org. • Excellent Leveling Agent Drycleaners can enjoy free admission to the seminars and exhibit • Flushes Freely in hall. SEFA has secured a block of ALL Solvents rooms for the show between the dates of June 4 to 13 at the Shera- ton Birmingham Hotel. For reservations, call (800) 325-3535 or (205) 324-5000 and mention To learn more, visit SEFA’s Southern Drycleaners and ALWilson.com Launderers Show. Become a STAINSTAIN WIZARD at ALWilson.comALWilson.com or call 800-526-1188 The cost is $129 per night for A. L. WILSON CHEMICAL CO. single or double occupancy. There is also a link through SEFA’s web- Visit us at SEFA’s Southern Drycleaners Show • Booth 215 site. Call (215) 830-8467 for more To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads information. JUNE, 2018 / NATIONAL CLOTHESLINE / PAGE 15

Visit us at SEFA’s Southern Drycleaners Show • Booth 229

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toThe Michiganhost Institute MILD of On Saturday, Nora conference Nealis, ex- Then, golf lovers can enjoy a Laundering and Drycleaning will ecutive director of the National nine-hole outing before the be heading to Harbor Springs for Cleaners Association, will deliver evening concludes with a MILD its summer convention scheduled a keynote address. President’s Reception and Awards to be held July 20 to 22. Her presentation will offer ad- Dinner. The event will take place at the vice on what cleaners can do to On Sunday, the audience can Boyne Highland Resort, home to succeed, from a look at industry hear from a panel of solvent users. 72 holes of championship golf, a disruptors, to fashion trends that The cost of registration for the par-three course, spa, horseback demand more than traditional conference is $250 for members, trail rides and scenic chairlift drycleaning, to opportunities for then $75 for an adult guest, $25 rides. growth. She will also discuss mil- for children between eight and 17, A1 Cleaners in Petoskey, MI, purchased a Columbia cleaning It will also be home to a busy lennial behavior and explore and children under eight can at- machine using Sensene solvent through Mark and Luke agenda for the association, begin- drycleaning service enhance- tend for free. Schaap of J&M Service. Jackie Smooth of A1 is shown with ning on Friday with a board meet- ments, apps and other “hooks” Non-members pay $300 each the machine. ing and a welcome reception. that appeal to millennials. with $100 for an adult guest, $25 for children between eight and 17, and free for children under eight. For room accommodations at the Boyne Highlands Resort, there is a special rate of $116 per room per night, call (800) 462-6963 and ask for the MILD room block. For more information or to register, call MILD, (877) 390-6453 or visit www.mildmi.org. WFI, IPDL will host golf

outingsBoth the Wisconsin in June Fabricare Institute and the Illinois Profes- sional Drycleaners and Launder- ers will be hosting golf tourna- ments this month. First up is WFI’s 15th Annual Fitzgerald Scholarship Classic that will take place on Tuesday, June 19 at the River Club of Mequon. The cost of $135 covers 18 holes of golf with cart, lunch, a sleeve of commemorative golf balls, special hole events, refresh- ments, prizes, dinner and more. Golfers can register at 11 a.m. at the event and take part in the qualifying round of a putting contest. Then, WFI will host lunch on the Sundeck at 11:30 a.m. A shotgun start will take place at 12:30 p.m. When the golfing concludes, attendees will enjoy cocktails and a putting contest at 5 p.m. that will feature $200 in cash prizes. Dinner will begin at 6 p.m. Proceeds from the event go to fund WFI’s Fitzgerald Scholarship to help cover travel expenses and tuition for qualifying employers, employees or immediate family members who are selected. Next up is the IPDL annual golf outing which tees off on Thursday, June 28. It will take place at the Arrow- head Golf Club located at 26W151 Butterfield Rd. in Wheaton, IL. The cost is $135 for a box lunch prior to tee off, 18 holes with a cart, a buffet dinner after golf and a chance at door prizes. For more information, contact Visit us at SEFA’s Southern Drycleaners Show • Booth 413 IPDL’s office by calling (815) 521-1187 or visit them online at To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads www.ipdl.org. JUNE, 2018 / NATIONAL CLOTHESLINE / PAGE 17

Visit us at SEFA’s Southern Drycleaners Show • Booth 413419

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WRENCH WORKS BY BRUCE GROSSMAN

ith summer upon us, use R400 Freon as refrigerants) In this case we are transfer- frigeration condenser, the effi- thermometers and pressure HotW your drycleaningweatherand some form of coolant (gen-coolingring the heat from a vapor rich, problemsciency of the process is de- gages can tell us about the con- machine’s cooling erally water or a water and hot, compressed Freon gas to pendent on two factors: dition of the coolant system. system will be under greater glycol mixture). the coolant flowing through • Coolant flow, the amount The following are some pos- stress. It doesn’t matter which the refrigeration condenser. of coolant moving through the sible scenarios for different It doesn’t matter if you are Freon is used, the process itself Three methods of condenser. combinations of qualitative using a water tower, chiller or requires a device called a re- • Heat transfer efficiency, data: city water for cooling, condi- frigeration condenser which supplying coolant to the the ability of the condenser to 1. Inlet pressure high/outlet tions that weren’t an issue dur- changes hot, vapor rich, Freon refrigerated condenser move heat to the coolant. pressure low: ing the cooler months may be- gas back into liquid Freon 1. City water. Water from Each of the above factors A. Check for blockage of the in- come problems as the ambient which is constantly being re- the city main is forced through can be easily monitored using let flow path — a clogged Y (surrounding) temperature cycled during the drying seg- the drycleaning machine’s re- pressure and temperature as strainer between the pump and rises. ment of the drycleaning cycle. frigeration condenser, pro- indicators of what is going on the drycleaning machine. Most of the cooling prob- In almost every case, this pelled by existing city water in the coolant system. B. Heavy scale build up — a lems will rear their ugly heads condenser is cooled by a liquid pressure. The exiting water is A pressure gage and ther- build-up of scale inside the piping during the drying segment of (there are a few air cooled con- then sent down the drain. mometer at the inlet and outlet of the drycleaning machine. the drycleaning cycle. Drying, densers which are not the topic 2. Water tower. Water is cir- of the coolant system located 2. Inlet and outlet pressure in the drycleaning machine of this article). Hot, com- culated by a pump through the near the drycleaning machine rapidly changing: sense, is all about moving heat pressed Freon gas is forced by drycleaning machines refriger- are vital for monitoring the A. Low coolant level in the energy. The media which the refrigeration compressor into ation condenser over an evap- cooling system performance. pumping system. moves all this heat is called a the refrigeration condenser orative cooling media (looks The pump must supply 3. Low inlet/high outlet refrigerant (most machines use where it is cooled and con- like corrugated plastic tubes) enough pressure as well as pressure: R22 Freon. Some of the newer densed by water (called a which has air forced though flow in sufficient quantity to A. Open bypass valve on models and the K4 machines coolant). aiding in evaporation, then push coolant through the com- pumping system. into a sump where the suction ponents that require cooling on 4. Low inlet/low outlet inlet of the pump is connected. the drycleaning machine (on pressure: The evaporation of the wa- most machines this would in- A. Pump is off. ter from the surface of the me- clude not only the refrigeration B. Clogged inlet strainer. dia cools the remaining water condenser but also the still 5. High inlet temperature/ which drops into the sump for condenser and solvent cooler); high outlet temperature: recirculation through the in the case of water towers and A. Water tower fan not work- drycleaning machines refriger- chillers, also back to the tower ing; chiller refrigeration system ation condenser. or chiller sump which are often faulty. 3. Chiller. water or a mix- located on the roof. B. Pump is off. ture of water and glycol (this Unfortunately, there is no 6. Slightly higher than nor- mixture is called a brine) is cir- hard and fast rule for what the mal inlet temperature/high culated by a pump through the pressure readings should be. outlet temperature: drycleaning machines refriger- The best method for obtain- A. Heavy scale build up — a ation condenser; cooled by a ing the “numbers” is to note build-up of scale inside the piping separate refrigeration system; the drycleaning machine inlet of the drycleaning machine. re-circulated through the and outlet pressure and tem- B. Excessive heat source — drycleaning machines refriger- perature readings for future still boilover or steam sweep valve ation condenser. reference when the dryclean- open; steam supply valve to steam RICK’S CLEANERS in Austin, TX, installed an 18-ft. Quick- boost coil or carbon adsorber. sort conveyor. Brett McLeod (left) of Garment Management No matter what method is ing machine is working prop- Systems and Ian Noble, owner of Rick’s, are pictured. used for cooling and circulat- erly. Back to the drycleaning ma- ing the coolant through the re- Let’s have a look at what the chine operation. Problems with the cooling system are most likely to ap- pear during the dry cycle. To be more specific, towards the end of the dry cycle when the drycleaning machine goes into cool down mode. During the drying mode, the heat exchanger coil is transferring much of the heat from the Freon to the air stream and only a small portion of the heat load is being dumped into the refrigeration condenser. In the cool down mode, so- lenoids and dampers change and almost the entire heat load is now dumped into the refrigeration condenser. This type of problem is in- dicated by the refrigeration compressor going into a high-pressure condition and tripping the refrigeration high pressure safety switch. Most of the time this would cause an error message on the programmer screen and require a manual rest of the re- Visit us at SEFA’s Southern Drycleaners Show • Booth 511 frigeration high pressure

To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads Continued on page 22 JUNE, 2018 / NATIONAL CLOTHESLINE / PAGE 19

To try our Drapery Strut, go to www.mbhangers.com to find your local distributor, or call 888-699-5644 to speak with one of our customer service representatives.

Visit us at SEFA’s Southern Drycleaners Show Booth #119

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To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads JUNE, 2018 / NATIONAL CLOTHESLINE / PAGE 21

SouthernVisit Drycleaners us at SEFA’s Show

Booth 409

What do dry cleaners think about when considering purchasing a new dry cleaning machine?

Do they think about make, price, service or reliability?

Kapri Cleaners, CT UST Cleaners, VA Jubal Cleaners,VA Windsor Cleaners, CA

Swan Cleaners,WA Cowboy Cleaners,TX Oak Hill Cleaners, MA 4 Season’s Cleaners, NY

We think the three most important requirements when selecting a new dry cleaning machine are: Reliabity • Ease of Service • Simplicity of Maintenance

nisec is a name that is not familiar to most dry cleaners. Unisec has been manufacturing dry cleaning machines in Spain for over forty years and selling them world wide. New York Machinery has partner with Unisec for the past six years and has sold almost 500 machines in the United States and Canada.

Unisec is available thru our distributor network or from New York Machinery directly. Please call us for a brochure or check out our web site for further information. The most reliable dry cleaning machine available anywhere today or in the future.

To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads PAGE 22 / NATIONAL CLOTHESLINE / JUNE, 2018 Bruce Grossman

trol. To prevent boiler scaling and other Continued from page 18 eration condenser past the point where what is most commonly found; the left Hot weather cooling problemsdamage, the EZ Level return tank water safety switch. This condition is almost the normal adjustment of the head side is an installation with the addition level control replaces that ball float valve always caused by either a clogged Y pressure adjusting valve can compen- of valves 1,2,3 which are used when a in the condensate return tank. For saving strainer or excessive scaling inside the sate, many drycleaners simple open the city water hook-up is included in the money on handling waste, the Sahara and refrigeration condenser. valve wider in the very mistaken belief installation. Drop in the Bucket line of high purity sep- On most drycleaning machines, they have actually fixed something. This city water hook-up provides arator water mister/evaporators provide there is a refrigeration head pressure ad- What they have done is “kicked the can not only an emergency back-up for con- a thrifty, legal method to get rid of the justing valve which controls the refrig- down the road” and will pay a lot of tinuing operations when there is a fail- separator water generated by the eration head pressure by varying flow extra money in solvent and energy for ure in the normal cooling system as drycleaning machine. For more informa- of coolant to the refrigeration con- the privilege. well as ready access for connecting a tion on EZtimers products, visit www.ez- denser. The accompanying illustrations descaling pump. timers.com. Address any questions or This valve is adjusted to give suffi- show schematics for typical cooling Bruce Grossman is the chief of R&D for comments for Bruce to cient refrigeration head pressure for ef- water installations on systems using a EZtimers Manufacturing, maker of the [email protected] or call (702) 376- ficient refrigeration system operation. water tower or chiller. new EZ Level return tank water level con- 6693. When scale builds up in the refrig- The left half of the illustration is

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To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads PAGE 24 / NATIONAL CLOTHESLINE / JUNE, 2018

THE ROUTE PRO BY JAMESPEUSTER

Therecently rode withstats by time for theon truth to be known.routeOne out of three drivers, cleaners to themselves. I never knowupdated if time for embezzlement. I1,500th driver (unofficially) If you are any of the afore- have or once had a route driver they are talking to me. Three out of five drivers use and decided that it is time to mentioned parties, you will named Bob. Special thanks to Eight out of 10 owners love the manifest correctly. One out share with the drycleaning in- laugh, cry, hide or lie about Roger’s Cleaners in St. Peters- their drivers. Yet, eight out of of five does not know what a dustry some numbers that what you are about to read, burg, FL; all of their drivers are 10 want them fired for not be- manifest is. may or may not be of good use but deep down you will find named Bob. ing able to sell. Two out of five drivers pick to you. yourself being included in one 19 out of 20 salespeople fail Three out of 10 vans have their nose on the route. No We are in an industry that is of the stats below. because of lack of training. cracked windshields. data on where they put it. all about numbers that reflect If you are an owner, you Other industries send their One out of 10 drivers are Eight out of 10 customers productivity and efficiency. will finally be able to measure sales staff through weeks of semi-retired. Most of them do who call and say the driver Sure, these various pieces of your overall route operations training. not want the route to grow. missed the bag actually missed data are very important in and either accept what is in Nine out of 10 customers Five out of 10 drivers keep the driver. See, I am protective your calculations of profits and front of you, or do something spend 20 to 25 percent more on dog bones in their van. Two of the driver. losses as well as measuring about it. the route than at the store. Yet out of 10 actually eat them for Seven out of 10 operators do growth. OK, with that being said, on six out of 10 operators do not lunch. not have a back-up driver. Sad, But do you really know with the stats that may end up believe in converting at the One out of 50 drivers actu- but ever so true. what numbers you need to costing someone a job, or me, store. ally smoke in the van. All of Finally, nine out of 10 routes monitor your drivers, their further clients. One out of four route driv- them are convinced that smoke do not see growth because performance and your true un- Five out of 100 people will ers think that they are about to doesn’t get on the clothes. drivers are not held account- derstanding of the delivery say that they love going door- get fired when I ride with them One out of four drivers flirt able. service? to-door. However, out of the on a project. Many times they with their customers. One- The most important stat is Well, it is time for an article five, four are lying. are nervous, a couple of times hundred percent of the cus- probably the last one. I con- that equates to the TV show, Seven out of 10 drivers say they have cried and one guy tomers flirt back only because tinue to be amazed with proj- “Magic’s Biggest Secrets Re- that they never see the cus- actually threw up. they are hoping to get a dis- ects in which the driver is in vealed.” However, you don’t tomers. The funny thing is that Two out of seven drivers count. control of the system. Routes need someone in a mask to ex- they know everything about have a bladder the size of a One-hundred percent of done without a manifest, with- pose the truth. Let me handle them. bowling ball. commissioned drivers love out accountability and without this department. Eight out of 10 drivers do One out of 500 have actually “will calls”. a strategic marketing plan First of all, a disclaimer. The not dress anywhere near as hit a house. (You know who Eight out of 10 owners are cause limited to no growth. I numbers are not intended to nice as they did when they ap- you are!) discouraged by direct mail preach about this article after be used against any driver, plied and interviewed for the One out of five drivers need marketing. Six out of 10 still do article, and it rings so true. salesperson, manager, or any job. Why is that? Shouldn’t to take medication for road it. With all the negativity going other employee involved in the they represent drycleaning on rage. Four hundred and ninety around in this industry and route process. However, it is the route? Nine out of 10 drivers talk nine out of 500 drivers have people who are admitting de- misdelivered clothes. feat, make an effort to prove What this industry has needed for decades… One out of 10 drivers have the cynical people wrong and Plant Management Software! hit a mailbox while doing the build your business. Do it now A program that walks a manager route. Half of the time they tell and let the weak disappear. I through the day-to-day plant operations. nobody. truly believe that the more ef- Eight out of 10 drivers get fort you put into marketing Major Features Comparison Reports – How does Daily Cost per Piece – All volume, cost per piece and departments done at least one hour earlier your routes, the better off you Labor Management – Daily Reports productivity compare? when I ride with them on the Jameswill be. Peuster is a consultant Fully Customizable route. Productivity Reports – presser Equipment Maintenance Logs who specializes in route devel- Real-Time Management Reports – production graphs Six out of 10 drivers know opment, management and main- Vehicle Maintenance Logs You’ll know how your costs are the names of the dogs they Trending Reports – How does trending every minute of the day! tenance. He offers onsite today’s cost and productivity Employee Vacation Scheduling service on the route. One out consulting as well as ongoing compare to the past 30 days? Comprehensive User Guide of 100 drivers have actually hit Employee Absenteeism Tracking coaching across the country. He a dog on the route and only Employee Hours Management – Constant Real-Time PPH Reporting also has cost groups to monitor Custom Dates Reporting – Costs one individual has put the How many hours? By employee, and Productivity over a speci5ed What are the results? route efficiency. For more infor- department, day road-kill in a competitor’s bag range (even exclude some dates!) Stunning labor savings! mation, call him at (816) 739- (we all know who that is!). 2066 or visit his website at Available as a software One out 10 cleaner’s best www.theroutepro.com. download or customer is about to serve jail pre-installed on a laptop

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THE SPOTTING BOARD BY DAN EISEN

Solvents,recently completed a study Testing proceduresfiltrationTesting after and• Dye brightness redeposition. We ap- nance. Iof different drycleaning sys- We used new white cotton drycleaning plied stripping agents to sam- Drycleaning detergents did tems and the quality they swatches for the testing. We • We examined the fabric ple and checked for light ar- add to the brightness due to produce. used a light meter to calibrate visually for any change com- eas. the brighteners used in the The drycleaning systems in- the differences in brightness products. The detergent did pared to the original. Results cluded those using perc, Gree- after cleaning. • We used a light meter to not change the brightness if the nEarth, hydrocarbon and K-4. We used one drycleaner for determine degree of color The different drycleaning fabric grayed due to redeposi- Some of the systems used dis- reference. We wanted to make change. solvents did not have an im- tion. tillation and others did not. pact on the brightness of the sure the drycleaning system • Fatty acids and oils. We How to check your We were interested in deter- can produce a pure white fab- fabric sample. The drycleaners applied a drycleaning solvent cleaning system mining the degree of redepo- ric compared to the original to clean a sample and noted who maintain their equipment sition of soil and graying. without any change. We did any rings. and cleaning systems had the 1. Cut a white sample cot- This is to answer customers’ not want any change attrib- • Redeposition of soil. We best results. ton fabric in half and attach it complaints on fabrics not be- uted to fluorescent dye break- applied oily-type paint re- The drycleaning systems to a garment to be cleaned in a ing white enough after down or other finish. mover to the sample with am- using no distillation had light load. Compare the sam- drycleaning or not matching We attached the fabric to a monia, then tamped and equally good results when the ple with the original fabric. half of an outfit that was not garment to be cleaned in a flushed. We checked for rings operator followed proper 2. Check solvent flow. It cleaned. light load. and light areas. cleaning practices and mainte- should not take more than one minute to fill the wheel when solvent comes from the tank through the filter into the wheel. This is important because you want quick solvent changes to discharge soil to the filter. 3. Check filter pressure. When pressure is five pounds above normal manufacturers’ recommendations there is a likelihood of poor cleaning. It may be time to spin the discs or change the cartridges. 4. Solvent clarity. The solvent should be amber or the color of light beer. 5. Solvent temperature. Many drycleaners heat up the solvent to increase the cleaning power of the solvent. The heated solvent makes it more aggressive to remove oil, greases and waxes. It must be noted that the heated solvent removes more dye from fabrics and may use up carbon cartridges quickly. 6. Make sure the still is operating properly. There should be no boil-over and the solvent returned to tank should be crystal clear. Make sure there is the proper amount of sludge left when cleaning out the still. Summary Drycleaners can maintain any cleaning system if proper maintenance is followed. I have seen some drycleaning systems with a breach in the filtering system that allows soil to redeposit onto fabrics. I have also observed stills that were not operating properly causing poor solvent condi- tions. Proper classifications of fabrics and proper prespotting are also important factors.

Dan Eisen, former chief garment analyst for the National Cleaners Association, can be reached at (772) 340-0909 or (772) 579- 5044 or by e-mail at [email protected]. He offers garment analysis and con- Visit us at SEFA’s Southern Drycleaners Show • Booth 401 sulting services. His website is www.garmentanalysis.com. To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads JUNE, 2018 / NATIONAL CLOTHESLINE / PAGE 27

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AlteringAs drycleaners keep on the lookout yourfor be held at the Hyatt business Regency Hotel Balti- 2018. for higherlisten to several profits guest speakers offer great new avenues for gaining revenue, the Penn- more Inner Harbor. This year it is scheduled to take place advice on how to make your business bet- sylvania and Delaware Cleaners Associa- There is also an equipment maintenance from Nov. 9 to 11 in a new venue: the Bal- ter. tion recently offered a seminar on a tried- seminar planned to take place in September timore Convention Center in Maryland. Some of the topics on the docket include and-true option for the industry. in Pittsburgh. It will be a busy weekend of visiting an social media, hiring and retaining employ- Dale Kaplan hosted a program on turn- A little further down the road will be the exhibit hall packed with all the best offer- ees and live clinics on the show floor that ing your alterations and tailoring depart- PDCA Drycleaning and Laundry Expo ings for the industry, as well a chance to will cover topics such as pressing. ment into a high profit center at his plant Room reservations at the Hyatt Regency located in Camp Hill, PA, on Tuesday, April Baltimore Inner Harbor are $159 per night 22. for single/double occupancy. The event was sponsored by Frankford The hotel and convention center are lo- Machinery, Cleaner’s Supply, B&G Lieber- cated in the heart of Baltimore’s Inner Har- man and Wedding Gown Preservation. bor and is an easy walk to area attractions During the session, Kaplan outlined that include the National Aquarium, the strategies for getting customers and ways USS Constellation, Oriole Park at Camden to sell alterations and tailoring services at Yard. Fort McHenry National Monument the front counter. and Historic Shrine and a host of dining Social media is important, he noted, of- and shopping opportunities. fering tips on how to use it effectively. Trolley tours and harbor cruises are also He also emphasized that the plant needs available. to stand out to customers. The hotel itself is designed for both busi- Let the customers see you and your peo- ness and vacation travelers with a blend of ple working at the machines, he explained, urban luxury and local hospitality. Break- and be sure to use signage and special offers fast, lunch and dinner are available at the to attract business. hotel’s Bistro 300. Also during the program, attendees The hotel is also just 15 minutes from learned detailed methods on how to get BWI airport. wedding, bridesmaids and prom dresses For reservations, call (410) 528-1234 into your plant and how to establish rela- and mention the PDCA Expo. tionships with local stores. Early bird pricing is available now for exhibitors, For more information on the On the horizon Dale Kaplan (sitting) demonstrates techniques to upgrade an alterations and event, or to register, contact the association Next up for the association is an open tailoring department into a high profit center during the PDCA seminar on by calling (800) 822-7352 or visit the asso- board meeting on June 23 and 24 that will April 22. ciation’s website at www.pdclean.org.

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To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads PAGE 30 / NATIONAL CLOTHESLINE / JUNE, 2018 Steiner-Atlantic earns Obituaries top honor from Union JimJames A. “Jim” Isberg, Isberg, 75, of drycleaning industry plant that he designed veteran Albany, GA, died peacefully on and built in Alberta, Canada. March 30 at his residence. He was Prior to joining the drycleaning 75 years old. industry, he held jobs with the A native of Medicine Hat, Al- Canadian Pacific and Canadian berta, he worked for more than 40 National Railways, served as sen- years in the drycleaning industry ior rate and claims manager for as a plant manager, plant owner, two of the largest trucking com- distributor salesman and manufac- panies in Canada, and was an ac- turer’s consultant. count executive in both television He was also the author of and radio. Drycleaning 101, a drycleaning He was a past director of the textbook that was first published Alberta Quarter Horse Associa- in 1989. He once served as chief tion and, at one point in his life, instructor at Michigan Laundry was active on the rodeo circuit, and Cleaners school and most re- riding bulls and bareback horses, cently he was a technical service calf roping, and team roping, and manager for R. R. Street & Co. winning the All-Around Cowboy Inc. Championship in 1967 at a local He was introduced to the rodeo. drycleaning industry in the mid- He was also a past director of of Commerce and a past director Union Drycleaning Products has recognized Steiner Atlantic 1960s through his brother, Fred, the Alberta Wild Rose Quarter of Ft. Macleod Rodeo Associa- as a top dealer for 2017. Matt A. Lipman of Union (right) presented Jimmy Goulet, national accounts vice president, for who worked at a local One Hour Horse Journal, a member of the tion. Steiner Atlantic with the 2017 Five Diamond Award. Martinizing plant. For over 15 Lions International, a past presi- He was a member of the years, he owned a successful dent of the Ft. Macleod Chamber Church of Jesus Christ of Latter Day Saints. Survivors include his wife of FREE 35 years, Sharon K. Isberg of Al- Admission to Exhibit 8 bany, GA; children, Tim of Sher- SHOW HOURS Register TODAY! ™ Saturday: 10am - 5:30pm wood Park, Canada, Lori of High www.calcleaners.org Sunday: 10am - 4pm River, Alberta, Canada, Chris of LIVE Clinics All Day White Lake, MI, Katrina Bergherm of Westmont, IL, Amy Balog of Saratoga, NY, Melanie Sponsored by August 18-19 Skach of Brookfield, IL, and Kim- Since 1921 berly of Murfreesboro, TN; 15 Long Beach Convention Center • Long Beach, California Seminar Schedule grandchildren, and his brother, Management Alan of Medicine Hat, Alberta, Saturday, August 18 Canada. Leadership Day He was preceded in his death Maximizing Revenue Streams - by his brother, Fred of Woodslee, Friday, August 17 How to get Wash N Fold, How to Attract New Customers Ontario, Canada. Get Noticed. Be Remembered to New Services, Use of New Technology (Lockers/Apps) The family suggests that sug- Speaker: Chris Moreno Brand Recognition, Create a Personal Brand; gests that memorials in his name 9:30am - 10:30am Strategy for Success be made to the Humanitarian Aid Speaker: Krista Clive-Smith Critical Update: Fund or to the Fast Fund at the 10:00am - 12:00pm CA HR & Employment Issues - Explore Latest News Church of Jesus Christ of Latter Day Saints, 2700 Westgate Blvd., Business Valuation and on Sexual Harassment in the Workplace, Minimum Wage Issues, Hiring & Firing Issues and More Preparing for Business Succession Albany, GA, 31707. Speaker: Jibit Cinar Lunch included 10:30am - 11:30am Speaker: Riaz Chauthani George Gibbs 12:00pm - 1:00pm CEO of AC Power Sunday, August 19 George Gibbs, CEO of AC Smart Social Media Marketing Marketing for Profit Power Co. Inc., died Thursday, Digital Marketing on a Shoestring Budget Speaker: Kyle Nesbit April 19 at his home. He was 66 and How Easy it can be 10:00am - 11:00am years old. Speaker: Brian Rashid Born in 1951 1:00pm - 3:00pm The Team Approach to Building in Philadelphia, CCA Members - $160 • Non Members - $250 Customer Service Excellence PA, he was the Join these Exhibitors Speaker: Jim Groshans son of the late 11:00am - 12:00pm George F. Gibbs and the late Is- 3 Hanger Supply, Co. Kreussler Inc. Registration Fees: A. L. Wilson Chemical Co. MARUSO USA Inc. CCA Members No Charge abelle Gibbs. Albatross USA Inc. Memories Wedding Gown Preservation Non-Members Full Registration His family CalClean Inc. Million Dollar Collar business, located Cleaner and Launderer National Clothesline Early Bird Pricing - $55, $75 after August 1 • Individual Day - $40 Columbia ILSA New York Machinery / Unisec in Ivyland, PA, has served com- Compassmax / Maineline Northstar Environmental Things To Do in Long Beach mercial laundry customers Computer Systems Parker Boiler Co. throughout Pennsylvania, New Dara.News Personal Touch Systems, Inc. Jersey, Delaware, and Maryland DLI Pivot Global since 1971. Drop Locker Poseidon European Finishing Realstar USA He was also a longtime soccer EzProducts International Inc. Sankosha USA, Inc. and baseball coach and a regular Fabricare Systems Seitz, The Fresher Company, Inc. Pine Avenue Restaurants • Aquarium of the Pacific volunteer at Gift of Life Family Fabritec / Sanitone Select Risk The Queen Mary • Long Beach Museum of Art House. Faultless SPOT Business Systems Beach City Food Tours • Knott’s Berry Farm Theme Park Survivors include his wife, Su- Forenta The Henderson Insurance Agency Fulton Boiler Trevil America THANK YOU to our sponsors! san, and sons Jeffrey, Jason and Garment Management Union Mathews. He was also the father GreenEarth Cleaning Unipress Corporation of the late Allison and Katie Hendricks Mechanical United Fabricare Supply, Inc. Gibbs. ITSUMI USA Venture Pacific Insurance Survivors also include seven KRT Management, Inc. Wedding Gown Preservation Co. Kelleher Equipment Supply, Inc. grandchildren and numerous nieces and nephews. Funeral services were held at Holy Nativity Episcopal Church in Rockledge, PA. In lieu of flowers, donations may be made in his memory to Contact Leslie Schaeffer for more information [email protected] • 215-830-8467 • www.calcleaners.org Gift of Life Family House, 401 Callowhill Street, Philadelphia, To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads PA 19123. JUNE, 2018 / NATIONAL CLOTHESLINE / PAGE 31

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AWGSMembers of the Association honors of Her most challenging Hagearty achieve- at annual gathering Wedding Gown Specialists ment was rebuilding after a mas- (AWGS) met March 1-4 in San sive fire destroyed the company’s Antonio, TX, to discuss marketing headquarters in Quincy, MA. The strategies with wedding industry new facility features state-of-the- experts, tour the plant of Five Star art energy efficient lighting and Cleaners and Wedding Gown Spe- machinery. cialists owned by AWGS mem- Dependable’s commitments to bers Richard and Sharlene Thum, the community include sponsor- and elect officers. ing local sports leagues, commu- A highlight of the meeting was nity events and its “Read to Ride” the presentation of the eighth an- program now in its nineteenth nual Jack Barth Memorial Award year which encourages children to of Excellence. Initiated by Linda read books by offering chances to Stokes-Barth in remembrance of win bikes and other prizes. her late husband and his achieve- Speakers at the conference pre- ments in the drycleaning industry, sented a range of techniques for the award recognizes a member reaching brides via social media. of the association for advance- The high-end bride, explained ment, promotion, and develop- Cheryl Bailey of WeddingIndus- ment of industry standards for tryRescue.com, wants to buy from wedding gown care and for out- the best so it is important to es- standing contributions and service tablish credibility as an authority to the Association and its mem- in the field. Bailey’s partner Shea bers. Bailey outlined ways to support This year’s honoree, Christa expert status with a website that Fawcett Hagearty, president and captures the attention of search Kermit Engh, president of the Association of Wedding Gown Specialists, introducing a video CEO of Dependable Cleaners in engines. of Christa Fawcett Hagearty, recipient of the 2018 Barth Award of Excellence. Boston, MA, heads a three-gener- Once the bride reaches the ation, family-owned company website, Vanessa Joy of Vanessa ries. for AWGS, who described how to Inc. and Select Risk Insurance. with 15 locations supported by Joy Photography suggested hold- Client care was also an impor- train counter service representa- AWGS is a not-for-profit trade seven plants. ing her attention with video. tant theme. “Onboarding is essen- tives to interact effectively with association with members in five Hagearty’s academic creden- “The average attention span is tial to communicating with the brides. countries. Members are certified tials include a BA from the Uni- down to about four seconds — not bride,” said Kellie Daab of IDo- Kerryn Wollington of LDC to ensure that wedding gowns and versity of Vermont, an MBA from much more than a goldfish has,” Collective.com. “Be sure you un- Luxury Dry Cleaning in Cardiff, heirloom textiles of all kinds are the Simmons School of Manage- said Joy, “but the play button is derstand the life cycle of her ex- NSW, Australia, shared photos cleaned according to established ment at Simmons College, and the most compelling action on the perience and can tell her the steps and described her experiences museum standards and preserved completion of the President’s web.” Joy then explained step by in the process of caring for her with wedding gowns “down-un- in archival-quality materials. Leadership Executive Course at step how to create effective videos gown.” der style.” She has been success- Brides benefit from the personal, Harvard Business School. from photographs. It’s also important to learn to ful using anniversary dates and interactive service offered by Among the many awards she According to Natalia Isaeva, speak “bride.” AWGS member El- marketing at bridal fairs. wedding gown specialists in local has received, she is perhaps assistant director of AWGS, the ton Crespo of Dependable Clean- Re-elected to office were pres- communities, but the guarantee is proudest of recognition by the Facebook audience is aging. She ers told the group the bride wants ident Kermit Engh of Fashion an international warranty because Boston Business Journal as one pointed to Instagram as a better to know three things: that she Cleaners in Omaha, NE; vice each member honors the guaran- of 40 outstanding executives un- platform for connecting with the trusts you, that you care, and that president Gary Fine of Parkers tee of every other member no mat- der 40 in Boston and as an Out- 18-34 bridal demographic. Isaeva you are committed to excellence. Custom Clothing Care in Toronto, ter where in the world they may standing Woman of Family Busi- also offered tips for expanding the Crespo was followed by Ken ON, and secretary-treasurer Shar- be. ness. reach of Instagram posts and sto- Grippi, national training director lene Thum of Five Star Wedding Members benefit from both Gown Specialists in San Antonio, trademarked logos and other pro- TX. motions such as care labels and Malcolm MacGregor of recommendations from more than Browns Cleaners in Ottawa, On- 70 designer gowns including cou- tario, serves as immediate past ture designers Romona Keveza, president and chair of the finance Modern Trousseau, Paloma committee. Also re-elected was Blanca, Justin Alexander and Brian Fowler of Stannards Matthew Christopher. Drycleaners in Perth, WA, who The association partners, too, represents AWGS’ Australian with wedding media such as The- members on the board of direc- Knot.com, WeddingWire.com (af- tors. filiated with Brides.com, Wed- Incoming members of the dingBee.com, and Project board of directors are Sunny Jung Wedding.com), MyWedding.com of Gold Label Cleaners and (affiliated with MarthaStew- Restoration Labs in Denver, CO; artWeddings.com), and Pre- Jeanne Meden of Calhoun Street OwnedWeddingDresses.com. To- Cleaners in Charleston, SC; and gether with these leading wedding Ed Longanecker of Iris City websites, AWGS also sponsors the Cleaners and Laundering Com- National Bridal Sale Event held pany in Mount Pleasant, IA. annually the third Saturday in Retiring members of the board July. In 2017, more than 800 are Brian Harrell of Shores Fine bridal shops participated in the Dry Cleaners in Winston-Salem, program. NC; Kathy Kimmel of The Kim- The association’s MuseumCare mel Corporation in upper San- ZeroCarbon preservations are en- dusky, OH; and David Machesney dorsed by the Association of of Pratt Abbott Garment Care in Bridal Consultants, the profes- Portland, ME. sional organization dedicated to Members new to the associa- wedding professionals worldwide. tion this year are Keith and Mila The association also offers Martin of Arkansas Gown Preser- brides the safety and convenience vation at Captain Keith’s Classic of Destination Wedding Kits, Cleaners in Bentonville, AR; which are designed to fit into the Cooki and Jaya Patel of 2001 overhead space on airplanes. The Cleaners/Cunningham Cleaners in kits make it easy for brides to Charlotte, NC; and Marlena da carry their gowns with them Rocha of La Vie Lavanderia in through security and onto the air- Curitiba, Parana, Brazil. The da plane en route to their destination Rocha family is the association’s weddings. second member in Brazil. The For more information about first is Lav&Cia in Rio de Janeiro. training and membership, call the Sponsors of the event were association office, (800) 501- Kreussler Textile Care, Foster- 5005, or visit www.Wedding- To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads Stephens, Inc., Sankosha-USA, GownSpecialists.com. JUNE, 2018 / NATIONAL CLOTHESLINE / PAGE 35

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succession,In addition to educational ses- branding,Leading off will be a program marketingday slate of sessions will be one sions each morning on Saturday from 10 a.m. until noon by Krista from Brian Rashid, CEO of “A and Sunday, Aug. 18 and 19, the Clive-Smith, a consumer and Life in Shorts” who will take to California Cleaners Association branding expert. the podium for “Smart Social Me- will present a special extra “Man- She will explain how to “Get dia Marketing.” He will demon- agement Leadership Day” on Fri- Noticed. Be Remembered.” strate how business owners can day during the weekend of its through brand recognition and digitally market on a shoestring Fabricare 2018 show at the Long creating a brand and strategy for budget. Beach Convention Center. success. The rest of the educational pro- Three topics will be explored Afterwards, during lunch time, grams will be part of the official in depth as part of the Manage- Riaz Chauthani will talk about Fabricare 2018 convention which ment Leadership Day, which at- “Business Valuation and Prepar- offers free admission to CCA PAUL’S CLEANERS in San Luis Obispo, CA, purchased a tendees will have to register for ing for Business Succession” from members. Union HL890 through Hendricks Mechanical. Owners Jim separately. The cost is $160 for noon to 1 p.m. Lunch will be in- Non-members can save money Morabito (left) and Rod Morabito are pictured with Kendall Hendricks (right) of Hendricks Mechanical. CCA members and $250 for non- cluded. by taking advantage of Early Bird members. Rounding out the special Fri- Registration prior to Aug. 1 and pay only $55 each; otherwise the price goes up to $75 for full regis- Solvent savings between 5 and 20 gallons tration or $40 for individual day registration. per year on average The first seminar on Saturday morning will look at “Exploring Revenue Streams.” Chris Moreno Good News!! will cover how to get wash-n-fold, Easysec is easy to use and operate how to attract new customers to Machine of new services and the use of new technology such as laundry lock- Save! Save!! Save!!! your Dream! ers and apps. At 10:30 a.m., attorney Jibit 40lb Easysec Dreams price $29,600 Easysec Cinar will offer an update on Cal- ifornia human resources and employment issues such as the latest news on sexual harassment in the Using EM technology can save up to 40% in operation costs. workplace, minimum wage issues and potential problems with firing Owing Easysec is right for you. and hiring. On the last day of the show, Sunday, Kyle Nesbit of MW Contact to us now! Cleaners will offer many ideas on Don't miss this opportunity! “Marketing for Profits” from 10 a.m. until 11 a.m. Then, FabriCoach Jim Groshans will speak on “The Team Approach to Customer TwoTTwwo stagestage watewaterwater separateseparate Service Excellence” from 11 a.m. until noon. Soap tank with automatic injections The exhibit hall is expected to No distillation be full of the latest technology and services for drycleaners and laun- Best results when using EM technology derers. Show hours will be from 10 a.m. until 5:30 p.m. on Satur- Best parpartsts easily obtained in day and from 10 a.m. until 4 p.m. your local area on Sunday. There’s still time to make reservations at one of the host ho- tels for Fabricare 2018. The Renaissance Long Beach will serve as CCA’s headquarters during the show. It is located across the street from the Long Beach Convention Center and has a secured block of rooms for attendees at a rate of $189 per night. For reservations, call (562) 437- 5900. Room are also available at the Hyatt Regency Long Beach, which is located adjacent to the convention center. The special show discount rate is $219 per night. To make reservations, contact the hotel at (562) 491-1234. When making reservations, mention the CCA Fabricare Show to obtain the special rate. 609 ChancChancellor Ave.. IevellorIrvington,vingtr.on, A I NJ 07111 For more information on the TTeTel:el: 973-375-1111ㆍFax:Fax: 973-375-0200ㆍTToTolloll FFree:ree: 855-600-3636855-600-3636 show, call CCA at (916) 239-4070 www.nymusa.comomymusa.c.nwwwㆍ[email protected] omymusa.c@n or visit the association’s site at Visit us at SEFA’s Southern Drycleaners Show • Booth 409 www.calcleaners.com. The site offers registration links and an up- To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads dated map of the exhibit hall. JUNE, 2018 / NATIONAL CLOTHESLINE / PAGE 37

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FallWhirlpool Corp.River Commercial facilityThe $35 million project in- Laundry, a division of Whirlpool cludes upgrades to the 300,000- Corp., has completed ongoing in- sq.-ft. commercial laundry state- vestments in its commercial laun- of-the-art facility, making it the dry production facility in Fall largest plant in the world dedi- River, MA. cated to commercial laundry. The Fall River manufacturing “The advanced production here facility is intended to support cus- supports the growth of our pre- tomer demand for Whirlpool-built mium commercial laundry busi- commercial laundry equipment. ness, which includes some of the By continuing to invest in four ar- most innovative multi-load wash- eas — people, processes, manu- ers and dryers, specialty products facturing, and systems — and industrial dryers offered in the Whirlpool is focusing on improv- marketplace,” said Trey Northrup, The May 1 ribbon cutting ceremony included local officials and international guests. ing its customers’ experiences. general manager of Whirlpool Corporation Commercial Laun- dry. With the acquisition of the Fall River manufacturing facility by Whirlpool, the Maytag Commer- cial Laundry brand now has cus- 25 Years tomized production washer capa- bilities, said Northrup. “We’ve done this to continue our leadership in engineering, design, and manufacturing solutions Tells A Story... to meet the increasing demands of the commercial laundry industry.” “The Fall River facility allows for flexibility and nimble product offerings through its configure-to- order capability” said Raul Rin- ll our customers are partners in our business. Because of their ideas and suggestions, they con, director of the Fall River plant. The latest platform ad- have provided us the ability to develop innovative equipment to help their businesses be vancement is a production line Asuccessful and more profitable. solely dedicated to Maytag Com- mercial Laundry brand’s rigid and soft mount multi-load washers. Hitting the market this summer, the Maytag Commercial Laundry washer can be config- ured in hundreds of different ways, allowing customers to choose among different water heating options, electrical connections, control interfaces, water in- lets, drain systems and cabinet construction options. As part of the 59th Maytag Commercial Laundry meeting in Fall River, MA, 150 people gathered May 1 for a formal ribbon cutting. The group included Fall River Mayor Jasiel Correia; City Coun- cilman Cliff Ponte; and Bristol Visit us at SEFA’s County Chamber of Commerce Southern Drycleaners Show Manager of Business Develop- Booth 301 ment Joe Trilling. Also on hand for the event were Maytag Com- mercial Laundry trade customers, We would just like to say Robert Stevens and Robert Jack- son of Harco Co. Ltd. based in Ontario, Canada, and Victor Hir- SHA KO U.S mas of Intertrade Chile based in N .A A . thank you S Santiago, Chile. Guests got a firsthand look at for being a part of our family. the new washer platform to complete Maytag brand’s model line- up. The dedicated production line produces customizable, rigid and soft mount washers ranging from Y E Y A R 20- to 65-lb. capacities. R SA ANNIVER In addition to the manufacturing facility, sales and service support have been expanded to in- http://www.sankosha-inc.com clude more resources and an 1901 Landmeier Rd., Elk Grove Village, IL 60007 • TOLL FREE: (888) 427-9120 • TEL: (847) 427-9120 enhanced call center located in the Fall River facility. To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads JUNE, 2018 / NATIONAL CLOTHESLINE / PAGE 39

Give us a call or drop us an email, we’ll show you why Liberty Computers is the BETTER choice!

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Sometimeswas asked recently by a potential tomers from winning the insurance company; What wouldfeels happen if the policeman likeand employment losing laws hurt both em- Iclient whether an insurance com- people do not go to work for the Occu- thought that I had information that could ployer and employees, primarily because pany could sue the company for in- pational Safety and Health Administra- be helpful, although I had committed no bad employees and bad lawyers have creased premiums. tion to protect employers from unfair crime? Would he figure out a way to learned how to manipulate the system. In this particular case, the insurance safety regulations; people do not go to threaten me? Many of our labor and employment laws involved was workers’ compensation. I work for the National Labor Relations If I said something to him that he be- have become the tools of scoundrels. explained that workers’ compensation Board because they think unions are bad lieved he could argue was untrue, should That said, however, it is a situation insurance was subject to audit by the infor America. Likewise, people do not go I risk charges of perjury by talking to that we must deal with, so when some- surance company to determine if the to work for the FBI or the Justice Depart- them at all? I am sure that Martha Stew- one says to me “Are you telling me payroll had been reported correctly ment not to keep people out of jail. art and Scooter Libby have different that…” I have to say “Yes, I am telling when the company paid the premiums. Fairness and justice almost always ideas these days how they would handle you that.” Premiums are usually based on actual take a back seat to what corporations, such an interview. Unless you are in a position to change payroll while earlier premium quotes are government, and individuals who have Nobody wants to have an investiga- the system, you must learn to work estimates. the upper hand think should happen. tion without a conclusion that justifies within it. Just be grateful that in the The potential client went back to the The government can usually spend more the investigation. That is one of the rea- United States at least, bribery is not a insurance company and discovered that money than you can defending yourself sons why I try to limit OSHA inspections, cost of doing business, at least not on a the auditors were using incorrect figures. before you run out of money. especially those arising out of accidents. regular basis. The auditors asked her to supply infor- Companies and individuals fre- Even if the accident was not caused by a Dealing with unfair and unjust situa- mation that would show that the audit quently settle cases because the cost of violation of the Occupational Safety and tions requires a cost-benefit analysis, not was incorrect, and I got the impression litigation far exceeds the settlement Health Act, OSHA wants to do some- a Custer’s-last-stand approach to the sit- that the potential client did not want to amount, or the cost of fighting exceeds thing to justify its existence, so it finds uation. If you can avoid being sued, do this. the benefit. another reason to issue an unrelated ci- avoid it. Winners often end up feeling After I advised her to do so, she sent If you want to make your lawyer tation against the employer. like losers, so pick your battles wisely. me back an email that began with some- happy, constantly tell him or her that (1) Many of our labor and employment Do not get hung up on principle, if prin- thing like “so you’re telling me that…” it’s a matter of principle and (2) that you laws favor employees to the detriment ciple will give you an expensive lesson Basically, my response gave me the don’t care how much it costs. of employers, and I do not mean in a in futile gestures. idea for this column. I have been an at- Unfortunately, it costs extraordinary way that’s fair or justified. Some of the Frank Kollman is a partner in the law firm torney since 1977, and I can tell you that sums to be proven right, and standing laws immorally hurt employers, but it is of Kollman & Saucier, PA, in Baltimore, fairness and justice frequently have noth- on principle while your company is de- difficult to get sympathy for companies MD. He can be reached by phone at ing to do with the outcome of a legal stroyed is hardly a good business tactic. over employees. (410) 727-4300 or fax (410) 727-4391. matter. Sometimes, you have to make an eco- Sometimes, the most ridiculous inci- His firm’s web site can be found at People do not go into government nomic decision, not an emotional one. dent reported in a newspaper by an em- www.kollmanlaw.com has articles, sam- service to protect citizens from the gov- Many years ago, I made the decision ployee results in a ridiculous set of laws ple policies, news and other information ernment; people do not go to work for that talking to a law enforcement officer that hinder production and advancement on employee/employer relations. insurance companies to protect cus- in an investigation was full of peril. all across the country. Many of our labor

“My company, Classic Drycleaners, completed a one million dollar plant renovation in 2017. Our goal was to purchase and install the best equipment we could while staying within our budget. We chose QuickSort as our automat- ed assembly system after much research and plant visits to see not only QuickSort, but two other well-known assembly systems. I highly recommend this system to be reliable, employee friendly, and a ordable.” Paula Kostick Owner, Classic Drycleaners

Visit us at SEFA’s Southern Drycleaners Show • Booth 129

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See usSee at us SEFA’s at CleanersSouthern DrycleanersShowcase Show BoothBooth #508 124

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FEBRUARY 2018 MARCH 2018 MAY 2018 JANUARY 2018 SUN MON TUES WED THRU FRI SAT SUN MON TUES WED THRU FRI SAT JUNE 2018 SUN MON TUES WED THRU FRI SAT SUN MON TUES WED THRU FRI SAT SUN MONAPRIL TUES WED 2018THRU FRI SAT SUN MON TUES WED THRU FRI SAT 1 23 4 56 1 23 1 23 1234567 12 3 45 12 78910111213 45678910 45678910 891011121314 6789101112 3 456789 14151617181920 11 12 13 14 15 16 17 11 12 13 14 15 16 17 15 16 17 18 19 20 21 13 14 15 16 17 18 19 10 11 12 13 14 15 16 18 19 20 21 22 23 24 18 19 20 21 22 23 24 21 22 23 24 25 26 27 22 23 24 25 26 27 28 20212223242526 17181920212223 28 29 30 31 25 26 27 28 25 26 27 28 29 30 31 ATELINE 29 30 27 28 29 30 31 24 25 26 27 28 29 30 AUGUST 2018 D JULY 2018 SUN MON TUES WED THRU FRI SAT SUN MON TUES WED THRU FRI SAT DECEMBER 2018 1 234 NOVEMBER 2018 THRU FRI 1234567 SEPTEMBER 2018 OCTOBER 2018 SUN MON TUES WED THRU FRI SAT SUN MON WED SAT 567891011 SUN MON TUES WED THRU FRI SAT SUN MON TUES WED THRU FRI SAT 1 891011121314 123 12131415161718 1 1 23 4 56 2345678 15 16 17 18 19 20 21 45678910 19 20 21 22 23 24 25 2345678 7 8910111213 9 10 11 12 13 14 15 22 23 24 25 26 27 28 11121314151617 26 27 28 29 30 31 9 10 11 12 13 14 15 14 15 16 17 18 19 20 16 17 18 19 20 21 22 29 30 31 18 19 20 21 22 23 24 16 17 18 19 20 21 22 21 22 23 24 25 26 27 23 24 25 26 27 28 29 25 26 27 28 29 30 23 24 25 26 27 28 29 28 29 30 31 30 31 30 June 8-10 Southern Drycleaners June 19 Fitzgerald scholarship Drycleaners and Launderers tute, Laurel, MD. Call (800) 2018 and Launderers Show, spon- golf outing, sponsored by the Association. Arrowhead Golf 638-2627. June 4-8 Introduction to sored by the South Eastern Wisconsin Fabricare Institute, Club, Wheaton, IL. Call (800) August 3-4 Midwest Drycleaning Drycleaning course at the Fabricare Association. Birm- at the River Club, Mequon, WI. 462-4732. and Laundry Association an- Drycleaning and Laundry Insti- ingham-Jefferson Convention Call (608) 743-9696. July 16-20 Introduction to nual convention, French Lick tute, Laurel, MD. Call (800) Center, Birmingham, AL. Call June 28 Annual golf outing for Drycleaning course at the Resort and Convention Center. 638-2627. (215) 830-8495. the Illinois Professional Drycleaning and Laundry Insti- Call (765) 939-6630. tute, Laurel, MD. Call (800) August 11-19 Exam period for 638-2627. DLI certification tests. Register July 20-22 Michigan Institute of on line in advance or call (800) TheIDC International to Drycleanersconvene Congress willthis gather fallin Jakarta, in Indonesia Indonesia for its annual convention Laundering and Drycleaning 638-2627. this year. summer convention, Boyne August 17-18 Fabricare trade Highlands Resort, Harbor “Meet the challenges of the emerging textile care environment” will be the theme of the convention. show sponsored by the Califor- Spring, MI. Call (877) 390- The Alila Hotel will host the gathering which takes place Sept. 21-24. Optional post-convention tours nia Cleaners Association, Long 6453. will be offered Sept. 25-29. Beach, CA. Call (215) 830- July 23-August 3 Details of the convention plans should be available soon and will be posted on the IDC website, Advanced 8495. Drycleaning course at the www.idcgroup.org. September 21-24 International Drycleaning and Laundry Insti- Drycleaners Congress annual convention, Alila hotel, Jakarta, Indonesia. Call (403) 685-4755. Exhibit at the September 30-October 3 Inde- Booth Sales pendent Textile Rental Associa- tion Annual Convention, Casa Marina Resort, Key West, FL. 8 Early Bird Pricing Available Call (706) 637-6552. Download the Prospectus October 3-4 Midwest Dryclean- www.pdclean.org ing Expo, sponsored by the Wisconsin Fabricare Institute, Lake Lawn Resort, Delavan, WI. Call (608) 743-9696. October 4-6 Success 2018 conference sponsored by Methods CONVENTION AND EXHIBIT for Management, Hotel Boul- derado, Boulder, CO. Call ! Baltimore Convention Center Baltimore, Maryland (253) 851-6327. October 12-13 Canadian Fabri- care Association annual confer- November 9-11, 2018 ence, Holiday Inn Yorkdale, Toronto, ON. Call (416) 573- 1929. October 15-19 Introduction to NEW Drycleaning course at the LOCATION Drycleaning and Laundry Insti- tute, Laurel, MD. Call (800) 638-2627. October 16-18 Annual conference of the Textile Rental Serv- ice Association, Napa, CA. Call (877) 770-9274. October 19-21 North Carolina Association of Launderers and Cleaners annual convention. Raleigh, NC. Call (919) 313- 4542 October 19-22 Expo Detergo In- ternational trade show, Fiera Milano, Italy. Call +39 024997.6214. October 22-November 2 Ad- vanced Drycleaning course at the Drycleaning and Laundry Institute, Laurel, MD. Call (800) 638-2627. October 27-28 Fall Fest ’18, sponsored by the North East Fabricare Association, Ply- mouth, MA. Call (603) 635- 0322. November 9-11 Drycleaning and Baltimore’s Inner Harbor Laundry Expo, sponsored by ! the Pennsylvania and Delaware 15 minutes from BWI Cleaners Association, Balti- ! National Aquarium more, MD, Convention Center. ! Home of the USS Constellation Call (215) 830-8495. ! Oriole Park at Camden Yards November 10-18 Exam period ! Sightseeing hub for DLI certification tests. Reg- ister on line in advance or call (800) 638-2627. Sponsored by the Pennsylvania and Delaware Cleaners Association ! ! 2019 For more information: [email protected] www.pdclean.org 800-822-7352 June 20-23 Clean Show, New Orleans, LA. Call (404) 876- To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads 1988. JUNE, 2018 / NATIONAL CLOTHESLINE / PAGE 43

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Visit us at SEFA’s Southern Drycleaners Show • Booth 101

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steps drive customers crazy and smartphone in with computers and comed such words, being almost satirical lyrics about mathemati- BY JOHN GRAHAM Getting marketing right then away, and the bar goes higher tablets. And that’s a mistake. We eager to be told what to buy. To- cian Nicolai Lobachevsky, “pla- The only way to find out if every day. Being put on hold for use computers and tablets to do day, the same words only antago- giarize, don’t shade your eyes.” It your marketing is performing the even a few seconds raises ire — things such as performing tasks nize. No one wants to be told what also applies to many companies way you want is to doubt every- and is never forgotten. Failing to and accessing entertainment, but to buy. when it comes to marketing. thing you’re doing. respond promptly to an email (an the smartphone is qualitatively Get customers involved by On the other hand, Amazon’s Instead of guessing, jumping hour or less) is deadly. There’s lit- different: it’s an extension of our- asking questions, offer reliable success comes from leading, not from one initiative to another, tle tolerance for excuses. selves. There’s no putting it aside and helpful information, and walk following and from innovating, hoping for the best, or taking ad- One supermarket chain guar- and there’s a profound sense of with them through the process at not copying. vice without knowing how to antees no more than three cus- loss and stress if it isn’t with us at their pace. When we can buy whatever we evaluate it, start at the beginning tomers in a check out line or the all times. A tile salesperson questioned want elsewhere and often at a by questioning your assumptions, manager hands out $1 bills to let Because the smartphone is per- the customer about the project un- lower price, marketing success is your expectations, your personal customers know they understand sonal, messaging should be, too: til he had a clear understanding of far less about products and prose preferences, and, particularly, what customers expect. Starbucks conversational rather than “ad” what they wanted to accomplish. and more about what companies your perceptions of what market- and Panera have smartphone apps like, talking to one person instead Then he made several sugges- do to make life easier and more ing should do for the company. so customers can order and pay of “broadcasting” to many, and al- tions, getting feedback as he went. enjoyable for customers. Just to be clear, question every ahead so there’s no waiting. Star- ways with new messages. With Before they knew it, the customer Match marketing and sales marketing activity, every plan, bucks’ app will also add a tip. millions of Millennials checking was satisfied. messages to your customers. every “great idea,” and every rec- When customer loyalty is more their smartphones 45 times a day Copying others says we don’t Seems obvious, particularly when ommendation. It’s the only way fragile than ever, making it easy as one study shows, texting may have what it takes. There’s noth- so much data is available and cus- to move from hoping and assum- to do business is a huge part of be preferable to emailing. ing as common as “marketing and tomers expect personalized mar- ing to getting marketing right for the solution. Make engaging customers sales plagiarism.” Go to a meet- keting messages. The “Dear John” your company — and here’s how Get the messaging right. To the goal. And that means not fo- ing, attend a webinar, read it on a greeting on a CVS email offering to do it: their credit, more businesses are cusing on what you want to sell. blob and find what someone else a 50 percent discount was intrigu- Clear away customer road- working at getting technology “We have just what will be right is doing and use it. Or, as ex- ing until I found it was for blocks. Seemingly minor mis- right, but they tend to lump the for you.” Customers once wel- pressed by songster Tom Lehrer’s women’s skin care and beauty products. The CVS message had unintended consequences: “After DON’T RECLEAN. JUSTJUST TOUCH-UP.T all this time, they really don’t know me,” I thought. Whenever this occurs, it cre- ates “messaging dissonance.” When something isn’t quite right, it makes us feel ill at ease and we POWDERED W! reject it. Once doubt creeps in, — trust erodes. Matching messages to customers is critical. AEROSOL STSOL AIN LIFTER Follow through and keep your promises. The contractor atrs frus’It atrs tingting when a cleaned item picks up sttainsains aft r proce es said, “We’ll be back to you in a w TNe OUCH-UP sa es yv you time and money with an easy w week with a proposal.” After 10 days or so, there was no response oid rva ecleans. TOUCH-UP’s special aerosol formularmula quickly dries t and the homeowner sent an email de rwa po derwa , absorbing dry-side stains and gentlytly lifting them a asking about it. “We got busy and Use your spotting gun to blow the powderder and s ain a yawt . It is fell behind,” came the response. yeas —no need for ﬂushing or recleaning. “Have it to you at the end of the week.” Needless to say, it never came. VOCVOC CompliantC ompliant in CaliforniaCalifornia & All 50 U.S.U StatesS estta.S. Broken promises, even seem- EasyEasy tot o Use and Ideal forf Less-ExperiencedLesor s-Experienced SpottSpottersers ingly small ones, are killers today. When this happens, customers Unique SpraySpr y NozzleNoNoa zzle forfor MoreMore PrecisePrecise SprSprayay ApplicaApplicationt don’t just feel let down — they feel betrayed. They invest time Designed forfor Quick, SafSafe,, & Ease Easyy Touch-UpTouch-Upouch Spotting and effort and put their trust in RemovesR es Greases,Grvemo eases, Oils, & Other DryDry-Side-Side SStainstains someone, only to be rejected. When this happens, they Removes Spotting Rings & Circles react by posting negative com- Contains No Chlorinated Solvents ments, make sure others know about their experience and they Economically priced never forget. Following through by keeping Nearly Odorless customers informed with good news and bad builds trust. Slow down and think it through. “Act now; think later” may be the number one marketing mantra. And it may also be the number one reason why marketing gets a bad rap. It takes time BEFORE AFTER and imagination to think through even the most basic marketing activity. The place to start is by asking the right questions: “How does it fit in our overall marketing strategy?” “What are the implications and possible outcomes if we do this?” “What can go wrong?” “What are the expected results and how will we measure them?” The best way to get what we want from marketing is to start by slow- For technical service and questions visit: ing down and thinking it through. John Graham of GrahamComm is a marketing and sales consultant and business writer. Contact him by email at [email protected] or by phone at (617) 774-9759 or visit www.johnrgraham.com. To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads JUNE, 2018 / NATIONAL CLOTHESLINE / PAGE 45

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Silver DLI Membership* 1 Non-member from Register Online at each SEFA State will win! www.sefa.org or at the Door Attention: Current Members* Win 1 of 4 $300 credit towards any SEFA or DLI service or program (including classes). June 8 - 10, 2018 *Must be preregistered & present to win Birmingham-Jefferson Convention Complex Birmingham, Alabama Sponsored by See Live Demos Don’t Miss the Clinics on the Show Floor SATURDAY: Shirt Finishing • Stain Removal SUNDAY, presented in Korean: Stain Removal • Pants Finishing • Friday, June 8 • • Saturday, June 9 • • Sunday, June 10 •

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Welcome Cocktail Reception 10:30 am 10:00 am Preview of Exhibits Breaking the “I can’t ,nd Get Noticed. 6:00 - 8:00 pm good people” Myth Be Remembered James Peuster Krista Clive-Smith, e Route Pro CEO of Clutch

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21DC / The Route Pro EzProducts International Inc. Radiant Leather A-1 Products Inc. Fabricare Systems Sanitone By Fabritec A.L. Wilson Chemical Co. FabriClean Supply Sankosha USA, Inc. Air World Pads and Covers Faultless Starch Seitz, The Fresher Company, Inc. B&G Lieberman Co. Inc. Forenta, L.P. Sigma Garment Films Cates Laundry Equipment / Garment Management Systems SNA Manufacturing LLC Electrolux Professional GreenEarth Cleaning SPOT Business Systems • Silver Sponsor • Columbia / ILSA Machines Corp. Gulf States Laundry Stry-Lenkoff Co. Comca Systems, Inc. Machinery, Co. TCF Equipment Finance, CompassMax / Maineline Huebsch a division of TCF National Bank- Computer Systems Kleerwite Chemical Tri-State Laundry Computer Connections, Inc. KR Products Unisec Drycleaning Machines Covers Etc. Inc. M&B Hangers Union Drycleaning Products D&K Equipment, Inc. MARUSO USA Inc. Unipress Corporation East Coast Dry Memories Gown Preservation UNX Inc. Cleaning Equipment Metalprogetti Wade Cleaners Eazyclean Germany Mustang Enterprises Wedding Gown Preservation EM Soap New York Machinery White Conveyors, Inc. Equipment Sales Corp. Parker Boiler Co. Willco Forms European Finishing Equipment Poseidon Textile Care Systems Yamamoto Japan As of May 15 Corp. (Hi-Steam) R.R. Street & Co. Inc. • Bronze Sponsors • HOTEL INFORMATION Sheraton Birmingham Hotel 800-325-3535 • 205-324-5000 • Single or Double $129.00 Log onto the website for the reservation link

For more information visit our website: www.sefa.org or contact Leslie Schaeﬀer, Show Manager at [email protected] • 215-830-8467

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©2017 North American Bancard is a registered ISO of Wells Fargo Bank, N.A., Concord, CA, and The Bancorp Bank, Philadelphia, PA. American Express may require separate approval. * Durbin regulated Check Card percentage rate. A per transaction fee will also apply. **Some restrictions apply. This advertisement is sponsored by an ISO of North American Bancard. Apple Play is a trademark of Apple Inc.

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CREATE BRAND RECOGNITION

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Pariser Industries has advanced, cutting-edge technology that provides the chemistry, formulas, and support to make & " " your wet-cleaning program a success. & " ! % ACTIVATE HYDROCON $ A safe-for-color powdered oxygen $ˉQLVKLQJDJHQWIRUIDEULFV & # bleaching agent blend designed that require a more relaxed and COLLAR WRONG as a multi-function cleaning and softer hand. destaining specialty chemical item. & % # LS " AQUA VELVET A blend of synthetic liquid sizing An acid-based detergent (for and natural corn starch that & ( #% % dye loss prevention on dry-clean leaves garments with excellent fabrics) combined with stain body. It is intended for use on removers and fabric conditioners. synthetics, blends, and cottons. FRUSTRATED EYE-LEVEL ADVERTISING NOW AVAILABLE! CITRASOL SHOT SPOT BY $600 ARTWORK TAKE ADVANTAGE OF CUSTOM PRINTING A unique blend of surfactants An all-purpose stain remover which AND PLATE FEES? 1 & 2 COLOR and solvents for removing heavy can be used both as a pre-spotting WE’LLFREE! DO IT FOR hydrocarbon-based oils and greases agent for laundering and as an found in a broad range of textiles. additive during cold washing for Go reat on Hangered or Folded Shirts removing oil and grease. Call for Your Free Samples (800) 558-4455 Contact Pariser for a better solution for your chemical needs. or E-mail: [email protected] "!" %" #&&! !( & #! "!$ "! ' ! "! 91 Michigan Avenue, Paterson, NJ 07503 (800) 370-SOAP • [email protected] • www.pariserchem.com See our website for more info – www.Collarite.com

To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads Heat Seal Presses, Heat Seal Labels and Genuine Rope-Ties from EzProducts International Inc.

You Deserve the Best! The Ultimate Heat Seal Machine Proudly made in the U.S.A. Built to OSHA standards

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Visit us at SEFA’s Southern Drycleaners Show Booth 328

READ WHAT OUR SATISFIED CUSTOMERS HAVE TO SAY: A highly effective solvent

When I found out I had to change from perc after 14 years, I was very concerned that I would have to deal with the “alternative solvent” for state-of-the-art textile headaches I had heard so much about. To my surprise, since switching to intense® I have had none of the issues I was worried about. My cleaning results have been nothing short of amazing. My customers cleaning. have noticed that there is no chemical smell on their garments anymore and are pleased with the feel and cleanliness of their clothes, as well as the idea that we are more environmentally responsible ® now. intense® was the right move for us. intense Bob Hamila (Lighthouse Cleaners | Palm Beach Gardens, FL) • is intensive, efficient and effective

Finally, a solvent that is comparable to perc in cleaning strength, but • has a high cleaning effect gentle enough to handle all of the beads, sequins and faux finishes that adorn today's clothing. intense® is clean smelling, incredibly • ensures smooth goods and reduces the reclaimable and easy to use. We are 10 weeks+ in a new Union hydrocarbon machine with intense® solvent and extremely satisfied with the results. We still haven't had to change the filters or have the ironing effort waste picked up because there is so little of it, but we look forward to the savings there as well. Probably the wisest decision we've • ensures exceptional cleanliness made yet. Thanks Ken for all your help. • is odorless and pleasant to handle Stephanie Barrero (Door2Door Drycleaners | Bluffton, SC) • is excellent in removing water soluble stains I've been waiting for a solvent alternative to PERC. I look for companies that have a proven track record of longevity. What's important to me is to partner with a company that believes in constant innovation, • is gentle to fabrics technology advances and unparalleled support. I have always found this with SEITZ, which gave me the confidence to embrace and convert • reduces the need for pre-spotting to their new solvent. It is performing fabulously and will allow me to make the necessary changes to continue to improve my service and • can be used in any multi-solvent machine my business. Bill Wright (Royal Fine Cleaners | Northport, AL) • can be disposed of the same as any hydrocarbon

For as long as I've been in dry cleaning, I've been using Seitz products. • does not contain CMR substances From their spotting chemicals to dry cleaning detergents, all performed beyond my expectations. So when it came time to make the switch • reduces the effort when finishing from Perc to an environmentally friendly solvent, I turned to SEITZ. Their answer was intense®. It's cleaning and grease cutting ability This new Solution is a real alternative in Textile Cleaning. made my transition from Perc very easy. I'm glad I chose SEITZ. ® Thank you for another quality product! intense has an outstanding cleaning effect, but is also suitable

Julian Bulsara (Prestige Cleaners | Lauderhill, FL) for sensitive, high-quality textiles with delicate, decorative trim.

Please contact us soon to learn more about intense®!

SEITZ, Inc. • 5101 Tampa West Blvd., Suite 300 • Tampa, FL 33634 • phone: 813-886-2700 • mail: [email protected] • www.seitz24.com

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"ETTER "ETTER %NGINEERED 0ACKAGED Since 1919 Parker boilers have been All Parker boilers are delivered complete, engineered for more efficient operation ready to connect to utilities. What’s more, (whether gas, oil, or combination gas/ every boiler is test fired before it leaves oil fired) for delivery of hot, dry steam the factory so you can count on getting in less than 10 minutes. And Parker up and running as soon as possible. boilers have a longer service life for a greater return on your Kompact mounted return investment. systems are available on 3 to 25 hp boilers to save on installation costs. "ETTER $ESIGNED "ETTER Parker boilers are designed for 6ALUE ease of routine maintenance, annual inspections, and on site All of Parker’s superior quality repairs, so there is less down time, more reliability. boilers are available at competitive Parker boilers also have extra heavy, insulated, prices and have been distributed through double-wall steel cabinet construction (Stainless our regional representatives for over 60 steel cabinet lids and/or sides available). years.

3TEAM"OILERS )NDIRECT7ATER(EATERS &ROM (0 &ROM 'ALLONSPER(OUR2ISE 3TEAM"OILER!CCESORIES 4HERMAL,IQUID(EATERS &EED3YSTEMS "LOW/FF4ANKS 7ATER3OFTENERS &ROM TO "45 #HEMICAL&EEDERS

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0ARKER"OILER#OMPANY"ANDINI"OULEVARD ,OS!NGELES #! 0HONE &AX WWWPARKERBOILERCOM

To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads The Future Is Here!

INTRODUCING PRESTO FC

Single Buck Hot Plate Shirt Finisher • Full Length, PTFE Coated Plates • No Shine Cu; Placket Presses • Rear Tensioning With Vacuum & Pull Down • Sleeve Angle Adjustment • Top Hood Removes Heat From The Work Environment NONO MOREMORE SHINESHINE

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No Need To Disconnect & Store Unused Clamp

PANTASTAR

The

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To learn more, see the Index of Advertisers on page 50 or visit www.natclo.com/ads