More than keeping things clean

As the jansan industry has expanded, so, too, has Waxie Sanitary Supply—and they're always looking for a few good drivers

By Joe Nowlan, Associate Editor -- Industrial Distribution, 10/1/2006

Some people may ponder the jansan or janitorial industries and still think primarily of trash pick up or cleaning equipment. But the definition has expanded a lot over the years and, as a result, the industry itself has grown considerably.

“In the 30 years I've been here, we've gone from having 70 employees to close to 700. Every year's been a bit better than the previous year,” says Harry Babb, vice president of operations & IT for Waxie Sanitary Supply, Inc.

Waxie is based in San Diego with 15 locations throughout the Western United States. It has been in operation for more than 60 years.

While Waxie certainly carries a lot of the traditional, almost stereotypical janitorial items (“We're in everybody's restroom, so to speak,” laughs Babb), much of its growth has been in other, more diverse areas. Products like wet/dry vacuums, mercury disposal systems for recycling, and hard-floor maintenance equipment are among the items that Waxie sells. In addition, many newer cleaning products feature more powerful but harsh chemical ingredients.

For example, many chemicals and related products that Waxie distributes require specific training both in terms of their proper use as well as proper storage, Babb says. With certain potentially hazardous chemicals, workplaces are required to adhere to the “right to know” law.

“You have the right to know what is in your building as far as chemical hazards,” he explains. “Some of the chemicals we sell are corrosive. Some might be acids. But still, people have the right to know if there are carcinogens in them, for example. What are the [potential] health hazards they are exposed to in the office?”

As a result, training for new employees, as well as for veteran staffers, is ongoing. Waxie also realizes that it is dealing with a better– educated customer base than ever before. And they take the time and expense to add to that education by including customers in their training sessions.

“We provide seminars and training for our customers. Some of them are done bi-lingually. We've done them in Spanish, even a few in Russian. It's a necessary process and it will probably continue to grow,” Babb says.

Like many successful distributors, Waxie has grown by getting things delivered on time to their customers. But getting and keeping good truck drivers who deliver materials on time has become an ongoing challenge, Babb says. For one thing, given the hazardous chemicals that Waxie trucks sometimes carry, not just any competent driver can jump behind the wheel.

“All our drivers have to have Class B commercial licenses,” Babb explains. “They have to be Department of Transportation certified. If they are carrying hazardous chemicals, they have to know what to do if there's a spill. They are a very valuable commodity, and if you get a good one, you have to pay them.”

Another axiom that has served Waxie well is its selling philosophy. It emphasizes getting the right product. Waxie does not sell on price alone, Babb explains.

“If it's not the right product for the job, you're better off walking away [from the sale],” Babb says. “Don't try to sell price. Sell the right product.”