national clothesline

While the show goes on

Allan P. Johnson III is the new presidentof the Drycleaning and Laundry Instituteboard of directors which also has two newlyelected members.

Johnson is the owner/chairman of Peer-less Cleaners, Inc. a firm established in1937 and purchased by Johnson in 1985.He served as DLI treasurer and president-elect the past two years following fouryears on the board as the director for Dis-trict 6 which includes Arkansas, Kansas,Louisiana, Mississippi, Missouri, NewMexico, Oklahoma and Texas.

Mike Nesbit of MW Cleaners in Hous-ton, TX, is the newly elected director forDistrict 6. He has been a drycleaning plantowner since 1976 and currently overseesan operation that employes several hundred

people at more than 40 locations. (For afull profile, see page 6.)

Also joining the board as Director forDistrict 2 is Martin Young, who grew up inthe family business, Young Cleaners inConcord, NC, which he has now ownedand operated for more than 30 years. Hehas made a career of gathering knowledgeon the proper care of textiles which heshares with others in the industry as a con-sultant, trainer, speaker and columnist. Hewas among the first group of cleaners toreceive DLI’s Award of Excellence certifi-cation.

Young has been active in industry asso-ciations, both through the North CarolinaAssociation of Launderers and Cleaners,which he served as president, and DLI,

which he served as a District Committeemember for District 2. His district includesDelaware, District of Columbia, Maryland,North Carolina, Pennsylvania, Virginia,West Virginia.

Johnson, the new president, had a variedand successful career before joining thedrycleaning industry 20 years ago.

After earning a bachelor of science de-gree in business administration from Vir-ginia Tech in 1961 and a master of businessadministration degree from Eastern NewMexico University in 1964, he entered theU. S. Air Force and attained the rank ofCaptain before being honorably dischargedin 1967. He was a commercially rated,multi-engine pilot until giving up this avo-

Continued on page 8

National

ClotheslineAugust 2014 Volume 55 Number 10 www.natclo.com

A tent that needed a specialist’s touch

From all the discussions be-tween the Federal Trade Commis-sion, the drycleaning industry andgarment makers over revisions tothe FTC’s care label rule one thinghas emerged: the public doesn’treally understand the care instruc-tions they find on their garments.

Specifically, most people don’tunderstand what a “dryclean” carelabel means. According to theFTC rule, a care label that says“dryclean” means that the gar-ment maker has determined thatthe item can be successfullydrycleaned. It does not mean thatdrycleaning is the only method ofcare that will work or that it iseven the recommended method.As in all care labeling, the FTCrequires that only one workablemethod of care be listed.

But few people seem to under-stand this. A survey of consumersby Harris Interactive of adult con-sumers, commissioned by the

UCLA Sustainable TechnologyPolicy Program, found that onlysix percent of the respondents cor-rectly understood the meaning ofa “dryclean” care label.

Of the 2,000 consumers sur-veyed, nearly 40 percent reportedthat they never use a professionalcleaner.

Of those who use a profes-sional cleaner at least once a year,44 percent thought that a“dryclean” label means dryclean-ing is the only acceptable methodfor garment care. Half thoughtthat the label means that dryclean-ing is the recommended methodof care, leaving only six percentwho correctly answered that itmeans drycleaning is a reliablemethod but other methods mayalso work.

The survey was included inwritten comments submitted afterlast spring’s FTC public round-

Continued on page 8

An attentive audience listens to Ken Chambless of Seitz at a stain removal demonstrationheld on the exhibit hall floor during the South Eastern Fabricare Association’s SouthernDrycleaners and Launderers Show in Jacksonville, FL, in June. The show drew more than500 people who, in addition to seminars and demonstrations, were able to get a close lookat equipment, products and services from 65 companies.

Dan Eisen is shown working on the tent with Carolyn Owerka, anart historian and textile restorationist at the Brooklyn Museum.

Few understand“dryclean” label

Most people don’t consider professional clean-ing for their tents and even those few who mightbe so inclined aren’t likely to call on a specialist.

But the tents in possession of the BrooklynMuseum in New York were an exception. In plan-ning an exhibition of Arabian tents scheduled forthis fall, it was discovered that one of the tentsthat was sent from Saudi Arabia had dyes thatbled when the became wet.

The museum called on Dan Eisen and theknowledge and skills he has developed in a life-time of dealing with every kind of garment andfabric problem.

“The tent had dye bleeding caused by yarnsthat are very fugitive to water,” Eisen explained.“The stains could only be worked in local areaswith a limited amount of water since the dyedyarns could not become wet again, nor could thedyes transfer to the opposite side of the fabric.”

Eisen said he used several different strippingagents, such as titanium sulphate and sodium hy-drosulphate, to lighten the dye bleeding. A limited

amount of water was used for rinsing. Then a gen-eral cleaning of the tent was done with a dilutedfoam-type nonionic detergent.

“There were several yarns on the fabric andeach one of the yarns that bled required a differentbleaching technique,” Eisen explained. “Some ar-eas responded very well with a light spray usinghydrogen peroxide. We were also able to usestronger hydrogen peroxide solutions on someother dye bleeding.”

“The condition of the tent was improved greatlyand to the satisfaction of the curator,” Eisen said.

The tents, which weigh about 300 pounds, arecarried by camels in the desert and erected bywomen.

The Brooklyn Museum, with a collection ofroughly 1.5 million works housed in 560,000square feet, is the second largest in physical sizein New York City. Its exhibits embody the artisticheritage of world cultures from its expansive col-lections of Egyptian and African art, in additionto other paintings, sculpture, and decorative arts.

Allan P. Johnson III

New board members, president for DLI

/ NATIONAL CLOTHESLINE / AUGUST, 2014

To learn more, see the Index of Advertisers on page 46 or visit www.natclo.com/ads

Visit Us at CCA’s Fabricare Show • Booth 401


AUGUST, 2014 / NATIONAL CLOTHESLINE / PAGE 3

Failing again to learn from historyWe have heard the statements over and over again, about how those who fail to learn from history are doomed to repeat

the same mistakes, or how insanity is doing the same thing over and over again while expecting different results. And yet, itseems these things need to be said more because there are still quite a few crazy people with a rich history of failing to take inthe lessons of history. Take so-called “home drycleaning” for example. Once again, a new offering on the market is seeking todivert dollars away from the drycleaning industry despite many poor showings from predecessors such as Dryel, Dry Cleaner’sSecret and the Whirlpool Fabric Freshener, to name only a few.

This time, the product from Procter & Gamble is called the SWASH ten-minute clothing care system. It is a 51" high by16.5" wide and 30" deep appliance that seems to be little more than a glorified steam closet that runs on packets of chemicalsfeaturing the Tide logo. The cost for the gizmo (available for pre-order from Bloomingdale’s) is a staggering $500, so even if itdoes cut your drycleaning bill in half like the marketing claims, then it will require a lot of use before it even approachesprofitability.

So, what will you get for your money? That seems less clear. The SWASH is designed to freshen up garments betweenvisits to the cleaners by removing odors and using heat to unwrinkle them. In addition to the $500 asking price, there’s theelectricity to run it plus the cost of the “SWASH Pods” which run about $6.99 for a dozen. According to the product’s web site,they contain a gentle formula that “penetrates clothing fibers to restore the fit of clothes that’s lost after wear and extends thelife of your clothes.” The fundamental problem, however, is that this appears to be a product that is supposed to fool people intothinking their clothes are clean, but it doesn’t say anything about actually cleaning them.

This is clearly at odds with what fabric care customers want. Cleaners know this and they also know that they have littleto fear from such a product provided they are capable of producing a quality final product with excellent customer service.Drycleaning, when done right, is convenient and easy. It kills bacteria, removes stains and preserves garments in a way no homeappliance will ever match. Besides, home drycleaning offers more work (even if it only takes ten minutes), not less and it stilldoesn’t clean anything. So, apart from capturing a small niche market of gadget-loving people who really hate to go to thecleaners, this seems like another crazy marketing idea that misses the lessons of recent history.

Single-method care labels are inadequateIt was a simpler time in 1971 when the first federal care labeling rule was instituted. Most drycleaning was done in perc.

Most home laundering was in a basic washing machine. One care label instruction — for drycleaning or washing — prettymuch covered all the possibilities.

Forty-some years later, things are not so simple. There are multiple solvents for drycleaning, each with its owncharacteristics. Washing machines are more sophisticated and home users face a multitude of choices before hitting “start.” Addto that an array of care options that lie somewhere between drycleaning and home laundering. On the professional side we havewetcleaning and non-immersion solvent cleaning. On the home care side, we have seen a parade of products that purport to besubstitutes for taking clothes to the cleaners, from Dryel to the more recent SWASH, discussed in the above editorial.

But still, just one care method on the label. And using any method other than the one specified means assumingresponsibility for damage that occurs in cleaning. Through the years the Federal Trade Commission has resisted attempts toexpand the amount of information placed on care labels, adhering to requiring just one acceptable method. There are goodreasons for that. No one wants the oversized tags on their clothes that would be required to list every possible method. Andgarment makers don’t want the extra cost and time it would take to test every garment for every method.

Still, the one-method care label seems oversimplified and inadequate today. The FTC needs to consider how to get morecomplete information to the public. Professional cleaners, garment makers and retailers have a role to play, too, in thiseducation effort. Care instructions, if they are going to be required, must be relevant to the actual care methods and types offibers and fabrics now available. Without that, the care label rule runs the risk of becoming irrelevant.

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Departments

A national newspaper for drycleaners and launderers

August, 2014Volume 55, Number 11

Contents

8 Teaming up down in Mexico DLI and NCA will co-host another Brainstorming/Five Star Conference in Cancun

News & Features Columns

Regions

12 Dan Eisen Many cleaners misuse or misunderstandhow to properly use dryside spotting agents

22 Frank Kollman The Supreme Court’s HobbyLobby verdict may cause employee/employer conflicts

20 Bruce Grossman Water pump failure occurswithout warning, but you can still be prepared for it

24 Harvey Gershenson It is a wise move to make anorientation checklist for all new hires

National

ClotheslinePAGE 4 / NATIONAL CLOTHESLINE / AUGUST, 2014

14 Northeast NCA will keep cleaners busy for the remainderof 2014 with a wide array of educational courses

Dateline19

16 West The deadline for discounted early registration prices forthe CCA Fabricare 2014 show is coming up

10 James Peuster Production is not the onlydepartment in your plant that you need to monitor

Newsmakers44

6 Taking care of business MW Cleaners President MikeNesbit’s first rule of business is to put the business first

34 Don Desrosiers How did shirts become a lossleader for the drycleaning industry?

32 Midatlantic PDCA prepares for its EXPO show in October;DLI to host wetcleaning class in September

30 Southwest MW Cleaners teams up with Undies forEveryone charity to help Houston’s disadvantaged school kids

44 Giving it your all Managing your community supportprograms can help you increase their effectiveness

38 Midwest MWDLA plans golf outing, convention in FrenchLick; Upcoming workshops from MILD scheduled

36 South During the recent SEFA show, Union DrycleaningProducts handed out its Five Diamond Awards



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What’s importantAs president of MW Cleaners, a

large drycleaning chain that em-ploys several hundreds of people

at over 40 locations in Houston andAustin, Mike Nesbit knows it is impor-tant to focus on the big picture.

The company, which is a subdivisionof the clothes retailer Men’s Wearhouse,processes about six million garmentsannually at a 24,000-sq.-ft. facility alongwith nine package plants.

Yet, Nesbit’s overall business philos-ophy hasn’t changed much from whenhe was 21 and attempted to start hisown drycleaning plant on a muchsmaller scale.

He still had a lot to learn when heand a partner opened up Nesbit’sCleaners in 1976, but he was sure ofone thing: the first rule of businessshould be to put the business first.

“We were good stewards in takingcare of the business… keeping our debtdown and using the cash flow that thebusiness was generating to grow thebusiness,” he recalled. “There was a lotof equity in the business.”

Too often he sees many small busi-ness owners fail to ascribe to that samediscipline and he believes it costs themheavily in the long run.

“What particularly happens in smallbusiness is we rob the business so wecan live a better lifestyle rather thantaking care of the business and makingit grow and getting the better lifestyleat a later date. So, we want that instantgratification. Instead of spendingmoney on marketing, we reduce ourmarketing budget so we can have a bet-ter car or a bigger house,” he explained.“What I see when I’m looking at the in-dustry is that people don’t take care oftheir business so I don’t see how theycan expect the business will take careof them.”

Even at a young age, Mike was ca-pable of lofty vision. He started aparking lot cleaning service when

he was only 16.By the time he was a high school

senior, he managed a group of peopleafter school to clean 200 properties inHouston.

Later, while attending college, hewas called back home to help hismother at the family plant after hisstepfather suffered a heart attack. Heloved the industry and decided to use$30,000 he had saved from the propertycleaning business to invest in a Mar-tinizing plant. It eventually becameNesbit’s Cleaners.

It wasn’t enough, so they put him incontact with a shrewd financial wizardnamed Ed Ellis to help with the invest-ment and the two formed a partnershipthat would last over 25 years.

Mike still recalls when he attendedhis first drycleaning convention. Essen-tially, he had a blank check to buy all ofthe equipment he needed, but therewas a problem.

“I’ll never forget, nobody wanted tospeak to me. I couldn’t have been 21years old. They did not take me seri-ously at all,” he said.

Eventually, he purchased equipmentand the business took off immediatelythanks to a prime location. Nesbit’s

Cleaners was cash-flow positive withinthree months, so the two partners de-cided to keep pumping profits backinto improving the business and reduc-ing debt.

By 2003, the company had grownto include 22 locations with threepickup and delivery routes. At

the time, Men’s Wearhouse was lookingfor a good cleaners in the Houston mar-ket to purchase and they approachedMike several times. He declined eachoffer.

“I could not separate the emotionalpart of the decision from the businessside of the decision,” he said.

After expanding Nesbit’s Cleanersfor the better part of three decades,Mike wasn’t ready to sell. It was hislife’s work. His attitude changed,though, during a trip to Las Vegas. Hewent to meet a future business partnerwhile his wife, Sheri, who had neverreally gambled before, played $10 in aslot machine. By the time Mike re-turned, she had won $80.

“She hit the cash out button. I lookedat her and said, ‘Why did you do that?’She said, ‘Because I didn’t want to losewhat I made.’ Those words aboutknocked me off my feet,” he recalled.

Not long after, he sold his businessto Men’s Wearhouse and tookthe position as president of the

MW Cleaners division.“I really looked at it and thought,

‘What a great opportunity to be able tocash in on that equity value that wehad worked so hard for.’ I didn’t livein the big house and drive the Mer-cedes Benz, but the company’s valuewas there and here was a way to extractthat value out of the company,” he said.

Since the decision, Mike has no re-grets. Last year, Men’s Wearhouse wasranked #50 in the Fortune “100 BestCompanies to Work For” list and henow has plenty of monetary and intel-lectual resources at his disposal.

After all, he works for a companythat now makes, sells and cleans gar-ments in synergistic fashion and is esti-mated to be responsible for about 70percent of tuxedo rentals in the country,all of which need drycleaning.

With so many locations and employ-ees, it can be daunting to keep track ofthe big picture. Mike does that by pay-ing attention to the little details.

“I think this business is all about ex-ecution,” he said. “I don’t think there’sa lot of new ideas in the marketplace. Ithink it’s about block-and-tacklingevery day. It’s staying on top of whatyour business is doing.”

According to Mike, the key to stay-ing on top of company-wide con-sistency is an incentivized

metrics system.“I think the reason we’ve had the

success that we’ve had is that we meas-ure everything and we tie up all of our

compensation packages from thosemeasurement systems. Everybody inMW Cleaners is on some sort of bonusplan,” he said.

“In production, we track efficiencyand quality. On the front end of busi-ness, we track sales and claims and cus-tomer service. We actually have a cus-tomer service auditing system in ourfacilities. We use video and audio tolook at the customers’ experience insideour store. Our people are responsiblefor looking at those videos themselves.Think about it as a self-evaluation toolon a weekly basis, and the managementoversees them grading themselves.”

Under Mike’s leadership, MWCleaners has been able to differentiateitself from competition. The companyis often touted for its environmental ef-forts, from recycling a million hangersannually to utilizing GreenEarth clean-ing technology.

It’s also known for making extra ef-forts to be convenient to customers,having 22 delivery routes in Houstonand drive-thrus at the majority of itslocations.

“I think when consumers are mak-ing a choice why they want to do busi-ness with a company, first and foremostit’s convenience. Then, I think it’s theservice on the front end of the busi-ness,” he explained. “I’m a firm be-liever that how the customer service ison the front end of business overcomessome of the pain we create on the backside of the business.”

One way the chain is trying to im-prove customer service is by offeringits clientele something that it can’t getanywhere else. About two years ago, itstarted a rewards program. In it, cus-tomers who have had the same shirtcleaned 20 times with them are given a$50 credit at Men’s Wearhouse so theycan buy a new shirt.

“It’s been a really big deal,” Mikesaid, estimating that MW Cleaners hashanded out thousands of credits so far.“When we first started, we actuallywent back retroactively. Think about it,you start a program and if you start itfrom the beginning, it’s going to takeyour customers 20 times, which couldtake them two years or more to getsomething cleaned that many times. Iwanted to do something with instantgratification.”

In terms of his personal businessphilosophy, Mike still believes in put-

ting off short-term gratification forlong-term business success, but he isalso an advocate for putting the com-munity needs up front, as well.

MW Cleaners supports dozens ofcharities ranging from Dress for Suc-cess to the Salvation Army. More re-cently, the company partnered withUndies for Everyone which seeks toprovide economically disadvantagedschool kids in Houston with the basicneed of having new underwearthroughout the year.

Perhaps the cause that is closest toMike’s own heart is Hearts forHonduras. It started as a church

outreach to help people of the Hon-duras in Central America becomehealthier with cleaner water and bettermedical, dental and vision care.

The church has also expanded its ef-forts to Africa where Mike has traveledfive times in recent years for variousvision clinics.

“We actually hire eye doctors inKenya from the Kenyan governmentwho works with us. We supply all ofthe costs, all of the medicine, all of theglasses,” he noted.

In terms of philanthropic enter-prises, it’s certainly the one that Mikefeels the most passion about.

“What I learned is that you go overthere with a concept of helping otherswhen the reality is just the opposite.You end up helping yourself because itgives you the ability to reflect, to un-derstand what is important,” he said.

“At the end of the day, the dryclean-ing business isn’t important. Whethersomebody eats or not is important andwhether or not they’ve got clean waterto drink. Having the ability to see to beable to thread a needle so they can sewtheir clothes that’s falling off back to-gether. That’s important.”

MikeNesbit

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table on care labels by Peter Sin-sheimer, executive director of theUCLA program. He was makinga case for the FTC to require a“professionally wetclean” label onany garment that can be wet-cleaned.

Currently the FTC does not al-low listing wetcleaning as a caremethod, but in its proposal to re-vise the current rule the commis-sion has said it is ready to institutewetcleaning as an option, how-ever, it has stopped short of mak-ing it a requirement.

In the past, the FTC has beenadamant about requiring only oneacceptable method of care on thelabel, but Sinsheimer argued thatfailing to provide informationabout the possibility of wetclean-ing amounted to deception of theconsumer.

“Failure to list ‘ProfessionallyWetclean’ on a garment labeled‘Dryclean’ is very likely to mis-lead a reasonable consumer to-wards the belief that drycleaningis the only or recommendedmethod for caring for the garment

and away from the belief that pro-fessional wetcleaning may be an-other professional apparel clean-ing method,” Sinsheimer wrote.

In European countries where awetcleaning label is allowed, fewgarment makers are using it, Sin-sheimer said.

“Thus, this evidence stronglysuggests that if the FTC allowsbut does not require the use of a‘Professional Wetclean’ labelthere will be a very high likeli-hood of failure to list a Profes-sional Wetclean label for apparellabeled Dryclean,” Sinsheimersaid.

Opposing a required wetcleanlabel, Steve Lamar of the Ameri-can Apparel and Footwear Asso-ciation told the FTC that a manda-tory wetcleaning requirement “notonly goes against the current ruleprecedent requiring only onemethod of care per garment, italso imposes an unnecessary bur-den on manufacturers.” He citedadditional testing costs for manu-facturers to determine if wetclean-ing is acceptable for each garmentthey produce.

“While some companies may

decide the investment is beneficialfor their brand, there are manyothers who will not and the deci-sion should be an optional one,”Lamar said.

Nora Nealis of the NationalCleaners Association told the FTCthat, while NCA is not opposed toallowing professionally wetclean-ing as a care instruction “it is notwithout its own set of problems.”

“The real problem behind thislies in the failure to outreach andcommunicate to the American

consumer all the ramifications andmeanings inherent in the informa-tion furnished by the care label,”Nealis said. “Until that educa-tional challenge is overcome, thecommission should expect theconsumer to become even moreconfused because there is a newinstruction (i.e. professionallywetclean) whose meaning they arelikely ignorant of and which theybelieve represents the sole careoption available to them.”

Public understanding of wet-

cleaning is another hill that Sin-sheimer and other wetcleaning ad-vocates have to climb.

In the Harris survey, 80 percentsaid they had never heard of pro-fessional wetcleaning. Only 10percent said they were aware of itwhile a similar number were notsure.

The FTC is still evaluating thecomments on its proposal. An-other round of public input islikely before any changes to therule are instituted.

Continued from page 1

cation in 1985.In 1967 he began a newspaper

career as personnel manager ofthe Columbia, SC, State-Recordand was soon promoted to busi-ness manager.

He moved to Texas in 1972 asgeneral manager of the CorpusChristi Caller-Times, then was

named president of the San Anto-nio Express-News. In 1974, whenthe Express-News was sold to Ru-pert Murdoch, Johnson was pro-moted to president of Harte HanksMetro Group and concurrentlypresident of the Corpus ChristiCaller-Times.

The Harte Hanks Group in-cluded five daily newspapers lo-

cated in Abilene, San Angelo, Wi-chita Falls and Corpus Christi inTexas as well as Yakima, WA,with combined revenues of morethan $60 million. He was also vicepresident of Harte Hanks Com-munications, Inc. with corporateoffices in San Antonio, TX, whenit listed on the New York StockExchange.

He went into business for him-self in 1979 and over the nextthree years invested in and wasinstrumental in the start-up oper-ations of Walton Signs, BajonCorp., Summit Geophysical,Southwest State Bank and severalcommercial real estate venturesincluding the joint venture devel-opment of Weber Square Shop-ping Center in Corpus Christi.

From January 1983 to May1985, Johnson was chairman andchief executive officer of AvantraCorporation, a military aircraft re-fueling company with contracts ateight naval air stations throughoutthe United States. He was alsopresident and chief operating of-ficer of Power Equipment, aheavy duty truck parts companywith branches in eight Texascities.

Since purchasing PeerlessCleaners in 1985 he has been in-strumental in expansion fromeight to sixteen locations plusvalet services for ten major hotelsin the Corpus Christi area.

Before joining the DLI board,he served the SouthwestDrycleaners Association as a di-rector and president and is cur-rently an Ambassador for the as-sociation.

He is also a director on the ad-visory committee of the NationalFire & Indemnity Exchange(NIE), a private insurance com-pany specializing in insuring thedrycleaning and laundry business.

With Johnson becoming presi-dent, the immediate past presi-dent, David Machesney of PrattAbbott Cleaners, Westbrook, ME,begins a one-year term as boardchairman.

DLI’s new vice president isGreg Myers of Southside Cleanersin Lakeland, FL. He had beenserving as treasurer. Dave Beattyof Murrysville Cleaners in Mur-rysville, PA, is the new treasurerhaving represented District 2 thepast four years.

Other current board membersinclude the following:

John Dallas, Fabricare HouseCleaners, Norwell, MA, District1 (Connecticut, Maine, Massachu-setts, New Hampshire, New Jer-sey, New York, Rhode Island, Ver-mont).

Leland Waite, Waite’s Clean-ers, Mobile, AL, District 3 (Al-abama, Florida, Georgia, SouthCarolina, Tennessee).

Gary Maloney, Nu Yale Gla-cier Cleaners, Jeffersonville, IN,District 4 (Indiana, Kentucky,Michigan, Ohio).

Michael McKernan, NutrendCleaners, Omaha, NE, District 5(Illinois, Iowa, Minnesota, Ne-braska, North Dakota, SouthDakota, Wisconsin).

Brad Ewing, Nu Way Cleaners,Greely, CO, District 7 (Arizona,Nevada, Alaska, Idaho, Colorado,Utah, Wyoming, Montana, Ore-gon, Washington).

David Suber, Perfect Cleaners,Los Angeles, CA, District 8 (Cal-ifornia, Hawaii).

Fred Schwarzmann, A.L. Wil-son Chemical Co., Kearny, NJ, isthe allied trades director.

In addition to its board of di-rectors, DLI has District Commit-tee Members (DCMs), volunteerswho help guide board policy byproviding additional perspectivesfrom each DLI district.

Currently serving DCMs in-clude Richard “Buddy” Gritz,Presto Valet in Alexandria, VA,District 2; Perry Bullard, FabricCare Center in Brunson, SC, Dis-trict 3; Jeff Sitz, City Cleaners,Akron, OH, District 4; JessCulpepper, Culpepper Cleaners,San Antonio, TX, District 6.

Joe Blaha of GreenEarthCleaning in Kansas City, MO, isthe allied trades DCM.

Several DCM positions areopen. For information on volun-teering to participate, contactMary Scalco, (800) 638-2627 oremail [email protected].



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LAUNDRY PRESSESUnipress 2947 Collar & Cuff $2,500 Ajax 3199 Collar & Cuff $2,800 Sankosha 3011 Double Buck $16,000 Ajax 3223 Double Buck w/Vacuum $5,500 Forenta 3499 Double Topper $3,200Unipress 2796 Thunder Double Buck $18,000Forenta 3333 Sleever $3,995

OTHERBoch 6827 24” Extractor $3,500

6868 7 1/2 HP 120 Gal. Compressor $1,250White 6800 22 ft Conveyor $1,400 NEW** DRY CLEANINGForenta Spotting Board $2,600

Tensioning Pant Topper $3,995Hoffman Form Finisher $3,250Unipress TPF-PA Tensioning Pants Topper $8,650 Lattner 20 H.P. Boiler $11,900

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DLI,NCA set Cancun conference

Public lacks knowledge of care labels

Two speakers have been lined up for the next Brainstorming and Five Star conference jointly spon-sored by the National Cleaners Association and the Drycleaning and Laundry Institute.

The dates are January 15-18 and the venue is The Secrets Playa Mujeres Golf and Spa Resort inCancun, Mexico. The conference will feature meetings on Friday, Saturday and Sunday mornings,leaving the afternoons and evenings open to enjoy the resort.

The Friday morning speaker will be Sydney Biddle Barrows, author of The Mayflower Madam.Also speaking will be Doug Dvorak, contributing author of The Masters of Success. Dvorak lists

among his clients Intel, Cisco, Discover Card, Unilever and Marriott. He will tailor his message fordrycleaners with a blend of humor and energy.

Each presentation will be followed by a roundtable discussion among participants facilitated by thespeaker.

The resort is a brand new facility and NCA and DLI members are being offered all-inclusive rates aslow as $284 per couple — almost half of what is posted on the resort’s web site. However the rooms aregoing fast so those who want to attend should sign up as soon as possible.

For information, call NCA, (800) 888-1622, or DLI, (800) 638-2627.

New board members, president for DLI



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Event ScheduleFriday, October 17Welcome ReceptionSheraton Hotel • 6:30 pm

The Carl Gardner Educational Series PresentsSaturday, October 18

8:45 am What’s Happening at DLIMary Scalco – CEO, Drycleaning and Laundry Institute

9:00 am How to Avoid OSHA FinesHenry H D Parker – Safety and Environmental Compliance Consultants

10:00 am A Fresh Look at Competing and Winning in the MarketplaceJames Peuster – The Route Pro

10 am – 6 pm Exhibit Hall Hours

6:00 pm Cocktail Reception – Treehouse, Convention Center

Sunday, October 199:00 am How to Make your Business Stand Out and Be More Successful

Ken Uchikoshi – President, Sankosha USA

10:00 am The Future’s So Bright You’ll Need SunglassesDon Desroisers – Tailwind Systems

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THE ROUTE PROPAGE 10 / NATIONAL CLOTHESLINE / AUGUST, 2014


If it’s not measured, it’s not managedBY JAMES PEUSTER

James Peuster is a consultant who spe-cializes in route development, manage-ment and maintenance. He offers onsiteconsulting as well as ongoing coachingacross the country. He also has costgroups to monitor route efficiency. Formore information, call him at (816) 739-2066 or visit his website, www.theroutepro.com.

Peter Drucker is credited with thequote, “What gets measured, getsmanaged” and this rings so true

on every aspect of our industry.I recently met with Carolyn

Nankervis of Marketwise Consultingand we discussed this very notion thatour industry sometimes struggles tomeasure the level of service needed toexceed customer’s expectations.

By secret shopping your CSRsmonthly, you get measurable results ofservice. The challenge that many haveis that some accept low results, whileothers do not know how to react or re-spond to the numbers.

Drycleaning business owners areusually pretty good when it comes tomonitoring production with PPOHdata and other efficiency standards inorder to be profitable.

However, what could you do withthe rest of your departments in orderto ensure that your staff is producingthe necessary retention results neededto maintain and grow your business?

A few years ago, several of ourclients came to my hometown ofKansas City for one of our annual meet-ings with the intention of creating theultimate retention program for bothroutes and stores.

While brainstorming, it was deter-mined that retention is just as impor-tant if not more so for growing yourbusiness.

All the marketing in the world does

not guarantee that the consumer willstay with you.

The issue is that we get so buried inthe day-to-day grind of running thebusiness, retention strategies becomejust that, a plan without implementa-tion.

One of the first aspects of retentionis retaining good employees. We tendto forget that our best resource is ourpeople. These are the ones on the frontline.

We often look at personalities andbehavior first, without consideringwhat they bring to the table either per-formance-wise or in potential. I oftenchallenge managers to delegate moreto the CSRs or route drivers because

they may tend to care more about thecustomer’s experience.

Finding good to great employees isvery difficult and we should measuretheir performance. For CSRs, I strongly

recommending secret shopping pro-grams; Marketwise is working in con-junction with DLI.

What about routes? How do youmeasure your drivers?

Obviously monitoring their sales re-sults (or lack there of) is easy. You alsoshould hold them accountable to theirpresentations.

As for servicing the route customers,finding a way to get feedback is essen-tial since the driver is sometimes theonly one with direct contact with thecustomer.

This is our #23 reason for not puttingyour route on autopilot. Too often wejust hope that the customer will contactsomeone else in our business if not

completely satisfied.Usually the next person in line is

your competitor waiting for that op-portunity to take better care of yourcustomer.

The bottom line is that retention isand will always be important. You areonly as good as your worst employee.Remember this the next time you noticemissing customers appearing on yourmarketing reports. Ninety percent ofyour customers will not tell you thatthey are leaving you. Don’t wait untilit’s too late.

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THE SPOTTING BOARDPAGE 12 / NATIONAL CLOTHESLINE / AUGUST, 2014

BY DAN EISEN

Many spotters using dry-side spotting agents donot use them properly

and do not fully understandtheir characteristics.

Dryside spotting agents areused to remove the stains thatthe drycleaning machine doesnot.

Some oils and greaseswhich do not oxidize are re-moved by drycleaning, but ox-idized oils and greases are notremoved in drycleaning. Someof the stains which need to bespotted are ink, paint, oxidizedoil, lipstick, cosmetics, glue,

nail polish, some ground-insoil and some dyes.

Oily-type paintremovers

Many manufacturers makeoily-type paint removers butthe ingredients they use mayvary. Most oily-type paint re-movers are made with dry sol-vents, oily lubricants, alkalicarrying lubricants and alco-hol.

Oily-type paint removersare safe to fabrics and mostdyes. They will, however, re-move pigment, dyes, surface

prints and flock prints easily.They will not affect fabrics andbase dyes unless the alcoholand alkali ingredients are acti-vated by moisture.

Some spotters may activatethe oily-type type paint re-mover with steam to aid in re-moving some difficult dyestains. This procedure maywork but not without dangerof affecting the fabric and basedye.

The alcohol and alkali,when contacting moisture, willmost readily affect silk and ac-etate. If moisture is used withthe paint remover, it should bepre-tested first for safety.

Another problem associatedwith paint remover is applyingit to a fabric and cleaning thefabric after a long period oftime. This gives the moisturein the air a chance to activatethe alcohol and the alkali caus-ing oxidation, color loss andloss of fluorescent dye.

The strength of the paint re-mover you are using can bejudged by the darkness of theaging and the strong odor itemits.

Drycleaners who are in thehabit of using large amountsof paint remover in pre-spot-ting run the risk of formingodor in their solvent. Whensolvent containing paint re-movers is distilled, the odorsometimes carries over into thedistilled solvent.

Oily-type ink removersManufacturers provide ink

removers with nearly the sameingredients as paint removers.The difference is the lubricantscarry an acid compositionrather than an alkali to serveas an aid in removing drysideinks more effectively than theregular oily-type paint re-movers.It should not be com-bined with oily-type paint re-mover but should be usedindividually to remove ink.

Volatile dry solventThis spotting agent is a mix-

ture of several solvents thathave high grease cutting char-acteristics. VDS is fast dryingand sold under several tradenames.

Some states by order of theEPA have restricted somevolatile type solvents that canbe used. The suppliers, how-ever have substitute dry sol-vents that are acceptable byEPA.

VDS is primarily used forthe removal of smudges andpick up dirt in order to avoidre-cleaning. It must be feath-ered out to avoid rings. Thisinvolves putting VDS on atowel and wiping the ring out-ward so it blends into the fab-ric.

Cleaners find it effective forsurface cleaning non-cleanableitems such as belts, cloth shoesand hand bags.

It will affect surface prints,flock prints and gilt prints.

Amyl acetateMany cleaners have the mis-

conception that amyl acetatedamages fabrics such as ac-etate and silk. Amyl acetate issafe to all fabrics but will affectsurface prints and dyes.

It is also used with oily-typepaint remover to aid in the re-moval of all dryside stains.

It is used primarily for theremoval of plastic-based stainssuch as nail polish, some glues,some paints, foot corn re-movers and fabric stain bymelted polystyrene, plasticbuttons and other plastic trim-mings.

It is also used as a correctiveprocedure where resin finisheshave broken down and leftrings and swales. These ringsand swales are not removed byany other spotting agent or indrycleaning.

The amyl acetate is brushedon the affected areas and thenrecleaned. It is often referredto as banana oil because of itsodor. It is highly flammableand evaporates quickly.

It is the best way to test the

serviceability of trimming. Ap-ply a drop of amyl acetate toyour fingertips and touch thebeading. If it becomes soft andtacky it may be damaged indrycleaning.

Work method fordryside stains

Oily-type paint remover.Mechanical action.Oily-type paint remover

and amyl acetate.Mechanical action.Dryclean.On dryside stains, mechani-

cal action using a tamping ac-tion is very effective.

On difficult plastic-basedstains, it may be effective to al-low the amyl acetate to stay onthe fabric for a period of timeto help loosen the stain.

Removing dye stains.Test unexposed area for

safety.Apply oily-type paint re-

mover.Heat.Flush.

Testing for redepositionTo test whether the fabric

turned gray due to dryclean-ing, the following processshould be used.

Oily-type paint remover.Mechanical action.Apply steam and flush.If the area turns brighter or

whiter, the garment picked upredeposition of soil.

Dan Eisen, former chief garmentanalyst for the National CleanersAssociation, can be reached at(772) 340-0909 or (772) 579-5044 or by e-mail [email protected]. He of-fers an independent garmentanalysis service and providesconsulting services on dryclean-ing and wetcleaning. His book,“Professional Guide to Restora-tion on Fabrics, Suedes andLeather,” deals with restoringcolor and camouflaging discol-orations. A restoration coloringkit comes with every manual.

Using dryside spotting agents

PREMIER CLEANERS in Ft. Dodge, IA, installed a Union HL860 K4 cleaning machine. Pic-tured from left are Dean Sheridan of Kreussler, Travis McClintock, owner of Premier Clean-ers, and Todd Hingtgen of Washburn Machinery.To learn more, see the Index of Advertisers on page 46 or visit www.natclo.com/ads

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NORTHEASTPAGE 14 / NATIONAL CLOTHESLINE / AUGUST, 2014

D&L CLEANERS in Ridgefield, NJ, purchased a UniSec MS-402N cleaning machine from New York Machinery. Picturedwith the owner, Harry Isakhanian (right), is Jeong Seo of NewYork Machinery.

Educational opportunitiesabound on NCA calendar

The rest of the year will be fullof educational offerings hosted bythe National Cleaners Associationfor drycleaners who seek to im-prove their industry-related skills.

Just around the corner is an in-tensive five-day “RadicalDrycleaning/Stain Removalcourse that meets from 8:30 a.m.to 5 p.m. daily between Mondayand Friday, Aug. 4 to 8, for a totalof 40 hours.

The comprehensive programcovers drycleaning, stain removal,

bleaching and the proper use ofstain removal equipment as wellas the relevance of fabrics, dyesand garment construction.

It will take place in Northvale,NJ, and cost members $750 to at-tend. Non-members must pay$995.

For those who can’t get awayfrom the plant for a full week, theassociation will offer a more con-cise one-day “Advanced Stain Re-moval and Intensive Bleaching”course in the Bronx on Sunday,

Aug. 17.On Sunday, Oct. 26, the asso-

ciation will also host a one-daywetcleaning course on the topicof wetcleaning.

Like the advanced stain re-moval course, it will meet from8:30 a.m. until 5 p.m. and costmembers $250 and non-members$350.

In November, NCA will pres-ent a two-day, 16-hour course on“Basic Pressing and Finishing.”

It will take place on Saturdayand Sunday, Nov. 8 and 9, in theBronx. Class begins at 8:30 a.m.each day and runs until about 5p.m.

Tuition is $455 for membersand $595 for non-members.

Also on Nov. 9, NCA will be-gin the first installment of its two-part “New York State Certifica-tion” course that meets from 9a.m. to 6 p.m. on consecutive Sun-days in Nanuet, NY.

The course is necessary for anystate cleaner who needs to obtainor update their lawfully requiredDEC certification.

Cost for the 16-hour programis $795 for members and $1,295for non-members.

Later in the same month, NCAwill offer a program on “AvoidingClaims: What You Need to KnowAbout Fabrics and Stain Re-moval.”

Meeting in New York on Sun-day, Nov. 23 from 8:30 a.m. until5 p.m., the cost is $250 each formembers and $350 for non-mem-bers.

On Dec. 7, the topic of a one-day course to be held in the Bronxwill be “Basic Spotting 101.” Thecourse runs from 8:30 a.m. until 4p.m. and costs $250 for membersand $350 for non-members.

Not all of NCA’s upcomingcourses will be held in New Yorkor New Jersey; a pair of upcomingoutreach courses are also on thedocket.

On Aug. 3, NCA will be inTampa, FL, for an eight-hourcourse on wetcleaning. Then, onSept. 14, the association will headto Cleveland for a one-day classon “Avoiding Claims: What YouNeed to Know About Fabrics andStains.”

Like most of NCA’s one-daycourses, they will meet from 8:30a.m. until 5 p.m. and cost $250per member and $350 per non-member.

Looking ahead to early 2015,NCA and DLI will also once againjoin together for a “Brainstormingand the Five Stars” conference. Itis planned from Jan. 15 to 18 inCancun, Mexico.

For more information on anyof NCA’s upcoming educationalopportunities, or to register, con-tact the association at (800) 888-1622 or visit them online atwww.nca-i.com.To learn more, see the Index of Advertisers on page 46 or visit www.natclo.com/ads

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ONE HOUR MARTINIZING in Stockton, CA, purchased a Fir-bimatic EcoGreen 60 K cleaning machine using Solvon K4from Alan Yordy of Frimair USA West in Stockton. Picturedare Darrin Haiges (left) and Manish Jamnadas, owner of OneHour Martinizing.

PAGE 16 / NATIONAL CLOTHESLINE / AUGUST, 2014

Early registration rates expiredAug. 1, but those planning on at-tending the California Cleaner As-sociation’s Fabricare 2014 tradeshow can still sign up for a priceof $35 per day.

The event is slated to takeplace on the weekend of Aug. 23and 24 at the Long Beach Con-vention Center.

The $35 per day registrationfee includes acess to all of the ed-ucational seminars on Saturdayand Sunday.

Saturday’s programming willbegin at 10 a.m. with keynote

speaker David Dawson, an indus-try veteran who retired as presi-dent of R.R. Street & Co. in 2010after logging in more than 35years with the company.

He will speak on the topic of“Your Future in the DrycleaningIndustry” as he focusses on howresearch into consumer attitudescan help business owners altertheir strategies on how to becomemore appealing to customers.

He will also offer tips on howcleaners can calibrate their mar-keting efforts to try to grow busi-ness in the future.

Later in the afternoon, DLI Di-rector of Training and TechnicalServices Brian Johnson will in-struct attendees on “Quick Fixesto Common Drycleaning Prob-lems” at 1 p.m. Some of the prob-lems that he’ll look at will rangefrom shrinkage to color loss to re-ducing spot rings.

Starting at 10 a.m. on Sunday,bizzie and CRDN CEO WayneWudyka will present “HowLocker-based Delivery is Chang-ing the Drycleaning Business” ina one-hour program.

At noon, Beverly Blank, a pastpresident of the Southern Califor-nia Coin Laundry Association,will examine the topic of “Washand Fold” with an emphasis onaspects such as supervision, addi-tional revenue, how to build loy-alty and consistent production.

Those interested in learningmore about the new Xeros clean-ing technology will have an op-portunity at 2 p.m. when XerosNorth American PresidentJonathan Benjamin describes whyhe believes it will be a “revolutionin cleaning.”

More educational offerings arealso scheduled to take place onFriday; however, they will requirea separate paid registration. Bothwill be presented by James “RoutePro” Peuster.

The first will cover “The Evo-lution of Routes — Split Hap-pens!” from 9 a.m. until noon. Itis a good seminar for cleanerswho are just starting deliveryroutes or are dabbling with themand wish to grow them.

After lunch, Peuster will heada second seminar from 1 to 4 p.m.on “Turning Potential into Per-formance.” The program will em-phasize how managers can inter-view, train and evaluate their staffin order to turn them into betterperformers.

The cost for each program is$75 for members and $100 fornon-members.

Fortunately, there will be nocost for admission for cleaners tothe exhibit hall during the week-end. A wide variety of new andpopular technology, equipmentand industry services will all beon display at various booths at theLong Beach Convention Center.

It will be open from 9 a.m. to 5p.m. on Saturday and from 9 a.m.to 4 p.m. on Sunday.

Those who need to secureroom rates can look to the nearbyHyatt Regency Long Beach, theofficial host hotel. For reserva-tions, contact them at (562) 491-1234 and mention your affiliationwith Fabricare 2014 to see if re-duced rates are still available.

Another hotel option is theRenaissance Long Beach, locatedat 111 East Ocean Blvd. Call(562) 437-5900 for reservations.

For more information, contactCCA at (916) 924-7323 or visitwww.fabricareshow.com.

Exhibitors, speakers ready tofor CCA Long Beach show

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2014August 3 Wetcleaning, eight-hour course

by the National Cleaners Association inTampa, FL. Call (212) 967-3002.

August 4-8 Radical Drycleaning and StainRemoval, five-day, 40-hour course spon-sored by the National Cleaners Associa-tion. Northvale, NJ. Call (212) 967-3002.

August 8-9 Midwest Drycleaning & Laun-dry Association Annual Convention,French Lick, IN. Call (765) 939-6630.

August 11 Customer service representa-tives training program and wetcleaning,sponsored by the Michigan Institute ofLaundering and Drycleaning. TraverseCity, MI. Call (877) 390-6453.

August 14 Taking in leather garments, alunch and learn session sponsored by theMinnesota Cleaners Association.Grumpy’s in Roseville, MN. Call (763)213-3231.

August 17 Advanced Stain Removal andIntensive Bleaching, one-day class spon-sored by the National Cleaners Associa-tion. Bronx, NY. Call (212) 967-3002.

August 22-24 Fabricare 2014 trade showand convention sponsored by the Cali-fornia Cleaners Association, LongBeach, CA. Call (916) 239-4070.

September 11-12 Wetcleaning course atthe Drycleaning and Laundry Institute in

Laurel, MD. Call (800) 638-2627.September 14 Avoiding Claims: What

You Need to Know about Fabrics andStain Removal. One-day class sponsoredby the National Cleaners Association.Cleveland, OH. Call (212) 967-3002

September 20-22 China InternationalLaundry and Dyeing Industry Exhibi-tion. Shanghai, China, Everbright Con-vention & Exhibition Center. [email protected].

September 21-23 International TextileRental Association. 11th annual conven-tion. Loew’s Don Cesar Hotel, St. PeteBeach, FL. Call (706) 637-6552.

September 25 – 28 Methods for Manage-ment Success 2014 Conference, WestinResort at Hilton Head Island, SC. Call(253) 851-6327.

September 30-October 2 Textile RentalServices Association Annual Confer-ence. The Bellagio, Las Vegas, NV. Call(877) 770-9274.

October 3-6 Expo Detergo International,Fiero Milano, Milan, Italy. Email:[email protected].

October 9 Marketing and promoting yourdrycleaning business, lunch and learnsession sponsored by the MinnesotaCleaners Asociation. Location to be an-nounced. Call (763) 213-3231.

October 10-11 Advanced Spot Right spot-

ting seminar with Dennis Schmitt andTom Swink, sponsored by the MichiganInstitute of Laundering and Drycleaning.Jan's Professional Dry Cleaners & Laun-dromat, Clio, MI. Call (877) 390-6453.

October 13-17 Introduction to Dryclean-ing course at the Drycleaning and Laun-dry Institute in Laurel, MD. Call (800)638-2627.

October 18-19 Drycleaning and LaundryEXPO, sponsored by the Pennsylvaniaand Delaware Cleaners Association, At-lantic City, NJ. Call (215) 830-8495.

October 20-31 Advanced Drycleaningcourse at the Drycleaning and LaundryInstitute in Laurel, MD. Call (800) 638-2627.

October 26 Wetcleaning, eight-hourcourse by the National Cleaners Associ-ation in New York, NY. Call (212) 967-3002.

November 8-9 Basic Pressing & Finish-ing, two-day course by the NationalCleaners Association. Bronx, NY. Call(212) 967-3002.

November 9 DEC certification, two-daycourse on consecutive Sundays by theNational Cleaners Association inNanuet, NY. Call (212) 967-3002.

Nov. 16-17 7th annual Fall Fest Educa-tional Conference, sponsored by theNorth East Fabricare Association, Went-

worth By The Seas, Portsmouth, NH.Call (603) 635-0322.

November 23 Avoiding Claims: What YouNeed to Know about Fabrics and StainRemoval. One-day class sponsored bythe National Cleaners Association. NewYork, NY. Call (212) 967-3002.

December 7 Basic Spotting 101, one-dayclass sponsored by the National CleanersAssociation. Call (212) 967-3002.

December 11 Preventive maintenance fordrycleaning machines, lunch and learnsession sponsored by the MinnesotaCleaners Asociation. Location to be an-nounced. Call (763) 213-3231.

2015January 15-18 Brainstorming & Five

Stars joint conference with NCA andDLI. Secrets Playa Mujeres Golf & SpaResort, Cancun, Mexico. Call NCA,(212) 967-3002 or DLI, (800) 638-2627.

April 16-19 Clean Show, Georgia WorldCongress Center, Atlanta, GA. Call(404) 876-1988.

July 29-August 1 Textile Care AlliedTrades Association annual conference.Silverado Resort and Spa, Napa, CA.Call (973) 244-1790.

September 14-15 International Dryclean-ers Congress convention. Osaka, Japan.Call (403) 685-4755.

www.LaundryOwnersMutual.com

SEPTEMBER 2014

1 2 3 4 5 67 8 9 10 11 12 1314 15 16 17 18 19 2021 22 23 24 25 26 2728 29 30

JUNE 2014

1 2 3 4 5 6 78 9 10 11 12 13 1415 16 17 18 19 20 2122 23 24 25 26 27 2829 30

SUN MON TUES WED THRU FRI SAT

AUGUST 20141 2

3 4 5 6 7 8 910 11 12 13 14 15 1617 18 19 20 21 22 2324 25 26 27 28 29 3031


MAY 2014

1 2 34 5 6 7 8 9 1011 12 13 14 15 16 1718 19 20 21 22 23 2425 26 27 28 29 30 31


JANUARY 20141 2 3 4

5 6 7 8 9 10 1112 13 14 15 16 17 1819 20 21 22 23 24 2526 27 28 29 30 31


OCTOBER 20141 2 3 4

5 6 7 8 9 10 1112 13 14 15 16 17 1819 20 21 22 23 24 2526 27 28 29 30 31


NOVEMBER 2014

12 3 4 5 6 7 89 10 11 12 13 14 1516 17 18 19 20 21 2223 24 25 26 27 28 2930


FEBRUARY 20141

2 3 4 5 6 7 89 10 11 12 13 14 1516 17 18 19 20 21 2223 24 25 26 27 28


MARCH 20141

2 3 4 5 6 7 89 10 11 12 13 14 1516 17 18 19 20 21 2223 24 25 26 27 28 2930 31


DECEMBER 2014

1 2 3 4 5 67 8 9 10 11 12 1314 15 16 17 18 19 2021 22 23 24 25 26 2728 29 30 31


JULY 20141 2 3 4 5

6 7 8 9 10 11 1213 14 15 16 17 18 1920 21 22 23 24 25 2627 28 29 30 31


APRIL 20141 2 3 4 5

6 7 8 9 10 11 1213 14 15 16 17 18 1920 21 22 23 24 25 2627 28 29 30

SUN MON TUES WED THRU FRI SATDATELINESUN MON TUES WED THRU FRI SAT

WRENCH WORKSPAGE 20 / NATIONAL CLOTHESLINE / AUGUST, 2014

The disaster for this month will bethe failure of the water pump.This pump supplies coolant to the

still and refrigeration condensers of thedrycleaning machine.

In order to cool the condensers, aliquid called a “coolant” is forcedthrough the coils of the condensers bya pump. In systems using a watertower, the coolant is water; in systemsusing a chiller it is either water or amixture of water and anti-freeze called“brine.”

In water tower installations, thepump is sometimes located on the roofnear the tower or on the floor near thedrycleaning machine; in chillers thepump is generally inside the enclosurehousing the refrigeration components.

Before we get into managing thisspecies of disaster, a few words aboutprevention.

Early warningsThese pumps seldom fail without

giving ample warning of an evolvingproblem. If the circuit breaker in theelectrical panel that controls the pumptrips frequently, it is a sure sign oflooming disaster.

If you are not afraid of electricity thiswould be the time to set the breaker forthe pump in the off position, removethe protective electrical plate at the rearof the pump, then take a good look atthe wire connections at both the pump.

There is precious little room for thewire connections in the end of thepump and pumps vibrate, causing thescrew connections or push-on connec-tors to loosen and eventually fail; inmany cases this is the problem area.

Using a flashlight observe if there isany melted insulation or bluing or dis-coloration of the wires or connectors, ifso replace them.

If you are not experienced in workingwith electricity hire an electrician for thefollowing procedures.

Remove the cover to the appropriatebreaker panel and switch off thebreaker controlling the pump. Makesure screws holding the wires in placeare securely tightened down.

Using a flashlight, observe if there isany melted insulation, bluing or dis-coloration of the wires or circuitbreaker connections or the area wherethe circuit breaker attaches to thepower busses in the breaker box.

Another harbinger of doom is fre-quent pump motor shutdown due tothe motor’s internal protective thermo-stat.

If this is the case, follow the samesteps outlined in the previous para-graph and, in addition, make sure thelouvers that allow air to flow through themotor are free of lint, dust or obstructions.

Temporary solutionYou can drastically shorten the time

this internal thermostat requires to resetby obtaining a bag of ice, placing it in-side another strong plastic bag and lay-ing it on the far end of the pump mo-tor.

Remember, this is only a temporarysolution.

The following goes for all equip-ment: Do not use the circuit breakers asswitches to turn equipment on and off!

This practice results in the degradingof the breakers’ performance and some-times will keep the breaker from trip-ping at the right current levels. Eachmachine should have a disconnect closeby; use this for switching instead of thebreaker.

Excessive head pressureThe next pump killer is excessive

head pressure. This could be caused by a number

of factors (see last month’s article) andwill be indicated by a high reading (45PSI and above) on the pump outletpressure gage, if you have one in-stalled.

Also, the sound of the pump startingup will be different under high headpressure. Trying to describe sounds isnear impossible, but the best way I cando is to say that when starting thepump the sound will take longer toeven out (sorry best I could do).

Causes of this problem often lie inthe bypass valve being shut or not suf-

ficiently opened or the clogging ofstrainers going into the drycleaningmachinery.

When the pump goes downOK, we’ve done our best to avoid

the problem. What to do when thepump goes down in order to keep run-ning the drycleaning machine?

We give the drycleaning machine a“coolant bypass.”

You’re going to need two lengths ofgarden hose, preferably with an ID of3/4 to 7/8".

One length must reach from a watersource, like a hose bib outside the plantor to a faucet or valve inside the plantto supply cold water.

The other length must reach outsidethrough a door or to a toilet or sink tocatch the used water.

In addition, two adapters from thegarden hose type fitting to pipe typefittings will also be required.

On the drycleaning machineNow let’s take a look at what’s avail-

able at the drycleaning machine end.First, you’ll need to shut the valves

going to the water pump on both thesupply (high pressure) and return (lowpressure) side to prevent the city waterthat will be flowing from bypassing thedrycleaning machine.

On properly designed and installedcooling water systems, there should beconnections for pressure gages andthermostats as well as other possiblelocations where you can break into thecooling water supply and return lineto attach these hose connections.

If not, you will need to open unionsto break into the piping and install teesto allow the hoses to be hooked up.

If you are in the unenviable situationof having to install tees, also installhose bibs (these are the valves that youconnect garden hoses to) and you willhave a permanent emergency connec-tion for future use.

Ready to goOK, now were all “hooked up” (dif-

ferent meaning from when I grew up)

and ready to go.Turn on the water and make sure

you’ve got flow through the dryclean-ing machine when it’s in dry (manymachines will prevent water flow whennot required).

You may not be able to distill anddry at the same time. However, at leastyou can operate while awaiting a newpump.

About new pumpsOn the subject of new pumps — in

many cases there is no need to replacethe entire pump, which requires lots ofpipe disassembly and reassembly.

If you order exactly the same modelpump it is usually possible to unboltthe motor/impellor side from the race-way/piping side and just bolt on thenew motor/impellor side onto the oldexisting raceway/piping side.

The next logical question is, “In thatcase why purchase the entire pump?”

The answer is I have never been ableto obtain a completely assembled mo-tor/impellor assembly, without theraceway, that’s why!

EZtimers has a new program avail-able for obtaining illustrated instruc-tions of these procedures. [email protected] for information.

BY BRUCE GROSSMAN

The dreaded water pump failure


Bruce Grossman is chief of R&D for EZ-timers Manufacturing, which is the man-ufacturer of the new Return T Sentinel, adevice that controls both the level (re-placing the ball-float valve) and temper-ature of the water in the boilers’ returntank. The Sentinel eliminates lost produc-tion by preventing return pump failurecaused by high return tank water tem-perature. In addition, steam trap failuredetection, check valve performancemonitoring and precise boiler compounddosing are accomplished by the Sentinelcontroller; the Sahara and Drop in theBucket line of high purity separatorwater mister/evaporators; the VolksCounter, piece counter and productionpacer. For information on the EZtimersproduct line, visit www.eztimers.com.Address any questions or comments [email protected] or call (702) 376-6693.

Tailwind is only about shirts and ropes ties. � True � False

Tailwind is an alternative to Automated Assembly �True � False

Tailwind won’t help me if my labor cost is in line. �True �False

Tailwind won’t help if you are using Automation or Bar Codes �True �False

False.It is not surprising that some think that. Most of my columns are about shirts, so some have deduced this.

Tailwind has proven systems for shirts, drycleaning, restoration, wholesale work and hotel valet.

False.This one always gets us wondering. Tailwind and Automation are completely unrelated. Tailwind is a

management system that improves service, quality and organization, has the best reporting in the industry and

makes any plant more manageable than ever before.

False. In fact, the better you are at managing labor now, the more you’ll bene�it from Tailwind because you’re a

good manager. Remember, Tailwind is 80% management and we’ve never met anyone that won’t save tens of

thousands of labor dollars

False.We would have got this wrong a few years ago too, but as more and more drycleaners searched for ways

to save money, we amassed a list of clients that use Tailwind along with automation and they save as much as, or

often more than, clients without bar codes or automation.

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KEEP IT LEGALPAGE 22 / NATIONAL CLOTHESLINE / AUGUST, 2014

Hobby Lobby and religious conflictBY FRANK KOLLMAN

It’s summertime, and theSupreme Court is in recessuntil October.Before going on recess, it de-

cided a case called HobbyLobby, recognizing a closelyheld corporation’s right to ad-here to its religious beliefs. The

particular question waswhether the contraceptivemandate in the AffordableCare Act, also known as Oba-macare, could be imposed onan employer whose religiousviews conflicted with thatmandate. A closely held corpo-ration is typically one withonly a couple of shareholders.

While the Court has beenpilloried for being againstwomen, the case actuallyturned on a law signed byPresident Bill Clinton, whichgave employers with religiousviews the right to adhere tothem.

As a labor and employmentlawyer, I am more interestedin the Hobby Lobby case be-cause it sets up potential con-flict between employers andemployees with differing reli-gious views.

As you probably know, un-der Title VII of the Civil RightsAct of 1964, religious discrimi-nation is prohibited, and em-ployers must make reasonableaccommodations to em-ployee’s religious beliefs. Inaddition, many jurisdictionsnow prohibit discriminationbased on gender identity andsexual orientation, and these

laws can present dilemmas toemployers and employeeswhose religion frowns uponcertain practices.

In a case decided severalyears ago, a corporation wasfound to have violated an em-ployee’s religious beliefs by re-quiring him to sign a “toler-ance statement.”

Some of the things he wasbeing asked to tolerate violatedhis legitimately held religiousbeliefs. I expect there to morelitigation in this area, as em-ployers must balance their ob-ligation to accommodate withtheir obligation not to discrim-inate.

The Supreme Court alsoheld at the end of this term thatPresident Obama’s recess ap-pointments to the National La-bor Relations Board were un-constitutional.

On the day I am writing thiscolumn, the President an-nounced that he intends toreappoint at least one of the in-dividuals whose recess ap-pointment was found im-proper.

I am not concerned aboutthe constitutional question, butthe person he intends to reap-point is one of the Board mem-bers who appears to be stri-dently anti-employer. Becausethe Senate still has a majorityof Democrats, she is likely tobe confirmed. Therefore, I ex-pect the NLRB will continue tobe a thorn in the side of em-ployers throughout the UnitedStates. Despite numerous set-backs, the labor agenda is aliveand well.

This is especially troublingbecause the NLRB continues toknock down company policiespromoting civility. As I havesaid in this column previously,the NLRB believes that if theemployee is exercising rightsprotected under the NationalLabor Relations Act, he or shecannot be penalized just be-cause raw, disrespectful lan-guage is used in the process.

I wonder if the FirstAmendment protects my rightto assert that the NLRB isFUBAR.

Several federal courts have,through judicial fiat, estab-lished a four-month after preg-nancy extension of the preg-nancy discrimination laws. Ina case decided in New York, acourt found that an employeecould pursue her claim that adenial of promotion within thefour months after she deliv-ered her child could still bepregnancy discrimination.

I have no particular quarrelwith an employee who can es-tablish that her pregnancy wasa factor in a post-pregnancydecision, but setting up a four-

month rule makes no particu-lar sense. Why not three or fivemonths?

Just keep in mind that afteran employee returns from apregnancy leave, she still maybe able to contend that post-return decisions against herwere motivated by her preg-nancy and her pregnancyleave. The FMLA may also bea factor.

Finally, I would like to takea few minutes to talk about thegovernment. We read all thetime about government mis-conduct, especially by prose-cutors. It has been my experi-ence that many governmentlawyers want to win at all cost,and they will do whatever ittakes to win, including takingoutrageous legal positions.

In addition, the governmenteither covers up its misconduct(recent reports about the IRSlosing emails of critical wit-nesses involved in a govern-ment investigation of IRSabuse are very troubling) orasks for more tax money to ad-dress the problem. If one of myclients makes a mistake, thegovernment comes down on ithard; the government, how-ever, does not apply the samestandard to itself.

I am constantly confrontedwith decisions on whether tocooperate with the govern-ment. If you cooperate and stillget sued or fined, you feel fool-ish. If you do not cooperate,and the government seeminglycomes down harder on theclient, you wonder whetheryou made the correct decision.

In retrospect, I still thinkthat the best approach for deal-ing with the government is afirm “no” whenever possible.Give the government whathelps your case, and try toavoid giving the governmentwhat does not.

Obviously, there are differ-ences between civil and crimi-nal investigations, but this isgenerally the best approach ina civil investigation; total non-cooperation may be the bestapproach in a criminal investi-gation, especially if there areserious concerns about crimi-nal liability.

I know this has been ahodgepodge of law-relatedstuff, but it is, after all, sum-mer. I hope yours is beenpleasant and lawyer-free. Frank Kollman is a partner in thelaw firm of Kollman & Saucier,PA, in Baltimore, MD. He can bereached by phone at (410) 727-4300 or fax (410) 727-4391. Hisfirm’s web site at www.kollman-law.com has articles, samplepolicies, news and other infor-mation on employee/employerrelations.To learn more, see the Index of Advertisers on page 46 or visit www.natclo.com/ads




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THE RIGHT DIRECTIONPAGE 24 / NATIONAL CLOTHESLINE / AUGUST, 2014

BYHARVEY GERSHENSON

New employee hiring proceduresAre you old enough to re-

call the pretty Mouske-teer from the Mickey

Mouse Club, Annette Funni-cello? Annette said, “Whenyou are young and healthy, itnever occurs to you that in asingle second your whole lifecould change.”

I went to a gastroenterolo-gist and he told me I had oneof the worst cases of Barrett’sSyndrome he had found. Any-one who has cancer of theesophagus has Barrett’s Syn-drome. He then said, “I amsending you to the cancer in-stitute at UCI.”

In one second, he scared theheck out of me.

Eventually I did visit theUniversity of California atIrvine’s cancer center and hadan extensive procedure per-formed to make certain I didnot have cancer. The usualamount of Barrett’s tissue isone inch and I had three inchesof Barrett’s tissue, whichmeant I was three times aslikely to have cancer of theesophagus.

After taking more than 20biopsies, they sent me home towait for two weeks. The biopsy

report that came back statedthat I was totally cancer free!

One second can changeeverything. Enjoy your goodhealth while you have it.

A rookie in the industrycontacted me about hiring pro-

cedures for new employees. Itold him to create an employeehandbook. He said the previ-ous owner had done that. Iasked if he knew when it waslast updated. He called theprevious owner and learnedthe current handbook was lastupdated more than five yearsago.

I suggested he take thehandbook to an HR attorney,and he said he would.

I next suggested that heshould put together an orien-tation checklist for new em-ployees. He asked what shouldbe on the checklist, and I rec-ommended the following sub-

jects. As each item is taken careof, I suggested that he initialthe completion.

¸ The employee handbook.¸ A form to acknowledge

receiving the handbook.¸ The IRS W-4 form.

¸ An INS I-9 form.¸ A driver’s license.¸ A Social Security card.¸ An alien registration card,

if applicable.¸ A time card with the em-

ployee’s number.¸ An employee number if

the computer system is beingused as a time clock.

¸ Talk about on the jobsafety and a safety incentiveprogram if one is in place.

¸ Review the employeehandbook and discuss com-pany policies for areas such asdress code, lunch and coffeebreaks, overtime pay if appli-cable, on time policy, fringe

benefits such as vacation time,health insurance, dental insur-ance, free or paid for dryclean-ing and laundry, where topark, and the company safetyprogram and MSDS sheets.

If there are training meet-

ings, list the frequency, timeand location.

I then recommended hecontact the We Want to KnowHotline. The hotline businessoffice phone number is (661)600-2078. The reason I sug-gested this expense was to pro-tect the employer in the eventan employee is too embar-rassed or frightened to go tothe supervisor or owner re-garding co-worker issues suchas drugs, alcohol, theft, dis-crimination, harassment,threats of violence, or safety is-sues.

I had this program in placeper the recommendation of myHR attorney. The hotline willprovide an 800 number wherethe employee identifies thecompany and the problem, butdoes not necessarily have toidentify himself or herself. Thehotline company then notifiesthe owner.

A safety incentiveThe safety incentive pro-

gram that I put in place (perthe suggestion of my workers’compensation insurance com-pany) created an excellent win-win situation for the companyand employees.

Here is how the program

worked. Once per monthnames would be drawn out ofa bag or basket. To be eligiblethe employee had to be withthe company a minimum of 90days.

The number of employeeswould dictate the number ofprizes awarded each month.The base prize was a $25check. Every injury-free con-secutive month the number ofchecks would increase untilone year had been completed.Part-time employees (thoseemployees averaging less than30 hours per week) were nevereligible for the grand prizesthat were awarded at the endof the year.

If a full-time employee waswith the company at least oneyear but less than two years,and there were no injuries for12 consecutive months, theemployee could win $300 or atrip for two to Las Vegas.

If an employee had beenwith the company over two

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The safety incentive program I put in place, as suggestedby my workers’ comp insuror, created an excellent win-win situation for the company and employees.


Continued on page 26

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years, the employee could win$1,000 or a trip for two toHawaii.

This program worked verywell. One of the reasons waspeer group pressure.

I next inquired as towhether there were employeefiles or folders. He respondedthat there were.

The employee fileIn the employee file, in ad-

dition to the employee appli-cation, handbook receipt formand W-4, I suggested a formfor direct payroll deposit foremployees who wish to partic-ipate in that payroll method.

Also, there should be astatement of confidentiality foremployees who use the com-puter system and access com-pany and/or customer infor-mation, including but notlimited to, financial data, pro-duction data, marketing tech-niques, and information aboutother employees.

Above the signature linewas the following statement: Ithe undersigned do agree thatany release of this informationcan result in immediate termi-nation and possible criminal

prosecution.”Per my HR attorney, I sug-

gested that all employee I-9forms be kept together in aseparate folder.

I then suggested an emer-gency information form to tellthe company whom to contactin the event of a worst-casescenario.

The next item on the agendawould be a verbal safety train-ing discussion, along with a re-ceipt indicating such traininghad been given. The trainingwould include potential occu-pational hazards in the workarea and associated with thejob.

Next, talk about what safeworking conditions and prac-tices are. Then discuss any pro-tective equipment that mightbe required.

Also included in this safetytraining was potential expo-sure to hazardous chemicals,the right to information on theaforementioned MSDS sheets,and what the MSDS informa-tion meant.

An employee’s right to askquestions, or provide informa-tion to the employer aboutsafety issues, either directly oranonymously, was talkedabout.

Disciplinary procedures asthey related to compliancewith safety were next dis-cussed.

Another training that I sug-gested, because of the litigioussociety we live in, was sexualharassment training. Ofcourse, this form also had tobe signed off by the new hire.Due to the number of employ-ees that I employed, my HRlaw firm provided a groupseminar for the company.

After completing the aboveagenda, I then give the new

hire a tour of the facility. Becertain to include the use of thetime clock or computer system,restroom location, lunch andcoffee break areas, the variousworkstations, and emergencyexits.

By the end of the new em-ployee orientation, you hopeyou have covered everything.Only time will tell.

In the event you need aquestion or questions an-swered, do not hesitate to callor email me. As you haveread, I will respond to most

questions, no matter the sub-ject matter.

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Dated:Employee Signature

Harvey Gershenson

New employee hiring procedures

Harvey Gershenson operatesSterling Drycleaning Consultingand is a former owner of SterlingDry Cleaners. He has been in theindustry since he was in highschool. He has served on theboards of directors of theDrycleaning and Laundry Insti-tute and the California CleanersAssociation. He can be reachedby email at [email protected] phone at (310) 261-2623. Hisweb site is www.drycleanercon-sulting.com.



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DEE & HATTIE SPECIALTY CLEANERS in Dallas, TX, pur-chased a tandem Columbia TL HCS 800/800 hydrocarboncleaning unit with solvent heating and nitrogen blanket fromWESCO. Matt A. Lipman (left) of Columbia/ILSA is picturedwith Tommy Payne, owner of Dee & Hattie.


Drycleaners are widely knownfor participating in collectiondrives for prom dresses and coatsthroughout the year to help thosewho are economically disadvan-taged, but MW Cleaners is tryingsomething different this summer:they plan to collect underwear.

The company will utilize all 37of its Houston-area locations toserve as drop-off points so thatanybody can donate new under-garments to be handed out to eco-nomically disadvantaged Houston

school kids prior to the start ofthe new school year.

“Underwear is a basic neces-sity for self-dignity and everychild deserves fresh, clean under-wear for school,” explained RabbiAmy Weiss, executive director forUndies for Everyone. “We’rethrilled to partner with MWCleaners, whose vast network oflocations across Houston will helpspread the word about the needfor underwear for underprivilegedstudents.”

Statistics indicate that morethan 60 percent of all students ineight Houston-area school dis-tricts are considered economicallydisadvantaged. In Houston Inde-pendent School District, nearly 80percent of students are classifiedin this category.

Since its founding in 2008,Undies for Everyone has alreadydonated 75,000 pair of underwearto Houston schools to combat theproblem.

According to Mike Nesbit,president of MW Cleaners, it’s aneed that is too often overlookedby the general public.

“Sometimes, we take the littlethings such as clean underwear forgranted,” he explained. “How-ever, everyone including childrenneed self-esteem and dignity. MWCleaners is in the image businessand we help people feel good inwhat they wear. Helping Undiesfor Everyone is just a natural ex-tension of our philosophy.”

Nesbit, who has been a part ofthe drycleaning industry for over30 years, is a past president of theSouthwest Drycleaners Associa-tion and the Greater HoustonCleaner’s Association and was re-cently elected to the board of di-rectors of the Drycleaning andLaundry Institute.

He started Nesbit’s Cleaners in1978 and built it up to include 22locations before selling it to MWCleaners in 2003.

As a lifelong industry veteran,Nesbit is a strong advocate forhelping the same local communitythat has supported his cleaningcompanies for decades.

“Our loyal customers give usthe opportunity to give back andget involved in projects that ben-efit so many, such as Undies forEveryone,” he noted.

In recent months, MW Clean-ers has participated in severalcharitable endeavors, including aFather’s Day tie drive with theSalvation Army of Greater Hous-ton to benefit the Harbor LightCenter.

In a span of about two weeks,the company received 13,000 ties.

“The outpouring of supportwas just incredible. I hope thecommunity will be equally as gen-erous with Undies for Everyone,”Nesbit said. “This will be our firstyear of doing it, but it’s a creativeway to give back and support thecommunity.”

In addition to dropping off un-derwear MW Cleaner’s Houstonlocations, new sealed undergar-ments may also be sent directly toUndies for Everyone at 1700 Bis-sonnet St., Houston, TX 77005.

For more information on MWCleaners, visit the company’s siteat www.mwcleaners.com.

More information aboutUndies for Everyone can be foundat www.undiesforeveryone.org.

MW Cleaners kicks offUndies for Everyone

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MIDATLANTICPAGE 32 / NATIONAL CLOTHESLINE / AUGUST, 2014

GRAFTON CLEANERS in Yorktown, VA, purchased a UniSecMS 402N cleaning machine from New York Machinery. Pic-tured are Jeong Seo (left) of UiSec USA and Mr. Jeon (right),the owner of Grafton Cleaners along with the plant manager.


New technology and enlight-ening educational sessions willboth be in full supply at Expo2014 hosted by the Pennsylvaniaand Delaware Cleaners Associa-tion this Fall.

Held at the Atlantic City Con-vention Center on Oct. 18 and 19,the event will feature a packed ex-hibit hall of all the tools dryclean-ers need to succeed in the future,from equipment and supplies tointangible qualities such as adviceand information.

The floor will be open from10 a.m. to 6 p.m. on Saturday and

from 10 a.m. to 4 p.m. on Sunday.Each morning of the show,

PDCA will feature plenty of edu-cational programming, startingwith compliance expert HenryParker of Safety and Environmen-tal Consultants on Saturday morn-ing. He will help cleaners learnhow they can avoid OSHA fines.

“A Fresh Look at Competingand Winning in the Marketplace”will be presented by JamesPeuster, whose work as an indus-try consultant helps cleaners es-tablish and grow pickup and de-livery routes.

Also on the itinerary is MaryScalco, CEO of the Drycleaningand Laundry Institute. She willupdate attendees on the currentstate of affairs for the association.

The second day of educationalsessions will feature KenUchikoshi, president of SankoshaUSA. He will discuss “How toMake Your Business Stand Outand Be More Successful.”

Don Desrosiers, founder of theTailwind System, will offer abright look at what lies ahead forthe industry with his program“The Future’s So Bright You’llNeed Sunglasses.”

In addition to the morning pro-grams, this year’s Expo will fea-ture free afternoon seminars tak-ing place on the exhibit hall floor,including a chance to Meet theExperts for question-and-answersessions.

Spotting expert Dan Eisen willalso be on hand in a seminar roomto help explain “New Technolo-gies in Stain Removal.”

To obtain hotel accommoda-tions for Expo 2014, contact thisyear’s headquarters hotel, theSheraton Atlantic City.

They will be offering a dis-counted rate of $164 per night forsingle/double occupancy for thosewho call (888) 627-7212 andmention their affiliation with theshow.

For more information or toregister, contact PDCA, (215)830-8495, or visitwww.pdclean.org. The site has afull prospectus and a detailed floorplan.

Full slate of educationalplanned for PDCA Expo

A two-day wetcleaning classand installments of its beginningand advanced drycleaning coursecomprise the upcoming scheduleof resident courses for theDrycleaning and Laundry Insti-tute.

The wetcleaning course willbe held on Sept. 11 and 12 and of-fer hands-on instruction coveringeverything from sorting loads tounderstanding how water affectsvarious fabrics and finishing pro-cedures.

The cost is $349 for DLImembers, or $249 for two or morestudents from the same memberplant. Non-members pay $449each.

Also coming up will be an of-fering of the association’s oneweek Introduction to Drycleaningclass from Oct. 13 to 17 followedimmediately by the two-week Ad-vanced Dry Cleaning course fromOct. 20 to 31.

For more information or toregister, contact DLI at (800) 638-2627 or visit them at www.dlion-line.org.

Wetcleaningclass next upat DLI school



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How shirts became a loss leaderSHIRT TALES


T here was an interestingsubject on an Internetforum a few months ago

in which I did not participate.It had to do with using shirtsas a loss leader.

I disagree with that philos-ophy completely and if I wroteabout that this month it wouldbe the shortest column thatI’ve ever written.

There are simply othertypes of garments that wouldbe better suited for the lossleader role, but I cannot thinkof one that works in the samemanner as milk does for thegrocery store or gasoline doesfor the convenience stores. Weare in a different type of busi-ness.

Still, I wonder how it gotstarted. I think that I know.

My paternal grandfatherowned a company called StarShirt Service in the ’50s and hesold it to my uncle in the ’60s.

Back then, the business ofwashing and pressing shirtswas quite a bit different than itis now. What is the opposite of“wrinkle-resistant”? Wrinkleprone, perhaps?

Cotton used in shirting back

then was really wrinkly. It wasreally not practical to iron thisat home. Bringing your shirtsto the shirt laundry was as rou-tine a chore as dropping gar-ments off at the drycleaner.

Drycleaners didn’t get intodoing shirts as much becauseit really was a different busi-ness. They cleaned clothes inmineral spirits and the laundrydid shirts and wet-washing inwater. A laundry truck wouldpick up your dirty laundry andreturn it to you wet so that youcould hang dry it on a clothes-line.

Things have certainlychanged. Shirt laundries aug-mented their business by do-ing shirts for some drycleaningshops. Consumers, I suppose,would be more likely to opt forcommerce with a drycleanerthat took in their shirts as well,saving them a stop at the shirtlaundry.

Sounds like good businessto me.

The shirt laundry probablygave the drycleaner a “vol-ume” discount. Although theircost to service the drycleaningshop wasn’t any less than the

costs they incurred for doingJoe Consumer’s shirts, the vol-ume was great for covering thefixed costs, so the discount wasworthwhile. The shirt whole-saler was born.

I presume that the only rea-

son that the wholesaler wouldbe motivated to lower his pricebelow the already discounted“volume” price would be toward off competitors.

Whenever you charge anyprice, for anything, you mustcontinually monitor how wellit fits into the marketplace. Ifyou have a captive market or asupremely unique product orservice, you can charge a pre-mium and make a better-than-average profit margin.

If you are high priced andcannot justify the reason for it(and sometimes, even if youcan), you leave yourself wide

open to competition.If, on the other hand, you

were super efficient, did agreat job and had rock-bottomoperating costs and pricedyour product to make onepenny per shirt, you would

never have a competitor, un-less you were asleep when amore efficient method camealong. Think WalMart.

So the shirt wholesaler hada captive market 50 to 60 yearsago because shirt units werenot for everybody.

But as soon as a localdrycleaner buys a shirt unit, heis liable to compete with you.He could market himself onquality or service, but if hemarkets himself on lowerprice, he will never fail to keepthat promise. He could dropthe ball on service, he could letquality slip, but promising acertain price is a very easypromise to keep.

Now the price of somethingthat should be going up beginsto go down.

This all began because ashirt unit wasn’t really adrycleaning shop product. Youcould easily be a drycleanerwithout having a shirt unit.These days, I doubt that’s atrue statement.

When my uncle owed StarShirt Service, he made a nickelper shirt. Pretty good marginwhen you realize that the retailcost to have a shirt washed andpressed was 20 to 25 cents. Ata 20 to 25 percent net profitmargin, it’s no wonder that theshirt launderer wanted tomaintain his volume level.

I think that the entire reasonthat shirt retail prices are lowerthan they should be is becauseshirts were not always adrycleaner’s problem.

Let’s pretend that toppersand leggers were not standarddrycleaning equipment. Yourplant has this equipment, how-ever, and you have a sandwichlegger and an operator that caneasily do 50 pants per hour.You pay this presser $12 perhour, so you figure that youcan do pants for 24 cents each,and perhaps you double thatfor cleaning and supplies andequipment costs. Let’s call it ahalf a dollar.

Do you see a pattern here?Does this sound familiar?

A local price war may com-

mence and someone is outthere doing wholesale pantsfor 99 cents. Maybe even 80cents! Hey that is a 60 percentmargin!

What’s wrong with that?(Now do you see a pattern?)

If this had happened, thecost to dryclean a pair of pantswould just now be sometimesover $3.

There are a myriad of prob-lems with this because some-one else may enter the pantswholesaling business whodoes not do 50 pants per hour,but wants the volume. He maycharge less than it costs him.(Familiar now?)

So I think that the more thatwe make our shirts part of ourroutine, the more we makethem as important as any otherpiece that we take in, the morethe price will move into linewith what it should be. Wecan’t treat them like a lossleader, a commodity or a step-child.

Years ago, a drycleaner wasconsidered upside down, oreven on a death spiral, if hedid more shirts than dryclean-ing pieces. Now, this is quitecommon.

How much sense can it pos-sibly make to do half (or more)of your pieces at a loss, just sothat you can get at the otherhalf?

“If you do what you alwaysdid, you’ll get what you alwaysgot!”

BY DON DESROSIERS

Learn from the Pro!James Peuster, The Route Pro, will lead morning andafternoon seminars at the California Cleaners Association’sshow in Long Beach, California on Friday, August 22.

The Evolution Of Routes: Split Happens!9 a.m.to Noon

This seminar is perfect for those who arestarting routes, dabbling or growing. The RoutePro will discuss the hurdles, road blocks andchallenges of route development, What does itlooks like to split a route, how and at what dollaramount?

Turning Potential Into Performance1 to 4 p.m.

This is for managers who can need help withinterviews, training and evaluating staff. If youstruggle with getting your staff to reach theirpotential-this is the course for you.

Register for either or both at www.fabricareshow.com.

Whether you are just ge�ng started,dabbling, striving or surviving, the Route Pro is your best route for success.

www.TheRoutePro.com (877) 377-6883

Don Desrosiers has been in thedrycleaning and shirt launderingbusiness since 1978. He is aw o r k -flow en-g i n e e rand amanage-m e n tconsult-ant whoprovides services to shirt laun-derers and drycleaners throughTailwind Systems. He is a mem-ber of the Society of ProfessionalConsultants and winner of DLI’sCommitment to Professionalismaward. He can be reached at186 Narrow Ave., Westport, MA02790 or at his office by fax(508) 636-8839; by cell (508)965-3163; or e-mail at [email protected]. TheTailwind web site iswww.tailwind systems.com.

Shirt retail prices are lower than theyshould be because shirts were not always

a drycleaner’s problem.



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SOUTHPAGE 36 / NATIONAL CLOTHESLINE / AUGUST, 2014


Union presents FiveDiamond awards tothree at SEFA show

Union Drycleaning Products recognized three of its dealers with itsFive Diamond Award for outstanding performance during the South-eastern Fabricare Association’s Southern Drycleaners and LaunderersShow in Jacksonville, FL, in June.

Jack Burnett, president of Union USA, and Vic Williams, the com-pany’s technical manager, were on hand to present awards to GulfStates Laundry Machinery of Alpharetta Georgia, Steiner Atlantic ofMiami, FL, and Equipment Sales of Tampa, FL.

Gulf States Laundry Machinery in Alpharetta, GA, was awarded the Five Diamond Awardfor outstanding sales performance. Jack Burnett (left), president of Union USA, is picturedwith Ben Prema, Bhavesh Patel, MJ Choi and Ann Kim of Gulf States, and Vic Williams, tech-nical manager for Union USA.

Union presented Steiner-Atlantic of Miami, FL, with the Five Diamond Award for outstand-ing sales performance in 2013. Pictured at the recent Southern Drycleaners and LaunderersShow in Jacksonville, FL, are, from left Jack Burnett and Vic Williams of Union, Mike Steiner,Jimmy Goulet, and Marvin Shankin of Steiner, and Steve Henley of Union.

Equipment Sales of Tampa, FL, received Union’s Five Dia-mond Award for outstanding sales performance in 2013. Pic-tured from left are Jack Burnett, president of Union, GaryNash of Equipment Sales, and Vic Williams, Union’s technicalmanager.


MIDWEST

IN THE BAG CLEANERS in Wichita, KS, installed a ColumbiaIpura cleaning machine. David Coyle (right), owner of In theBag, is pictured with Matt A. Lipman (left) of Columbia/ILSAand David Zimmeman, general manager of In the Bag.



The Midwest Drycleaning andLaundry Association has chosena historical hotel as the site for itsannual convention

The event is slated to takeplace on Friday and Saturday,Aug. 8 to 9, at the French LickResort located at 8670 W. StateRd. 56 in Indiana.

The hotel, originally estab-lished in 1845, was named asAmerica’s Best Historic Resort byHistoric Hotels of America and isconsidered an excellent place togetaway for a relaxing weekend.

While attendees will certainlyhave plenty of time for fun, therewill also be some time set asidefor drycleaners to learn somevaluable information, as well.

The association has invited JanBarlow, a past president of theDrycleaning and Laundry Insti-tute, to be the featured speaker atthe event.

Barlow is a Certified GarmentCare Professional, which meansshe has earned all three of DLI’scertifications: Certified Profes-sional Drycleaner, Certified Pro-

fessional Wetcleaner and CertifiedEnvironmental Drycleaner.

She is also the owner of Jan’sProfessional Drycleaners of Clio,MI, a Seal of Approval facility.

She is currently chairman ofthe Technical Committee on Tex-tile and Garment Care Processes,which is a dvision of the NationalFire Protection Association Inter-national, NFPA32. She overseesthe development of the standardsfor Class III solvent drycleaningplants.

In addition to Barlow’s ses-sion, titled “20 Responses to20/20,” MWDLA also hasplanned two evening social func-tions and a golf outing on Sultan’sRun Course in Jasper.

The golf tournament will be-gin at 10 a.m. on Friday and costeach player $75 for cart and greenfees.

The cost for full registrationpackages to the convention, whichdo not include golf outing fees, is$165 prior to Aug. 1. MWDLA isalso offering individual registra-tion packages for cleaners whoonly plan on attending certainevents.

For more information or toregister, contact the association(765) 939-6630 or visit them atwww.mwdla.com.

MWDLA plans Augustgolf outing, convention

The Michigan Institute ofLaundering and Drycleaning willbe helping drycleaners hone theirindustry skills in August and Oc-tober.

First up, the association willhost a training program for cus-tomer service representatives andwetcleaning on Monday, Aug. 11.

It will be presented by Joe DiMauro of ADCO in Traverse City.Those who attend will learn howcounter staff can make a positiveimpression on customers and addto the company’s bottom line.There will also be numerous toolsand tips on wetcleaning.

The cost is $5 for members and$20 for non-members.

Later in the year, MILD willreturn with a two-day seminarplanned for Oct. 10 and 11. It willemphasize advanced spottingtechniques and be presented byDennis Schmitt and Tom Swinkof Lindeman’s Cleaning.

They will bring a combined 60years of industry experience toteach attendees about fiber identi-fication techniques, chemical dryside spot removal, acid and alkalipH tests and much more.

The cost is $150 for MILDmembers and $350 for non-mem-bers. For more information, call(877) 390-MILD or visitwww.mildmi.org.

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BY JOHN GRAHAM

Most companies want to sup-port charitable and civic organi-zations and causes. At the sametime, the stream of donation re-quests can be overwhelming, par-

t i c u l a r l ysince no onelikes sayingno.

Plus, thep r e s s u r ecomes fromall sides.Customers,politicians,employees,friends and

associates. Everyone seems tohave a favorite charity. And busi-nesses are the most visible targetsfor support.

Making giving workLike any other aspect of a busi-

ness, when charitable giving isn’tmanaged, it goes out of control.To avoid this, here are five ideasto make in-kind and cash charita-ble contributions work for bothworthy projects and organizationsand your company.

1. The value of strategic giv-ing.

Making random donations is arecipe for disaster. With this typeof giving, your company is “lostin the crowd,” one of often hun-dreds of donors. Although mostbusinesses are concerned aboutthe number of checks they write

and the total amount of annual do-nations, they don’t assess thevalue of making random dona-tions, often considering it a busi-ness necessity.

While making a number ofsmaller donations may be neces-sary, there’s a more effective wayto benefit from charitable support,and that’s by treating it as you

would any other business invest-ment — doing it strategically.

One way to start is by forminga small group of employees thathas an interest in the company’scommunity support, starting bysharing with them the company’scurrent amount of cash and in-kind charitable support. You canpoint out that you want to be surethe company uses its resourceswisely when it comes to contribu-tions, just as it does with all itsfunds.

One of the most effective waysto accomplish this is by aligningyour business with a primarycharitable partner that reflectsyour company’s values and res-onates with your customers.

There’s an important step totake before making a commitmentand that’s vetting the potential

non-profit recipient to make sureit’s a responsible organization anda good fit.

Having found a good match,you may want to become its pri-mary sponsor so that when some-one thinks of “The Great KidsClub,” they think of you. Whenthis occurs, the charity becomesmore involved with your company

and you become more engagedwith it.

Your employee committee canhelp with this task by talking toand researching various organiza-tions and then evaluating the find-ings. In the process, these employ-ees become “ambassadors” bycommunicating their interest toothers in the company.

The committee may narrow thesearch to perhaps three possibili-ties and then meet with the em-ployees, share their findings, andthen have everyone vote on whichone that’s most deserving of thecompany’s support.

The organizations that are be-ing considered will undoubtedlywant to win your support and willmake an effort to put their bestfoot forward by indicating whatthey would do to help make the

company’s support as worthwhileas possible. Since these groupsknow the value of publicity, theywill let you know how they canuse public relations to carry yourcompany’s message to their mem-bers and the public.

2. Establish a written chari-table giving policy.

Since management is respon-

sible for every aspect of the busi-ness, that includes your donations.So, it’s up to you to put a processin place that lets you manage thecompany’s gifts effectively.

Your Charitable Giving Policymight include a statement aboutyour commitment to the commu-nity, the types of projects and or-ganizations you support, whenand how you go about making de-cisions, what you expect fromthose who are requesting a dona-tion, and the amounts of typicalgifts.

It’s helpful to have this postedon your website so inquiries canbe directed to it.

In addition to cash contribu-tions, think about how you canleverage in-kind services utilizingyour company’s resources, whichcan include giving your employ-ees the opportunity to take part incharitable projects and events,such as road races, serving oncharitable boards, tutoring schoolkids, helping to prepare and servemeals for those in need, transport-ing senior citizens and others toevents, along with dozens of otherpossibilities in the community.

Make sure you provide partic-ipants with career wear type cloth-ing that identifies your business.

Since tax deductibility is oneof the benefits of making charita-ble donations, you want to be surethat your gifts qualify. This meansa non-profit organization musthave been granted 501c3 status bythe IRS. Otherwise, your contri-butions will not be tax deductible.The laws are complex and bene-fits vary by corporate structure, sobe sure to consult with your ac-countant before proceeding witha major commitment.

3. Make your giving processknown.

Sharing how you go aboutmaking donations indicates thatyou take charitable and commu-nity support seriously. Always askfor written proposals so you’re to-tally clear about each request. Theemployee committee can reviewrequests and make recommenda-tions. Thank everyone making re-quests immediately, letting themknow your process or telling themthat the request is outside yourcharitable focus.

Then, prepare a plan for mak-ing known your giving policy toemployees, customers and thecommunity through your market-ing and sales efforts. Don’t be shy

about it. You want charitable or-ganizations to make their needsknown.

4. Build a relationship withyour giving partners.

Sending a check can be mean-ingful, but taking a sustained in-terest in a charitable organizationis even more valuable and sends aclear message that your company

really cares.By “getting involved,” you and

your employees will find ways,other than giving money, to be ofhelp, such as providing manage-ment advice, bringing a new voiceto agency issues and plans, etc. Inother words, by becoming a valu-able resource.

Today, the talk is all about“partnering.” Many times, it’s justanother use of meaningless cor-porate jargon. However, you cangive genuine meaning to “partner”by making it your goal to act likeone.

5. Create your own non-profit.

At some point you may wantto take yet another step in com-munity support by setting up yourown non-profit. This requires go-ing through the process of obtain-ing 501c3 status from the IRS. Inthis way, you can make requestsfor support that are tax deductiblefor those causes you feel best rep-resent your business values.

By managing the growth ofyour corporate responsibility pro-grams, your business can play aneven more effective role in help-ing to meeting community needs.

Needless to say, this view ofcharitable giving won’t makemuch sense to those who believethat a company’s donations are amatter that rests in the hands ofthose who run the business andwho literally “hand out thechecks.”

However, in a time of ever in-creasing “transparency,” more andmore customers want to be confi-dent that the companies they dobusiness with have a genuinesense of community responsibil-ity.

To put it bluntly, customers seethrough pompous, self-servingbusiness behavior. They want tobelieve that companies they dobusiness with are motivated tomake charitable donations out ofa genuine commitment to thequality of life in the communitiesthey serve.

John Graham of GrahamCommis a marketing and sales consult-ant and business writer. He pub-lishes a free monthly eBulletin,“No Nonsense Marketing &Sales.” Contact him by email [email protected] or by phoneat (617) 774-9759 or visitwww.johnrgraham.com.

Give, but give wisely

Making charitable donations

John Graham

Making random donations is a recipe for disaster. With this type of giving, your company is “lost in the

crowd,” one of often hundreds of donors.

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Tuchman Training System’s National Management Cost Groupwas hosted by Colvin Cleaners in Buffalo, NY, June 18-20.Founded by Sid Tuchman, TTS continues to be a leader in definingthe industry. The group toured the Colvin Cleaner operation, visitedWatson’s Candy Factory, Russell’s Grand Hotel and heard presen-tations by the owners on customer service.

Professor Harold Starr from the operations and managementdepartment at the University of Buffalo Business School and authorof Chicken & Pigs, Business Models and Competitive Strategy de-livered the conference keynote. The group welcomed a new mem-ber, Dave Coyle of In The Bag Cleaners in Wichita, KS.

TTS will next meet in San Francisco in October.


Kermit Engh has joined Methods for Man-agement as managing director. He entered thedrycleaning industry 22 years ago in Omaha, NEand has been a member of MFM for 18 years.

In his new position, he will share his back-ground in creating, acquiring and merging busi-nesses, in addition to his expertise in plant designand layout.

His drycleaning companies, Fashion Cleaners,Omaha Lace Cleaners, and FRSTeam by Fash-ion Cleaners, provide care for retail, route, hotelvalet, commercial, fire restoration and bridal serv-ices.

Together with his daughters Courtney Engh andAudra Gude, he keeps the companies on top of thelatest industry trends and innovations. Under hisdirection, his company’s main production facilityrecently earned an Outstanding Renovation awardfrom American Dry Cleaner.

He is a member of numerous industry organiza-tions, including the Drycleaning and LaundryInstitute, and has served as the president of theAssociation of Wedding Gown Specialists for thepast seven years. He sits on the Advisory Board ofthe University of Nebraska at Omaha College ofBusiness as well as several Omaha charities.

Amy (Jordan) Bartlett has joined Fabritec International as achemist in research and development. She earned a bachelor’s de-gree in chemistry from Miami Uni-versity in 2006 and has worked inquality control, research, and projectmanagement in the pharmaceutical in-dustry.

She is the third generation of herfamily at Fabritec. Al Jordan beganFabritec in 1977 and John Jordanwas appointed president in 1990. Shelooks forward to carrying on the fam-ily business and is eager to learn thefabric care industry, from the manu-facturing and customer service to theprocessing of the Fabritec drycleaning system.

Fabritec is a Kentucky-based manufacturer of professionaldrycleaning, wetcleaning, laundry, spotting, and restoration productsunder the Sanitone, Fabritec, and Stamford names.

More information on the company is available on its web site,www.fabritec.com.

The TTS group pictured in front of Colvin Cleaners in-cludes, in back from left, Gary Futterman, Flair Cleaners;Peter Bergmann, Bergmann Cleaners; Chuck Haddox, MWDry Cleaners; Kevin Houston, Crest Cleaners; Dave Coyle,In The Bag Cleaners; Bruce Squires, Martinizing Green-Earth; Rick Kirksey, Munro Dry Cleaning; and DrewSinger, Flair Cleaners. In front are Paul Billoni, ColvinCleaners; Ellen Rothmann, TTS; Marvin Spanier, MW DryCleaners; Gary Fine, Parker Cleaners; Chris Billoni,Colvin Cleaners; Tiffaney Slaughter-Taylor, Munro DryCleaning; Jana Janssen, Martinizing GreenEarth; CyndeeBilloni, Colvin Cleaners; and Erica Billoni, Colvin Clean-ers. Not present for the photo were Sid Tuchman alongwith representatives of members Citywide Cleaners, High-land Cleaners, Martinizing-Gratiot and Sparkle Cleaners.

Two employees of ZengelerCleaners recently picked thesame day to retire following along career with the family-owneddrycleaner.

Barbara Geske, manager atZengeler Cleaners’ Peterson Roadstore, and Carol Hartnett both“called it a day” on Monday, June

30, after the two wrapped up acollective 30 years with the com-pany, all at the same location.Their retirements were announcedby Tom Zengeler.

Hartnett joined ZengelerCleaners in 1998, shortly after thePeterson Road store opened. Shehad previous experience in the

drycleaning business, havingworked at Mundelein Cleaners be-fore joining the Zengeler family.

Geske joined the PetersonRoad team two years later, in May2000, where she served as man-ager for the past three years.

Zengeler Cleaners held a re-tirement celebration for the twoon July 1 with co-workers joiningin the festivities, exchanging sto-ries and fond memories of work-ing together for so many years.The evening was capped off witha presentation by Tom Zengeler,the company’s president, alongwith certificates of appreciationfor the long-term employees.

“Zengeler Cleaners extends ahuge thanks to Barb Geske andCarol Hartnett for their years ofdedicated service at our Liber-tyville store,” said Zengeler.“Barb and Carol are two great ex-amples of how familiar faces canhelp build customer loyalty. TheLibertyville community has beenvery good to Zengeler Cleaners,due in large part to our many long-term employees at our PetersonRoad location.”

NEWSMAKERSPAGE 44 / NATIONAL CLOTHESLINE / AUGUST, 2014

Carol Hartnett (left) and Barbara Geske (right) retired onthe same day after a collective 30 years of service at ZengelerCleaners.

Xeros has announced that its rollout plan for its ultra-low waterlaundry system is on track and the majority of Xeros ecologically-sus-tainable laundry systems have been sold into the top five hotel groupsin North America — IHG, Hilton Hotels, Marriott International, Wyn-dham Hotel Group and Choice International.

In the U.S., hotels use approximately 2.3 billion gallons of waterper month to launder linens. Xeros said its laundry system can reducewater usage by up to 80 percent through the use of polymer bead tech-nology. These savings are approximately the equivalent of one month’swater consumption of every household in Sacramento, California.

While using up to 80 percent less water the system also uses up to50 percent less energy, and approximately 50 percent less detergent,Xeros said, adding that it can deliver superior cleaning results as com-pared to traditional “soap and water” methods.

By combining the beads’ molecular structure with a proprietary de-tergent solution, dirt from soiled items is attracted and absorbed by thebeads. The reusable beads have a lifespan of hundreds of washes beforebeing collected and recycled for reintroduction into the polymer supplychain.

The Xeros system was on display at last year’s Clean Show and thismonth attendees at the California Cleaner’s Association’s Long Beachshow will have an opportunity to learn more about the technology at aSunday afternoon program with Xeros North American PresidentJonathan Benjamin who will tell why he believes it will be a “revo-lution in cleaning.”

Computer System for drycleanersUsed systems

from $950.New windows

systems from $1995.847-526-1999

Visit these advertisers’ web sites! Links to all are listed at www.natclo.com/ads

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Newhouse SpecialtyCompany, Inc.

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Without-A-Trace: Chosen the best inthe U.S. by the Robb Report. Guaran-teed 10-day turnaround. Over 50 yearsexperience. Experts in silk, knits,French weaving and piece weaving.For more information, please view ourweb site: www.withoutatrace.com.3344 West Bryn Mawr, Chicago, IL,60659. 1-800-475-4922

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Independent sales reps wanted.Large territories available. High com-missions paid. Covers and pads directfrom the manufacturer. ZellermayerCorp., 800/431-2244 or [email protected]. 7c

August, 2014 Submit requests by October 30, 2014

A.L. Wilson ...................................14AirWorld Press Pads ....................18Cleaner Business System............29Collarite ........................................43Columbia/ILSA .............................27Consorzio Unimatic ......................22PDCA Expo ....................................9Dave Coyle Consulting.................43DCCS .............................................7DLI................................................17European Finishing ......................28EZ Timers.....................................22

Fabricare Manager.......................33Firbimatic......................................41Forenta .........................................23Frankford Machinery ......................3Gulf States Laundry Machinery ....11Hercules Machinery......................11Iowa Techniques...........................44Ipura .............................................30IWA...............................................37Laundry Owners Mutual ...............19Liberty Computers........................36M & B Hangers.............................25

Mustang Enterprises ......................8NIE Insurance ................................5North American Bancard ..............42O’Mara Brothers...........................10Pariser Industries .........................26Parker Boiler ................................47Permac Parts Depot.....................24R.R. Street & Co. Inc. ..................39Renzacci.......................................35Route Pro .....................................34Royaltone .....................................43Sankosha ...............................13, 38

Sigma Plastics..............................15SPOT............................................21Steiner Atlantic ...............................3Sterling Dry Cleaning Consulting .43Tailwind Systems..........................20Trevil America...............................48Union ...........................................32Unipress ...................................2, 45UniSec USA .................................16Veit ..............................................40YAC Japan ...................................31ZeroWaste....................................12

To receive more information about the companies, products and services in this issue, circle the name ofthe company and fax this form to (215) 830-8490 or mail it to National Clothesline, PO Box 340, WillowGrove, PA 19090-0340. You can also send your request via e-mail to [email protected].

Name ________________________________________________________________ Company _______________________________________________

Address _________________________________________________________________City _______________________ State _____ Zip _____________

Phone ________________________________________ E-mail _________________________________You must include your phone number

Destroys:• Smoke Odors• Pet Odors• Food Odors• MildewRemovesOdors From:• Clothes• Rugs• Drapes• Furniture

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Expanding? Consolidating? Reno-vating? Relocating? We provide cost-saving plant layouts. Visitwww.drycleandesign.com. Email: [email protected]. Phone618/531-1214.

Index of Advertisers

Vending Machine Sales since 1960.For you employees. Also start a sec-ond income for your family. Place ma-chines near your business and grow.100% financing. Phone 800/313-1821.www.vendingpriceline.com. [email protected]. tfc

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Since 1919 Parker boilers have been

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