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00:00:16.960Hello, this is Jerry here, and today I'm going to introduce you to a person in a company that I met recently at the ISSA show in Las Vegas.
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00:00:21.440It's still my intention to do a show just on my findings there.
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00:00:24.640And I can tell you at the moment, it was a great time.
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00:00:30.239I learned a lot and met some old friends and even met some new friends as well.
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00:00:35.039See, this podcast represents exactly all about that.
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00:00:47.280We're trying to bring people together, learn their business, develop an ecosystem where we help one another in the chemical cleaning equipment, cleaning service industry.
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00:00:48.159All three.
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00:00:52.000Cleaning chemicals, cleaning equipment, and the service industry.
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00:01:03.840Today, we're going to meet one of them, and that is Brad Anderson, who's the owner of the Royce Rolls Rear Company, which I believe is 100 years old.
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00:01:08.640American company that introduced the rolling ringer mop.
00:01:08.640 -->
00:01:10.799It's a fantastic story.
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00:01:17.920The innovation about putting wheels on a mop bucket many years ago to reduce the noise in the hospital site.
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00:01:29.760Also, stay tuned as he talks about the transition of the company from his wife's family for, I guess, near a hundred years, to now both of them owning it.
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00:01:32.000It's just a fantastic story.
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00:01:33.439Stay tuned.
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00:01:40.879Hey everybody, today we have Brad Anderson of the Royce Rolls Rear Company.
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00:01:43.439Brad, thanks for joining me this afternoon.
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00:01:44.719Thanks for having me, Jerry.
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00:01:45.599It's good to see you again.
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00:01:46.560Nice seeing you.
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00:01:50.799We met at the ISSA show in Las Vegas a couple months ago.
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00:01:55.760And I appreciate you coming on because I'm going to be quite honest.
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00:02:01.359I did not know all of the items still made in stainless steel.
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00:02:04.560Do you get that occasionally from other people as well?
00:02:04.560 -->
00:02:07.359Because I know the company's got a great history.
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00:02:12.159And please tell us a little bit about your company and the transitions.
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00:02:17.120I still run into people that, even after 101 years, are not familiar with us.
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00:02:19.840First off, I just want to say thanks for having me on, Jerry.
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00:02:22.000I'm glad that we could meet at the ISSA show.
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00:02:23.919And thanks for putting this podcast together.
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00:02:33.919After we met, I listened to quite a few of the shows, really enjoyed the one with the brewery consultants for the safety and insurance and stuff.
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00:02:35.120That was pretty interesting.
00:02:35.120 -->
00:02:37.759And I especially enjoy your ones about sales.
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00:02:39.280I find that to be very beneficial.
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00:02:44.960I happen to be one of those relative youngsters that benefit from your lessons on that.
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00:02:47.919I really liked your episode with The Greatest Story and Sales.
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00:02:48.719That one.
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00:02:49.599That was a good trip.
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00:02:51.120Yeah, I run into that.
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00:02:54.080It shows that people are really impressed.
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00:03:09.199And I think that there's been through a variety of factors, both related to how we've gone to market in the past and then just like greater industry trends that some people don't realize that there are other materials available out there, such as stainless steel.
00:03:09.199 -->
00:03:17.599And we've been actually building a stainless steel since the early 70s is when we made that switch to using exclusively 304 stainless steel.
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00:03:23.84050 some years before that was the steel that we would have galvanized somewhere else.
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00:03:27.759But that is going very far back in the company's history at this point.
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00:03:33.520Just so you know, some people might not know, but the stainless steel you're using, am I correct?
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00:03:39.759As I understand it, is the premier stainless steel because there are lesser grades now.
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00:03:41.280Am I correct?
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00:03:44.879Yeah, it's a quick way that someone can test for stainless steel.
00:03:44.879 -->
00:03:50.639You can do this at home with your refrigerator or like a grill or any other stainless things around you.
00:03:50.639 -->
00:03:52.159Is just check it with a magnet.
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00:04:06.479If it's magnetic, it's going to be a ferris stainless steel, which is going to be lacking nickel, which helps reduce its cost, and there is still a corrosion resistant quality to it, but the addition to nickel to that makes non-magnetic.
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00:04:10.159That would also be in cutlery terms, like an 18-8 stainless.
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00:04:11.919It's the most common grade.
00:04:11.919 -->
00:04:13.919There is one more that's stainless.
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00:04:21.519That's typically reserved for highly corrosive environments such as salt water, pools, chemical manufacturing, like that.
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00:04:27.839And I actually have made some of my products out of for a customer that had particularly demanding requirements.
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00:04:35.120I did used to be a welding engineer before the path that I went on to become the owner of my wife's family's business.
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00:04:45.199Thanks for throwing all that in there because I was going to ask you in going through the information I could, I saw that you were in the similar industry.
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00:04:46.560Then you go into this.
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00:05:18.399What had happened is when my wife's grandfather Chuck was being bored in January of 1925, the housekeeper at the hospital was pushing the bucket and ringer around just across the floor with the mop handle.
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00:05:23.199So he had the idea to go and put that on wheels.
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00:05:36.240And, you know, certainly, you know, with such a like fundamental idea, maybe there are some other people who may claim they came up with it, but you know, this is the story that we have, and it's it's the one that I'm gonna go with.
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00:05:44.079And the other thing that we did is that his father, I believe, was also some type of mechanical engineer.
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00:05:58.240So my understanding that he worked with his dad to make a down press ringer, which is a superior type of ringer in terms of its ability to ring out completely and get to the desired level of saturation.
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00:06:04.160So he took his idea throughout the Great Depression, did the traveling salesman thing across the country.
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00:06:06.560It would be like, gee, this is pretty expensive.
00:06:06.560 -->
00:06:08.560It was probably like ten dollars or something.
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00:06:10.959Like, well, I'll come and get it if you don't like it.
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00:06:13.600Yeah, so people kept their buckets and ringers.
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00:06:15.360That's how the company started.
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00:06:29.040It then experienced organic growth through World War up to World War II, whereupon we started our longtime partnership servicing the Veterans Administration, which we still service today.
00:06:29.040 -->
00:06:35.839A service-disabled veteran-owned company called TL Services holds our GSA contract.
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00:06:38.800We've been working with them for about 25 years.
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00:06:46.399At that point, the business continued to grow, primarily focused on the healthcare space, has always been our specialty.
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00:06:51.600In the 70s, we changed to stainless steel, also added a line of fixtures.
00:06:51.600 -->
00:06:54.639So we have a fairly large toilet paper dispenser business.
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00:06:57.680We make 16 different types of toilet paper dispensers.
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00:07:01.120Those are very popular with schools and institutional customers.
00:07:01.120 -->
00:07:04.879Four different styles, and each one can hold one to four roles.
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00:07:07.120Super durable, super simple.
00:07:07.120 -->
00:07:09.120I know schools really love them.
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00:07:16.399That's kind of the short general history of the company as far as kind of getting into the family business part of it.
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00:07:26.240My late father-in-law, Charlie, and his older brother Matt had split ownership with Matt being the majority owner.
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00:07:30.160Unfortunately, he unexpectedly passed away in 2008.
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00:07:36.800My father-in-law found himself being the owner of the company when he was actually planning on exiting.
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00:07:40.480He had a passion for music, especially the saxophone.
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00:07:44.319So his plans kind of got turned upside down.
00:07:44.319 -->
00:07:55.600And certainly there were changes with the hospital EVS market related to the Affordable Care Act, how that was purchasing, hospital consolidation.
00:07:55.600 -->
00:07:59.519There's issues from the family business side and how that was handled.
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00:08:01.839That was the third generation at that time.
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00:08:06.720He had approached my wife and I a few times if we were interested.
00:08:06.720 -->
00:08:15.439I had a career as a welding engineer and we were happy doing our own thing, having been newly married, and also had made a few assumptions.
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00:08:22.879Eventually, the path of my career brought me back to Grand Rapids, starting a new job back in March of 2020.
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00:08:27.199That was not a great fit, and I was ready to be done with that.
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00:08:30.480He made one last pass, and I said, sure, I'll give it a shot.
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00:08:31.839So I started there.
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00:08:44.960It was a good fit as, like, other than the original founder, we hadn't had someone with schooling and external work experience in manufacturing and like designing for manufacturing.
00:08:44.960 -->
00:08:50.399A welding engineer that I used to do is really a very specialized manufacturing engineer.
00:08:50.399 -->
00:08:55.840So that's a type of engineer that just helps things get built and build them easier.
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00:09:01.919So I did that, and that was really handy and a great way for me to get to know the employees because I spent a lot of time on the floor.
00:09:01.919 -->
00:09:06.159Then I started cutting my teeth on some of the basic stuff.
00:09:06.159 -->
00:09:16.639I'm a hobbyist accountant, I guess, starting with like doing accounts payable and working my way through, learning about the challenges that happened with small business ownership.
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00:09:19.759This was not something I'd ever been exposed to before.
00:09:19.759 -->
00:09:24.559Coming up with plans for the future with Charlie working on like his exit.
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00:09:36.879Unfortunately, Charlie had gone off for one of his yearly, month-long backcountry hiking trips out in the mountains of Colorado and unexpectedly passed away on top of a mountain.
00:09:36.879 -->
00:09:41.200And well, we had a buy-sell agreement to be prepared for this.
00:09:41.200 -->
00:09:44.000We didn't plan on that actually happening.
00:09:44.000 -->
00:09:48.879And it was a very challenging time for a variety of reasons.
00:09:48.879 -->
00:10:08.000And I'm very lucky that I had the support of my family and Charlie's widow and his other family members, his son and his nephew both have worked at the business for quite a long time, along with many longtime employees.
00:10:08.000 -->
00:10:11.759It's most everyone is in the double digits.
00:10:11.759 -->
00:10:18.159I've had three people since I've been here retire after nearly like 50 years with the company.
00:10:18.159 -->
00:10:25.200I've been here for five years, and I'm still very much one of the new guy, Dan and Abby, that I'm sitting in with the office.
00:10:25.200 -->
00:10:27.039I've been here for 17 years.
00:10:27.039 -->
00:10:40.320So I was really lucky that I had so much help from my employees, not to mention all of my employees outside of the floor and the trusted advisors that the company already had, such as our accountant.
00:10:40.320 -->
00:10:45.600I was also lucky enough to connect with the Family Business Alliance here in West Michigan.
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00:10:51.360That kind of fell into my lap, and that's been absolutely instrumental for my success.
00:10:51.360 -->
00:10:57.679We're really lucky to have such a well-developed organization here and joined a peer group with that.
00:10:57.679 -->
00:11:06.240So many resources available, and I'm always amazed at the business community's generosity with help and advice.
00:11:06.240 -->
00:11:10.399I just have so many people that I can reach out to now when I have questions.
00:11:10.399 -->
00:11:14.399And I've even been able to help some other people at times too, which is nice.
00:11:14.399 -->
00:11:32.399The other thing I was able to do with that too was that I was able to connect with a local partnership called Bridge Leadership Services and engage with them in a business advisory role to help fill my gaps in my knowledge because I don't have enough time to make all the mistakes myself.
00:11:32.399 -->
00:11:37.759Getting to that point and getting all this help from everybody, I just couldn't do it without all of that assistance.
00:11:37.759 -->
00:11:43.759And certainly my wife, too, who is always there to support me through all of the ups and downs.
00:11:43.759 -->
00:11:50.159The other thing that happened too is we found out we were having our first child was the final twist of 2023.
00:11:50.159 -->
00:11:55.279I'm on my third year running the company, just learning so much every year.
00:11:55.279 -->
00:12:05.440And I'm feeling like really optimistic and excited about the future, the changes that I've been able to implement and all of my personal growth through this.
00:12:05.440 -->
00:12:07.919I just hired a new employee here in the office.
00:12:07.919 -->
00:12:10.480I'm very excited about what that's going to mean.
00:12:10.480 -->
00:12:27.120In many ways, we're kind of like a hundred-year-old startup, I feel like, because I've got a lot of runway and a lot of things that I want to do with the company and continue to service our customers and the legacy of the family and the business that makes us so well known.
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00:12:34.879I have to tell you, I'm in 40-something podcasts that I've done, but that is the best answer I've ever heard.
00:12:34.879 -->
00:12:38.480I mean that not just so much because of a podcast.
00:12:38.480 -->
00:12:42.159I let you go with that, and I'm congratulating you.
00:12:42.159 -->
00:12:47.759I'm gonna have to go back and time this with either a five or seven-minute answer, and that's perfect.
00:12:47.759 -->
00:12:50.960Because if you're talking, then I don't have to talk.
00:12:51.519 -->
00:12:55.919I was actually briefly wondering, I didn't remember what the question was that went on so long.
00:12:56.240 -->
00:12:58.960Did you actually practice that beforehand?
00:12:58.960 -->
00:13:00.559You had to have practiced.
00:13:00.559 -->
00:13:03.120I didn't spend time deliberately practicing.
00:13:03.120 -->
00:13:05.759You brought in everything I wanted to know.
00:13:05.759 -->
00:13:07.039I'm dumbfounded.
00:13:07.039 -->
00:13:14.480I think I'm gonna tell my our audience to go back and listen to that again because you told the history.
00:13:14.480 -->
00:13:17.519But more important, here's what I grasped out of it.
00:13:17.519 -->
00:13:18.879I grasped a lot of things.
00:13:18.879 -->
00:13:21.279Number one is you recognize your family.
00:13:21.279 -->
00:13:23.600Number two is you recognize your wife.
00:13:23.600 -->
00:13:41.120But the the bigger thing is you applauded all of your employees, your past employees, your future employees, and how they have shaped you rather than, and there's where I'm going with this, rather than you shaping them.
00:13:41.120 -->
00:13:53.360Because people who, no matter where you work, and it doesn't have to be in chemicals cleaning or any industry you and I are associated with, in many industries, a new broom sweeps clean.
00:13:53.360 -->
00:13:55.120Of course, I am bringing in cleaning.
00:13:55.120 -->
00:14:02.240New management comes in, new ownership comes in, and they change everything just to be changing things.
00:14:02.240 -->
00:14:03.519And what happens?
00:14:03.519 -->
00:14:06.320You have longtime employees who get disgruntled.
00:14:06.320 -->
00:14:13.360They don't longer have their heart in the business because the person they're working for isn't the one who hired them.
00:14:13.360 -->
00:14:17.200So let's get back to the business of the ringer company.
00:14:17.200 -->
00:14:21.759So it started with a mop bucket, literally.
00:14:21.759 -->
00:14:25.840And what is that still one of the leading items you go with?
00:14:25.840 -->
00:14:27.519Because I went on your website this morning.
00:14:27.519 -->
00:14:30.080I was just blown away at the different things you have.
00:14:30.080 -->
00:14:34.399What's your number one selling item or category at this time?
00:14:35.039 -->
00:14:37.440We still do make the bucket and ringers.
00:14:37.440 -->
00:14:51.440It's always a little astonishing for me when I learned the state of the art that buckets and ringers were for a long time before microfiber cleaning came onto the scene, especially in the context of the healthcare space.
00:14:51.440 -->
00:14:55.120That we used to make five different size mop ringers.
00:14:55.120 -->
00:15:03.440We would have tapered half oval buckets, non-tapered half-oval buckets, oval buckets, and round buckets.
00:15:03.440 -->
00:15:07.759And each of those would be offered in like five sizes.
00:15:07.759 -->
00:15:14.639And like, for example, the tapered buckets, those also nested within each other.
00:15:14.639 -->
00:15:18.480So each set of buckets also had different sizes for it.
00:15:18.480 -->
00:15:22.240Since then, I've paired that down to a large ringer.
00:15:22.240 -->
00:15:26.080That would be our 2B ringer for 16 to 24 ounce mops.
00:15:26.080 -->
00:15:49.440And then our O ringer, which is going to be for 12 to 16 mops, got it down to a big and a small version of our tapered, non-tapered, and round buckets that fits like most of the needs with that to help control the spread of like hospital-acquired infections, that there's been a move towards either washable microfiber pads or disposable pads.
00:15:49.440 -->
00:15:55.120But ultimately, like there's always still going to be really big messes that you have to like get first with a ringer.
00:15:55.120 -->
00:16:08.480We produce some that are electropolished, which makes them a beautiful, shiny, electrochemically polished version of our ringers that can be put in an autoclave for pharmaceutical or clean room manufacturing.
00:16:08.480 -->
00:16:11.200We have a full line of autoclavable products.
00:16:11.200 -->
00:16:15.279Most of ours can be made to be able to go into an autoclave.
00:16:15.279 -->
00:16:21.039By just numbers, the most common product we sell is going to be our TP2.
00:16:21.039 -->
00:16:25.279That's our two-roll flat top open front toilet paper dispenser.
00:16:25.279 -->
00:16:30.399In terms of like our carts, currently our most popular cart is our F36.
00:16:30.399 -->
00:16:36.720That's going to be like similar in size to when you talk about a janitorial cart, what most people are going to think of.
00:16:36.720 -->
00:16:46.879We offer versions of that coming with single or double bucket and ringers, single or double tub microfiber setups, with or without locking lids for both of those.
00:16:46.879 -->
00:16:57.200We have a compact wheelbase version, which has a unique type of bin called an M-bin that goes on top of the cabinet that gives you the smallest footprint available.
00:16:57.200 -->
00:16:59.440We have three different sizes of cabinet.
00:16:59.440 -->
00:17:06.240Our most popular is our standard, which is a 16-inch wide door, and that's 36 inches tall.
00:17:06.240 -->
00:17:13.599We have a 2436, which is the same height, but it has a 24-inch door, and then we have a mini cabinet.
00:17:13.599 -->
00:17:15.200It's a very cute little cart.
00:17:15.200 -->
00:17:18.400It's only 30 inches tall, same footprint as the standard.
00:17:18.400 -->
00:17:23.119And all of the products that we make can generally be mixed and matched.
00:17:23.119 -->
00:17:25.519Everything can be like reconfigured.
00:17:25.519 -->
00:17:38.720In my research, as I've like worked on like looking out what else is out there, I feel confident that I can absolutely say, in terms of metal carts, we have the widest variety of selection to suit pretty much any need.
00:17:38.720 -->
00:17:43.359If it's not met, we can probably recombine what we have in a new way.
00:17:43.359 -->
00:18:00.000And if it's still not met, with the exception of the jumbo roll toilet paper dispenser and the pump soap, the like ubiquitous pump soap stainless steel one, everything on the website we make and it starts out as a flat sheet of steel.
00:18:00.319 -->
00:18:05.920Do you only sell on a direct basis, or are you also selling to distributors as well?
00:18:07.039 -->
00:18:09.759We do both, but I'm not sure where it is at the moment.
00:18:09.759 -->
00:18:11.440My desk is a bit of a mess.
00:18:11.440 -->
00:18:14.799But well, it's pretty fiercely factory direct.
00:18:14.799 -->
00:18:27.759And it's you know, I was told from my father-in-law that back in either like the late 80s or early 90s, finally started giving a small discount for resellers.
00:18:27.759 -->
00:18:30.240That remained how it was.
00:18:30.240 -->
00:18:46.000And when I got to the business and started going to shows myself, because the company for a few reasons had like was not going to shows like it used to, and then like COVID really kind of like was the nail in the coffin for a bit.
00:18:46.000 -->
00:18:53.279So I started talking to resellers and learning because again, I didn't grow up in this industry or business.
00:18:53.279 -->
00:19:01.440Everything I've learned, I've learned over the last like going on six years in July, and it really sped up once I was running it.
00:19:01.440 -->
00:19:06.720I realized what we were offering before was not correct and not being a good partner with that.
00:19:06.720 -->
00:19:14.799So actually, again, through my willingness to ask for help, which gets easier the more that I do it, I worked with some advisors.
00:19:14.799 -->
00:19:23.119We went and looked at that and came up with a new plan and also talking with distributors and resellers to get set up to be a better partner.
00:19:23.119 -->
00:19:32.240I realized if you go that way where you sell direct and through distribution, there are some resellers that are just not even going to consider you.
00:19:32.240 -->
00:19:39.039Certainly understand that, but I have a large network of like reseller partners that we only continue to work more.
00:19:39.039 -->
00:19:43.519And I am taking these steps to be a good partner for them and support them.
00:19:43.519 -->
00:19:51.599I want to sell carts and I want to honor and respect and reward the work that my reseller partners do.
00:19:51.599 -->
00:19:53.599So that's the most important thing to me.
00:19:53.599 -->
00:20:04.480When I have these onboarding discussions with distributors, I take a second to make that clear how that goes and to make sure that like I'm always there to support them and not compete against them.
00:20:04.880 -->
00:20:08.960It has to be a working relationship, it has to be no more than a marriage.
00:20:08.960 -->
00:20:11.599It has to be both sides working together.
00:20:11.599 -->
00:20:17.839And you can combine and make a good living, but it can't be 49-51.
00:20:17.839 -->
00:20:20.960It's got to be 50-50 where they're both sides put together.
00:20:20.960 -->
00:20:24.880So you're doing a lot of business through the VA hospitals, am I correct?
00:20:24.880 -->
00:20:27.359Yes, we're in every VA hospital.
00:20:27.359 -->
00:20:30.160So I was surprised you said you're doing them all.
00:20:30.160 -->
00:20:32.319So that's amazing within itself.
00:20:32.319 -->
00:20:34.559Is that hard to manage itself?
00:20:34.559 -->
00:20:40.880With I mean, frequently government buildings they take longer to get POs, stuff like that.
00:20:40.880 -->
00:20:45.039I'm not asking you to talk bad about anybody, but does that create challenges?
00:20:45.359 -->
00:20:50.559I think it certainly fluctuates with any current administration at the time.
00:20:50.559 -->
00:20:56.079At that point, I'm experiencing the benefits of our longevity and all of that work.
00:20:56.079 -->
00:21:02.400There was a time period where we used to bid directly in terms of getting that.
00:21:02.400 -->
00:21:12.400The extra paperwork became burdensome, and also there's benefits to going through the service disabled veteran-owned business for those.
00:21:12.400 -->
00:21:14.559So did that answer your question?
00:21:15.039 -->
00:21:16.480You answered it perfect.
00:21:16.480 -->
00:21:29.440So when in going to market or looking to expand your markets, are you trying to get more for online where you constantly update your website?
00:21:29.440 -->
00:21:32.880Are you calling on more distributors?
00:21:32.880 -->
00:21:36.960Are you calling on existing customers and asking other people?
00:21:36.960 -->
00:21:41.839I mean, there's many different ways, and I'm just trying to see how other people do it.
00:21:42.240 -->
00:21:47.440Something I like to say is that I have so much low-hanging fruit it can impede movement.
00:21:47.440 -->
00:21:59.680So, yeah, I'm trying to do all of those things as I'm learning what it means to be a small business owner and wear so many different hats, gradually continue to get better at delegating and utilizing.
00:21:59.680 -->
00:22:03.440Resources and getting my long-term vision for it.
00:22:03.440 -->
00:22:06.319I've pretty much focused on the fundamentals right now.
00:22:06.319 -->
00:22:16.400For one thing, obviously, we met at a show, and I've gotten some negative feedback from some companies in the business in terms of going to shows and the value of that.
00:22:16.400 -->
00:22:20.640But like I just learned so much each time, and you never know who you're going to meet.
00:22:20.640 -->
00:22:23.200Like you came up and talked to me.
00:22:23.200 -->
00:22:24.799It's really nice to.
00:22:24.799 -->
00:22:28.000And then I ended up like listening to your podcast.
00:22:28.000 -->
00:22:29.279I met someone else at the show.
00:22:29.279 -->
00:22:29.839We were chatting.
00:22:29.839 -->
00:22:31.200I'm like, hey, listen to this one.
00:22:31.200 -->
00:22:32.799And then he followed up and talked to you.
00:22:32.799 -->
00:22:37.920So like I just view, like, honestly, it's just really such an education for me right now.
00:22:37.920 -->
00:22:43.920I think as I spend like more and more time and get experience, perhaps I'll be more selective.
00:22:43.920 -->
00:22:47.599But I'm going the other way right now where I'm doing more and more shows.
00:22:47.599 -->
00:22:52.720I started out just doing the ISSA show for the first two years.
00:22:52.720 -->
00:22:59.920Last year I added the AG show, which was a great show to really see end users.
00:22:59.920 -->
00:23:03.279And it's really nice to see the passion of the end users.
00:23:03.279 -->
00:23:05.359And I love it when I'm giving pitches.
00:23:05.359 -->
00:23:07.839And someone's like, these are awesome.
00:23:07.839 -->
00:23:10.799We've had the same carts for 30 years.
00:23:10.799 -->
00:23:15.839And I had one guy that's like, hey, I've got one.
00:23:15.839 -->
00:23:18.480It doesn't have a door, it has clips on it.
00:23:18.480 -->
00:23:30.000And I'm like, that's a really old cart because our products are the way they are through the direct feedback of the end users, the people using them to keep hospitals safe and clean.
00:23:30.000 -->
00:23:36.400And so when it became a requirement through joint commission that they need doors, well, we added doors.
00:23:36.400 -->
00:23:39.200And I think for many years we sold many, many doors.
00:23:39.200 -->
00:23:44.079You know, all those carts have doors now where they're out of service, but apparently there's still a few.
00:23:44.079 -->
00:24:01.200So I was able to take a catalog and be like, you might consider getting a new cart by now, but if you don't want to, I was able to circle the door and circle our snap rack, which is another unique product that we have, and tell them you're gonna have to drill some holes for these, but you can put them on your cart.
00:24:01.200 -->
00:24:08.880I'm really proud that we can support that for so long, that I have spare parts for carts that'll go back.
00:24:08.880 -->
00:24:12.480I'm not really sure when this cart even like actually came out.
00:24:12.480 -->
00:24:14.240I would have to spend a lot of time digging.
00:24:14.240 -->
00:24:19.039I asked my resident old timer about this, and he gets the 60s.
00:24:19.039 -->
00:24:22.720So I know we went to stainless in the 70s, but my parts will still fit it.
00:24:22.720 -->
00:24:30.160And some of our carts, such as our 1C215-H, which is our double bucket and ringer floor care unit.
00:24:30.160 -->
00:24:38.240There's a really old picture right outside the office from the 40s or 50s, and it's relatively unchanged today.
00:24:38.240 -->
00:24:52.480I know that particular unit is really popular with crews that do strip and waxing because they can go and get it all caked up with wax and everything, go and leave it in a drum overnight, and uh it's all freed up and clean.
00:24:52.480 -->
00:24:56.000They put all this stainless plumbing on it, it looks really cool.
00:24:56.000 -->
00:25:14.880I'm actually talking currently with a Canadian company for a high-end shopping mall because all of that stuff is great for the durability and the sanitary qualities of stainless in a healthcare setting, but the carts look really nice in other settings too.
00:25:14.880 -->
00:25:25.599So if you have somewhere like a porter cart executive cleaning, somewhere that's highly visible to guests, and you want to present a high-end image, that's a really great way to do it.
00:25:25.599 -->
00:25:30.000And it's something that you can clean and fix parts on.
00:25:30.000 -->
00:25:38.000There are some carts of other materials that can have certain things break on them just by the nature of what they're made from.
00:25:38.000 -->
00:25:42.400And yeah, you can get a replacement part, but it's gonna break there again eventually.
00:25:42.400 -->
00:25:46.799I would say for our doors, for example, is a great example of this.
00:25:46.799 -->
00:25:55.200That I almost tell no replacement doors or hinges, like they would have to be badly physically damaged.
00:25:55.200 -->
00:26:15.440But we've got a full-length stainless steel piano hinge that is riveted with five or six rivets onto both the door and the cart itself, and it's really nice too to see the pride that users take in their cart and but just really projects a really professional image and it looks great, they're really nice.
00:26:15.759 -->
00:26:16.720Fantastic.
00:26:16.720 -->
00:26:20.319That was a lot of information there, and I loved every minute of it.
00:26:20.319 -->
00:26:28.559But I will tell you about the shows because I was in a meeting this morning where I work and we talk about shows.
00:26:28.559 -->
00:26:38.319I went to the ISSA, my company wasn't represented there, and I wasn't there to buy anything, and I wasn't there to sell anything.
00:26:38.319 -->
00:26:50.000I was there to not meet new people like yourself, get a couple people for the podcast, and learn more because, quite honestly, and this is an embarrassment to me, not to you.
00:26:50.000 -->
00:27:00.000Six months ago, if somebody would told me they were looking for stainless steel mop buckets, I would have told them they don't make them anymore.
00:27:00.000 -->
00:27:04.720So I learned a whole lot more, and you've taught me a whole lot more now.
00:27:04.720 -->
00:27:06.480So that's pretty awesome.
00:27:06.480 -->
00:27:13.039As we're coming to a close, tell me what's the one question I didn't ask you that I should have asked you today.
00:27:13.599 -->
00:27:16.640Before we get to that, I was gonna say as far as shows.
00:27:16.640 -->
00:27:21.039So Royce Rolls will be at the ISSA show this year in Vegas.
00:27:21.039 -->
00:27:30.480We're going to be at the AHE show in New Orleans, and then I will also be at a couple.
00:27:30.480 -->
00:27:35.359I joined the Michigan School of Business Officials, so I'm going to be doing two of their shows.
00:27:35.359 -->
00:27:40.640And I also joined the DPA, who I met at a show reading like a trade publication.
00:27:40.640 -->
00:27:41.920I sought them out.
00:27:41.920 -->
00:27:45.839So it's gonna be a lot of shows, and please, I'll be there at all those.
00:27:45.839 -->
00:27:47.920If you're gonna be attending those, come reach out.
00:27:48.079 -->
00:27:52.400As far as the one question, I am gonna be at the ISSA show.
00:27:52.400 -->
00:27:55.680Normally don't the last time I went was coming out of COVID.
00:27:55.680 -->
00:27:59.279I had so much fun this past year.
00:27:59.279 -->
00:28:00.400It was amazing.
00:28:00.400 -->
00:28:06.480I wanted to do a show just on the ISSA show, but uh a solo, I haven't gotten around to it yet.
00:28:06.480 -->
00:28:12.559So go ahead and tell me tell me the one question I forgot to ask you, and then give me some contact information.
00:28:12.559 -->
00:28:13.920I'll put it in show notes.
00:28:14.160 -->
00:28:17.200Yeah, and we covered so much sales.
00:28:17.200 -->
00:28:22.880Like that's what those are the episodes of your podcast that I found the most interesting so far.
00:28:22.880 -->
00:28:24.880I mean, of course, they're technical welding stuff.
00:28:24.880 -->
00:28:29.039If you want to quiz me on welding or something, I don't get to talk about that very much anymore.
00:28:29.839 -->
00:28:39.279I've never met your wife, but I want to tell her she has to be proud of what you've been able to do for her family.
00:28:39.279 -->
00:28:41.119And I don't know if that makes sense.
00:28:41.119 -->
00:28:54.640But what it does is you're carrying on something from fur family, and you, as far as I can tell, you're not riding the wave of just writing it out, you're elevating it moving forward.
00:28:54.640 -->
00:29:06.480As I'm older than you are, and I've lost my parents, and I look at my younger kids, I want to leave something for them of a legacy of something.
00:29:06.480 -->
00:29:08.720And I think you've done a remarkable job.
00:29:08.720 -->
00:29:11.519And I you can please tell your wife I said that.
00:29:11.519 -->
00:29:17.200I will put all your information, your website, your show notes, all in the podcast.
00:29:17.200 -->
00:29:19.359Is there anything else you'd like to tell?
00:29:19.359 -->
00:29:26.400And I will make sure I get this podcast out, and I appreciate you liking when I do them solo just on some sales stories.
00:29:27.039 -->
00:29:27.920I appreciate that.
00:29:27.920 -->
00:29:30.480The support of the family made it all doable.
00:29:30.480 -->
00:29:37.839Everybody works as a team, and like I've certainly like being in the FBA and learning and talking, it doesn't always work like that.
00:29:37.839 -->
00:29:39.920And like I just couldn't do it without that.
00:29:39.920 -->
00:29:46.559When Charlie passed away, I felt no pressure to do something under expectations of the family.
00:29:46.559 -->
00:29:55.920I know that if I had said, whoa, this is more than I bargained for, there wouldn't have been any hard feelings, but I'm here because I want to be and I'm having a great time now.
00:29:55.920 -->
00:30:04.240I feel like I'm finally got getting my C Lags uh under me, and I've got a lot of time to continue to improve in a pretty like blank slate.
00:30:04.240 -->
00:30:08.480As far as contacting me, since you mentioned ISSA, I just looked it up quick.
00:30:08.480 -->
00:30:10.640I'll be at booth 3801.
00:30:10.640 -->
00:30:13.359It's 3801 at ISSA.
00:30:13.359 -->
00:30:19.839I expect to see you there, Jerry, but I also expect that you will come once I have left to go walk the show.
00:30:19.839 -->
00:30:20.640No problem.
00:30:20.640 -->
00:30:22.079I have your cell number now.
00:30:22.079 -->
00:30:23.359I can text you.
00:30:23.359 -->
00:30:29.200And then as far as contacting me, I put this out in some of the trade magazine ads.
00:30:29.200 -->
00:30:35.680I put my cell phone number, and my cell phone number is 231-330-2861.
00:30:35.680 -->
00:30:38.160That's my personal cell phone.
00:30:38.160 -->
00:30:55.279And this is one of the other things that I pride myself on and really enjoy when I can talk to heads of EVS departments or any even like end users, whoever I think would be beneficial for distributors, go through the normal channels for like a group inbox and everything when you can for run-of-the-mill stuff.
00:30:55.279 -->
00:30:57.519But if you need to reach me, here's my number.
00:30:57.519 -->
00:30:59.519And people take me up on that.
00:30:59.519 -->
00:31:10.000And that's really nice because I'm pretty confident we're one of the few janitorial card equipment bucket ringer manufacturers where you can go and reach the owner like that.
00:31:10.000 -->
00:31:12.640I'm here working every day in the business.
00:31:12.640 -->
00:31:20.319If someone wants to reach me via email, my email is bradbrolls.net.
00:31:20.319 -->
00:31:22.799Take note of the.net there.net.
00:31:22.799 -->
00:31:27.519So that'd be R-O-Y-C-E-R-O-L-L-S.net.
00:31:27.519 -->
00:31:29.279And we have our website on there.
00:31:29.279 -->
00:31:34.000Encourage anybody that wants to chat to feel free to call or email me.
00:31:34.400 -->
00:31:37.039I appreciate you giving out your phone number.
00:31:37.039 -->
00:31:41.119I know that I give out my personal numbers on everything I do.
00:31:41.119 -->
00:31:45.519You called me at eight o'clock one night, and if you said, I'm sorry I called too late.
00:31:45.519 -->
00:31:53.440I think you were putting your son to bed and we sat and talked because I don't shy away from answering the phone after certain hours, and neither do you.
00:31:53.440 -->
00:31:54.960And I appreciate that.
00:31:54.960 -->
00:32:03.039And one last thing, this is me looking at this from 10,000 square foot above because I've already given your wife and family kudos.
00:32:03.039 -->
00:32:09.039But it sounds to me like you started when you took over, you started in the back of the house and moved your way forward.
00:32:09.039 -->
00:32:10.720I congratulate you on that.
00:32:10.720 -->
00:32:16.160Where, you know, some people just want to get in and start tinkering around the things up in the front office.
00:32:16.160 -->
00:32:21.200And I applaud that because I've seen it go the other way around and it doesn't work.
00:32:21.359 -->
00:32:32.559And we're just talking about my son now, but like if he has interest in the business, he is also going to have to go work somewhere else for a while first, and then like kind of do a similar thing here.
00:32:32.559 -->
00:32:33.440So we'll see.
00:32:34.559 -->
00:32:42.240I can do a whole podcast on that subject alone because I've worked for a number of father-son businesses.
00:32:42.720 -->
00:32:55.359There's definitely was like a different relationship with like Charlie B and my father-in-law, and we had a great relationship before, and like I'm really grateful that like I came to the business because I got to spend a lot of time with him.
00:32:55.359 -->
00:32:56.960We had a lot of fun together.
00:32:56.960 -->
00:33:02.240I really got to know him very well, and what turned out to be like a fairly like limited amount of time.
00:33:02.240 -->
00:33:14.480Um, I had met my wife in 2015, so I'm grateful for the time we had together and the opportunity he gave me to come do this because I knew I was a lone technical specialist.
00:33:14.480 -->
00:33:20.079I would be programming robots and developing welding parameters and writing reports and stuff before I came this.
00:33:20.319 -->
00:33:23.680Ryan, I appreciate you getting together with me today.
00:33:23.680 -->
00:33:24.720Awesome story.
00:33:24.720 -->
00:33:26.400I mean from the bottom of my heart.
00:33:26.400 -->
00:33:27.519I really do.
00:33:27.519 -->
00:33:31.680We will stay in touch, and I hope to have this out in about a week or so.
00:33:31.680 -->
00:33:32.799Sounds good.
00:33:32.799 -->
00:33:33.519Thanks, Jerry.
00:33:33.519 -->
00:33:34.880You have a great day.
00:33:35.920 -->
00:33:39.200Thank you for joining Jerry today, and we wish to thank you, the listener.
00:33:39.200 -->
00:33:45.200If you like the information we are sharing here, please subscribe, like, and share.
00:33:45.200 -->
00:33:51.599If you have a question that you would like answered on the show, then just please make that request in advance.
00:33:51.599 -->
00:33:58.240Remember the opinions shared on this podcast are Jerry's, and he will be responsible for them.
00:33:58.240 -->
00:34:07.599If you have any questions, ideas, or comments, or would like to become a guest, please send an email to Jerry at hospitalitycleaning101.com.
00:34:07.599 -->
00:34:09.440Have a great day.
00:34:09.440 -->
00:34:13.280Remember to wash your hands for 20 seconds and stay safe.
