“Improving Route Performance” is a sequence of three webinars initiated by the TRSA Industrial Services Committee. In each webinar there will be certain topics addressed that will be eye-opening; i.e., how can we all provide a better service, add services and products and make sure that our customers know what we all can offer. The three webinars are

• Uniforms
• Facility Services
• Route Efficiency

In this second webinar, linen and uniform service veteran Jay Rasmussen, VP, sales, Balfurd Linen Service, Tipton, PA, will present his concepts for adding value to customers as the means for growing facility services revenue. The former AmeriPride Services GM, regional director and senior VP espouses a 3-step process:

• Establish ownership/responsibility: who is best to review current strategy, decide what help is needed and keep the effort organized?
• Culture change: what such change is needed, who will lead and manage it?
• Follow a plan: what is the timetable and pricing strategy, who is responsible for initiating service to customers

Experts dedicated to selling various facility services products will join Jay on the webinar to cite examples from their careers of how they worked with linen and uniform services in taking these steps. Panelists will include:

• Karen Harrington, corporate accounts director, GOJO Industries, Akron, OH
• Mark Julo, Vice President of Sales & Marketing, Golden Star Inc., Overland Park, KS
• David Watterson, VP, field and international sales, M+A Matting, La Grange, GA

Concepts presented will increase your focus on sales growth of items including:

• Dust control
  • Logo mats
  • Standard mats
  • Mops
  • Wipers
• Adding supplies:
  • Paper
  • One-way items
  • Batteries (and return of batteries!)
  • Lighting (lamps) and return of broken lamps
• Restroom items:
  • Scheduled delivery soap
  • Roll towels
  • Air freshener