The Future Of The Jan/San Market: A Brave New Outlook On Innovation

Shown, left to right, are Jay Munroe and Jeff Munroe. (Photo courtesy of LifeSpaces Innovation Group)

By Harrell Kerkhoff, Maintenance Sales News Editor

Opportunities abound for jan/san professionals and companies willing and able to embrace innovation, sustainability, education, training, and positive disruptive change within the cleaning marketplace.

With the advent of modern robotics, artificial intelligence (AI), autonomous equipment, sustainable products, new materials and chemistry, and the growing need to clean not only for appearance — but more importantly — for health and safety, today’s cleaning world is facing changes like never seen before. The main question is: Who is ready?

Helping jan/san distributors, manufacturers and end-users better focus on what to expect in the years ahead is LifeSpaces Innovation Group, LLC (LSIG-lifespacesinnovation.com), headed by company CEO and Chief Innovation Officer Jeff Munroe, and his son, Vice President Jay Munroe. LSIG is a sales and marketing firm that provides new technologies, consumer products and disruptive innovation to manufacturers, distributors, and sales channel experts.

As the 21^st century enters its second 25 years, Jeff and Jay Munroe recently discussed major advancement opportunities now available for professionals and companies involved in jan/san and beyond.

“Innovation, sustainability, and the implementation of new technologies will continue to change the industry going forward. For example, the application of greater AI capabilities within the business-to-business (B2B) landscape will only grow over time,” Jeff Munroe said. “The result will help change our industry in such key areas as productivity and labor. Overall, technology will continue to streamline and make more efficient the mundane tasks often associated with facility maintenance.”

Jay Munroe added, “Technology is anything that helps us accomplish a given task; when it ceases to do that, it ceases to be technology and becomes something else. We’re working to support the technologies that help people. LSIG’s first consideration in usefulness to cleaners is technologies that are more ergonomic, safer, and clean better more easily.”

“There are people who say, ‘Technology costs money,’ but I feel such a viewpoint is both shortsighted and outdated,” Jeff Munroe explained. “Usually, today’s technology not only focuses on achieving better results but also superior cost-in-use outcomes.”

Jeff and Jay Munroe outlined just a few of today’s most promising technologies designed for the jan/san market:

• Simpler equipment: “There are equipment manufacturers that continue to focus on the ‘complex,’ leading to endless parts that will break down,” Jay Munroe said. “On the flip side, we are seeing a change taking place among some manufacturers where simple, easy to use technology is being implemented — and at a value price.”

He added that just because something is simpler does not mean it’s less effective. It can, however, include more powerful and lightweight vacuums; as well as a selection of robotic equipment to reduce labor-intensive and/or mundane cleaning tasks.

• Microbotics: Think of microbots as tiny mobile robots being used in growing numbers for a variety of applications, including health care, environmental monitoring, search and rescue and, yes — cleaning.

“Microbots continue to create new possibilities involving resource reallocation that will allow workers to accomplish more detailed tasks. They are also bringing about an important conversation as to what technological innovation means in the janitorial industry, and what return on investment is possible,” Jay Munroe said. “Helping human processes achieve better results by empowering detailed work and better tracking of results means happier clients and greater customer satisfaction.

“The janitorial distribution industry can create more growth by not just selling innovation in existing segments, but also in the creation of new segments. They are poised to profit from the new microbot segment for years to come.”

• New chemistry and manufacturing processes: There are growing ways to make things which hold the promise of more sustainable and advanced products for the jan/san marketplace. One of many examples involves the food packaging industry. For instance, there are now paper plates being produced from switchgrass (Panicum virgatum), a perennial native plant of North America.

“Such development helps prevent substrate from having to be shipped across the world and instead takes advantage of a completely renewable resource,” Jay Munroe said.

Another example of positive change is the practice of using electrolyzed water to replace bleach in certain applications.

“There is a growing focus on safe spraying programs that take into account the proper droplet size involving electrostatics, leading to industry-best hypochlorous products being brought to market,” Jay Munroe said. “The end result involves a continual effort by make disinfection easier and less time consuming. The process can also cleanse the air.”

• Improved air monitoring and filtration: New technology has been developed to properly identify contaminates in indoor air, which is essential to better protecting public health and the environment in any building today. Improved air filtration products are also being introduced and will be game changers for healthier away-from-home environments in the years ahead, according to Jeff Munroe.
• Better options for proper hygiene: A key part to maintaining a healthy away-from-home facility is making sure hygienic products are available for all visitors and employees. That focus includes ending period poverty. Menstrual care solutions should be as available in facility restrooms as soap, toilet paper, and paper towels.

“The importance of this topic continues to grow within the jan/san market. There has been very little innovation in feminine care products in the last 40 years, but that is changing. It includes the emergence of touchless disposal products,” Jay Munroe said. “The exciting aspect of the jan/san industry is that product innovation will continue to bring solutions to longtime problems when it comes to facility care and better hygiene. The end result is safer, cleaner and more appealing facilities for everyone.”

The Youth Movement

Another continual challenge within the jan/san landscape, according to Jeff Munroe, is meeting the changing needs of today’s younger buyers who are looking for added technology, sustainability, shorter lead times, and educational opportunities. Distributor sales reps, he added, who provide such capabilities will remain a step head of DSR’s who can’t — or won’t — change with the times.

Jay Munroe noted that the cleaning marketplace should always be open to new ideas, new entrants, and new products that help distributors, manufacturers and end-users meet new challenges and opportunities.

“It’s important to keep developing ‘what doesn’t exist yet,’” he explained.

A big advantage to having access to new products and technology is that manufacturers and distributors now have something different to talk about and showcase. It also helps them solve customer issues quicker and find faster ways to go to market in an industry that continues to change and consolidate.

“It is important distributors are not so driven by only the bottom line that they forgot to properly address the problems of their customers. They must always look for, and provide, solutions that involve new innovations that are considered cutting edge,” Jeff Munroe said. “Listen to your customers, identify their needs and adapt technology to help solve their issues. Focusing on such solutions will open more opportunities with customers — every time.”

Simultaneously, Jay Munroe stressed the importance of promoting values that have helped jan/san distributors and manufacturers remain successful over the years.

“It’s important to not lose the interpersonal dynamics that have made the jan/san industry an incredible industry to work in for such a long time,” Jay Munroe said. “Yes, automation and other advances are going to be an important part of this industry in the future, but such changes won’t encompass everything jan/san does well moving forward.”

According to Jeff Munroe, it’s always good to use a consultative approach while helping others learn how to succeed in jan/san. That is important whether in the industry for 2 or 30-plus years.

“It’s also vital to mentor young professionals,” he added. “At LSIG, we have an intern program in place and work with local colleges. It’s important to introduce this wonderful industry to members of younger generations — letting them know what career opportunities are available and that our industry is an exciting profession to be a part of today.”

A Respectful Disruptor

Change is not often easy or welcoming, but when it comes to proper facility maintenance, change is not only coming but necessary. In response to the importance of change, Jeff and Jay Munroe — as well as the entire LSIG national team — have strived to be “respectful disruptors” within the jan/san marketplace.

“As a company, our focus has been to help speed the process of change and to include more sustainable options and technologies for a better world,” Jay Munroe said. “That focus remains a work in progress. We, as a company, want to be a disruptor within the industry by introducing new products, systems, and ways of doing things, while — at the same time — remaining respectful to customers and the overall industry.”

Such disruption is necessary, Jeff Munroe added, to help even the playing field between jan/san distributors and large corporations that have entered the cleaning supplies marketplace within the past 10 to 20 years. The sales professional of today should be open to change and disruptive new solutions.

“There are all types of new entrants selling cleaning supplies. It’s obviously important for distributors to avoid a ‘race to zero’ with such entrants as it pertains to pricing,” Jeff Munroe said. “It’s better to focus on providing customers with training, education and value-added programs versus commodity selling on everyday products based on price.

“We advise and help our customers make their organizations stand out, innovate themselves, and become more valuable to buyers compared to traditional online companies where all end-users do is click and order, with no added value or consultative approach.”

LifeSpaces Innovation Group was formed to change the entire industry with new innovation, helping to change the world and for people to think more proactively in this great industry today. We strive today coast to coast in leading the industry with cutting edge solutions for our valued clients who are open to the latest ideas with “world changing innovative solutions.” Jay, Jeff, LSIG Staff and the entire Munroe family are here to assist and provide cutting-edge products, technologies, and solutions for businesses today and in the years to come. Visit: lifespacesinnovation.com