About SSWAEconomics of WholesalingScholarship AwardManufacturer GuidelinesRep GuidelinesBoard of DirectorsPast PresidentsSEF Award of MeritArticles of Association

About SSWA

Since 1980, SSWA has been a leading professional association for wholesalers and manufacturers of cleaning and maintenance products. Our members understand the economics of using wholesalers for more efficient and effective distribution. Our primary purpose is to help distributors of sanitary supply and maintenance products profit by association with SSWA members.

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Our Mission:

  • The Sanitary Supply Wholesaling Association is a professional trade association whose global members are cohesively working together to advance wholesaling through partnerships and common goals.
  • We develop and provide services that anticipate the changing needs of the market place.
  • In everything we do we will maintain high standards and integrity.

We are a small, focused group comprised of approximately 45 manufacturers and 25 wholesalers, interested in how to best optimize performance and service for distributors in the sanitary supply channel.

Our Tenets:

getmorewebcircleWe are guided by the following objectives for all channel partners and seek to provide transformational learning opportunities in the educational and networking programs we offer:

  • Profitable Growth
  • Improved Efficiency
  • Emerging Trends

Economics of Wholesaling

Why Should Distributors Use Wholesalers?

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getmoreWhat Distributors Want… SSWA Wholesalers Deliver!

  • Lower Inventory Costs
  • Increased Cash Flow
  • Faster Deliveries
  • Quicker Inventory Turns
  • Improved Fill-Rate Economics
  • More Value-Added Services

The Problem:

The cost to distribute less than truckload orders is rising. Manufacturers must either raise prices or raise minimum order requirements to stay competitive and profitable.

The Solution:

WHOLESALERS and the services they provide:

  • Instant Product Availability
  • Improved Cash Flow
  • Faster Inventory Turns
  • Greater Return on Investment
  • Sales Growth
  • Quicker Deliveries

Wholesalers Help You Profit

DirectWholesalerHow It Works
Average Order Size100 Cases25 CasesROI=GP% x Inventory Turns
Average Cost/Case$25$28For each dollar you invest
Inventory Investment$2500$700in inventory
Weekly Sales25 Cases25 Casesyou will make a return
Turnover Time4 Weeks1 Weekof $8.32
Inventory Turns1252if you buy from
Gross Profit25%16%a Wholesaler.

This example shows that over a one year time period, if you invested $36,400 in inventory from a Wholesaler, you would receive a return on your investment of $302,848! If you purchased the same amount of product direct from a Manufacturer, your annual investment would be $30,000 and your ROI only $90,000. By purchasing from the Wholesaler, you will receive triple the return of buying direct, which will add more cash to your business.

Scholarship Award Opportunity


SSWA has established a designated Scholarship Award within ISSA Charities, exclusively for SSWA member employees and their family members. College students of members in good standing can apply for a $3,000 Scholarship Award at https://issacharities.org/issa-scholars/ (Apply online January 10th thru April 15th).

Eligibility for receiving this award is based upon the applicant being a college student or a student pursing an advanced degree. The individual must be related to an employee or owner of an SSWA member in good standing.

We appreciate the support of our members in the on-going funding of this worthy endeavor. Contribution opportunities are available with Dues or Conference Participation, or contact dfrendt@sswa.com for more information.

>> Download this information sheet to post in your office and notify employees of this valuable opportunity!

 2023 SSWA Scholarship Award Recipient  
Jasmine Chen – Family – ProNatural Brands

Jasmine graduated with mastery in mathematics and mastery in science. She was involved in National Honor Society and Spanish National Honor Society, and was also a Math Team Captain and participated in Math Team competitions. Jasmine earned the Seal of Biliteracy for achievements in the Spanish language, and ended her high school career with a summa cum laude, 98% grade average, and was ranked 9th in her class. Jasmine is majoring in Business with a focus on Global Supply Chain at Duquesne University in Pittsburgh, PA.

 2022 SSWA Scholarship Award Recipient  
Andrew Heinsman – Family – Americo Manufacturing
Andrew is from Lawrenceburg, Indiana. His father, Russell Heinsman, is the Vice President of US Commercial Products at Americo Manufacturing. Andrew plans to pursue a double major in Psychology and Biochemistry with a minor in Spanish at Purdue University, with Pharmaceutical Psychology as his career path.

 2021 SSWA Scholarship Award Recipient  
Zachary Schuster – Family – Betco Corporation
Zack will be a Sophomore at Bowling Green State University in Ohio, studying Secondary Education, focus in Social Studies with a with a minor in History. Made the Deans List his Freshman Year.

 2020 SSWA Scholarship Award Recipient  
Remy Mathenia – Family – Golden Star
Remy is the son of Kelly Mathenia, an IT Manager at Golden Star. He is a rising Junior at Missouri University of Science & Technology majoring in Mechanical Engineering where he currently has a 4.0 GPA.

 2019 SSWA Scholarship Award Recipient  
Allison L. Siekierski – Family – RJ Schinner
Allison Siekierski will be a senior at Saint Louis University in the coming fall and will graduate with a degree in Nursing in May of 2020. During her time at SLU, she has prided herself on aiding students in succeeding in the classroom by assuming both Teaching Assistant and Supplemental Instructor roles. Additionally, she has enjoyed participating in various charitable social events including Dance Marathon through the Children’s Miracle Network Hospitals and Relay for Life. She is looking forward to beginning her rewarding career as a nurse following this school year.

 2018 SSWA Scholarship Award Recipient  
Sydney McDaniel is the daughter of Sam McDaniel, who is Director of Operations at Diversey, Inc. Sydney received and ACT score of 25 and ranked 7th out of 153 students in her high school class, earning a 4.571 GPA and holds a 4.0 GPA at Eastern Oklahoma State College, where she’s majoring in Speech-Language Pathology.

 kkershaw2016 SSWA Scholarship Award Recipient  
Katie Kershaw will be attending Rhode Island College in the fall to major in secondary education with a concentration in history.  Katie has been playing violin for 8 years with her school’s orchestra and also played with the All-State Orchestra and the Rhode Island College Symphony Orchestra.  She works at Rhode Island Fast Ferry selling tickets and regularly babysits.  She was also a member of the Rhode Island Honor Society. (Katie’s father, Daniel, is an employee of Callico Distributors in Taunton, MA.)

 minnamorato2015 & 2017 SSWA Scholarship Award Recipient  
Mia Innamorato is a very driven and hardworking young woman. Mia was very successful in her high school career at Cardinal O’Hara. She held honors throughout all four years and was very involved in school activities. Mia was a member of the National Honors Society, Recycling Club, Banner Club, was President of the band and color guard, and Editor in Chief of the Yearbook. She did all of this while also holding a job at Maris Grove Retirement Community. Mia will go on to study Criminal Justice at High Point University. (Mia’s mother, Debbie, is an employee of Huff United in Richmond, VA.)

 2014 SSWA Scholarship Award Recipient
Sicily Mathenia is a 2014 graduate of Truman High School in Independence, Missouri. She will attend Webster University in St. Louis in the fall to pursue a Bachelor of Music in Vocal Performance. Sicily performs often with Music Theater for Young People of Kansas City and studies opera with The Lyric Opera of Kansas City, as well as being involved in International Thespian Society, National Forensics League, Student Council, and National Honor Society. (Sicily’s mother, Kelly, is an employee of Golden Star, Inc. in Kansas City, MO.)

Manufacturer Guidelines

Why Should Manufacturers Use Wholesalers?

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Following are a set of guidelines for Manufacturers to consider when establishing an effective Wholesaler Program.

  • A written wholesaler/distributor program and/or agreement.
  • Joint marketing programs by manufacturers and wholesalers which includes a distribution strategy of customers the wholesalers should be servicing.
  • The official SSWA delegate must be an officer or executive possessing the authority to bind your firm.
  • Designate a wholesaler contact.
  • Support the SSWA rep guidelines.
  • Provide technical product support.
  • Training and educating the wholesalers on new and existing products and programs.
  • Distributor minimums that encourage wholesaler growth.
  • Stock adjustments and return privileges.
  • Publish an authorized wholesaler list.
  • Functional allowance that supports the wholesalers place in the market.
  • Volume buying incentives.
  • Performance incentives programs.
  • Marketing and advertising funds.
  • Wholesaler payment terms differentiated from distributor terms.
  • Wholesaler inventory core products of the manufacturer.
  • Equivalent sales compensation rates that support wholesaling.
  • Willingness to track sales by the wholesalers ship to location for rep compensations (i.e. zip codes).
  • Appoint a wholesaler advisory committee.
  • Development of a confidentiality agreement for providing trace sales information.
  • Support of sales through wholesalers to buying groups; allowing rebates whether sale is made direct or through the wholesaler.
  • Support for bid pricing policies and procedures through wholesalers.

Manufacturer Rep Guidelines

Following are a set of guidelines for Manufacturer Representatives (Brokers) to consider when working with Wholesalers.

  • The development of an annual business plan with the wholesaler.
  • Frequent interaction, at least quarterly meetings, to follow up on the business plan.
  • The representative should understand the manufacturers wholesaler program.
  • Share new technology with wholesalers when and where possible.
  • Know and understand the manufacturers minimums and then direct business below the minimums to the wholesaler.
  • Assist wholesalers in supporting distributors on end user calls.
  • Informs distributors that the products are available through the wholesalers.
  • Provide ongoing product information, samples, literature, and pricing to wholesalers.
  • Assist in developing advertising/marketing programs.
  • Assist in moving slow and obsolete items.

Board of Directors

Tim Hodges
The O’Dell Corporation
SSWA President 2023-2024

Tim Hodges
(The O’Dell Corp.) – ph. 800-342-2843

Vice President:
Jeff Lancaster (Essendant) – ph. 800-989-7487

Immediate Past President:
Mike Bohannon (R3 Redistribution) – ph. 314-997-5959

Tim Scott
(R.J. Schinner) – ph. 262-901-1910

Chris Butterfield (Heritage Bag) – ph. 800-527-2247

Jason Cianciolo
(Supply Source) – ph. 419-841-2891

Nick Lomax
(S.P. Richards) – ph. 678-309-3464

Lisa Huck
(Dot Foods) – ph. 800-366-5666

Ryan Tomkinson
(Fresh Products) – ph. 877-531-9741

Executive Director: Donna Frendt

Past Presidents

Year/TermPresidentExecutive Conference Location
2022-23Michael T. Bohannon – R3 RedistributionEdgewood – Lake Tahoe NV
2021-22Chris Ford – DiverseyVista Collina – Napa CA
2019-21John Molidor – S.P. RichardsThe Broadmoor – Colorado Springs CO
2018-19Chris Ford – DiverseyThe Cloister – Sea Island GA
2017-18Steve Quay – Sheppard RedistributionEnchantment Resort – Sedona AZ
2016-17David Pierro – Cascades ProThe Breakers – Palm Beach FL
2015-16Tom Zatkulak – R3 RedistributionFour Seasons Rancho Encantado – Santa Fe NM
2014-15Rich Bucher – ITW Professional BrandsThe Lodge at Torrey Pines – La Jolla – CA
2013-14Jeff Heeren – R.J. SchinnerPark Hyatt Resort & Spa – Beaver Creek CO
2012-13Lane Crosser – DiverseyBacara Resort & Spa – Santa Barbara CA
2011-12John Underwood – Advantage Maintenance ProductsFairmont Le Chateau Frontenac – Quebec City QC
2010-11Todd Gatzulis – The Dial Corp.Meritage Resort – Napa CA
2009-10Gordon Eanes – SaalfeldHammock Beach Resort – Palm Coast FL
2008-09Steve Moser – JohnsonDiversey Consumer BrandsHyatt Regency Lake Tahoe – Incline Village NV
2007-08Chris Whiting – S.P. Richards Co.Fairmont Sonoma Mission Inn – Sonoma CA
2006-07John Recchia – Reckitt Benckiser ProfessionalCharleston Place Hotel – Charleston SC
2005-06David Holtzman – Tec ProductsBarton Creek Resort – Austin TX
2004-05Norman Leibowitz – Norshel IndustriesMonterey Plaza Hotel & Spa – Monterey CA
2003-04Mitchell D. Mark III – Snee ChemicalFairmont Algonquin Resort – St. Andrews NB
2002-03David W. Brown – A.W. MendenhallHilton Oceanfront Resort – Hilton Head Island SC
2001-02David W. Brown – A.W. MendenhallNapa Valley Marriott – Napa CA
2000-01Chuck Wuttke – CSB IndustriesSedona Arizona Doubletree Resort – Sedona AZ
1999-00Ron Underwood – White Mop WringerRoyal York Hotel – Toronto ONT
1998-99John Shaposky – Quantum DistributingHilton – Santa Fe NM
1997-98Larry Hartman – Sanco SuppliesLongboat Key Club – Longboat Key FL
1996-97Ron Kahn – American BrennerNapa Valley Marriott – Napa CA
1995-96Donna Johnsey – Master SupplierGrove Park Inn – Asheville NC
1994-95Thomas G. Vettel – Twincorp Master DistributorWalt Disney World Swan Hotel – Orlando FL
1993-94Philip D. Inscoe – JMZ DistributingVail – Vail CO
1992-93Robert Stahurski – Nyco ProductsLong Boat Key Club – Longboat Key FL
1991-92Robert J. Sauer – Champion Inventrol
1990-91James R. Ferris – Wheels MaintenanceBanff Springs – Banff Alberta
1989-90Rodney E. Coleman – Oakley Distributing Co.Hyatt Regency – Lake Tahoe NV
1988-89Gene B. Head – Acme WholesaleLake Conroe – Texas
1987-88Stanley E. Friedman – Stockmasters Inc.Opryland – Nashville TN
1986-87William P. Cosgrove – Cosgrove EnterprisesDoral – Miami FL
1985-86Howard Epstein – American BrennerClaremont – Oakland CA
1984-85Wayne E. Brand – BCS IndustriesThe Pointe – Phoenix AZ (1st official Executive Conference)
1983-84David Holtzman – Tec Products
1982-83Robert J. Sauer – Champion Inventrol
1981-82David Holtzman – Tec Products
1980-81Adolph Velek – Velco Marketing

Stanley E. Friedman Award of Merit

sef-awardThe Stanley E. Friedman Award of Merit was established in 1985 in honor of Stanley E. Friedman, who was one of the founding members of SSWA and a strong advocate of advancing wholesaling in the sanitary supply industry.

Criteria for the Stanley E. Friedman Award of Merit:

  1. It may or may not be awarded in any given year.
  2. Candidates for the award should have been a member of SSWA for a period of at least 5 years.
  3. If the candidate is a Wholesaler, he should be a strong supporter of the fundamental principles as outlined in the Articles of Association.
  4. If the candidate is a Manufacturer, he should offer a strong and effective wholesaler program.
  5. The candidate preferably has served on the Board of Directors of the SSWA.
  6. The candidate should be of the highest integrity in supporting either the member manufacturers or wholesalers to the best of their ability.
  7. The candidate should be considered by his peers as a leader in the industry, well known both in SSWA and ISSA.
  8. The candidate cannot be a current board member.
  9. The candidate must have made ongoing contributions over a period of time.
  10. The candidate must be approved by a majority of the Board of Directors and elected by closed ballot at the Spring Board Meeting.

Recipients of the Stanley E. Friedman Award of Merit have been:

  • Stan Friedman (1989)
  • Mickey Friedman (1990)
  • Jim Powers (1992)
  • Pete Lederer (1994)
  • Gene Head (1995)
  • Tom Vettel (1997)
  • Ted Moon (1999)
  • David Holtzman (2003)
  • David Brown (2005)
  • Steve Moser (2006)
  • Herman Miron (posthumous) (2008)
  • Ron Underwood (2012)
  • Gordon Eanes (2013)
  • Lane Crosser (2016)
  • Todd Gatzulis (2019)
  • Chris Ford (2023)
2023 Recipient
Chris Ford (R)
presented by
Mike Bohannon (L)
2019 Recipient
Todd Gatzulis (R)
presented by
Chris Ford (L)
Recipient Lane Crosser (L) presented by Tom Zatkulak (R)
2016 Recipient
Lane Crosser (L)
presented by
Tom Zatkulak (R)
Recipient, Gordon Eanes with Lane Crosser (L) and John Recchia (R)
2013 Recipient
Gordon Eanes
presented by
Lane Crosser (L) and John Recchia (R)
Recipient Ron Underwood with Chuck Wuttke (L) and John Underwood (R)
2012 Recipient
Ron Underwood (C)
with Chuck Wuttke (L) and John Underwood (R)
Recipient Herman Miron, accepted his family Kathy, Thom, and Taylor Miron, presented by George Notarianni
2008 Recipient
Herman Miron, accepted by his family Kathy, Thom, and Taylor Miron, presented by George Notarianni
Recipient Steve Moser presented by David Brown
2006 Recipient
Steve Moser (R)
presented by
David Brown (L)
Recipient David Brown (L) presented by Norman Leibowitz (R)
2005 Recipient
David Brown (L)
presented by
Norman Leibowitz (R)
Recipient David Holtzman presented by David Brown
2003 Recipient
David Holtzman (L)
presented by
David Brown (R)
Recipient Pete Lederer, presented by Stanley and Mickey Friedman
1994 Recipient
Pete Lederer (C),
presented by Stanley and Mickey Friedman

Articles of Association

pdf-documentClick the PDF link (right) to download the full Articles of Association for the Sanitary Supply Wholesaling Association. Last revision was January 21, 2019.

How Does Wholesaler Redistribution Work?

To the uninitiated, redistribution via a wholesaler would appear to be an unnecessary “extra step” in the Jan-San supply chain, shoehorned between manufacturers and their distributor customers.

But just as the Jan-San distributor provides a broad range of products to the end-user, the Jan-San wholesaler can simplify and streamline the supply chain between manufacturers and distributors.  The wholesaler does this by purchasing large quantities from multiple manufacturers, consolidating the products in his warehouse, and providing just the right mix of products to his distributor customers.


Understanding Jan-San Redistribution:


To find out more read and/or download:

View the Flip Book FREE Executive Summary

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