Exclusive Distributorships Transform Washroom Hygiene Services Industry

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The traditional cleaning service franchise model is being severely undercut by independent distributorships that offer benefits to distributors and customers

Odorite has special sales on certain products, and I can simply pass my savings onto my customers

The washroom hygiene services industry has traditionally run on a franchise model, in which service companies would pay substantial up-front fees, regular dues and higher pricing for the privilege of using a manufacturer's or distributor's brand and image. But a new model - that of "exclusive independent distributorships" - saves a company substantial investment dollars while also providing better support and allowing better service to their customers.

Rosemary Esparza, who operates a leading janitorial service company Comercializadora Odorjal, SA in Guadalajara, Jalisco, Mexico, has experienced substantial benefits from the Exclusive Distributorship model. Esparza's company services public restrooms in many establishments, from gas stations to five-star hotels, for forty-three years.

Several years ago, she became an exclusive distributor for Odorite air fragrance products, one of the first manufacturers to offer such an opportunity.

"I didn't have to pay for a franchise," she says. "The first time I connected with Odorite, I simply made a purchase directly for their products. It was that easy." Odorite assisted Esparza, trained her in the process of becoming a distributor, provided all necessary documents and even helped with the exportation and importation of products.

The Exclusive Distributor arrangement allows a washroom hygiene services company to exclusively serve a particular geographical area and purchase only product. A cleaning service franchise, on the other hand, requires a significant franchise license fee and contract. Franchise-based organizations also often charge dues or fees against expected sales.

The considerable savings from exclusive independent distributorships allow better pricing and, as a result, service to the customer.

"I don't sell, I service, and that's a big difference between us and other suppliers" says Esparza. "Most companies make a customer buy a deodorizing dispenser and several cases of deodorizer. But we only charge for what the customer uses and we refill."

Such service would not be possible, or as cost-effective, with the high overhead operation of a franchise. "Odorite has special sales on certain products, and I can simply pass my savings onto my customers," Esparza adds.

Odorite International, Inc. has exclusive distribution contracts with over 130 distributors worldwide. These distributors account for all end-user sales and service of Odorite products. Because Odorite generates revenue only through distributor sales and service, and not from franchise sales, they ensure distributors are well-serviced and satisfied.

Odorite also ensures distributors fully understand the products and can make successful presentations through full product training. Since this training is electronically transmitted, it is not geographically-dependent and can be done for a distributor no matter their proximity to Odorite's headquarters.

For 70 years Odorite has been the leading manufacturer and distributor of a complete line of environmentally-friendly air-freshening products created for specific regions and climates throughout the world. This factor, along with the Exclusive Distribution pricing advantages, further enhances Odorite's appeal for Esparza's washroom hygiene services.

"People here are starting to recognize that we are having a problem with our environment," she says. "There are other products in use here that harm the environment, but Odorite products do not. It's environmentally safe."

Odorite's scent products also last far longer than their competitor's washroom hygiene services products due to proprietary in-house manufacturing methods.


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Cindy Walter
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