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Content about Marketing

April 3, 2012

CHICAGO — As one who has been on both sides of the relationship, I cannot overstate the importance of a sound customer service program.

CHICAGO — As one who has been on both sides of the relationship, I cannot overstate the importance of a sound customer service program. It represents the very foundation of any organization, small or large.

In most cases, the last company you purchased from is likely to be the company you will purchase from again and again. While I think this process eliminates purchasing best value and the state of the art in most circumstances, it is indeed the rule of the road, no matter what industry.

A routine customer that comes to you for a product doesn’t arrive by accident. This regular purchasing is usually generated through excellent customer service. The adage “care for your customer and they shall return” is true.

Customer service is a team concept that involves everyone in the organization. It is essential to sales growth, and the client must remain the top priority at all times, no matter how large or how small their purchase may be.

No matter who in your organization responds to a client’s question, they must always be professional and address them properly (not by their first name). If your client is a member of the military, always address them by their rank. Using common courtesy—“yes, ma’am” and “yes, sir”—actually goes a long way in earning the respect of a customer. Certainly, if you establish a rapport with them over time, you can adjust this point of courtesy, but be careful.

Customer service is a fast, effective way to market an organization’s programs and products, and many organizations strive to perfect these opportunities. Those that have easily accessible programs, especially ones with a proven track record of providing quality and friendly service, can easily differentiate themselves from others in the marketplace.

There are fast, effective ways to interact with a customer base, organizations have discovered. Many have implemented live chat and other unique website programs that are tailored to meet customer needs. Other organizations have implemented the use of multiple computer screens that allow their customer service teams to virtually and simultaneously handle more than two or three customers who have different needs and requirements. The claim is that productivity increases up to 50% with minimal investment.

Good customer care is important, because keeping existing customers is always an easier task than locating new ones. Satisfied customers accommodate your advertising programs. And most companies find that customers do business with them because of another customer’s recommendation. But likewise, an unhappy customer will spread word of their experience to others in the industry, which can certainly threaten any organizational goals.

Thanking a customer for their order by e-mail, no matter if it’s the first time or the hundredth time, can go a long way. Therefore, using an auto responder may be helpful. Developing professional e-mail templates that can address just about any occurrence, good or bad, is probably the best approach. This helps to foster communications and to maintain a customer database. These messages should always include your organization’s point of contact to facilitate continued communication.

First impressions do count. Nothing frustrates a customer more than waiting for someone to answer them. Or, if someone does answer initially, they are then unable to respond again in a timely fashion; nothing should take more than one business day.

Any organization’s objective should be to provide customer service at the highest standards possible and to attempt to be better each and every day.

The client that likes you is likely to do business with you and to recommend your organization to others.

No matter your position, always ask yourself what you can do to improve the service you provide your customers.

February 7, 2012

CHICAGO — True marketing and selling is getting personal with your customers and buyers. You need to be able to capture the needs of your associates and develop profiles that will drive the success of your marketing endeavors.

An AmericanLaundryNews.com exclusive.

CHICAGO — True marketing and selling is getting personal with your customers and buyers. You need to be able to capture the needs of your associates and develop profiles that will drive the success of your marketing endeavors.

Such a requirement goes well beyond demographics, those statistics being used as you gather data from forms, blanket surveys and conference contacts. They are unreliable at best.

You won’t achieve your contact goals by asking questions like, “What do you really purchase and from whom?” and “What interests you?” Most responses will be notoriously incorrect or even untrue.

Most organizations need to ask common-sense questions to uncover the customer’s role, i.e. business issues, buying habits, types of purchasing formats utilized, etc. Such information, if gathered correctly, should create a highly customized profile that could positively impact selling and purchasing.

Purchasing is a measured, deliberate process. The selling of products is a journey, not a sprint to the finish line. Organizations, particularly those in the healthcare arena, must be transparent with customers and sales groups. Profile customers and develop this information so that it can be tailored to provide an understanding of a product’s influence and true purpose.

Take small steps in developing targeted projects, obtain customer feedback, and relay this information to the manufacturing and distribution arm. Then, and only then, will you be able to sell a product at the right time and the right price. These assessments and tasks are essential and critical. Otherwise, your group will become bogged down in creating something that is not beneficial to your organization—think spinning wheel that never stops.

Many groups fail to automate the marketing and sales portion of their business. Automating and customizing programs that depict customer preferences—what they want, what they purchase, and why—is equally essential. If you develop reliable content that is geared toward the tasks and true objectives, then sales and revenue should follow.

Any advertising must incorporate customer and organizational profile information so that readers can judge if the item is worth their time to consider. If not done, then you’re publishing information that might as well be an insert in the Sunday newspaper—seldom read and never understood.

Those responsible must push for integration of both marketing and sales automation, which will hopefully avoid creating stovepipe situations from which recovery is difficult. Creation of a content strategy that conserves cost and increases intensity to purchase should be the goal for any marketing endeavor.

Marketing efforts must address business goals, automation of web goals, strategic goals, measurement of success/failure, as well as what actions you desire customers to take and what actions you will take once you develop such information—a game plan. Gather the troops to decide when your customers are most engaged and uncover your most influential and active advocates outside of your organization.

Never put your customers “on hold.” If you do, you will eventually have no customers. Give the customer what they want, not what you think they may want.

Seldom are sales achieved at conferences. These events should be where you develop personal relationships with existing and potential customers. No matter if you are a customer, buyer or working in sales, always take notes at these conferences. Establish targets for products if you are in purchasing, targets for personal relationships if in sales.

February 6, 2012

ROANOKE, Va. — I once wrote about having an opportunity to use reusable barrier isolation gowns in all the hospitals that comprise the Carilion Clinic. The ability to start such a program was rewarding after having failed to gain approval over the previous seven years.

Product Packaging and Distribution Design

The key to success is to develop a packaging system for the reusable gowns that will work in the same manner as the disposable gowns.

The disposable barrier gowns were packaged in a bundle of 10 and then heat-sealed in plastic wrap. Some units used over-the-door caddies that held the gowns and various sizes of gloves, caps and masks. Large users used small isolation carts similar to a toolbox where the same items were stored in drawers.

We discovered the packaging for the disposable gowns didn’t work well in an over-the-door caddy; once the wrap was torn open, the gowns tended to fall on the floor. So, we tried a 14x16 zip-lock bag. We needed to make some small adjustments to the fold to get 10 gowns into a bag. Once a bag was filled, we were able to squeeze out all the air and create a nice-looking package. The 10 reusable barrier isolation gowns actually took up less space than the 10 disposable gowns.

The mini-distribution department and offsite warehouse handled distribution of disposable isolation gowns. When units needed an isolation cart or caddy, they called mini-distribution, which delivered one to the proper location. Once on location, the nursing unit was responsible for replacing any supplies. Nursing ordered replacements from the offsite warehouse.

Items for each unit were delivered weekly, so this meant a number of cases of disposable isolation gowns had to be stocked on each unit. Limited storage on the nursing units made this a real problem during peak flu season.

We designed a system in which the reusable isolation gowns were stocked on the units in predetermined quantities and delivered by the linen room staff. The staff inventoried the gowns each day and restocked as needed, greatly reducing storage space needs.

Quality Control

If you are going to handle reusable barrier linen, you must do it to the highest standards. Your presentation and quality must be above reproach.

No matter how carefully I washed the barrier linen, some degradation was unavoidable. I could slow repellency loss by limiting the amount of alkali, using a solvent-based detergent, and eliminating all bleach and softener, but slowing it was not good enough.

We added a small amount of a barrier retreatment product to the final rinse. Sutter testing showed not only that the loss was eliminated, the barrier on some items actually improved. There are basically three product types on the market: wax-based, fluoropolymer-based, and a mixture. I prefer the fluoropolymer, because it adheres to the fibers only, has no effect on the fabric’s air permeability, and will not cause yellowing.

We wash reusable barrier isolation gowns in our conventional washer-extractors so we can strictly control the wash chemistry. We have reduced the weight per load by 65-70% of stated capacity due to the gown’s weight.

We inspect and fold the gowns in our surgical pack room. Each gown is inspected for holes or tears, and checked to make sure all ties are in place and are the appropriate length.

A gown is marked on the quality-control grid with a number or letter assigned to only one employee. It allows us to track a quality-control problem back to a specific employee.

We also built in random inspections by our supervisor. This allows us to check the finished work for problems and adjust our training program or take appropriate disciplinary action.

Wednesday: Initial user training and product rollout...
Click here for Part 1.

January 11, 2012

CHICAGO — Taking inventory is often cause for headaches at any laundry facility, and a recent webinar on linen inventorying addressed how to make the process work for each individual system.

Barbara Williams has more than 30 years of experience in the textile industry. As a consultant with Standard Textile Co., she frequently speaks about linen process improvements, linen management, and cost-reduction programs for healthcare operations.

During the webinar sponsored by the Association for Linen Management, Williams stressed the many rewards of taking a regular inventory and touched on a few challenges a laundry facility faces during the process.

Your Inventory Involves What?

The major items that most healthcare laundry facilities count during an inventory are adult patient linen, nursery/pediatric linen, surgical linen, surgical apparel, other staff apparel, pillows, mops and napery. Each facility will need to determine what is important to count, and it isn’t necessary to count everything at the same time. For instance, Williams says, some facilities will count the adult patient linens and the nursery linens, then tally the surgical linen and apparel at a different time.

Where to Conduct an Inventory

Determining where linen is kept is a necessary step before beginning an inventory. Healthcare facilities will need to count linens in patient rooms as well as in ancillary departments. This involves linens on the beds, on the patients and staff, exchange carts, utility carts, in bathrooms, drawers, closets, exam room, cabinets, stretchers, and even on chairs and windowsills.

Staff may again be an issue when determining where linens are stored. In some cases, Williams says, facilities will do what is called a bed-standard method of counting. “Staff members know the actual standard of what is put on a bed, (and) they then take that times the number of beds in a unit,” she says. “And they still take a quick walk-through to see what extras are in the rooms.”

A linen room count and the laundry count need to be conducted as accurately and efficiently as possible. The laundry will be the largest, and it is the most important to get right, Williams says.

Remember to include off-site locations such as clinics. And while many facilities no longer utilize a storeroom, include that location—if applicable—in an inventory.

Who Conducts an Inventory

Where many healthcare facilities ask their nursing staff, including personal care aides, to conduct linen inventories, only 10% of the webinar participants indicated they utilize this population. The majority of participants—40%—use linen distribution or environmental services staff. The more people involved, the better, according to Williams. She says many inventories are conducted by a combination of nursing staff and environmental services staff.

Another possibility is to use laundry personnel, which 30% of webinar participants acknowledged they do. This demographic will be crucial in counting linens in the laundry areas as well as picking up soiled linens and marking them as counted or uncounted.

The use of temporary personnel to help with inventorying is another possibility, but the training required could deter this practice.

The Process of Inventorying

Williams suggests that a 30-day plan be put into place before an inventory. Preparations include identifying the areas and products to count, identifying the facility and areas within a facility that will be involved, and identifying the staff responsible for the counting and recording of linens.

Lists, instructions, forms, signs and schedules are imperative when communicating with staff about an upcoming inventory and while an inventory is being conducted. Education, such as in-service meetings and training, will be another key to success.

Before an inventory begins, the staff involved will need to communicate the date and time of the project, present the procedures to any involved personnel, and communicate with off-site laundries and with customers or patients. A list of names, phone numbers and e-mail addresses is important to communication before, during and after an inventory.

Inventory Day Arrives

Williams provided a list of inventory day events, including sending final communications to all units involved. Collect and pick up all soiled linens in bulk carts and mark as “uncounted,” and verify that these steps have been completed. Close laundry chutes during the inventory.

When the count begins on each unit, teams of two—one to count and the second to record the results—are recommended.

It would be a good idea, Williams says, to establish an “Inventory Central,” or a place, person, or phone extension that those involved in the task can contact for questions and concerns.

When an inventory is complete, either collect the forms or have them returned to Inventory Central. At that time, it would be a good idea to review the forms to confirm numbers and that any comments can be understood. Tabulate results.

Remove signs, and be sure to communicate the cut-off point with all involved. Lastly, Williams recommends an enthusiastic show of appreciation to all those who helped with the inventory.

After the Inventory

When an inventory has been successfully completed, it is time to generate statistics and results; generate the total inventory and the inventory dollar value; calculate replacement or depletion rates; and calculate mysterious disappearance.

Share the results with management, with the nursing staff and with other staff members. And most importantly, Williams says, take action on the results.

“Assess your inventory needs by comparing your inventory with your demand,” she says, “and adjust linen orders accordingly. Retrieve any ‘dead’ or hoarded inventory and review security measures.

“Today, we’re in a budget crunch, and we really need to protect our linen assets.”

Click here for Part 1.

January 10, 2012

CHICAGO — Taking inventory is often cause for headaches at any laundry facility, and a recent webinar on linen inventorying addressed how to make the process work for each individual system.

Barbara Williams has more than 30 years of experience in the textile industry. As a consultant with Standard Textile Co., she frequently speaks about linen process improvements, linen management, and cost-reduction programs for healthcare operations.

During the webinar sponsored by the Association for Linen Management, Williams stressed the many rewards of taking a regular inventory and touched on a few challenges a laundry facility faces during the process.

Among the rewards, Williams says, are balancing supply with demand and assuring that an adequate supply is circulating. Too few linens causes shortages, which can lead to hoarding and a lack of confidence in the system. “Too much inventory can cause misuse and over-utilization of products,” she says.

An inventory also can help a laundry, whether it be on the premises or off site, determine effective allocation of linens, as well as replacement rates.

Determining those rates can lead to a planned purchasing program, thus helping to eliminate panic buying and rush orders. Administrative reporting is another advantage, she says, and allows a facility to have information on hand in the case of an insurance claim after a flood or fire. Budgeting is high priority during these economic times, and taking an accurate inventory can help determine future needs.

Other inventorying goals are ascertaining a facility’s loss rates, determining if a facility has a high rate of “mysterious disappearances” of linens, recirculating so-called “dead” inventory, and identifying locations that may be hoarding linens. As a result, facilities have the opportunity to implement security programs to reduce loss and are able to put some quantities of inventory back into circulation or reallocate supplies.

“As many of you know,” Williams says, “you end up with a lot more in circulating inventory right after a count is taken.”

She recommends taking a proactive approach to linen inventory to identify potential roadblocks or problems and take a closer look at shortages or overages.

Challenges Facing an Inventory

In today’s market, most facilities are being asked to do more with less, which can result in fewer staff resources available to help with an inventory. This can also result in a problem with time commitments and cooperation from a staff that already sees itself as overburdened.

Another challenge can be the large networks that many healthcare facilities are part of these days. “It takes a lot more cooperation and communication,” Williams says, “but many large networks are doing inventory successfully.”

Linen supplies are different from a product kept on a shelf; constant movement of the linens is a cause for concern when contemplating taking an inventory. A healthcare facility, for instance, cannot simply stop the movement of linen, so timing of an inventory is crucial. The number of locations where linen is stored and used, as well as the number of stock-keeping units in a healthcare facility, challenges an inventory manager.

Inventory accuracy often hinges on a cut-off point and a clear delineation between what is to be counted and what is not counted.

A commitment by management, as well as nursing management in a healthcare facility, is essential to an accurate inventory. If the results show a high return on the investment, this can help persuade management to cooperate. Determining what the actual ROI is important as well.

“Are you willing to act on the results of your inventory?” Williams asked participants. “If you aren’t willing to act, then there may be no return on investment. Acting on the results is crucial to making an inventory worthwhile.”

When to Take Inventory

“Today, most large laundries have gone to an annual inventory,” Williams says. “We recommend doing the inventory at the same time of the year so there is a consistency of inventory.”

Williams also recommends semi-annual inventories, more for on-premise laundries than large, shared or pooled laundries. Smaller operations, such as hospitality facilities, can do a quarterly or monthly inventory.

Another possibility is a cycle count. Williams says this works well if a facility doesn’t require a complete inventory, if the manpower is not available, or if there isn’t the level of cooperation required for a complete inventory. She suggests taking one or two of the highest use items and counting those. Then, the following month, select another two items and count those.

When the webinar participants were polled anonymously, 64% indicated they inventory once a year and 9% inventory on a semi-annual basis. Williams was slightly disappointed to hear the remaining 27% don’t take a linen inventory at all.

Also factoring into inventorying is choosing the best day and best time of day during which to act.

Base this on several elements, Williams says: staff availability, low-activity time, nursing practices, shift changes and linen delivery schedules. The important thing, she says, is to be consistent; take inventory at the same point each year, on the same day and at the same time of day.

Tomorrow: Your Inventory Involves What?

December 5, 2011

WINTER HAVEN, Fla. — Managing a laundry facility is a challenge, and when expensive equipment breaks down, the ability to repair it can hinge on knowing where to locate a single part.

During an Association for Linen Management webinar, Parts Are NOT Parts, David Chadsey, managing director of Capital Equipment Consulting (which recently changed its name to Laundry-Consulting.com), spoke about parts management and maintenance, focusing on the need for inventory and documentation.

Knowing what you have by way of inventory is the first step in documenting your machine maintenance, Chadsey says. At some point, every piece of equipment will need to be replaced. Understanding the process and planning for the inevitable will make the job easier to handle, he says.

Chadsey advocates documenting a machine’s usage and tracking inventory as means to understanding what equipment and parts a facility uses and needs. “Because if you don’t know what you use and don’t know what you need,” he says, “the day you need it, you’re probably not going to have it.”

Maintaining a parts inventory is important to keeping a facility up and running, he says.

When polled, every participant in the webinar indicated his or her “inventory system” was to simply look on the shelf when a part was needed.

Sources

Chadsey considers the most reliable source of parts to be the manufacturer and/or authorized distributor. These companies also have an advantage of knowing the laundry industry and generally know what a facility will need in the way of parts. Troubleshooting support often comes as part of the package as well.

“This has the lowest risk,” he says. “They built it, they represent it, (and) they really should know the part you need. And when it shows up, it has the greatest likelihood of being the right part.”

Since many of the machines used in laundry facilities are comprised of parts from other industries, local parts outlets may be an excellent alternative, he says. With competitive pricing, local supply houses typically offer faster delivery and availability. The one downside is that these businesses are not usually industry-specific, so the person behind the counter may not know much about laundry equipment.

Another source could be specialty parts makers, such as Industrial Wheels, Depend-O-Drain and C&W Equipment. Companies like these often advertise in trade publications, Chadsey says, and this source could help lower costs over time.

For any part that may need to be tooled, a local machine shop may be the answer. Chadsey suggests that a local machine shop can often handle a job at a lower cost and with a quick turnaround. Used equipment also may be of help, at a significant savings, he says.

The majority of the webinar’s participants indicated that they purchase parts from a manufacturer or authorized dealer, using a parts outlet or specialty parts manufacturer as a secondary source.

If a now-defunct manufacturer made a machine, a laundry manager may need to get creative when it comes to replacing parts, Chadsey says. Alternative sources become more important when a piece of equipment is not supported as it was the day it was purchased.

In addition to parts outlets, specialty manufacturers, used equipment and custom machine shops, former distributors and the manufacturers of individual parts may be able to help. Issues may arise, he cautions, if the machine has structural problems in addition to individual parts problems.

Replacements

When it appears that equipment will need to be replaced, Chadsey suggests looking at benchmarks before making the decision, including the cost of continuing its operation and an analysis of ROI.

When looking at the cost of operation, consider safety issues or the structural components of the machine; look at the cost of parts and labor, a prime reason to maintain documentation on the repairs for that particular piece of equipment; and be sure to include the cost of downtime.

When considering the ROI, look at the cost of the old machine vs. that of a new or different piece of equipment. This analysis also will help determine a predictable replacement schedule, which is an advantage when talking with senior management.

Chadsey encourages any laundry manager to maintain the documentation on every piece of equipment, to be more aggressive in tracking and maintaining inventory, and to know their regional and local providers of parts. Planning is key to keeping costs down for any facility.

Click here for Part 1.

August 10, 2011

CHICAGO — On Aug. 1, American Laundry News began delivering its online advertisements through Google’s DoubleClick for Publishers (DFP) ad server. This move comes with a built-in, trusted third-party auditor of our ad impressions, and represents our next step in improving our service to our audience and advertising clients.

Our ad reporting complies with industry standards as set forth by the Interactive Audience Measurement and Advertising Campaign Reporting and Audit Guidelines. This document establishes a detailed definition for ad impressions—a critical component of Internet measurement—and provides certain guidelines for Internet advertising sellers and ad serving organizations for establishing consistent and accurate measurements.

The American Association of Advertising Agencies (AAAA) and other members of the ad buying community asked for consistent counting methods and definitions and better counting accuracy, and this project was the result.

In adopting these standards, American Trade Magazines LLC, publisher of American Laundry News, stands alongside other leading media companies that participated in the project such as AOL, Walt Disney Internet Group, Forbes.net, MSN, New York Times Digital, Yahoo! and Google. Our partnership with Google means that we can provide our clients and potential clients with better targeting, independently verifiable ad tracking, and broader creative options. To our audience, it means more relevant content and a richer, more personalized interactive experience.

For more information on the IAB guidelines, visit http://www.iab.net/iab_products_and_industry_services/1421/1443/campaign_measurement_audit.

August 5, 2011

Google is the main way that people find information, products, services, and local businesses. Make sure that potential customers can find your site when they're searching for what you offer. In this webinar, we'll explain the concept of search engine marketing and identify strategies for search engine optimization. This TRSA-endorsed webinar by UniformMarket LLC takes place at 11 a.m. ET on Wednesday, October 19. The presentation is open to all uniform rental/sale, industrial laundry and linen supply company owners, executives and managers.

April 11, 2011

CHARLOTTE, N.C. — With today’s announcement that it has acquired South Florida-based Q Linen Service, Swisher Hygiene Inc., a provider of hygiene and sanitation products and services, has acquired three laundry service companies in three separate deals in the past two weeks.

CHARLOTTE, N.C. — With today’s announcement that it has acquired South Florida-based Q Linen Service, Swisher Hygiene Inc., a provider of hygiene and sanitation products and services, has acquired three laundry service companies in three separate deals in the past two weeks.

Q Linen Service serves the Miami market and provides facilities services such as the delivery of linen, bar towels and aprons to the foodservice and hospitality industries. Giuseppe Calderone, one of the owners of Q Linen, has joined Swisher Hygiene.

August 27, 2010

"What aspects of inventorying and securing textiles pose the biggest challenge? What percentage of losses would you consider to be acceptable if the proper controls were in place? And how could an insufficient inventory impact the rest of my operation?”

Equipment Manufacturing — Joe Gudenburr, G.A. Braun, Syracuse, N.Y.

August 25, 2010

“What aspects of inventorying and securing textiles pose the biggest challenge? What percentage of losses would you consider to be acceptable if the proper controls were in place? And how could an insufficient inventory impact the rest of my operation?”

Consulting Services — Charles Berge, American Laundry Systems, Haverhill, Mass.

May 5, 2010

“How can we tell if we’re getting our money’s worth from the textiles we’re using? What are the characteristics of a high-quality textile after it has been processed a dozen times, 50 times, or more? And can item type — flatwork or garment — actually influence textile durability?”

Textiles — Elizabeth Easter, Ph.D., University of Kentucky, Lexington, Ky.

April 8, 2010

“To ensure that the laundry I manage is achieving top production on an ongoing basis, what records should I be keeping and why? Do you track anything out of the norm?”

Consulting Services: Charles Berge, American Laundry Systems, Haverhill, Mass.

March 12, 2010

CHARLESTON, S.C. — There are benefits to be gained by utilizing websites and social media in promoting business, says the Textile Care Allied Trades Association (TCATA), and online marketing will be among the topics featured during the association’s Annual Management & Educational Conference here April 28-May 1.

December 30, 2009

“There is consistent pressure to produce goods at a rapid pace, based on directives to meet certain individual production figures, but I’m concerned that we’re sacrificing quality for quantity. Can you offer suggestions for how we can balance the two?”

Textiles: Elizabeth Easter, Ph.D., University of Kentucky, Lexington, Ky.

August 18, 2009

CHICAGO — More than 92% of respondents to this month’s unscientific Wire survey say their laundry transports goods to/from their plant by truck or van, but the size of their service areas varies greatly.

The majority — only 32% — serves a radius of 100 to 200 miles. Running a close second were service areas of up to 25 miles and greater than 200 miles, both of which were selected by 24% of respondents. Next was 50 to 100 miles (16%). Last was 25 to 50 miles (4%).

February 13, 2009

Customer relationship management (CRM) is a philosophy that all businesses practice. It’s been a part of commerce since the first trade was made.

During the past few years, as energy costs have increased, much attention has been focused on plant efficiencies and route optimization through investment of technology. But what technology exists for sales optimization?

Plant technology focuses on cost reduction, while customer relationship management focuses on maximizing the potential sales of an organization’s client base.

December 31, 2008

“With the economy in the shape that it’s in, we’re looking for new business anywhere we can find it. But aren’t there times when serving certain accounts doesn’t make sound business sense? Can you suggest some criteria that I can use to weigh the pros and cons of providing textile services to a new account, whatever and wherever it may be?”

November 18, 2008

CHICAGO — Colder weather that began taking hold this month had to have managers thinking about their natural gas bills. But perhaps recognizing that the economic downturn is driving down energy demand, 75% of respondents to November’s Wire survey say they believe their natural gas bills will be comparable to (40%) or even lower than (35%) last year’s.

October 29, 2008

“Our facility’s linen and uniform losses are becoming a real issue, and I need to develop a strategy to improve security. Where do you suggest I begin? Item tracking, surveillance, keep it all under lock and key? How far should I go?”

Commercial Laundering: Richard Warren, Linen King of Central Arkansas, Conway, Ark.

May 9, 2008

I’ve always believed that it’s easier to keep a customer than to find a new one. I’m sure that most of my readers will agree with that statement, but the reality of customer service and retention is that we often don’t follow this advice through our actions.

The first step in developing a good customer relations program is to realize that our organization isn’t perfect and we will make mistakes.

April 21, 2008

CHICAGO — Republican John McCain would be the most favorable to business and the economy if elected president, according to the majority of respondents who took April’s Wire survey.

McCain, the presumptive GOP nominee, received 65.7% of the vote, well ahead of Democrats Hillary Clinton (20%) and Barack Obama (14.3%), who are battling for their party’s nomination. There were no votes for a third-party candidate.

March 22, 2007

CHICAGO — More than three-quarters of managers responding to March’s Wire survey (76.5%) say their laundry has established production standards that each employee must meet but only 58.8% say they regularly make production data available to employees so they can compare their work to the standard.

Information related to several operational aspects is gathered regularly and analyzed by virtually every respondent, according to results of our unscientific survey.

November 3, 2006

I believe the purchase of National Linen by ALSCO means that a number of healthcare facilities will be changing vendors over the next several years.

ALSCO doesn’t feel that servicing hospitals falls into its field of expertise. Unless ALSCO changes its corporate philosophy, a highly unlikely event, it’ll be looking to shed a number of hospital accounts over the next several years. I’ve been told that ALSCO will honor existing contracts but that it’s not interested in extending or renewing any of them.