Even casual observers of the jansan industry realize its products have evolved more rapidly than perhaps any other business or product line.

Environmental considerations—“going green”—have resulted in the development of new products that must adhere to strict regulations. Chemicals need to be clearly listed on containers and the storage or disposal of these products must be done more carefully than just a few years ago.

Technology has also had an impact. Perhaps technology may not be the first word one associates with janitorial supplies—but think about it. Aren't most of the public restrooms you go into these days featuring touch-less towel dispensers and soap dispensers?

Adam Kestin, vice president of national sales and distribution for Ultimate Sanitary Supply in Springfield, N.J., has seen his company keep up with the changes.

“Business is growing every day,” Kestin says. “We have no complaints. We're rocking and rolling.”

Ultimate Sanitary serves a diverse group of customers, he explains, including retailers, catering and food service companies, sports arenas and stadiums, and hotels and general hospitality companies. Most are heavy users of touch-less systems as well as the latest green products, which have jumped to the forefront of the jansan industry, he explains.

“There's obviously an environmental impact we're all conscious of,” Kestin says. “[For example], the state of New York has passed a law that all public school institutions must buy green. We're starting to see that filter into the private sector and become more prominent. We've positioned ourselves to be able to bring these solutions to our customers.”

General, all-purpose cleaners are among their top green sellers, Kestin says. It has also become more common for customers of these cleaners to utilize one product for multiple applications, he explains.

“The challenge is that green-certified products aren't nearly as strong as the non-certified products. For daily cleaning, the green products are a good fit,” Kestin explains. “But from time to time you have to utilize something that is a little stronger to get a certain job done.”

Staying up on new product developments requires a lot of training or “refresher training,” as Kestin describes it. He adds that many of his suppliers help provide that training so everyone can stay up to date.

Ultimate Sanitary does some business via its Web site but knows where its bread and butter come from.

“We do a fair amount of business on the Web, but we're definitely a brick and mortar business, [rather than] a Web business,” Kestin says.

For all the technological and chemical developments that have changed his business, though, Kestin is quick to point out that the key reason for Ultimate Sanitary's ongoing success hasn't changed.

“This business in general is relationship-driven. Our networking and relationships have helped drive us,” Kestin says. “There are all these seminars and books out there, but the bottom line still is how you interact with your clients and customers and how you're going to provide a service on a daily basis. Be in the know as far as new offerings and products and try to get the job done faster, better and cheaper.”