THIS TIME IN RENO

by Bob Lawrence

            Members not attending IWCA’s Trade Show January 28-29 in Reno, Nevada, missed out on seeing a lot of new innovative products making their debut there. And vendors not displaying this year missed seeing some new faces and regular customers as well. In both cases, complaints were aired by some suppliers and manufacturers.  Exhibiting in the colossal Reno Events Center was perfect for the aerial lift exhibitors, but so spacious that many of the booths were spread far apart making attendance appear sparse even when there was a crowd. Even so, overall convention attendance was not down dramatically from the previous year, according to management team, The Robstan Group.  There were 454 total attendees for the 2010 convention, while the 2009 convention had 472 attendees, As for exhibitors in Reno, 30 vendors were represented. In 2009, there were 38 at the show.  Regarding floor traffic, some vendors at this year’s show complained that seminars were going on at times simultaneous with the trade show.  To the chagrin of still others, several suppliers were promoting their companies in and outside of the Events Center, a clear violation of IWCA rules.  All that being said, the event offered plenty to see.

WHAT’S NEW

            Calling it the Cadillac of pure water carts, abc Window Cleaning Supply’s Jacob Wallace showed off the new and improved Enterprise offering 5-stages of filtration and featuring a gallon meter and a removable hose reel. The chassis is now thinner and, therefore, lighter, according to Wallace. Also new is abc’s 56' modular pole which is strong and light-weight. Coming later this year will be the Ntech, a new Exel pole with improved carbon fiber that makes it stronger and less flexible and with stronger clamps.

            New from TOWA Products: a 12" Aluminum Edge protector which fits on the edge of the roof and keeps repelling ropes from being damaged; the universal Flange Bar, an I-beam anchor that adjusts to the beam’s size; screw gate and quick lock carabineer with breaking strengths of 5000-to-6700 lbs.; a 2"x16" Short Pole Holder that straps across the user’s back or hooks onto a belt.

            “In response to the economy and some of the feedback we’ve received this year and last year that people are having to work longer hours, we’ve revamped our entire product line to make the tools lighter and more ergonomic. This will save them time and make their job easier,” said Ettore’s Wayne Schultz. “The reception has been phenomenal.”

            At Unger’s booth, Mark Unger promoted the company’s Carbon Tec poles for use in cleaning solar panels. This follows extensive research in Germany which has the highest number of solar panels per capita in the world, according to Unger. “Cleaning the panels with the Carbon Tec pole increases efficiency by up to 30% in terms of electrical output, so they need to be cleaned on a regular basis. It’s an opportunity for window cleaners because most people install the panels and don’t think they need to be maintained,” Unger stated. “With the economy the way it is, and with people cutting back on window cleaning, we feel it’s very important to offer window cleaners the ability to provide additional services using the same assets they have, in this case, the Carbon Tec.” New products include: a ceiling fan duster designed to go over the side of the fan and dust the top; the Unger Strip Washer has been upgraded with more heavy duty material allowing it to absorb more water.

            The newest from ReachMaster is the TM-100, a telescopic aerial lift with a reach of 100' mounted on a Ford F-550, which does not require the driver to have a commercial license. Originally designed for the mobile telephone tower industry, it weights only 17,000 lbs. and is the only such lift in that weight range on the market, according to Ebbe Christensen. The unit is built in conjunction with M&M lifts which provides the trucks while ReachMaster supplies the aluminum arm system. “It’s competitively priced at $185-thousand,” he said. “It offers a lot of flexibility for the window cleaners who normally rent or own a larger boom lift.” Also being shown is a 63' aerial lift (LL-63) from the Hinowa LightLifts line which also includes 46' and 76' lifts in the same program. “The LightLifts are compact, light weight, versatile, track-based and dual-powered and will fit through a single door. It can be towed in a trailer pulled by a regular pickup truck. You can operate them indoors using 110 volts or outdoors with a Honda motor.

            From Sorbo Products is an improvement on its Exquisite Control scraper. Sorbo Samuelsson noted that while his scraper was “already the most effective on the market with its unique mounting system that allows the blade to conform to the surface more closely, we’re always making things better. So we gave it an adjustable handle. Now you can set the scraping angle your way. More important, you can set it to fit a specific job. Windows are not all the same. Now you have a scraper that can adapt to all the variations and still deliver the same excellent performance that you've come to expect from Sorbo Products.”

            Glass Gleam Solar is new from Titan Laboratories. “It’s a specialized window cleaning concentrate developed for silicon solar panels that generate electricity,” says Harvey Berger. “Solar panels need to be cleaned on a regular basis, otherwise they lose efficiency very quickly.”

After a year in development, Titan’s Cement Off is available. Used on glass and painted surfaces during construction cleanup, the liquid not only dissolves cement, but stucco as well. “It does not contain mineral acids such as smelly hydrochloric acid which dissolves window frames and tools.”

            Robin Tucker, Tucker Manufacturing, says, “when times are tough, window cleaners need a sustainable, durable and a trusted brand that will grow with, and compliment, their business.” Speaking about the growth in waterfed poles and related products featured in just about every other booth at the show, Tucker says that when he went to his very first show in the mid-1990s he found that people were very skeptical, perhaps, because “this industry has always been a brand- preference industry. If you look at the IWCA logo, you see a squeegee because this was, basically, a squeegee industry at the beginning. There wasn’t even a waterfed seminar until the 21-year-old association’s 10^th year. So, the fact that a growing number of vendors are now exhibiting them, is an indication that waterfed works and everyone is supportive of it now, and that’s a good thing. If you look at the various tools, systems and brands, they compliment the various tools and systems that go in the window cleaners’ trucks, vans and toolboxes.”

            Casey Meelker, Hydro Tek Cleaning Equipment, Mfg., was at the show exhibiting the company’s Spot Free portable, on demand DI water system featuring a power roller brush that rotates at a high speed due to the water pressure. An 18" wide cleaning path is created by the nylon brush that can be mounted on an aluminum pole extending up to 35'.  The cart is powered by a 6.5 HP electric start gasoline engine.

            “Waterfed technology is still the talk of the town,” said Mike Waroway, Detroit Sponge, which carries a full line of waterfed purification systems, poles and brushes. “We are still promoting The Bladelock which allows users to carry single edge razor blades in a safe manner with quick access. It provides the quick convenience of a 2" razor whenever needed. Simply twist the two pieces to separate them, mount the back inside your pocket, coat, shirt, glove or anything else, and then put the front piece on the opposite side.”  Because of the economy, “we aren’t focusing on selling the big ticket items, rather the simpler items. Window cleaners aren’t interested in the expensive products right now because it’s a changing environment out there.”

            Nanophase Technologies Corporation, a producer of nano zinc oxide used in sunscreens and nano cerium oxide used in polishing high-end optic lenses has brought its expertise to the window cleaning industry with a two-step process that first cleans and polishes windows back to like new condition, then, provides an invisible protection to keep it cleaner longer than traditional window cleaning products, according to the company’s David Nelson. Step 1 begins with washing the glass with soap and water, then using a non-abrasive applicator to apply either NanoUltra Architectural Glass Stain Remover and Polish or NanoUltra Super Hydrophilic Window Technology Pretreatment to polish the window and create a smooth, defect free hydrophilic glass surface. Step 2 begins with applying NanoUltra Super Hydrophilic Window Technology Treatment with a supplied NanoUltra Microfiber cloth to maintain the hydrophilic characteristic which keeps the window clean for a long period of time. A hydrophilic window means that water will sheet down the glass washing away dirt and grime as well as prevent water spots or streaks, according to Nelson. “What we’re trying to do with this product is to move people away from the commodity type general window cleaning and step them up into something different that will allow them to make more money and have happier customers.,” he said, adding that the products were developed in consultations with window cleaners.

            NanoUltra technology was demonstrated not only at the company’s booth but that of J. Racenstein & Co. which also featured a demo on Screen Magic, a spray-applied liquid that dissolves dirt. “You just spray it on and walk away, which is a time-saver and money maker,” said Cameron Riddell. From Ettore, there’s the new Golden Glove T-bar sleeve made from microfiber. To get some feedback on Triumph’s new thicker stainless steal blades for its 6" scraper, Racenstein handed out 200 sets to visitors at its booth. Not yet on the market, the feedback will determine whether the new blade will be introduced, according to Riddell.

            Exhibiting at his second IWCA convention was Granville Loar, director of education and training for the Scaffold Industry Association (SIA). He was there to promote scaffold safety and training for OSHA mandated certification. Loar says he’s been seeing growth in the number of window cleaners inquiring about safety and whether they are following proper procedures.

            IPC Eagle introduced a newly patented Hydro RODI Romote Cart with a remote control allowing the user to turn on the water at his belt. “Until now, there was no way to control the water, to shut it on and off, so everything was running as you moved from window to window, meaning wasted water and money,” said Pat Marsh. “We are also introducing a gas engine version of the RODI cart for three poles, complimenting the ones running on electric, battery and water power.

            The Pro Curve Solar Window Cleaning Kit by Mr. LongArm was being touted by

Maureen Newman. It features a two-section Pro Curve handle and a waterfed pole, wash sleeves and squeegees. “We developed this because we were approached by a solar panel manufacturer who asked us to develop a solar panel cleaning tool for them, so, we saw this as a niche because, with the global proliferation of solar panels, there is a need to clean them effortlessly. This is a natural fit for window cleaners because the panels are covered with glass.”

            At Colker, Phil Alexander talked about his new adjustable carbon fiber SimPole in lengths of 36', 50' and 60' with interchangeable tubes. Brushes come with pencil jets inside and fan jets that screw out. “It’s an incredible product, the best I’ve seen,” said Greg Colker. Also new: The Limpet, a ladder stabilizer that bolts to the bottom of the ladder; Bio Clean Silicone Sealer that restores luster to clean and protect shower doors and windshields; Marxoff gutter cleaner applicator which attaches to a pole and cleans both sides of the gutter.

            The A70TD track-drive lift was introduced at Man & Material Lift Engineering. Designed for indoor and outdoor applications with a 48 volt battery, it fits through a single door, can maneuver under stairways, extend up and over obstacles, yet still reach 76' and more, according to Sarah Fronczak. It features display troubleshooting in the field and automatic leveling. “When it comes to specialty lifts, we are the only player making them in the U.S. We design, manufacture and sell out of Cudahy, Wisconsin, so parts and service are readily available.”

            JFlint Products was new to the show promoting glass restoration and window cleaning equipment. “We manufacture cleaning and restoration products as well as distribute Envicoat, a hydrophobic coating formula that improves a surface’s ability to withstand hostile environments, according to Jeff Flint, adding that it keeps surfaces cleaner longer while protecting against moisture, corrosion and oxidation. “It’s applied with a microfiber towel, dries quickly and makes glass cleaner and brighter.”

ATTENDANCE REACTION

            As noted earlier, the fact that more people didn’t make it to the show did have an impact on vendors, many of whom were still not all that unhappy about it.

            “ We feel like we’ve had some good traffic, but it looks like fewer people are here. It’s a larger venue with booths spread out which might make it feel less crowded. Obviously, with the recession a lot of people couldn’t afford the trip,” said Riddell. “Florida will probably draw a bigger crowd.”

            “The show has been slow, but at the same time, it’s been steady and we saw people that we don’t get to see elsewhere,” Waroway stated.

            “The show has been going good for us, but I would certainly like to have seen more traffic,” Unger said. “The number of visitors appears to be down from last year.” 

            “Reno isn’t the easiest place to get to and that could have an impact on attendance,” says Tucker. “The cost of the hotel at a higher than market rate probably discouraged attendance as well. Those factors have been cited to me by a number of vendors.”

            “We’ve been busy,” Marsh replied.

            “It’s been slow this year, no doubt about it, but I think everybody expected that because of the economy. Also, whether you drive or fly, Reno is not an easy place to get to,” said Christensen. “The good thing is we’ve had more opportunity to talk with people. On that level, you could call the show a success but obviously, everybody would like to have seen more people here. Things will eventually turn around.”

            “It’s been a good show. We’ve seen a fair number of new and existing customers. Traffic has been a little lighter, but overall, it’s been good,” Schultz responded.

            “I didn’t know what to expect as far as attendance, and most of them know about the Pro Curve, but we brought along a solar panel model to help window cleaners visualize that there is extra business they can go after,” said Newman.

            “It’s been pretty slow,” Colker replied.  “You know, it’s hard to compete with the casinos which keep the guys out late at night. “Whether or not I sell a lot of product, it’s invaluable to come and see the window cleaners.”

            “The sluggish economy and the chilly climate in Reno probably kept some away,” said IWCA Board Member Craig Aldrich, Sparkle Window Cleaning , Canyon Lake, California.

            “Attendance has been down from last year, but we’ve found a lot of interest in our lifts,” said, Fronczak.

HOW’S BUSINESS

            With people coming to the trade show from east to west and north to south, it was the perfect opportunity to gauge the state of the industry from the window cleaners’ perspective. Here’s what we heard:

            “We are holding our own, down about 5%,” said David Kovus, Bethany Associates, Hammonton, New Jersey.

            Ruben Castaneda, Ruben’s Window Cleaning, Cathedral City, California, is “having a great year. I’m a one-man operation in my tenth year and things have been going great. When I came for the first time last year in San Diego, I left highly motivated and I couldn’t wait to go to work. That’s how I feel now.”

            It’s been very profitable for Mark Reinhart’s Award Window Cleaning Services, Grand Rapids, Michigan, “You would think with our economy in Michigan, we would experience the downfall like many other window cleaners, but we are not. We actually grew 10-15% last year. I really think the down economy is a mental thing that we all have to get over.”

            “Business, has been “pretty good, but what really kills us is when it rains”

said Kevin Barton, a high rise window cleaner representing Crown Window Cleaning, Fresno, California. He specializes in high rise work and was sent to check out the latest equipment because Crown plans to update its inventory.

            “Business is better now than it was during the middle of last year which was a very bad year. We were down 18% on the year, with April to October being horrible,” said Sam Terry, Sparkling Clean Window Cleaning Company, specializing in high rise, commercial and residential in Austin, Texas. “This year has started out better, so far.”

            “I think it’s difficult for a lot of window cleaners because it’s one of the services people cut down on, but we’ve not seen any change in our business,” Marsh stated.

            Asked how business was among scaffold users, Loar replied that “It’s down a little bit because of the economy, but for the most part, we are seeing a lot training interest, the membership renewal rate is right on track and the number of inquiry calls on a daily basis is pretty much around par. Across the board, I would say business is stable.”

            “We are holding steady, about the same as last year, which was a pretty good year,” Aldrich replied.

            Lee Polacke, Sparkling Concepts Window Cleaning, NewMarket, New Hampshire, said business was down but still steady.

ODDS & ENDS

            Also on the trade show floor we got some other interesting comments on this and that.

            “This is my second year coming here, and I’ve learned new things and gotten new ideas that have sharpened my business skill,” said Castaneda. While he would love to attend next year’s convention in Florida, it’s questionable because, “being a one-man operation, it’s hard to get away to go to the east or southwest.”

            First-time Kovus, whose company does mostly commercial was in Reno “to get information and see how we can find opportunities on things we might be missing out on. The seminars are great, and one I went to today, was about marketing and sales. I liked what he was saying, that you are not just cleaning windows, you’re selling a service.”

            “I come to the conventions to get new ideas, go to seminars, network and get re-motivated,” Polacke stated. “I like the format now whereby there is more chit-chat time. As for the trade show, you can come here and touch it and feel it rather than see it in a catalogue. Also, you can see the newest products first hand.”

            “The convention has been great, with great seminars and networking, and new things at the trade show,” said Terry.

            Tucker raised the issue of IWCA’s future, noting that an increasing number of window cleaners are now attending the annual International Sanitary Supply Association (ISSA) show, the largest cleaning event in North America. “The question will be, and this has been talked about at this show, now that IWCA is of legal age, 21, what will be its future? Will the show continue to be held each year or every other year? That’s for the association to decide.”

            Asked whether the IWCA would consider vendor suggestions that it hold its convention bi-annually in order to boost attendance, Reinhart, a convention committee member responded, “We have to look at everything. Would we get more vendors and members if we did it every two years? Those are good questions to consider given the economy.”

            DINO WAS THERE

            This year’s American Window Cleaner Magazine booth offered a special treat for fans of the Discovery Channel’s Dirty Jobs program, especially last fall’s episode on High Rise Window Cleaning featuring Constantin “Dino” Pertzoff of World Wide Window Cleaning Company in Honolulu, Hawaii. The episode was not only being show continuously at the booth, but Dino himself was good enough to stop by occasionally during the two-day trade show to autograph the January/February issue of AWC which features Dino and show host Mike Rowe on the cover. Additionally, many attendees had their pictures snapped with him. What did he think about that?

            “It’s been overwhelming and humbling,” said Dino. “The first time someone asked me to sign an autograph, I was like, ‘why?’ It was the highlight of my year to do the Dirty Jobs episode and then to come here and be in the AWC booth. It’s been fun because I’m just a window cleaner.”

            What’s it like hanging out with Dino on a daily basis? “It’s a blast. Dino is a real nice guy, the same as he was when I first met him a long time ago,” said Steve Kaaas, operations manager for World Wide. “He’s very humble and I really enjoy working with him.”

NEXT YEAR

            The 2011 IWCA Convention and Trade Show will be held February 16-19 at the Trade Winds Island Resort at St. Pete Beach, Florida. For more information, contact IWCA at 816-471-4922 or 800-875-4922 or visit the website at iwca.org.