Welcome to the October edition of Marketing 360. We recently sat down with Corinne Zudonyi, Editor-in-Chief of Sanitary Maintenance, Facility Cleaning Decisions and Contracting Profits magazines for her perspective on the state of the cleaning industry today. Here are her thoughts and observations. Corinne Zudonyi Editor-in-Chief Sanitary Maintenance, Facility Cleaning Decisions, Contracting Profits What's top of mind with distributors, BSCs and facility cleaning managers right now? Like most of us, COVID-19 is dominating everyone's time. Everyone is talking about COVID and taking things one day at a time. For example, distributors are definitely keeping a very close eye on supply chain challenges. They are working with both vendors and customers to provide alternative products, equipment, and process solutions, but there are definite challenges. Distributors are also finding themselves in far more consultative situations. Many are hosting regular calls and Zoom chats to discuss cleaning procedures and training tips that will help reopen facilities quicker. As for BSCs, the pandemic definitely kicked off a strong year. Everyone was focused on cleaning and many BSCs were quick to customize their services to meet pandemic needs. Like distributors, BSCs are serving as consultants to their customers looking to reopen safely. In-house cleaning managers haven't dodged COVID either. Many find themselves with a seat at the table and part of reopening discussions, which is great, but they are facing staffing challenges. Many facilities furloughed staff to offset when business started to decline. In-house departments also express the most concern over supply chain issues. Many of the products and equipment on backorder they deem necessary to re-open their facilities safely. What are they looking for from their suppliers? They're looking for help, from anywhere they can get it. And they don't have time to seek it out, so the more visible you can be and the more you can vary up your message and platform, the better. This year, I've noticed a significant amount of "new" suppliers targeting our commercial cleaning industry. They're offering products, equipment and services that are far less traditional than I've ever seen in my 15 years with the magazines. Our readers are looking for solutions to their problems and they're willing to listen to anyone who steps up to help. If it sounds like they are desperate, that's probably true. They are dealing with a virus that they've never seen before. And the supply chain challenges haven't made their job any easier. Has the pandemic brought about any opportunities? Yes, definitely. For example, the emergence of new products and manufactures has resulted in more options for many of our readers. But if there is any benefit from the pandemic, it's that cleaning has become top of mind for facility executives. Decision makers who have traditionally pulled tight on cleaning purse strings are loosening the rein a bit. Readers are experiencing temporary budget increases and the freedom to explore any and all products and equipment that will result in safer facilities. With a goal of reopening businesses as soon as possible, and staying open for the long haul, cleaning professionals have been given some leeway. With the focus on cleaning, our readers are finally being recognized as the experts they are. Many are finding their seat at the table when it comes to big-picture planning. And the hope is that they'll keep that seat well after this threat has passed. Our editorial team knows the commercial cleaning industry inside and out. As a result, our media really connects with the audience you want to reach. Audience engagement with our print and digital products is at an all time high. Do you want to learn more about our cleaning industry research and upcoming marketing opportunities? Contact me, Rob Geissler — rob.geissler@tradepress.com, 414-228-7701 ext. 461 We are Your Connection to the Commercial Cleaning Market © 2020