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How to go from grilling to engaging the customerMeeting-Client

Consultative selling is one of the most powerful selling techniques cleaning-industry distributors and account representatives have available to market their products and services.

According to Michael Wilson, Vice President of Marketing for AFFLINK, developer of the ELEVATE® system, consultative selling can be defined as: An exchange of information in which the salesperson uncovers an understanding of a facility's needs and helps the customer select products and services that will address those needs.

However, Wilson says many customers don't know exactly what their needs and challenges are, which can make the process difficult. "This means the salesperson must ask questions. But there's a right way and a wrong way to do this", states Wilson.
Rentokil Initial awarded The Queen's Award Rentokil

Rentokil Initial plc has been awarded The Queen's Award for Enterprise for Innovation for its RADAR and Pest Connect system, in recognition of its leadership position in product and digital innovation for commercial pest control.

The Queen's Award celebrates enterprise and business excellence and is the UK's highest accolade for business success. A five-year Grant of Appointment is awarded to recipient companies.

The Rentokil RADAR (Rodent Activated, Detection And Riddance) device is a revolutionary rodent trap for use in professional pest-control services (customers include food production, restaurants, offices and other industries) that features a unique combination of infra-red technology and fast-acting CO2
instead of traditional poisons.
City of Joburg insources 1 400 former contract workersJohannesburg Mayor Herman Mashaba announced in April that the City will insource 1 400 workers who were formerly employed under the municipality's Jozi@Work programme.

"Contract workers to be insourced form part of a group who lodged along-standing employment dispute with Pikitup," Mashaba said.

"While we are only able to accommodate 1 400 of the total
3 000 former employees, consisting of both Jozi@Work and 2 010 contract workers, due to budget constraints from Pikitup, it must be noted that the issue is not with the number of people employed.

Rather, our main priority is ensuring that fair remuneration and dignity is provided to these contract workers."
Tennant Company to introduce robotic floorcare machines Tennant

Tennant Company, a world leader in designing, manufacturing and marketing cleaning products and solutions for maintaining surfaces in industrial, commercial and outdoor environments, announced in April that it will launch its first autonomous floorcare machine capable of operating in complex, real-world environments without direct operator control.

The first Tennant autonomous solution is expected to be available in North America in 2018 on the T7 floor scrubber with further expansion into global markets and additional models to follow.
Get ready for the next 50!Tork Logo

This year marks a special year for Essity's professional hygiene brand Tork as it celebrates its 50th anniversary. Tork has a proud history of innovations.

From the very beginning, with the launch of their disposable wipes to data-driven cleaning software, the company has been passionate about helping customers improve their businesses.

In close partnerships with customers, Tork has grown into a global leader in professional hygiene. It all started in 1968 with the launch of the 'All-Tork' wipe – the first disposable wipe designed to replace rags.

It was the beginning of a journey of innovations that would set new standards in the professional hygiene market.
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Concrete floor care 101Concrete Floor

Concrete has become one of the go-to options for industrial and business flooring because of its versatility and durability.

This is especially true when concrete is compared to other flooring options like carpet or tile.

Concrete floors do require maintenance to retain their appearance, especially if they are subjected to heavy foot traffic in commercial or retail applications.

A concrete floor can be surfaced in numerous different ways, with options ranging from different colouring to stamping patterns, to just polishing and sealing.

The article offers a closer insight on how you should go about caring for concrete floors with different surface finishes.
Entrepreneurial success celebrated Property Point

Twenty-one thriving small businesses have graduated from the rigorous two-year incubation programme offered by Property Point as part of the enterprise and supplier development initiatives of South African real-estate leaders Growth point Properties and Attacq.

Together these successful graduating small and growing businesses have created 1 122 jobs, gained 135 new clients and accessed contracts valued at over R271 million.

In this time, it has created 2 066 full-time jobs and R865.6 million in procurement opportunities generated for the 130 SMEs that have participated in its two-year incubation programmes.

These small businesses have reported 43 percent growth in revenue.
Save lives: Clean your handsClean Your Hands campaign

Every year the World Health Organization (WHO) SAVE LIVES: Clean Your Hands campaign aims to bring people together in support of hand-hygiene improvement globally and this year World Hand-Hygiene Day was celebrated on 5 May.

The WHO urges ministries of health, health facility leaders, IPC leaders, health workers and patient advocacy groups to take action on hand-hygiene.

In addition, the WHO also invites healthcare facilities to join the global campaign to demonstrate ongoing commitment to hand-hygiene and infection prevention and control (IPC).

In celebration of the Clean Your Hands campaign and in order to help raise awareness of the importance of hand-hygiene, African Cleaning Review takes a closer look at hand-hygiene compliance, use of smartphones in washrooms and asset tracking in healthcare facilities.
New GCE showroom offers enhanced multi-brand demo facilityGCE



Towards the end of March Goscor Cleaning Equipment (GCE) officially opened its brand new ultra-modern showroom at its head office in Edenvale, Johannesburg.

A key feature of the new showroom is that the refurbished floor surface comprises of various materials, from carpeting to hardwood, tiles, vinyl, laminate and concrete, for the purposes of 'live' demonstrations on different surfaces.

"We have invested a lot of time and resources in the new facility to provide our staff with improved training facilities and to be able to showcase our broad product range to clients on the diverse surface types," said GCE National Sales Manager Pieter Esterhuizen.

The GCE team also unveiled the T500 – one of the latest auto-scrubber machines in the Tennant range of floorcare equipment.

Some of the other leading cleaning-equipment brands showcased are MAER, GHIBLI, Delfin, Kaivac and Green Machines.

For more information visit:
Kärcher presents autonomous cleaning in AmsterdamKarcher KIRA

Cleaning-equipment manufacturer Kärcher presented several innovations at the company's stand during the Interclean Amsterdam during May.

Arguably, the star of the 2018 stand was the first robot model from the new product series 'KIRA' (Kärcher Intelligent Robotic Applications).

The autonomous scrubber dryer KIRA B 50 can be used economically even on small areas.

It is able to autonomously accomplish its specified cleaning tasks and then move to its docking station if necessary to reload the lithium-ion batteries, fill up with fresh water, and discharge dirty water.

The KIRA B 50 was declared the overall winner of the Interclean Amsterdam Innovation Awards.
Welcome to
African Cleaning Review

African Cleaning Review is the continent's only
dedicated hygiene, cleaning and facility maintenance trade magazine, published by
e-squared publications for more than 18 years.

African Cleaning Review is published alternative monthly together with an annual Buyer's Guide and distributed to end users, building service contractors, multi-service providers and other key institutional sectors including government, healthcare, education, retail centres, hospitality, food processing, industrial and commercial cleaning, architects, quantity surveyors, property owners, facility management and general manufacturing.

African Cleaning Review is supported and endorsed by all major industry associations, is a member of the world-wide cleaning industry association (ISSA) and currently distribute magazines to subscribers in South Africa, Namibia, Zimbabwe, Botswana, Angola, Zambia, Kenya, Mozambique, Tanzania, Nigeria and the Seychelles.

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Ensure you receive your own copy of the only Pan African Hygiene, Cleaning, Maintenance, Pest Control, Laundry and Facility Management Services publication.

Subscriptions include a copy of the annual Buyer’s Guide!

Creating a joint global platform for the cleaning industry ISSA_Logo

ISSA, the worldwide cleaning-industry association, and Afidamp FAB, the Italian trade association for cleaning industry manufacturers, have announced a new partnership focused on jointly developing and executing go-to-market opportunities for their members and the industry at large on a global scale.

This new collaboration is one step in a larger international-expansion strategy for both associations. Under the joint project, ISSA and Afidamp will co-own the existing Pulire family of events, both exhibitions and educational events, as well as develop new options to help connect members and share knowledge across the worldwide cleaning industry. "ISSA's goal is to increasingly help our members where they need it, globally, with an expanded set of go-to-market options," said ISSA Executive Director John Barrett.
ISSA announce keynote speaker for SA Summit Lynn Baker

The very first African ISSA Executive Summit aimed at the professional cleaning and hygiene industry is set to take place in Cape Town on 6 September 2018.

During May ISSA, the worldwide association for the cleaning and hygiene industry, announced Lynn Baker as the keynote speaker. Baker is a certified world-class speaking coach with vast experience who developed an Executive Presence model to drive customer experience.

She aims to assist delegates to define the difference between customer service and the customer experience. Delegates to the Summit will learn the 6 key demands of today's savvy customers and how to increase sales and strengthen customer loyalty through a better customer experience.

On the day Baker will also present a Master Class on Customer Journey Mapping during 'deep-dive' sessions. Her presentation to management audiences cuts through the clutter and provides the key drivers of creating a successful customer experience strategy.

For more information or to book your seat contact:
UV-Disinfection robot to increase patient safetyRobi-X

It has been reported that each year approximately 50 000 Danes experience hospital-acquired infection (HAI) during hospitalisation and an estimated 3 000 people die from infection-related complications.

For Denmark, that results in USD 162 million of preventable annual expenses. The numbers are much higher for the USA – USD 30 billion and USD 600 -million for Australia.

With variable sources of infections there is a great need for effective disinfection processes. With this in mind, Blue Ocean Robotics and leading university hospitals in Scandinavia cooperated in the RoBi-X Partnership in creating a new disinfection solution, theUV-Disinfection Robot.

The UV-Disinfection Robot is a mobile robot that can drive autonomously while emitting concentrated UV-C light (short-wave length ultraviolet light) onto pre-defined infectious hotspots in patient rooms, ORs and other hospital environments.
PTC best practices workshop held in AlgeriaWorkshop Algeria

In April the Algerian company Pressing Belaroussi and CINET, the international umbrella association for professional textile care (PTC) organised a Best Practices Workshop PTC Algeria at the Hotel Du Val in the capital Algiers.

Attendance to the northern African country's event consisted of some of the most important stakeholders in the Algerian PTC market, owners of laundry companies, suppliers' representatives and hotel industry managers.

The presentations mainly focused on the following major topics: an overview of the best practices in PTC (retail and industrial laundry) by Peter Wennekes, President & CEO of CINET, followed by a presentation of the Algerian market's current status and challenges for the local industry, by Faycal Belaroussi, CEO Pressing Belaroussi, Algeria.

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