ECOLab FactBook 01

8/2/2019 ECOLab FactBook 01

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the

world leader in premium

cleaning, sanitation and

service solutions

Fact Book


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description of business

Founded in 1923, Ecolab is the leading global developer

and marketer of premium cleaning, sanitizing, pest

elimination, maintenance and repair products and

services for the worlds hospitality, institutional and

industrial markets.

Headquartered in St. Paul, Minn., Ecolab reaches

customers in North America, Europe, Asia Pacific,

Latin America, the Middle East and Africa, employing

more than 21,000 associates worldwide. Customers

include hotels and restaurants; foodservice, healthcare

and educational facilities; quickservice (fast food) units;commercial laundries; light industry; dairy plants and

farms; and food and beverage processors. Products and

services are marketed by the industrys largest and

best-trained direct sales-and-service force, numbering

more than 10,000 associates who advise and assist

customers in meeting a full range of cleaning,

sanitation and service needs.

Ecolab common stock is traded on the New York Stock

Exchange and the Pacific Stock Exchange under the sym-

bol ECL. Ecolab news releases and other selected investorinformation are available by calling 1-800-FACT-ECL

(1-800-322-8325) or via the Internet at www.ecolab.com.

All names appearing in italic type in the text of this publication are trademarks, brand names or service marksof Ecolab Inc., or Kay Chemical Co. In addition, Airkem, Raburn and Ecotemp are trademarks of Ecolab Inc.

Lava is a registered trademark of Block Drug Co. Inc. Sparkle is a registered trademark of A.J. Funk. Endust,Beholdand Ty-D-Bolare registered trademarks of Kiwi Brands Inc.

Business Overview 2

Corporate Strategy 4

Culture Statement 5

Institutional 6

Kay 18

Textile Care 24

Food & Beverage 30

Professional Products 36

Healthcare 41

Vehicle Care 46

Water Care Services 51

Pest Elimination 55

EcoSure 61

GCS Service 62

International Operations 67

Support Functions 74

Financial Objectives 81

Shareholder Information 82


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Since 1923, Ecolab has paid close attention to its customersneeds, expanding its products and services over the years tomeet all of their cleaning and sanitation requirements.Historical highlights can be found in the time line below.

1923 - M.J. Osborn envisions a society where the practice ofdining outside the home will proliferate. His vision gives birthto Soilax, a chemical detergent for mechanized dishwashingand one of the first products marketed by Ecolab, which wasthen known as Economics Laboratory (EL).

1928 - EL introduces its first product dispenser, setting thestage for a total systems approach to cleaning and sanitation,which includes technologically advanced equipment, as well assuperior products.

1950s - Prospective customers outside of the United Statesbegin to inquire about ELs products, leading to the establish-ment of the companys first overseas subsidiary in Sweden in1956, and eventually full-fledged worldwide operations.

1957 - EL founder M.J. Osborn and his son E.B. decide toturn their family-owned business into a publicly held company.

At this time, employees control at least 25 percent of thecompanys common stock.

1961 - EL purchases Klenzade, known today as Ecolabs Food& Beverage Division, and begins to serve the agribusiness,beverage and brewery, and dairy and food processing markets.

1970s - ELs Institutional Division begins to broaden its offer-ing with on-premise laundry, specialty and low-temperaturewarewashing products, and racks for washing, storingand handling glasses, dishes and silverware.

1980s - EL realizes it can best enhance value to its customersby offering products and services that satisfy a broader rangeof cleaning and sanitation needs. This idea gives birth to thecompanys Circle the Customer Circle the Globe strategy, andeventually three new divisions: Pest Elimination, Textile Careand Janitorial (now Professional Products).

1981 - EL introduces patented solid concentrates, which offeran unrivaled standard in performance, safety and ease of use.Originally developed for warewashing, solids technology iseventually adopted for other areas, including laundry,janitorial, food processing and water care.

1986 - Economics Laboratory Inc. changes its name toEcolab Inc. and begins trading on the New York StockExchange under the symbol ECL.

1991 - Ecolab forms a joint venture in Europewith Henkel KGaA. Called Henkel-Ecolab, thisjoint venture strengthens the companysposition in the global marketplace.

1994-95 - Ecolab takes its Circle the Customerstrategy even further with the formation of itsWater Care Services business and expansioninto the quickservice industry through anew division, Kay.

1996 - Ecolab acquires Huntington LaboratoriesInc. and combines its resources with those of itsJanitorial Division, which is renamed ProfessionalProducts. It also purchases the Monarch Divisionof H.B. Fuller Co., which is integrated into theFood & Beverage Division.

History

1

Historical Highlights

1996-97 - Heightened food safety concerns call attention to

Ecolabs breadth and depth of products, programs andtraining to assist customers with ensuring public safety.

1997 - Strategic acquisitions continue to expand and strengthenEcolabs global enterprise. Vehicle Care is added to a growingportfolio of services for customers. Global sales coverage,including the Henkel-Ecolab joint venture, continues toexpand.

1998 - GeoSystem 9000is introduced, bringing a new standardof product performance, employee safety and environmentalstewardship to the warewashing industry. The companyacquires its newest division, GCS Service, which providescommercial kitchen equipment repair services to customersthroughout the United States. Ecolab celebrates 75 years inbusiness.

1999 - Ecolab reaches another milestone as the companyreports $3 billion in global sales coverage.

2000 - Ecolab enters into an agreement to purchase theremaining 50 percent share of Henkel-Ecolab jointventure it does not own.

2001 - A new era in Ecolab history began on Nov. 30, 2001,as the transaction is finalized that officially created one Ecolabin Europe and throughout the world. Now a $3.2 billion-pluscompany reaching customers in more than 160 countries,Ecolab welcomed more than 4,800 associates in 27 Europeancountries into its growing global organization.

2002-03 - Showing its commitment to investment in the newEurope operations, Ecolab expanded its Pest Elimination

business to Europe, and increased its overall Food & Beveragebusiness in that region via strategic acquisitions. Ecolab alsolaunched EcoSure Food Safety Management, a businessthat evaluates food safety procedures in food service andhospitality facilities.

2004 - In order to strengthen Ecolabs service to the growingNorth American janitorial and healthcare markets, in January2004 the company separated those two businesses, both ofwhich had previously operated within the Professional ProductsDivision. The newly created Healthcare Division is dedicatedto delivering growth in its specialized market. ProfessionalProducts, meanwhile, is now focused exclusively on developingopportunities in the janitorial market.

M.J. Osborn


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ECOLABServing the hospitality, institutional and industrial markets in

more than 160 countries, Ecolab develops and markets products

and programs that meet a comprehensive array of cleaning,

sanitation and service needs. In the United States, the company

circles its customers with solutions through ten complementarybusiness units: Institutional, Food & Beverage, Pest Elimination,

Kay, Professional Products, GCS Service, Healthcare, Textile Care,

Vehicle Care and Water Care Services. Internationally, Ecolab

circles the globe, reaching customers in Europe, Asia Pacific,

Canada, Latin America and Africa via direct subsidiaries, export

operations, joint ventures, distributors and licensees. The

companys Circle the Customer Circle the Globe strategy

conveys its ever-expanding ability to surround customers with

products and services, no matter where or when they do

business, around the world.

INSTITUTIONALProducts, programs and services for the

foodservice, hospitality and healthcare

industries, including warewashing,

on-premise laundry, housekeeping,

water filtration and conditioning, food

safety products, specialty kitchen and

laundry products, and pool and spamanagement.

KAYCleaning and sanitizing products,

services and training programs for

quickservice restaurants, food retail

markets, movie theaters and

convenience stores.

PEST ELIMINATIONService and technology for the

detection, identification, elimination

and prevention of pests in commercialfacilities, as well as food safety audit

and training services.

FOOD & BEVERAGECleaning and sanitizing products,

equipment, systems and services for

the agribusiness, beverage, brewery,

pharmaceutical, dairy, meat, poultry

and food processing industries.

GCS SERVICEService and parts for the repair andmaintenance of commercial

foodservice equipment.

PROFESSIONAL PRODUCTSJanitorial cleaning and floor care

products, systems and services for the

retail, building services and industrial

markets.

HEALTHCAREProducts and services including

healthcare personnel hand wash,surgical scrubs, cleaning and

disinfection products used in

processing surgical instruments

and hard surface disinfection.

TEXTILE CARECleaning and sanitizing products,

programs and services, including water

recycling and energy solutions, and data

management systems, for commercial

laundries serving the work wear, linen

and healthcare

markets.

VEHICLE CAREVehicle cleaning, protection and

detailing products and services for

full-service tunnel, quick-service

in-bay, self-service and detail car

wash operations and corporate-

owned transportation fleets.

WATER CARE SERVICESIndustrial water treatment products and

services for boilers, cooling water and

waste treatment systems.

SERVICES/PRODUCTS PROVIDED

Business Overview

Business Overview

2


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CUSTOMER SEGMENTSFull-service restaurants

Quickservice restaurants

Hotels

Food retailSchools

Colleges and universities

Laundries and textile rental

Hospitals

Nursing homes

Other healthcare facilities

Dairy farms and plants

Food, beverage and brewery plants

Pharmaceutical and cosmetic facilities

Office buildings

Shopping mallsRetail facilities

Movie theaters

Recreational facilities

Amusement parks

Building service contractors

Cruise lines

Correctional facilities

Government facilities

Airlines

Light manufacturing industries

Vehicle wash and detailing

MARKETSUnited States

Europe/Middle East/Africa

Asia Pacific

Canada

Latin America

CUSTOMERS/MARKETS SERVED

SALES-AND-SERVICE ASSOCIATESECOLAB STOCK PERFORMANCE

2003 2004 2005

Quarter Low High Low High Low High

First $23.08 $26.00 $26.1 2 $28.61 $31.20 $35.08

Second 24.2 1 27.92 27.95 31 .77 30.68 34.23

Third 23.78 26.80 29.04 31.80 30.75 34.1 4

Fourth 25.15 27.89 31.32 35.59 30.93 37. 1 5

(December 31) 2003 2004 2005

Institutional* 3,1 90 3,055 3,1 55Kay 275 325 350

Pest Elimination 1,645 1,725 1,830

Professional Products** 180 95 90

Healthcare** - 70 80

GCS Service 535 470 470

Textile Care 80 75 75

Food & Beverage 405 450 425

Water Care Services 95 95 1 25

Vehicle Care 100 1 00 1 00

Europe/Africa/ME 3,285 3,9 1 5 4,1 50

Asia Pacific 1,01 5 960 995

Canada 340 355 375

Latin America 540 590 690

Total 1 1,685 12,280 12,9 1 0

*2004 decrease of 250 associates due to the sale of agrease management product line.**2004 reflects the separation of Healthcare fromProfessional Products.

$4,535

$3,762$4,185

(dollars in millions)

NET SALES

2003 2004 2005

ECOLAB STOCK PERFORMANCE COMPARISON

Business Overview

3

ECOLAB BUSINESS MIX 2005

United States 51% Institutional 25%

Food & Beverage 7%Pest Elimination 6%Kay 5%GCS Service 3% Professional Products 1%

Healthcare 1%

Vehicle Care 1%Textile Care 1%Water Care Services 1%

International 49% Europe/Middle East/Africa 34%

Asia Pacific 8%

Canada 3%

Latin America 3%

Other 1%

ECOLAB,S&P

500IN

DICES

4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q 1Q 2Q 3Q 4Q

2002 2003 2004 2005

1.60

1.40

0.90

1.30

1.20

1. 10

1.00

1.50

$38

$36

$34

$32

$30

$28

$26

$24

$22

ECOLABS

TOCKP

RICE

Ecolab Stock PriceEcolab Stock Price Index, Dec. 31, 2002 = 1.00S&P 500 Index, Dec. 31, 2002 = 1.00


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Corporate Strategy: Circle the Customer

Corporate Strategy

4

A straightforward and clearly defined strategy guides Ecolabs daily actions.

Referred to as Circle the Customer Circle the Globe, this describes Ecolabscorporate strategy to continually expand the range of related products andservices it offers to existing customers, no matter where they do business aroundthe world. Proven successful for more than a decade, Circle the Customer Circle the Globe has guided Ecolabs associates and its business developmentacross complementary business lines to create a range of additional productand service solutions for its customers. This has been and remains today key to Ecolabs continued success and growth.

Circle the Customer Circle the Globe clearly manifests itself in all ofEcolabs core markets. For example, in hospitals around the globe, Ecolab

has demonstrated its expertise in this demanding market through its innovativehand soaps and waterless antimicrobial rinses for patient care, floor waxes andpolishes for public areas, and solutions for patient foodservice and employeecafeterias, all while maintaining a pest-free environment. At bottling plants,Ecolab provides advanced lubricants to keep the production lines runningefficiently, leading-edge programs to clean tanks and fillers, thorough pestprotection to prevent contamination, and operational savings for water usagewith cost-effective suggestions. At local restaurants, as the global leader ofcleaning and sanitation, Ecolab helps keep dishes and glasses sparkling, floorsslip-resistant and free of grease, provides emergency equipment repair servicefor fryers, grills and dishmachines, and much more. And through the recent

addition ofMarketGuard, Ecolab offers food retail customers the benefits ofone global partner that features a full line of outstanding solutions for all theircleaning, sanitation, floor and facility care, and pest elimination needs a winning combination that utilizes high product and service standardsacross multiple customer locations.

Simply put, Circle the Customer Circle the Globe translates into an effectivestrategy to add new products, equipment and services to solve a broadening arrayof customer challenges around the world. Executing this strategy enhances thecompanys ability to help customers achieve safer food, germ-free surfaces andclean, sanitary surroundings.

Clearly, this strategy enables Ecolab to fulfill its mission of providing premiumresults for a cleaner world. And just as the strategy benefits customers withmultiple solutions to not only meet but also exceed their requirements,it provides outstanding long-term opportunities for Ecolab to continueits legacy of growth.


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SPIRITEcolab associates are the companys heart and soul. Hungry to succeed and passionate to

achieve, we embrace the unknown, fearlessly taking risks, confident in our ability to deliver

results. We are eager and ambitious. We tenaciously persevere, surmounting obstacles with

grit and determination. Above all, we find joy in our work, and in serving the company

and our customers.

PRIDEExceptional service, exceptional products...We delight in presenting premium quality

in all we offer. No matter how big the project, or how small the request, we strive for

excellence in our response, for we relish perfection. We cherish our company, andrepresent it with honor.

DETERMINATIONAmbitious and aggressive, driven and determined, enthusiastic and energetic, we cultivate

the opportunity to compete. We thrive on challenges, viewing them as an invitation to

success. A true team, we work together to routinely please our customers, surpass our

record achievements, and drive our organization to greater success.

COMMITMENTLike a family, we are united by an unspoken pledge, bound by our convictions. We prizededication, and are moved to help each other and our customers. We accept nothing less

than loyalty in our ranks. We are true to each other and to our cause.

PASSIONWe wholeheartedly believe in our company; its goals and objectives are our mission,

and we enthusiastically embrace them and relentlessly pursue them. More importantly,

we truly believe in each other, care, protect and support each other.

INTEGRITYProfessional. Reliable. Trustworthy. Honest. Our corporate integrity is a critical asset and

we are committed to upholding it worldwide. We set high standards, and we abide by

them as we practice business fairly and behave ethically. We share our expectations with

each other and strive to maintain a work place built on mutual values, trust and goodwill.

Culture Statement

5


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Institutional

6

The No. 1 choiceworldwide.Institutional, Ecolabs core and

largest division, addresses the

cleaning and sanitation needs ofthe foodservice and hospitality

markets with innovative programs

in warewashing, on-premise

laundry, housekeeping, long-term

care facilities, water filtration, and

pool and spa. It offers more than

700 products and systems, and a

sales-and-service force thats over

3,000 members strong.


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OVERVIEW From the beginning, the U.S.Institutional Division has been the mainstay of

Ecolabs business. The introduction of the companysfirst product in 1923, Soilaxdishwashing detergent,set the stage for Ecolabs dedication to and expertisein warewashing, the practice of cleaning dishware,glassware and utensils. It also led to the developmentof hundreds of other products and services that meetthe varied needs of institutional customers

restaurants, hotels, motels, and long-term carefacilities, schools, military facilities, prisons and clubs.

In line with Ecolabs Circle the Customer strategy,the Institutional Division is committed to

warewashing and provides an extensive range ofcomplementary products and equipment to meetall of its customers needs. These products supportcleaning and sanitation in foodservice,housekeeping, on-premise laundry, generalcleaning and kitchen equipment. Ecolab also

provides products and services for the treatmentof drinking water, swimming pools and spas.Institutionals account base has providedopportunities for Ecolabs other divisions, suchas Pest Elimination and GCS Service, to enhancetheir growth as the company reaches even further

to provide solutions and fully develop itsrelationships with every customer.

Institutional

Markets served:HospitalityFoodserviceEducationLodgingHealthcareMilitaryGovernmentLong-term care

Services provided:WarewashingOn-premise laundryHousekeepingSpecialty cleaning

Kitchen equipmentPool and spaWater filtration

Strengths:Industry-leadingsales-and-service force,backed by extensivesupport personnel;revolutionary productsthat address customersneeds and providepremium cleaning andsanitation whilepromoting customer

and environmental safety.

AT A GLANCE

Institutional

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As the market leader in warewashing,Institutional is known for its revolu-tionary products and outstandingservice. Warewashing products includeboth machine and manual detergentsfor greater flexibility in procedures;rinse additives that reduce drying timeand eliminate spots while adding sparkle;pot-and-pan cleaners that cut throughthe toughest grease and grime; and flat-ware presoaks that reduce cleaning time.

Institutionals warewashing productsdeliver one-pass results while helping topromote employee and environmentalsafety. Convenient and easy to use, theseconcentrated products are preciselycontrolled and dispensed throughInstitutionals proprietary equipment,for the best possible results at the

lowest possible use cost.

Institutional set still-unrivaled industrystandards in the 1980s, when itintroduced a full line of proprietarysuperconcentrated warewashingproducts in a solid capsule form.Solid capsules are lightweight, compact,long-lasting and uniquely shaped tomatch the appropriate dispenser.These user-friendly features helpoperators eliminate misuse, increasesafety and save time. In addition, theyrequire less storage space and reducewaste. They are manufactured in several

formulas, each designed to combat

Institutional

8

GeoSystem1. Revolutionary solid product line for

machine and manual warewashing.

2. Incorporates lightweight shape- and

color-coded, non-caustic products designed

to provide language-free ease of use.

specific problems such as hard waterand high TDS (total dissolved solids).Ecolab has leveraged its proprietary solidtechnology in other areas of cleaningand sanitation as well, and has ensuredits competitive advantage in this leadingtechnology through patent protection.

In the 1990s, Institutional launchedVanguard, a warewashing system thatincludes six solid products and threewarewashing dispensing systems.Vanguards Control MaxandEcoMaxdispensers have been hailed as the mostsignificant warewashing equipmentbreakthroughs in 50 years. They featuretechnology that alerts dishmachine oper-ators when conditions occur that couldimpair results, costs or efficiencies.

In 1997, GeoSystem 9000was introduced.This new generation of solids was devel-

oped using Ecolabs patented GeoFusiontechnology, which produces lightweight,shape- and color-coded blocks. These100 percent non-caustic blocks containpowerful surfactants and builders thateffectively remove the toughest soils andfilms from dishes, glasses and flatware.GeoSystemslanguage-free design makesit easy to use, reducing training timeand costly operational mishaps.Because GeoSystemproducts are nearlypackage-free, they take up less storagespace and are environmentally friendly.GeoSystemalso offers products formanual warewashing.

Institutional

WAREWASHING


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DishmachineA machine used for the efficient

mechanical washing and sanitizing

of dishware.

Institutional

9

Solid Endurance, introduced in 2000, is ahigh-performance detergent designed tocombat tough water conditions, heavyfood soils, poor procedures and/ordifficult machine conditions. It has thepower to deliver superior, one-passwarewashing results time after time.Solid Endurance Plusoffers the addedbenefit of chlorine for maximum

destaining power. Bothproducts are uniquelypackaged in a peanut-shaped container toprevent product misuse.

Products andequipment, however,are only a small portionof warewashing costs.In fact, cleaningchemicals only make

up 6 percent of a customers total

warewashing costs, as shown by the piechart to the left. Half of the costs are forlabor. Clear opportunities exist to helpcustomers improve efficiencies acrosstheir warewashing operations throughbetter management of energy, laborand breakage costs. Ecolabs territorymanagers also make regularly scheduledpreventive maintenance calls to theircustomers, identifying problems thathinder results such as a malfunctioningdishmachine and assisting customers

in solving these problems. In addition,territory managers train their customersstaff in proper cleaning and sanitationtechniques. As with Ecolabs otherservices, Institutional goes farbeyond providing products.

Through its Ecotemp program, Ecolaboffers customers a wide range of leasingoptions for warewashing equipment,products and services. Ecotemp putsstate-of-the-art dishmachines intocustomers operations without capitalexpense and repair costs because theyreoffered on a lease basis. Designed for usewith Ecolabs premium solid and liquidwarewashing products, they produceoutstanding results at low use-costs.Ecolab also has the ability to customizesolutions for any warewashing need or

problem. Ecotemp embodies the Circlethe Customer philosophy with its uniqueRoute System. Ecotemp rout managersvisit their customers on a regular basisto ensure dishmachines are workingefficiently, and that the customerscleaning and sanitizing needs arebeing met. In addition to warewashingproducts, Ecotemp route managers alsooffer the entire line of Institutionalproducts.

Institutional

Labor

Misc.Energy

Breakage

Product 6%

Warewash ing Costs

ECOTEMP


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Water filtration is very important tomany of Ecolabs foodservice customers.TheFresH2O Water FiltrationandConditioning Program the cornerstoneof Institutionals water systems business,formed in 1998 provides systems thatminimize off-tastes and impurities,ensuring non-odorous, good-tastingwater for drinking and the preparationof food and beverages. Certified by theNational Sanitation Foundation,FresH2Ofilters also remove potentially hazardousparasitic cysts from water.FresH2O ScaleControl Systemsprotect foodserviceequipment against damaging chlorine-induced corrosion and lime-scale

buildup. This reduces water and energycosts, increases equipment performanceand decreases equipment maintenanceand replacement costs. Regular serviceis the hallmark of theFresH2Oprogram.All product lines are installed andmonitored by Ecolabs sales-and-serviceassociates, taking the worry out ofmaintenance and filter replacementout of foodservice operators busy hands.

Slime buildup is a leading cause of icemachine breakdowns, which can clogwater lines and distribution tubes.Ice Sentryis a patented, EPA-registered

breakthrough that features thecontrolled release of chlorine dioxide toinhibit growth of bacteria and fungi thatcreate slime and cause malodors in icemachines. Both easy and convenient touse, Ice Sentryprovides ongoingpreventive maintenance of icemachines for foodservicecustomers.

Institutional

Institutional

10

FOODSERVICEWATERFILTRATION Restaurants, hotels and healthcare

facilities have diverse cleaning concerns.Thats why Institutional offers more than100 specialty products to meet itscustomers unique needs in areas ofkitchen sanitation and housekeeping.Because they solve customers problems,specialty products are an integral

SPECIALTYKITCHEN

component in the Institutional productmix. For example, Wash n Walkno-rinsefloor cleaner is a one-of-a-kind enzyme-based floor cleaner that literally eats thegrease off of floor tiles and grout,creating increased friction and ultimatelyreducing the chance of slips and falls.

Institutionals Grease Exxpress Program,meanwhile, offers restaurants andfoodservice kitchen operators aFast Foam Degreaserto quickly penetratestuck-on-grease found on ovens, stovehoods and vents, and a High-Temp GrillCleanerto break down grease and wipeit away while the grill is still hot.Both products significantly speed upthe grease removal process. Specialtyproducts such as these allow Ecolab tofulfill its strategy of providing customerswith a complete range of products,equipment and service to meet all theirinterior and exterior needs. During

service calls, Ecolab territory managerscan identify additional on-siterequirements and offer the appropriatesolutions. This is convenient forcustomers, and it allows the territorymanager to provide added value.

For the foodservice kitchen, Institutionalalso offers a variety of general cleaningproducts that polish dull stainless steelsurfaces, remove hard-water deposits andrust stains from equipment surfaces andtiles, and clean freezers, soft-serve yogurtdispensers and ice cream machines.In addition, the division provides

solutions that enhance food qualityand diminish the risks associated withcross-contamination, which can lead tofoodborne illness. TheDigits HandHygiene Systemhelps prevent foodborneillness by helping make sure foodserviceemployees hands are properly sanitizedwith gentle-yet-effective hand soaps,sanitizers and lotions. Electronicdispensers track handwashing frequency,while fluorescent lotion and a uniqueglow box show employees any areas oftheir hands they may have missed.


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Institutional

For hotel and healthcare customers,Institutionals housekeeping productstarget the various surfaces that needto be cleaned and sanitized in theseestablishments including bathrooms,floors and walls.

Ecolabs Oasis Select 4system is anexcellent example of how specialtyproducts offer value to customers.This easy-to-use dispensing system isdesigned for use with up to fourdifferent solutions, providing acentralized location for product storage,dilution and dispensing. ConcentratedOasis Proproducts which includebathroom, floor and carpet, all-purpose,and glass cleaners; disinfectants andsanitizers; and odor counteractants are color-coded for easy identification

and diluted automatically with the pushof a button ensuring consistent concen-trations on-site to meet each customersindividual needs. The packaging isenvironmentally friendly, using morethan 25 percent post-consumer resin inthe concentrate bottles and more than35 percent recycled content in theshipping cartons, which are easilycollapsed to minimize waste and storage.TheFirst Impressionrestroom programwas developed to target commoncleaning and sanitizing issues inrestrooms. The system includestouchless, automatic flushing and

programmable dispensing of twoproducts.First Impression ConcentratedFixture Cleanerin neutral and orangescents continuously cleans urinalsand toilets, andFirst Impressionminiaerosols effectively neutralizesand eliminates odors.

To fulfill customers previously unmetneed for a complete exterior cleaningprogram, Ecolab launched the OasisOut-Backprogram. This program, whichconsists of a patented mobile unit orwall-mount dispenser designed for usewith Oasis Procleaners, allows customersto quickly and effectively clean outsideareas such as docks, dumpsters, windows,parking lots and sidewalks.

The Oasis Prohousekeeping line is alsoan integral part of Institutionals LongTerm Care Program, which combines anumber of divisional offerings into onecomplete line of products designedspecifically for nursing homes andassisted living residences. The programincludes all-purpose cleaners, detergents,disinfectants and skin care items, which

are used to address a facilitys totalsanitation and disinfection needs,ranging from the kitchen and diningroom to common areas and residentrooms. These high-performanceOasis Proproducts are formulated tolower a customers total cleaning costs

by conserving water and energy, andreducing labor when combined withinnovative dispensing systems,application tools and employeetraining programs.

Institutional

11

HOUSEKEEPING


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Institutional

Visually appealing, fresh-smellingswimming pool and spa water is anessential part of providing positiveguest experiences in hotels, motels andresorts. The Aqua BalancePool and SpaManagementprogram gives Ecolabscustomers in the lodging industry acomprehensive, convenient way to keeptheir pools and spas clean, clear andtrouble-free. Aqua Balancefeaturesaround-the-clock, remote monitoring ofpool and spa water via computerizedcontrollers, which automatically makechemical adjustments when necessary.There is a reduced need to close poolfacilities for cleaning, and pH andchlorine imbalances serious enough forpool shutdowns are virtually nonexistent.Since Aqua Balanceautomates watermaintenance, it minimizes hotel

employees exposure to chemicalsand the need to handle large drumsof product. The programs proprietary,hexagon-shaped chlorine tabletsmaintain consistent water qualitywithout causing itchy, burning eyes.They also eliminate corrosion and scale,thereby extending the life of the pooland its systems.

With Aqua Balance, customers not onlyreceive equipment, products and remotemonitoring, but also regular service callsfrom Ecolab field associates who havebeen certified as pool operators by the

National Swimming Pool Foundation.They are trained to fully understandpool and spa equipment, maintenance,and injury prevention, helping Ecolabprovide added value to its customers.

levels and fabric types. Smartdispensing ensures the proper laundrychemistry is dispensed in every washloadand reports a variety of operationaldetails, such as load-count information,at the push of a button. Navigatoralso

boasts light-up icons and audible signalsthat alert users when the solid productcapsules need to be replaced.

TheFormula 1 laundry systemsignificantly reduces waterand energy costs in OPL

operations through theuse of a single

product systemthat eliminatesunneeded steps inthe laundry washprocess. Its uniquedispensing/packaging systemcombinesmultiple laundryproducts - waterconditioners,surfactants,builders,enzymes,and opticalbrighteners -inside a singlecapsule.

On-Premise Laundry (OPL)1. A laundry located on-site to meet the linen

laundering needs of that business, but whose majorbusiness is not laundering, i.e. a hotels OPL wouldlaunder sheets, towels and table linens for that hotel.2. Ecolab makes OPL operations cost efficient andconvenient with complete laundry systems, includingFormula 1, Navigator, Solid System IV, AeroLite,

Eco-Star/Eco-Care,Tri-Star and X-Pert.

POOL AND SPA

Institutional is the leading supplier ofon-premise laundry (OPL) products anddispensing equipment in North America.Typical OPL customers, those whoprocess their own linen and uniforms,include hotels, large restaurants, nursinghomes and hospitals. (Ecolabs TextileCare Division, on the other hand, serveslarge, off-site commercial and industriallaundries.) For many customers, thesame territory manager who serves theirwarewashing needs also services theirOPL needs. To address the unique

needs of customers in the lodging andhealthcare industries, however, Ecolabhas established a group of field associateswho specialize solely in the areas ofOPL, housekeeping and pool and spa.

Ecolab continually sets industrystandards in OPL withinnovative systems that arereliable and simple forcustomers to operate. Productsfor the OPL market include avariety of detergents, boosters,bleaches, fabric softeners,starches and stain removers.The products are dispensedthrough equipment specificallydesigned to ensure accuracyand consistent results, whilehelping to reduce the chancefor misuse. Navigator, forexample, defines state-of-the-artindustry standards in OPL byleveraging Ecolabs patentedsolid product technology.Navigatorfeatures a simplecontrol knob that can becustom-programmed to handleup to 10 different soil

ON-PREMISE

LAUNDRY

Institutional

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Institutional

To use the innovative system, a customerlifts the lid on the dispenser, inserts asingle capsule of product into thedispenser, closes the lid and hits thestart button. Water rushes inside thedispenser, spraying out the capsule, andfills the holding tank. A pump insidemixes the solution, and, when needed,pumps a set amount of the pre-diluted,active product to up to three onsitewashing machines. When the tank needsto be replenished, a visual and audiblealarm is activated, the old capsule isremoved and a new capsule is inserted.

Solid System I/IIbrings the addedbenefits of automated dispensing,compact solid products, and the safetyof a closed system to home-style laundrymachines. Available as either a singleproduct system or a two product systemwith detergent and bleach to best meet

the customers needs. TheEco-Star/Eco-Carelaundry systems for high-volume OPLs combine the bestchemistry available into a group ofcomprehensive solutions, utilizingbuilt-in pick-up probes and quick-connect, color-coded tubing connectorsthat minimize errors and the need forspecial training. In addition to thesesuperior systems, Ecolab offers solidsfor home-style laundry machines,along with a complete line of powdersand 5-gallon liquid products.

As with warewashing, products constitute

only a small portion of laundry expenses.Labor and damaged laundry, forinstance, generally account for49 percent and 11 percent of overallcosts, respectively. To help ensure themost efficient and cost-effectivelaundry operation possible, Ecolabssales-and-service associates work with thecustomers staff to educate them on safemachine operations and product usage.Solutions such as Stain Blaster, aneasy-to-use stain removal system,help reduce expensive linenreplacement costs.

Institutional kitchens and laundries havea variety of special purpose equipmentneeds, which Institutional meets throughits Raburn business. For instance,commercial dishwashers need racks tohold glassware, dishware and flatwareduring the cleaning process and storage.Institutionals Raburn business manufac-tures these premium plastic-moldedracks, leveraging its more than 25 yearsof rack design and production experi-ence. Theyre available in standard sizes

RABURN

to accommodate traditional placesettings, as well as custom sizes forunusually shaped wine glasses, dessertdishes and stemware. Color-coded,heavy-duty plastic racks allow customersto identify the type of glassware at aglance and are manufactured to offerthe ultimate protection for even thefinest china.

Ecolabs Raburn line goes far beyondwarewashing racks and laundry carts.Equally important is an extensive selec-tion of safety and compliance solutions.These offerings help customers manageissues that, when ignored, can lead toinjury or expensive fines. For instance, asrequired by the U.S. Occupational Safetyand Health Administration (OSHA), theMaterial Safety Data Sheet InformationCenterkeeps Material Safety Data Sheetsvisible and accessible to employees at all

times. The Biohazard Clean-up Kithelpscustomers properly clean up and disposeof potentially infectious waste.

Raburn is also aiding the fight againstfoodborne illness with its THINK FoodSafety program, an innovation in foodsafety, service, products, training andawareness. It includes a variety ofproducts and systems to ensure foodsafety. For example, the Thermo-Santhermometer sanitizing centerincorporates a storage rack for holdingand sanitizing both clean and usedcooking thermometers, and is utilized

with Mikroklene Food Contact SurfaceSanitizer. Also available is a replaceablecutting board system that contains sixcolor-coded boards, each designatedfor use with just one type of food meat, fish, poultry, fruits andvegetables, or dairy to help preventcross-contamination and the spreadof foodborne illness. In addition, theSanitizer Testing Stationhelps guaranteeproper kitchen sanitation by providing aconvenient, central location for suppliesused to test kitchen sanitizing solutions.

Institutional

13


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Institutional reaches customers througha direct sales-and-service force anddistributors. The value added service isprovided by Ecolabs direct sales force,and that product is available throughmultiple channels of distribution tosatisfy the needs of the customer.

In the United States, Institutionalsdirect sales-and-service force is theindustrys largest. Based in every state,these associates cover both metropolitanand remote locations. Each territorymanager sells the full spectrum ofInstitutional products and services to alltypes of customers from warewashing

and on-premise laundry to Raburn.Service is the Institutional Divisionshallmark, and Ecolab sets the industrystandard. Associates focus on providingcustomers with 360 of Protection,surrounding customer operations witha comprehensive array of cleaning andsanitizing solutions. With the largestbreadth of products, services andsupport available, Ecolab can customizeprograms around the specific needs ofeach customer.

The Institutional Division emphasizestraining in the development of its

territory managers. Each territorymanager receives in-depth training atEcolab University Ecolabs state-of-the-art global training center inSt. Paul to learn the mechanicsand intricacies ofwarewashing, laundry,housekeeping, waterfiltration and service.New territory managersalso work extensivelywith an experiencedterritory manager in anapprentice relationshipbefore taking on theirown sales territoriesand direct customerresponsibilities.

Reaching the Customer

Territory managers have broad accountresponsibilities, but the overridingdirective is service to customers.A territory manager may overseeanywhere from a handful of accountsto several dozen, depending on theintensity of specific customer serviceneeds, and the size and location of theterritory. Since service to the customeris the prime objective for Institutionalsterritory managers, they effectivelybuild problem-solving relationships withcustomers. They make regular visits toensure that customers needs are beingmet, and products and systems aredelivering superior results as promised.Territory managers also consult withcustomers to solve related cleaning andsanitation problems, often referringEcolabs other divisions such as GCSService or Pest Elimination to theaccount. For concerns requiring a

specialized analysis or technicalassistance, territory managers callon Ecolabs research scientists andextensive technical support system.

In addition, territory managers traincustomers employees, communicatingthe importance and fundamentals ofcleaning and sanitation. This in-housetraining helps ensure that employeesin every business that uses Ecolabproducts are fully trained on the basicsof sanitation and proper usage ofproducts, as well as kept up-to-date

with health regulations and

practices. Should customershave questions or needsbetween visits, they can

reach their territorymanagers 24

hours a day,every day ofthe year, bycontacting

1-800-35-CLEAN,Ecolabs toll-free

national customerservice center, whichserves as a crucialcommunications link.

EQUIPMENT

Institutional

14

SERVICE

VALUE ADDEDSALES/SERVICEFORCE


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Some customers prefer the convenienceand advantages of one-stop shopping one purchase, one bill, one vendor andsmaller orders delivered frequently.Ecolab offers its products on a directsales basis or through a nation-widenetwork of carefully chosen wholesalefood and hospitality industrydistributors. Through this distributornetwork, a customer receives the sameEcolab products and service, but hasthese products delivered by their primaryfoodservice provider. Ecolab is the onlysupplier in the field to offer both strongdirect and distributor purchasingoptions. Ecolabs sales development

managers work with more than500 foodservice distributors across thecountry to coordinate the sale of productlines and provide training and ongoingservice for the distributors and theircustomers the end-users.

Many multi-unit chain corporationsserve the hospitality and foodserviceindustries. These corporate accountsrepresent the largest component of

Institutionals business. Ecolab providesthese corporate accounts with a serviceguarantee: Every glass in the restaurantand every room in the hotel will receivethe same service, consistency andcleanliness in each location worldwide.Ecolab takes total responsibility forcustomer results, and multi-unitaccounts can rest assured that theircustomers will see the same highstandards of cleanliness no matterwhich location they visit. Attesting tothe high level of service Ecolab provides,many major hospitality chains havechosen Institutional as their worldwidesupplier. Ecolab is able to consistentlyprovide quality in products, systems,service and pricing through its broadNorth American network, as well asworldwide. To coordinate operationsand guarantee success in this market,Ecolabs Corporate Accounts team workswith each accounts headquarters todetermine customer needs and developeffective programs to respond to thoseneeds. They coordinate Ecolabs effortsthrough Institutionals local salesassociates, who are directly responsible

CORPORATEACCOUNTS

PRODUCTDISTRIBUTIONCHANNELS

for the customers individual units.The local field associates are key tocommunicating the individual unitsneeds to corporate accounts to keep

the lines of communication open. Byutilizing theEDGE Advisor, a palmsizecomputer small enough to fit into thepocket of a service coat, territorymanagers are able to provide customerswith account-specific product andpricing information instantaneously.

As part of its service to corporateaccounts, Ecolabs service reportingsystem provides detailed informationto unit management about Ecolabsservices and preventive maintenance.TheEDGEreport, which is completedby local territory managers, is the start

of the process. All reports are compiledby Ecolab and condensed on a monthlybasis for each corporate account.This provides an audit function forthe organization, shows Ecolabsthoroughness, and provides oppor-tunities for Ecolab to enhance theproducts and systems it provides tocustomers. The service reportingsystem ensures that the customersentire organization understandsEcolabs impact and value.

Institutional

15


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Institutional

16

The typical Institutional territory manager (TM) divides the day between callson prospective customers, existing customer checkups and maintenance visits,including the installation of new systems, equipment and training for customer

employees. TMs service accounts at regular intervals usually monthly ormore often depending on an accounts size and unique needs.

The crucial link in the TMs operations is our national customerservice center. Our customers call Ecolabs customer service center,which operates 24/7/365 days per year, for customers to placeorders or to request emergency service. TMs have cell phones thatnotify them right away of urgent customer requests for service.

The TMs respond to a customers emergencysituation, such as a dishmachine breaking downduring a restaurants lunch hour. After theemergency service is complete, our customerservice center will call our customers back toassure complete satisfaction that their requestfor extra service was handled properly.

A TMs territory in Montana may cover a widegeographic area, while a TMs territory in New York

City may be concentrated within a 16-block radius.Yet each TMs typical day can be quite similar. In mostgeographic areas, they handle hotel, restaurant,healthcare and school accounts, which purchase

Institutionals warewashing, on-premise laundry, housekeeping,pool and spa and specialty products and equipment. Thefollowing is an example of what a typical service call entails.

The TM checks in with the manager in the kitchen and begins the service call byexamining the dishware, glassware and flatware to make sure they are not only clean,but also spotless. Institutional guarantees premium results and total appearance ispart of the package.

The TM also examines the dishmachines that use Institutionals warewashingproducts. The TM checks the rinse and washwater temperatures, water consumptionlevels, and all mechanical parts to assess whether the machines are running properly,

products are being dispensed in the correct concentrations for the customers waterconditions, and that there is no waste. Following this review, the TM completes aservice report noting the problems found, actions taken and recommendations,as well as the customers current product inventory. The TM will review the servicereport with the customer and discuss additional solutions, such as food safetyrecommendations and risk management solutions found in our 360 of Protection

program. This program helps identify critical risk factors that canresult in potential health code violations and foodborne illnessincidences for our customers. Ecolab then provides essentialproduct solutions designed to work together to both clean andsanitize operations and provide 360 of confidence for ourcustomers. This helps our customers understand all of thepowerful offerings Ecolab can provide for their entireoperation. Immediate access to customer specificinformation, such as water parameters, sales history

and receivables is at the fingertips of the TM throughsystems such as the Tablet PC and the EDGEAdvisor. These powerful tools can help answer acustomers questions right on the spot.

While servicing the kitchen, the TM looksfor opportunities where additional Ecolabproducts can be used to solve customerproblems. For example, the customer mayhave a need for solutions to help reduce slipsand falls accidents in their operation.Wash n Walkfloor cleaning technology does thatand much more. This patent-protected formula eats

An Institutional Service Call


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Institutional

17

away at tough grease that builds up on the kitchen floor and inthe grout areas. The program saves time, labor and water sweep, apply the product, brush, squeegee to the drain, andwalk away. No rinsing required. In fact, the enzymes work longafter youre done cleaning. In addition to this product solutionto help reduce slips and falls, Ecolab has rubber floor matsand other safety equipment. All of the solutions worktogether to provide our customers the best solutions.

In another example of providing new solutions to customerproblems, the TM may complete the service call by talkingabout the Digits Slim-Line system, which features foaminghand soaps with a slim, attractive dispenser designedspecifically for front-of-house restrooms. This systemprovides customers a unique foaming hand soap system,promoting regular hand washing.

Ecolab also provides in-service training for the customerskitchen employees, and the TM schedules times to meet withthe staff to discuss areas of interest. Ecolab territory managersregularly review products, procedures, and safety and healthdepartment regulations with Ecolab customers and theiremployees. The TM notes information discussed with themanager on the service report, including the date of the next scheduled service call.

If the customer also uses Ecolabs housekeeping products, the TM meets with themanager of the housekeeping department. They generally discuss any problems thatmay have occurred since the last servicecall. They perform inspections on areassuch as guest rooms and public spaces.

The TM reviews findings andrecommends tools for efficiency incleaning, training programs to aid inimprovement of procedures, andproducts for total cleaning and sanitation.If the account is an on-premise laundrycustomer, the TM also services the

laundry area. As part of this service,the TM conducts in-depth onsite trainingwith laundry employees, including thesafe use of products and the reviewof proper procedures.

At any point during the visit, the TM canimmediately input product and equipmentorders into the Tablet PC or the EDGE

Advisor, which can transmit orderinginformation electronically viaphone modem.

Once the TMs service call is complete, he or shereviews their daily plan sheet. Then its off to thenext scheduled call.

And finally, at the corporate level, the InstitutionalCorporate Accounts team provides formal and informalbusiness reviews with our customers, providing valuableinsight to key problem areas and identifying total Ecolabsolutions through products, equipment, programsand comprehensive support to help keep all oftheir operations running smoothly.

Ecolab territorymanagers regularlyreview product safetyand health department

regulations with Ecolabcustomers and theiremployees.


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Kay

18

Leading thequickserviceand food retailindustries.Long regarded as the cleaning

and sanitation leader in the

quickservice industry, Kay is

quickly earning the same

reputation in the food retail

industry. Kays highly effective

products and systems provide

customers with the benefits of

brand protection, food safety,

customer and employee safety,

cost savings and ease of use.


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Division

Kay

Markets served:Quickservice restaurantsFood retail establishmentsConvenience storesTheatres

Services provided:Kay offers brandprotection andenhancement throughcustomized cleaning andsanitation programsdesigned to reduce laborcosts while increasing

sanitation levels, cleaningperformance, employeeand guest safety, andequipment life. Its highlyeffective products arebacked by employeetraining programs,ongoing research anddevelopment, field service,in-store electronicsurveys, and regulatoryand technical support.

Strengths:Kay has more than

70 years of experience incleaning and sanitationand a true understandingof the unique needs of theindustries it serves. Kayscleaning and sanitizingproducts and services arecustomizable to meet theneeds of chain customers,whether they operate inone country or globally.

AT A GLANCE

Kay

19

OVERVIEW Kay, an Ecolab company, is theleading global supplier of cleaning and sanitizing

products and services to the quick service restaurantindustry - an industry that accounts for nearly half ofU.S. restaurant sales. Building on knowledge gainedin this industry, Kay has emerged as a leader in thedomestic food retail services market and continuesstrengthening its presence in the convenience store

and theatre industries, developing new products andcustomized programs designed to meet specificindustry needs.


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Consider Kays floor care systems products designed for maximumeffectiveness on restaurant-specificsoils are mixed to exacting standardsusing equipment that Kay provides.The equipment is designed for safety,simplicity and ease of use. Ease of use

means cleaner floors in less time, bettercustomer perception and a lower risk ofslip-and-fall accidents. All Kay systems aredesigned to work in this way increasingcleanliness, sanitation and safety whilereducing customers costs.

Kay launched its food retail serviceprogram in the mid-90s. In the yearssince, Kays industry-specific products,field service and training, and electronicaudits have garnered a healthy share ofthis market. Whatever the customerscleaning and sanitation needs, Kay is thesource for the customized solution. Kays

electronic food safety and sanitationaudits are tailored to fit its customersoperational needs. Data gathered on astore-by-store basis is accessible in secureonline reports, available in real-time tohelp management identify best practicesand quickly target improvement areas.To reinforce proper cleaning andsanitizing procedures, Kay representativesconduct ongoing training. This is criticalin delis, meat, seafood and other freshdepartments where cross-contaminationis a risk.

Kay began its international expansion in

1991, partnering with one U.S.-basedquickservice restaurant customer inCanada. In the years since, Kay hasdeveloped a presence in more than100 countries, growing with its domesticcustomers wherever they expand in theworld and building new partnershipswith quickservice chains based abroad.Kays international chains benefit fromglobal programs that are customized withthe help of Kay associates in each market.Native to these markets, associatesprovide in-depth knowledge andunderstanding of the unique culturesin which Kay operates. Training materialsand packaging are developed in thelanguages of each country, and Kaysregulatory professionals providecomprehensive support to ensureall programs adhere to localregulations.

KAY

THE MARKETAND ITS NEEDS

Like many segments of the foodserviceindustry, quickservice restaurants,food retail service establishments,convenience stores and theatres requirenot only cleaning and sanitizingproducts, but customized solutions fortheir specific environments. This isKays area of expertise.

Kay began its relationship withquickservice restaurant chain customers40 years ago, quickly learning thedemands of the marketplace goodfood at a low price, in a hurry. Today,Kays customers must meet thesedemands while maintaining the highestlevels of cleanliness, sanitation andsafety. In a fast-paced industry with high

employee turnover, heavy foot trafficand increasing language barriers, thesestandards can be difficult to maintain.Kay partners with its quickservicecustomers to help them meet theseever-changing challenges offeringin-depth knowledge of the soilsproduced by each customers uniqueenvironment. This technicalunderstanding of restaurant-specificsoils allows Kay to customize products,dispensing systems and comprehensivetraining to help customers meet thehighest standards in the mostchallenging environments.

Kay

20

Kays SpotMopis the quick and easy way to clean upspills and other messes on a variety of floor surfaces.


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KAY

Kay

21

Knowledge and ideas gained fromsuccesses in the food retail industry haveled to the development of an innovativenew program called MarketGuard.Launched in 2003, MarketGuardis acomprehensive program for the foodretail industry and an embodiment ofEcolabs Circle the Customer strategy.It brings several of Ecolabs divisionsand strengths together in one package floor care, food safety, pest eliminationand focused employee training. Brandprotection and enhancement areachieved by using the broad range ofEcolabs capabilities and making thosecapabilities accessible through a singlepoint of contact. MarketGuardis currentlyused in the majority of the top 10 majorgrocery chains.

The 3-in-1 Cleaning Systemsimplifies the wash,rinse and sanitize procedures mandatory in foodretail's fresh departments.


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KAY

Kay

22

SALES ANDSERVICEKay supports its customers through atwo-part sales organization. First, itsCorporate Accounts team developsprograms in partnership with the parentcompany or chain headquarters. Onceprograms are approved, Kays territoryrepresentatives support these programswith training at the store level and bymanaging store-level sales, service,equipment maintenance and foodsafety standards.

Kay territory representatives are oftenhired as specialists from within theindustries they will serve. Building onthe knowledge and experience they bringto Kay, they spend a quarter of their firstyear as an associate in focused trainingspecific to their market. This level ofspecialization is what sets Kayrepresentatives apart. They arecleaning and efficiency experts,problem solvers and trainers.

All Kay territory representatives areServSafetrained and take part inNational Environmental Health

Association training to becomeCertified Food Safety Professionals.

The MatchUp Systemfeatures a geometric lockout to help ensure the right product goes into the right spraybottle.

Kays customized programs can quickly be adapted tonew markets, such as the theatre industry.

Today, Kay is building an ever-strongerpresence in the global theatre marketwith industry-specific products likePopper Cleaner & Degreaserand theAtomizing Deodorizer System, which usesan atomizing "fogger" to dispense odor

counteractants in auditoriums. Theseproducts are part of Kay's customizedtheatre programs, which include trainingfor managers, employees and eventhird-party cleaning contractors, whichare predominant in the market.

The Exacta Systemsmodular, wall-mounted design isversatile and space saving.

THEATRES


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A Kay Service Call

Kay

23

The daily routine of a Kay territory representative is hardly routine at all.Representatives work with store management and employees to provide trainingand consultation critical service components because of the high employeeturnover in the industries Kay serves.

The frequency of representatives visits and levels of service are determinedby the type of customers and their operational needs, which can include groupinstruction for management and employees on a regional level as well as one-on-one,in-store training focused on cleaning and sanitation tasks.

In the quick service restaurant industry, Kay territory representatives can be foundperforming preventive maintenance on auto-dispensers and conducting trainingthrough hands-on demonstrations. Representatives roll up their sleeves and show byexample the best way to boil out deep fryers and shake down shake machines.Mop in hand, Kay representatives demonstrate the proper way to clean a floor helping to decrease the risk of slip-and-fall accidents. They clean grills, walk-inrefrigerators and food preparation surfaces with employees and managers tohelp to ensure each job will be done correctly.

In food retail service stores, Kay representatives conduct food safety audits,grading food handling and storage procedures. And when improvements arenecessary, Kay representatives help implement changes through the establishmentof proper procedures and comprehensive training.

Because of the risks involved in handling ready-to-eat foods, Kay representatives

partner with customers to develop in-depth processes for breaking down, cleaningand sanitizing equipment such as meat slicers and rotisserie ovens. Representativesconduct training in food retail stores to ensure that these methods are followed.

No matter the industry, insights gained through hands-on service are put togood use by Kay territory representatives.They offer reviews of customersprogram performance and introduce innovative products. Their first-hand experienceshelp them identify problem areas and develop solutions, ensuring that Kay cancontinue delivering products and ideas that help its customers operate safelyand efficiently.


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Textile Care

24

Meeting largelaundry needs.

For large commercial laundriesserving the textile rental, industrial

laundry and healthcare markets,

Ecolab offers specialized services

through its Textile Care Division.

Textile Cares wide and varied

offering is unmatched in

the industry.


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Division

Textile Care

25

TurboUltraconcentrated liquid systems forthe cleaning of industrial fabrics.

Textile CareOVERVIEW Large commercial laundryoperations that serve the textile rental, industrial

laundry and healthcare markets count on EcolabsTextile Care Division for products, systems andservices to meet their complex needs. Thecommercial laundry market is a natural for Ecolab.With its broad product and service expertise, Ecolabsupports every type of processor in the textile careindustry. Because customers differ in size, technology

and service requirements, Ecolab has segmented thismarket into two groups.

Through the Institutional Division, Ecolab offersproducts and programs for on-premise

or on-site laundries. Most are found at hotels,hospitals, restaurants and nursing homes, where theassociation with Institutional grows as an extension ofthe divisions warewashing programs. These laundries

typically process less than 1 million pounds of linen ayear, using stainless steel front-loading machines thathandle wash loads up to 100 pounds.

Recognizing the market need for products andservices relevant to larger and more complexsystems and the corre-

sponding opportunities Ecolab formed theTextile Care Division.

Its customers process atleast 1 million pounds oflinen annually, with someplants processing up to100 million pounds ayear. These large-scale

operations requireproducts and dispen-

sing systems designedspecifically for theirlarger-capacity machines.

Markets served:Large commerciallaundry operations thatserve the textile rentaland industrial laundrymarkets.

Services provided:Custom-designed washprograms incorporatingpremium products anddispensing equipment,superior service andtechnical support toobtain optimum

performance andcost effectiveness.

Strengths:Sales-and-serviceforce knowledgeablein laundry chemistry,backed by premiertechnical support staff;full line of laundryproducts and dispensingequipment that helpsenable customers toachieve results whileconforming to local

safety requirements.

AT A GLANCE


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Textile Care

26

Tunnel washer1. Large capacity laundry washing machine,handling up to 4,000 pounds of linen per hour.A computer controls and monitors the system.

2. Textile Care provides the products, dispensingsystems and expertise for the unique technologyof tunnel washers.


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Contributing to Textile Cares marketleadership is the extensive knowledgeand experience of its sales-and-serviceforce, known as commercial laundryspecialists. Many have more than15 years of experience in the field,giving them an in-depth understandingof customers concerns and anaptitude for problem solving.These specialists typically come toTextile Care with experience in theindustry often in positions withincommercial laundry operations and have experienced the challengesfirsthand. Textile Care supplementstheir experience with formal trainingin areas including laundry chemistry,product characteristics, wash formulas,

washroom equipment and chemicalsafety. The division also conductsworkshops to keep specialists abreastof new procedures, products andequipment; environmental issues;and related business topics.

Textile Care representatives are highlyregarded in the laundry industry andhave been recognized with many awardsfor individual and organizationalcommitment to the profession. Thisincludes perennial honors by theNational Association of InstitutionalLinen Management, one of the

industrys premier trade associations,as well as the United TextileServices Association.

This industry commitment best manifestsitself in the specialists extensiveknowledge of laundrychemistry one of theirmost valuable assets tocustomers. They notonly have an in-depthunderstanding oflaundry chemistry,but a strongknowledge of washaisle operations andcomplexities ofcommercial washingmachines. Mostimportantly, theyunderstand therelationship betweenchemistry and machines

Textile Care caters to commerciallaundry customers through its ownseparate sales-and-service force, whichis knowledgeable and trained in thetechnology of this market. It offers acomprehensive line of products,including liquid and powder detergents;alkali and sours (pH balancers);bleaches; optical brighteners; starches;fabric softeners and conditioners; andprespotters and stain removers. TextileCare also markets the industrys mostadvanced liquid dispensing systems toensure consistent and accurate deliveryof product to the washing machine.Dispensing systems reduce producthandling and waste, thereby decreasinglabor and chemical costs and helping toincrease employee safety, while assuringaccurate and precise product dosagefor maximum quality results.

Textile Cares primary customer baseincludes large commercial laundryoperations such as textile rentallaundries, which handle many typesof linen, from tablecloths and napkinsto bedding and towels; healthcarelaundries; and industrial laundries,which process and deliver to customersuniforms, shop towels, floor mats, andother linens. The division also servesmore specialized operations, such as

shirt, diaper and cleanroom laundries,as well as large institutions, such asuniversities.

Because the types of soils and nature oflinen being processed vary by customer,Ecolab offers a variety of products andprograms to meet each customersneeds. For example, with healthcarelaundries, blood stains are a commonproblem and sanitation is critical.By comparison, industrial laundriescontend with petroleum oil and grease.With restaurant linen, food stains, suchas cooking oils and butter, are a keyproblem. The divisions goal is toprovide exceptional cleaning, whateverthe customers needs, while extendingthe useful life of linen and reducingcustomers overall operating costs.

Textile Care

AdvaCareLow-temperature laundry system for bothhealthcare and hospitality soils.

THE MARKETAND ITS NEEDS

SALES ANDSERVICE

Textile Care

27


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Textile Care

28

and can custom-design wash programsaccordingly. Laundry chemistry is acomplex science and takes into accountfibers and fabric construction (naturalsvs. synthetics, blends, dyes, finishes);soil characteristics (types and interactionwith fabric); wash classifications (linencolor, type and degree of soil, fibercontent); detergency (the washingprocess soil and stain removal, rinsingand neutralization, and how it is affectedby time, temperature and mechanicaland chemical action); and water chem-istry (hardness, alkalinity, chlorine).Ecolab offers this expert consultingto help its customers control costs.

Many of the divisions offerings optimizeenergy and water use to improve equip-ment performance. The Aquamiser Water

Reuse Systemfilters wash water for re-usein pre-wash cycles, reducing waterconsumption in continuous batchwashers and lowering overall wastewatertreatment costs. TheEnergy OptimizerHeat Exchange Unituses effluent heat toraise the temperature of incoming coldwater for immediate use in rinsing andpre-wash cycles, resulting in huge energysavings. Precise product delivery isavailable with the Catalyst Plus System,which uses a combination of electronics,flow measure and monitoring to ensureconsistent processing results.

Ultraconcentrated Turboproducts minimize volumeusage and inventory, whileadvanced informationmanagement systemsprovide the feedbacknecessary to maximizewashroom efficiency,including easy-to-readproductivity, consumptionand exception reports.These reports, eitherreviewed with laundrymanagers in person orviewed on-line throughtheir desktop PCs, areused to determine areasof improvement.

Textile Cares technical service staffalso provides all training andpost-implementation evaluationsassociated with new programs.

The division has staff specialists whoprovide technical service support inthe field. They assist the sales forceby traveling to customers locations,conducting in-depth training andproviding extra services, such astroubleshooting or new product andwash formula optimization. Othertechnicians located at the researchheadquarters are dedicated to researchand analysis for the specialists, such asidentifying specific stains and preventionmethods, providing wash formulas andanswering questions on equipmentinstallation. The technical service stafffields more than 400 calls a month.

Textile Care completes its circle ofcustomer support with several additionalfunctions. Like all of Ecolabs divisions,Textile Care has a corporate sales groupdedicated to meeting the unique needsof chain accounts. As the trend towardmarket consolidation continues, this has

become an increasingly important facetof the business.

Also, like other Ecolab divisions, TextileCare offers a distributor program toreach customers who prefer to purchaselaundry chemicals, along with otherproducts, from one supplier. Shirtlaundries are a key market reachedthrough distributors.

Commercial laundry water managementis another service Ecolab offers itscustomers in partnership with EcolabsWater Care Services Division. Thisservice specifically addresses the

unique wastewater issues of thecommercial laundry industry.

Textile Care

Laundry EfficiencyCircle

Chemicals

Labor

EnergySewage

Water

FabricUse Life

EcoStar 15001. Microprocessor-controlled automatic injectordelivers up to eight different products through

independently timed pumps.

2. Consistent quality with accurate and precisecontrol of product delivery.

3. Programmable formula options can becustomized to suit specific needs.

TECHNOLOGY

ADDITIONALFUNCTIONSCOMPLETETHE CIRCLE


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Textile Care

29

Textile Care commercial laundry specialists make severalcalls per dayto the large laundries served by the TextileCare Division. This includes regularly scheduled service calls toexisting accounts, as well as meetings with potential customers.

The customers they serve process more than one millionpounds of laundry a year. The following is an example of

what a regular service call entails.The commercial laundry specialist calls on this account,a central laundry operation that serves a number of areahospitals, on a monthly basis.The account processes up to30 million pounds of linen annually. This central laundry has fourtunnel washers and four 450-pound capacity machines.

The commercial laundry specialist starts the service call byasking the plant manager whether there are any particularconcerns. The specialist then examines every aspect of thelaundry operation. This includes an hour-long examination ofequipment looking for problems, such as water leaks, whichcan rapidly drive up costs. The specialist then follows severalloads of laundry through their entire cycles, testing to makesure wash formulas the combination of product, water,temperature and cycle times are correct for the types oflinen being processed, and making adjustments as necessary.

The proper combination is essential to help ensure clean,sanitized linens, especially in a healthcare setting wherethere is a greater risk of spreading infection.

Training of laundry employees is key to achieving premium results,so the specialist makes sure that employees are following proper laundry procedures.

This is in addition to periodic in-service training sessions that thespecialist conducts with laundry employees on the safe andproper use of products.

Throughout the service call, the specialist documentsobservations using a laptop computer.A customizedsoftware program allows the specialist to have instant accessto a complete washroom history; past service reports; washformula details; product usage and inventory for specific timeperiods; and energy, water, productivity and consumptionstatistics. This kind of continuous monitoring and control allowsfor improved overall efficiency and maximum washroom results.

At the end of the service call, the specialist and plant managerreview the service report, discuss findings and opportunitiesfor improvement, and schedule the next months appointment.

A Textile Care Service Call


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Food & Beverage

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Keeping foodhealthy worldwide.Nowhere is sanitation more

critical than in the food you eat

and the beverages you drink.

With superior products,equipment and programs,

Ecolabs Food & Beverage

Division the leader in its

markets helps facilitate

their production for safe

human consumption.

Clean-in-Place (CIP)1. An accurrate, efficient computerized dispensingprogram and system used during a plantscleaning cycle to clean and sanitize processing

lines, tanks and filling equipment that carry food,beverage and dairy products.

2. Without CIP technology, pioneered by Ecolab,processing lines and pipes must be dismantledfor cleaning and sanitizing.


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DivisionOVERVIEW Cleaning and sanitation mustbegin at the start of the food chain, long before dishesreach the table. Through its Food & Beverage Division,Ecolab provides cleaning and sanitation products,programs and expertise to dairies, farmers, foodand beverage processors, and breweries, to helpfacilitate the production of products safe for humanconsumption. In addition, Food & Beverage isleveraging its expertise developed in serving theprocess manufacturing industry to servepharmaceutical and cosmetic manufacturers.

Food and product safety is the divisions business.The base is broad, and perhaps nowhere is the need

for proper sanitation and cleaning more critical.The market leader in the dairy plant, agribusiness(dairy farm), beverage and brewery sectors as well aspossessing a growing presence in the multi-faceted foodprocessing arena Food & Beverage provides suchcustomers with premium detergents, cleaners, sanitizersand conveyor lubricants to help ensure safe processingof food. It also designs, manufactures and supplieselectronic controls and dispensing equipment thatenhance precise product usage in a market wherethere is no room for error. All are delivered throughFood & Beverages sales-and-service force, about

two-thirds of which holds degrees indairy science, food science,microbiology, chemistryor engineering.

Markets served:Dairy plantsDairy, poultry

and swine farmsFood processorsFruit and vegetable

processorsMeat and poultry

processorsBeverage and brewery

processorsPharmaceutical and

cosmetic manufacturers

Services provided:

Custom-designeddispensing and controlsystems; premiumdetergents, cleaners,sanitizers andlubricants; and watertreatment tailored toeach market sector.

Strengths:Complete premiumcleaning programscoupled with proprietarydispensing equipmentfor dairy, beverage and

food producers andfarmers, backedby a highly trainedsales-and-service force.

AT A GLANCE

Food & Beverage

TsunamiEPA registered peroxyacetic-acid basedantimicrobial for flume and wash watersystems that help reduce microbial

counts on fruit and vegetable surfaces.

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Dairy plants are Food & Beverages core market, and thedivision is the market leader. Customers in this marketsegment process milk into the products consumers buy in thesupermarket, such as fluid milk, cheese, yogurt and ice cream.During processing, milk products are transported through anextensive pipeline network, from the dairy trucks that deliverraw milk, to pasteurizing, mixing, blending and finalpackaging. To effectively and efficiently accomplish cleaning

and sanitation in these vast pipeline networks, customersuse clean-in-place (CIP) technology pioneered by

Food & Beverage. These fully automated computerizedprograms and systems, custom-designed byFood & Beverage, clean and sanitize customersproduction facilities to rid vessels, pipelines andfilling equipment of microbiological contaminants

such as Listeria and Salmonella. Another nextgeneration productivity-driven system utilizedin dairy processing and cheese manufacturingplants isExxelerate, which reduces cleaningtime, and in turn, increases the plants

production time thereby increasingproduction capacity. A system of cleaningproducts and food-grade additives,Exxelerateallows customers to streamline

their wash cycles and extend run time intheir whey/lactose process.Exxeleratescomplete cleaning program helps

maximize the daily productionoutputs by providing customers

with a quicker, easier way toclean their equipment.

In addition to detergents andsanitizers, Food & Beverage provides

all-purpose cleaners, lubricants for dairyprocessing conveyors, a complete personnel

hygiene program and other products for this market.

As environmental concerns and increased regulationshave heightened customers needs for water and effluentmanagement, the division provides a comprehensive water

Food & Beverage

management services program.First, Food & Beverage consults withcustomers, helping them comply withregulations and minimize their costs byreusing and conserving water whereverpossible. The goals are to manage waterflow and minimize the amount ofwastewater generated. Second,increasingly stringent wastewaterdischarge standards mean dairyprocessing plants must be consciousof wastewater content. For example,Solodigm, a clean-in-place detergentsystem for dairy processors, uses nochlorine, phosphates or causticchemicals. This reduces problemeffluent constituents and helpscustomers meet even the strictestwastewater standards. Food & Beveragealso offers water treatment productsfor servicing boilers and cooling watersystems through a cross-divisional

partnership with Ecolabs WaterCare Services Division.

Food & Beverage is the market leaderin dairy agribusiness. This sector dealswith live animals, as opposed to animalby-products. Food & Beverage suppliesproducts that enhance animal healthas well as milking system andenvironmental sanitation productsto help ensure delivery of a safe,uncontaminated food product.For instance, with dairy farmers,

sanitation begins with the cow.Food & Beverage offers teat dips tohelp prevent infection, and detergentsand sanitizers to clean milking machines.It also provides detergents and sanitizersto clean the pipes, vats, coolers andholding tanks that transport raw milkat the dairy farm, as well as productsto clean milking parlor surfaces.

Food & Beverage employs a highlyeffective group of knowledgeable,experienced farm specialists to servecustomers in this market. The specialistsmarket Food & Beverages offeringsprimarily through farm cooperatives

and distributors, which sell the productsto the end-users. The division works withdistributors and cooperatives onnational, regional and local levels. Food& Beverages support does not end withthe sale, however. The specialists alsovisit farm distributors and cooperativesand their customers, answering technicalquestions, teaching them how to useproducts, and helping them identifyproblems and improve results.

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DAIRY PLANTS

AGRIBUSINESS


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Food & Beverage

A diverse and complex industry, foodprocessing encompasses manufacturersof nearly every kind of food product,from canned soups and ketchups tocereals and hot dogs. Like dairy plantand agribusiness operators, foodprocessors have tanks in which foodis mixed and pipelines in which it istransported, along with specializedequipment, such as fryers and ovens,that must be cleaned. Also, like dairyand agribusiness customers, each foodprocessor must meet stringent standardsto prevent food contamination, whichcan result in reduced shelf life orfoodborne illness.

Food & Beverage is strengtheningits presence in the food processingindustry by changing the way producersapproach food safety. The division isaccomplishing this through an evenstronger emphasis on the importance ofcomprehensive cleaning and sanitationfrom the beginning to the end of theprocess. Multiple interventions providean innovative, integrated and efficientapproach to maximizing food safety.Ecolabs complete program is specificallydeveloped to address every criticalcontrol point in customer operations.

The Inspexxand Sanovalines of carcasswash products, for example, wereformulated to provide control ofmicroorganisms on the surfacesof meat and poultry.

Automated dispensing systems, advanceddetergents and sanitizers, patented foodsurface treatments and a completepersonnel hygiene program, helpprovide food products in which virtuallyall pathogens and spoilage organismsare reduced. Ecolabs integrated,comprehensive approach to food safetyis unmatched in the industry. Corporate

and regional accounts contribute a largeportion of Food & Beverages foodprocessing sales. Sole and preferredsupplier relationships with major foodprocessing companies are a key factorin the divisions growth in this area.

FOOD, MEAT &POULTRYPROCESSING

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Food & Beverage

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To meet the unique needs of the fruitand vegetable processing industries,Food & Beverage provides systems thathelp fruit and vegetable processorsproduce a ready-to-eat end-product forhuman consumption. These productsprovide microbial control of fruit andvegetable surfaces in the flume watersystems that transport fruit andvegetables to other processing operationswithin a plant. They reduce microbialcounts on the product surface, thushelping to assure quality.

Soft drinks, fruit juices and beer areprimary products in the beverage andbrewery sector. As in other markets,mixing vats and pipelines must becleaned. Conveyor lubricants are alsoimportant, because they can help keepconveyors clean and keep bottles andcans moving along production lines.In addition, Food & Beverage offers EPAregistered products that inhibit thegrowth of bacteria in can and bottlewarmers, where beverage containers aresprayed to prevent condensation and

problems in packaging.

Like food processing, each niche in thebeverage/brewery sector poses separatechallenges. For example, the increaseduse of fruit juice additives in soft drinksrequires additional measures to ensurebacteria are killed. In the brewery sector,dry and draft beers, which are notpasteurized, require a special lubricantto control the buildup of bacteria andyeast during bottling. Food & Beveragedesigns products to meet these specificneeds, and beverage account managerswork with customers to achieve thedesired results.

Food & Beverage designs, manufacturesand supplies proprietary electroniccontrols and dispensing equipment

to complement its product offerings.While sanitation requirements aresomewhat standard throughout theworld, each customer has individualneeds based on the types of soils it mustremove, its production volume and otherfactors. Food & Beverage Engineeringworks with customers to determine theirneeds. They then design and buildsystems, developing software for thecontrols and dispensing equipment,that enable wash and rinse formulasto be programmed specifically foreach facility. No competitor offers sucha comprehensive and individualizedprogram.

The Quadexxsystem permits on-siteformulation and allocation of customsanitation control products to meet food,meat, poultry or beverage plants specificneeds. Web-based documentation andprecise control of sanitation chemicalallocation by application are the keybenefits ofQuadexx, which aids inmeeting government standards forpathogen reduction and in adheringto standard operation procedures.

EcoCareA personnel hygienesystem for processing plants

with doorway sanitizers,

Date post:	05-Apr-2018
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