Since 1980, SSWA has been a leading professional association for wholesalers and manufacturers of cleaning and maintenance products. Our members understand the economics of using wholesalers for more efficient and effective distribution. Our primary purpose is to help distributors of sanitary supply and maintenance products profit by association with SSWA members.
- The Sanitary Supply Wholesaling Association is a professional trade association whose global members are cohesively working together to advance wholesaling through partnerships and common goals.
- We develop and provide services that anticipate the changing needs of the market place.
- In everything we do we will maintain high standards and integrity.
We are a small, focused group comprised of approximately 45 manufacturers and 25 wholesalers, interested in how to best optimize performance and service for distributors in the sanitary supply channel.
We are guided by the following objectives for all channel partners and seek to provide transformational learning opportunities in the educational and networking programs we offer:
- Profitable Growth
- Improved Efficiency
- Emerging Trends
Economics of Wholesaling
Why Should Distributors Use Wholesalers?
What Distributors Want… SSWA Wholesalers Deliver!
- Lower Inventory Costs
- Increased Cash Flow
- Faster Deliveries
- Quicker Inventory Turns
- Improved Fill-Rate Economics
- More Value-Added Services
The cost to distribute less than truckload orders is rising. Manufacturers must either raise prices or raise minimum order requirements to stay competitive and profitable.
WHOLESALERS and the services they provide:
- Instant Product Availability
- Improved Cash Flow
- Faster Inventory Turns
- Greater Return on Investment
- Sales Growth
- Quicker Deliveries
Wholesalers Help You Profit
|Direct||Wholesaler||How It Works|
|Average Order Size||100 Cases||25 Cases||ROI=GP% x Inventory Turns|
|Average Cost/Case||$25||$28||For each dollar you invest|
|Inventory Investment||$2500||$700||in inventory|
|Weekly Sales||25 Cases||25 Cases||you will make a return|
|Turnover Time||4 Weeks||1 Week||of $8.32|
|Inventory Turns||12||52||if you buy from|
|Gross Profit||25%||16%||a Wholesaler.|
This example shows that over a one year time period, if you invested $36,400 in inventory from a Wholesaler, you would receive a return on your investment of $302,848! If you purchased the same amount of product direct from a Manufacturer, your annual investment would be $30,000 and your ROI only $90,000. By purchasing from the Wholesaler, you will receive triple the return of buying direct, which will add more cash to your business.
Scholarship Award Opportunity
SSWA has established a designated Scholarship Award with ISSA, exclusively for SSWA member employees and their family members. College students of members in good standing can apply for a $3,000 Scholarship Award at www.issafoundation.org (deadline to apply: March 1st).
Eligibility for receiving this award is based upon the applicant being a college student or a student pursing an advanced degree. The individual must be related to an employee or owner of an SSWA member in good standing.
It is our hope that the membership will see fit to assist in the on-going funding of this worthy endeavor. Contribution opportunities are available with Dues or Conference Participation, or contact firstname.lastname@example.org for more information.
>> Download this information sheet to post in your office and notify employees of this valuable opportunity!
2016 SSWA Scholarship Award Recipient
Katie Kershaw will be attending Rhode Island College in the fall to major in secondary education with a concentration in history. Katie has been playing violin for 8 years with her school’s orchestra and also played with the All-State Orchestra and the Rhode Island College Symphony Orchestra. She works at Rhode Island Fast Ferry selling tickets and regularly babysits. She was also a member of the Rhode Island Honor Society. (Katie’s father, Daniel, is an employee of Callico Distributors in Taunton, MA.)
2015 & 2017 SSWA Scholarship Award Recipient
Mia Innamorato is a very driven and hardworking young woman. Mia was very successful in her high school career at Cardinal O’Hara. She held honors throughout all four years and was very involved in school activities. Mia was a member of the National Honors Society, Recycling Club, Banner Club, was President of the band and color guard, and Editor in Chief of the Yearbook. She did all of this while also holding a job at Maris Grove Retirement Community. Mia will go on to study Criminal Justice at High Point University. (Mia’s mother, Debbie, is an employee of Huff United in Richmond, VA.)
2014 SSWA Scholarship Award Recipient
Sicily Mathenia is a 2014 graduate of Truman High School in Independence, Missouri. She will attend Webster University in St. Louis in the fall to pursue a Bachelor of Music in Vocal Performance. Sicily performs often with Music Theater for Young People of Kansas City and studies opera with The Lyric Opera of Kansas City, as well as being involved in International Thespian Society, National Forensics League, Student Council, and National Honor Society. (Sicily’s mother, Kelly, is an employee of Golden Star, Inc. in Kansas City, MO.)
Why Should Manufacturers Use Wholesalers?
Following are a set of guidelines for Manufacturers to consider when establishing an effective Wholesaler Program.
- A written wholesaler/distributor program and/or agreement.
- Joint marketing programs by manufacturers and wholesalers which includes a distribution strategy of customers the wholesalers should be servicing.
- The official SSWA delegate must be an officer or executive possessing the authority to bind your firm.
- Designate a wholesaler contact.
- Support the SSWA rep guidelines.
- Provide technical product support.
- Training and educating the wholesalers on new and existing products and programs.
- Distributor minimums that encourage wholesaler growth.
- Stock adjustments and return privileges.
- Publish an authorized wholesaler list.
- Functional allowance that supports the wholesalers place in the market.
- Volume buying incentives.
- Performance incentives programs.
- Marketing and advertising funds.
- Wholesaler payment terms differentiated from distributor terms.
- Wholesaler inventory core products of the manufacturer.
- Equivalent sales compensation rates that support wholesaling.
- Willingness to track sales by the wholesalers ship to location for rep compensations (i.e. zip codes).
- Appoint a wholesaler advisory committee.
- Development of a confidentiality agreement for providing trace sales information.
- Support of sales through wholesalers to buying groups; allowing rebates whether sale is made direct or through the wholesaler.
- Support for bid pricing policies and procedures through wholesalers.
Manufacturer Rep Guidelines
Following are a set of guidelines for Manufacturer Representatives (Brokers) to consider when working with Wholesalers.
- The development of an annual business plan with the wholesaler.
- Frequent interaction, at least quarterly meetings, to follow up on the business plan.
- The representative should understand the manufacturers wholesaler program.
- Share new technology with wholesalers when and where possible.
- Know and understand the manufacturers minimums and then direct business below the minimums to the wholesaler.
- Assist wholesalers in supporting distributors on end user calls.
- Informs distributors that the products are available through the wholesalers.
- Provide ongoing product information, samples, literature, and pricing to wholesalers.
- Assist in developing advertising/marketing programs.
- Assist in moving slow and obsolete items.
Board of Directors
Steve Quay (Sheppard Redistribution) – ph. 888-733-4787
- Vice President:
Chris Ford (Diversey) – ph. 913-226-9525
- Immediate Past President:
David Pierro (Cascades Pro) – ph. 920-915-1318
Gordon Eanes (R.J. Schinner) – ph. 885-578-7783
John Siegel (Saalfeld Redistribution) – ph. 513-965-2829
Mac Redfern (Heritage Bag) – ph. 800-527-2247
John Molidor (S.P. Richards Co.) – ph. 678-309-3464
Mike Bohannon (R3 Redistribution) – ph. 314-997-5959
Bill Marsh (RB Professional LYSOL) – ph. 513-439-7794
Executive Director: Donna Frendt
Stanley E. Friedman Award of Merit
The Stanley E. Friedman Award of Merit was established in 1985 in honor of Stanley E. Friedman, who was one of the founding members of SSWA and a strong advocate of advancing wholesaling in the sanitary supply industry.
Criteria for the Stanley E. Friedman Award of Merit:
- It may or may not be awarded in any given year.
- Candidates for the award should have been a member of SSWA for a period of at least 5 years.
- If the candidate is a Wholesaler, he should be a strong supporter of the fundamental principles as outlined in the Articles of Association.
- If the candidate is a Manufacturer, he should offer a strong and effective wholesaler program.
- The candidate preferably has served on the Board of Directors of the SSWA.
- The candidate should be of the highest integrity in supporting either the member manufacturers or wholesalers to the best of their ability.
- The candidate should be considered by his peers as a leader in the industry, well known both in SSWA and ISSA.
- The candidate cannot be a current board member.
- The candidate must have made ongoing contributions over a period of time.
- The candidate must be approved by a majority of the Board of Directors and elected by closed ballot at the Spring Board Meeting.
Recipients of the Stanley E. Friedman Award of Merit have been:
- Stan Friedman (1989)
- Mickey Friedman (1990)
- Jim Powers (1992)
- Pete Lederer (1994)
- Gene Head (1995)
- Tom Vettel (1997)
- Ted Moon (1999)
- David Holtzman (2003)
- David Brown (2005)
- Steve Moser (2006)
- Herman Miron (posthumous) (2008)
- Ron Underwood (2012)
- Gordon Eanes (2013)
- Lane Crosser (2016)
How Does Wholesaler Redistribution Work?
To the uninitiated, redistribution via a wholesaler would appear to be an unnecessary “extra step” in the Jan-San supply chain, shoehorned between manufacturers and their distributor customers.
But just as the Jan-San distributor provides a broad range of products to the end-user, the Jan-San wholesaler can simplify and streamline the supply chain between manufacturers and distributors. The wholesaler does this by purchasing large quantities from multiple manufacturers, consolidating the products in his warehouse, and providing just the right mix of products to his distributor customers.
Contact Us for More Information
If you would like to outsource management of small, high-cost-to-serve customer orders and achieve a more efficient process of meeting customer demands.
We’ll help you connect and partner with key manufacturers in the sanitary supply industry to develop relationships and processes to benefit Distributors and End Users.