Gathering momentum
June 20th 2008

With a network of distributors now established, Ecover's B2B range of professional cleaning products is making headway in the commercial market. Cleaning Matters spoke with Ecover's Steve Mitchell,Principle Cleaning Services'Douglas Cooke and Futures Supplies & Support Services'Mandie Kemp

Ecover's B2B range houses two brands:Technogreen, which covers janitorial cleaning; and the Professional range, aimed at the food sector.According to UK sales manager, Steve Mitchell, those who are initially sceptical about the cleaning power of ecological products are pleasantly surprised when they actually give them a try.

"We're all consumers when we change to another product, particularly an environmentally or ecologically sound product, there's always the suspicion that it's not going to work as well," says Mitchell.

"We believe our products do.They might work in different ways, but all of our products stand up to their non-ecological counterparts." With both contractors and their customers beginning to look more closely at environmentally responsible cleaning, and a network of distributors now established in the janitorial market (Cannon Hygiene as the national distributor with selected regional partners), Mitchell expects around 300 percent sales growth on last year.He admits, however, that is hardly a huge achievement given the relatively low volumes moved in its first sales year."It does take time to build up a head of steam but it was the same with out consumer brand, and it's only in the last six months or so that we've seen real interest from the janitorial and professional sector."

The domestic business was worth around 45m in retail terms last year, and is growing 30 per cent annually.Mitchell says that many of the professional enquiries are coming from those who use the products in their own home.

With corporate social responsibility starting to make the large firms' agendas,Mitchell says there's an acceptance of the message that Ecover communicates.However, he says interest isn't defined by boundries: companies of all sizes, and even local councils (with everstretched budgets) are buying its products. But are the products cost competitive?

"We aim to be inline with the leading brands," says Mitchell."In the domestic market, for example,we try to match the brand leaders such as Fairy likewise in the professional sector.We have had trials where people are over dosing because they don't believe the product will work as well. But with correct usage,we believe, penny for penny, it is very competitive."

To make up your own mind, call the number below to locate your nearest distributor, or visit: www.ecoverb2b.com

The distributor says:

Croydon-based Futures Supplies & Support Services has sustainability at the core of its business ethos.The award winning firm is certified as a carbon neutral company and its website allows customers to see the environmental impact of the products they purchase through a simple traffic light system.

"We began supplying the Ecover range in May this year," says managing director, Mandie Kemp."It's already proving popular with customers such as Principal Cleaning.

"There are a number of green products coming onto the market, but Ecover ticked all the boxes – it's an established brand with significant resources and R&D behind it, the products are truly green, and crucially, they really do work."

t: 020 8689 2072 for details

What the contractor thinks...

London-based Principle Cleaning Services employs around 1,200 staff and turns over £11m. Its more prestigious clients include the Bank of New York and Shakespeare's Globe theatre.

Aiming to become an ISO 14001 company, Principal uses a fleet of hybrid vehicles and has had internal waste reduction/efficiency programmes in place for a number of years.

Founder and managing director,Douglas Cooke, says the firm will roll out Ecover's B2B range across all of its contracts by August. So far, he says trials have proven positive.

"Feedback from clients and operators has been very good indeed".

Cost-wise, Cooke says Ecover products are "slightly more when compared to conventional products, but we expect the price to go down in time". However, the increase is not so great that Principle has to pass it on to customers.

Cooke believes it will also help to attract more clients.

t: 020 8341 4718 for details