Episode Overview

In this episode, Jerry sits down with Scott DiBella, Key Account Manager at Diversey, whose career has been shaped by hospitality—not just the industry, but the spirit of serving people. Scott shares his journey from contract food service operations to chemical sales leadership, the operational DNA that still drives him, and why hospitality underpins every great customer experience.

Together, Jerry and Scott dive deep into staffing challenges, laundry chemistry, honest business practices, and the real meaning of hospitality in today’s fast-moving world.

Guest Bio: Scott DiBella

• Based in the Washington, D.C., area
• Lifelong hospitality professional
• Former operator for Aramark, Compass Group, and major university dining programs
• Now Key Account Manager at Diversey, supporting Hilton and national restaurant groups

Key Topics Covered

1. Scott’s Path from Hospitality to Chemicals

Scott explains how COVID reshaped the hospitality landscape and how a technician’s encouragement led him to pivot into chemical sales — backed by his firsthand experience transitioning Compass Group’s national program to Diversey.

2. The True Meaning of Hospitality

Jerry and Scott explore hospitality as a human behavior, not just an industry — from 7/11 interactions to high-end restaurants. They discuss why America needs more hospitality now than ever.

3. Staffing & Training Challenges in 2026

Scott shares what operators struggle with most today:

• Talent shortages
• Retention
• Training gaps
• Inspiring upward mobility for utility workers and entry-level staff

4. Laundry Chemistry That Actually Saves Money

Scott breaks down Diversey’s laundry innovations — especially their rewash formula, which:

• Doubles chemistry for problem loads
• Increases agitation time
• Raises water temperature
• Reduces bleach dependency
• Extends linen life
• Cuts replacement linen costs

Jerry adds his own field stories, including his pet peeve: chemical reps who don’t carry laundry test kits.

5. Honest Business Practices

Scott explains why Diversey puts metering tips inside the bottle— to prevent technicians from manipulating dilution strength to inflate sales.

Laundry Usage Information

https://hospitalitycleaning101.com/the-cleaning-pie-chart-graph/

Scots Email

[email protected]

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

Jerry's back after a two-month break — one spent on two vacations with his grandchildren, the first real time off since he was 25. That break turned into this episode.

After decades of Covey systems, Hyatt planners, and every productivity app that promised to fix his calendar, Jerry landed on a different conclusion: you can't control time. You can only control what you trade it for. The average life runs about 4,000 weeks — roughly 80 years — and most of us spend that trying to optimize the minutes instead of questioning the trades.

The shift is one question. Not "how do I manage my time better?" but "what am I trading my time for, and was that trade worth it?"

Jerry walks through a 24-hour trade audit you can run today, then puts himself on the hook with a story from last week: a full day spent rescuing a customer who'd run out of chemicals, and the phone call the next morning telling him they were leaving anyway. He still isn't sure what to make of it.

If you sell, manage accounts, or run a territory, this one's about the calls you say yes to and what they actually cost you.

Want to be a guest? Email [email protected], or visit the newly remodeled HospitalityCleaning101.com — now home to Bauer Consulting and a new Resource page — to join the newsletter.

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

Jay Skinner came to Cleaning Processes with Jerry through a referral from Brad Anderson at Royce Rolls — if you haven't heard Brad's episode yet, go back two and check it out.

Jay is the Marketing & Sales Manager at Integrity Commercial Products, the proprietary product arm of Integrity Rotational Molding. Owner Terry Stemple — 25 years in custom rotational molding — brought Jay in last June to launch a line of heavy-duty waste receptacles, tilt trucks, and dunnage racks built to NSF, USDA, and FDA standards. Jay spent 30 years in plastic pallets before this, including a startup called Stratus Plastic Pallets that owned the URL pallets.com back in 1993, before most people knew what a URL was.

What we covered:

• Why Jay scrapped the direct-sales playbook and went all-in on manufacturer's reps
• The 85 booth swipes at ISSA Vegas that completely rewired his go-to-market plan
• The structure: manufacturer → rep → distributor → end user, and who pays who
• How he built the rep network region by region — Buzzeo and Associates in the Midwest, Lifespace Innovation Group on the East Coast, Genesis Supply in Florida and the Caribbean, Durable Safety Products in the Southwest, RPM Co. across Texas and the Plains, and Clint Close in Iowa
• Why regional relationships and "the language" of a territory matter more than most manufacturers think
• Building a website where reps and customers can grab brochures without playing "go fish" with their suppliers
• Terry Stemple's working definition of integrity: "What you do when nobody's watching."

Quick note from Jerry: I had to wrap this one a little faster than I wanted — I was in a rented studio, and the next session was knocking at the door. Jay was a good sport about it, and he'll be back on the show down the road for the longer version of this conversation.

Connect with Jay: Jay Skinner, Marketing & Sales Manager Integrity Commercial Products, Plainfield, IN Cell: 317.922.7526 | Work: 317.837.1960 ext. 210 [email protected] IntegrityCommercialProducts.com

Got a story worth telling in cleaning? I'd love to have you on. Drop me a line — the door is always open.

Head over to HospitalityCleaning101.com and check out the new resources page while you're there.

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

Episode Title

Who Squeezed My Lemons? Turning Grit, Risk, and Real-Life Lessons Into a Book with Eric Montes

📄 Episode Description

In this episode of Cleaning Processes with Jerry, Jerry reconnects with longtime industry colleague Eric Montes—chemical‑industry veteran and now author of Who Squeezed My Lemons: 100 Unfiltered Truths About Grit, Risk, and Turning Sour Into Sweet in Business and Life.

Eric shares the story behind writing his first book, why he kept the project secret until the final days, and how a single viral LinkedIn post sparked the idea to turn years of personal notes into a published work. He talks openly about vulnerability, authenticity, and why short‑form, straight‑to‑the‑point content resonates in 2026.

Jerry and Eric also dig into:

• How Who Moved My Cheese inspired the structure of the book
• The power of capturing ideas in your phone’s Notes app
• Why perfection is the enemy of shipping meaningful work
• The emotional side of creating public content
• How Eric’s company, Magnus, built a razor–blade recurring‑revenue model in a commoditized chemical market
• The importance of trust, storytelling, and staying connected with good people

Follow Eric on LinkedIn:
https://www.linkedin.com/in/ericmmontes/

🍋 Special Listener Giveaway

Want a chance to win a free copy of Who Squeezed My Lemons?

Email [email protected] with the subject line LEMON and you’ll be entered into a drawing to have a copy of the book sent directly to you.

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

We trace the stainless path from a rolling mop bucket to a century-long presence in healthcare and education, guided by end-user feedback and an engineer’s eye for design. Brad Anderson shares how modular carts, autoclavable builds, and a reseller-first approach keep a legacy brand future-ready.

• mission to connect the cleaning ecosystem
• origin of the rolling ringer mop and down-press design
• why 304 stainless steel and how to spot grades
• VA partnership history and scope
• modular carts, autoclavable options, and retrofits
• bestsellers like the TP2 dispenser and F36 cart
• direct plus distribution strategy and partner support
• culture of long tenure, humility, and shop-floor learning
• trade shows as a feedback engine and growth lever
• legacy, succession, and a modern 100-year-old startup

Please subscribe, like, and share
If you have a question that you would like answered on the show, then just please make that request in advance
If you have any questions, ideas, or comments, or would like to become a guest, please send an email to Jerry at hospitalitycleaning101.com

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

Hey everyone, Jerry Bauer here! I'm really excited to share this conversation with Daniel Meija from HD Restaurant Cleaning in Atlanta. Daniel and I dive deep into a topic that's near and dear to my heart - commercial restaurant cleaning that actually makes a difference.

I started as a dishwasher in the 1970s, and I've seen firsthand what happens when restaurants cut corners on deep cleaning. Daniel's built something special - a company that goes beyond surface cleaning to tackle what most people miss: behind the equipment, inside the fryers, underneath the hot line, and all those areas that are "out of sight, out of mind."

In this episode, we talk about:

• The difference between janitorial services and true deep cleaning
• Why steam cleaning beats pressure washing for commercial kitchen equipment
• How Daniel uses video documentation to show clients results (this is brilliant!)
• The psychology of clean workspaces and how they impact food quality
• Building a team that takes pride in overnight cleaning work
• Smart scheduling strategies for restaurant cleaning programs
• Front of house cleaning, bar areas, and those sticky-sweet messes
• Health inspection preparedness and raising cleanliness standards

Daniel shares his journey from doing one-off jobs to incorporating HD Restaurant Cleaning and growing his team. We also talk about the real cost versus price of cleaning - something every restaurant owner needs to understand.

Whether you're a restaurant owner, kitchen manager, or someone in the cleaning industry, this conversation offers practical insights and solutions to help you save time, effort, and money in your operations.

If you enjoyed this episode, please subscribe, rate, review, like, and share. Your support means the world to us and helps us reach more people in the hospitality industry who can benefit from these conversations.

Connect with Daniel:
HD Restaurant Cleaning
Website: hdrestaurantcleaning.com
Phone: 404-947-7317
Email: [email protected]

Instagram @hdrestaurantcleaning

Connect with Jerry:
www.hospitalitycleaning101.com
Hospitality Cleaning 101
[email protected]

Thanks for listening!

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

The meeting focused on the topic of the percentage of solids in floor care products, particularly waxes used on vinyl floors. Jerry Bauer, a senior sales consultant at Chem Station of Boston, addressed common misconceptions about the percentage of solids and provided insights based on his expertise in the chemical and cleaning industry.

Key Points Discussed

Importance of Percentage of Solids

• The percentage of solids refers to the proportion of solid material in a liquid or semi-liquid product.
• This measurement is commonly used across industries, including wastewater treatment, coatings, cosmetics, and floor care.

Misconceptions Regarding High Percentage Solids

• A common misconception is that a higher solids percentage in floor wax equates to better quality or better performance.
• Floor care wax percentages typically range from as low as 10-12% up to the high 20s.
• Contrary to common sales pitches, higher solids content waxes are thicker and more complex to apply evenly.

Application and Performance Considerations

• To achieve proper coverage (e.g., a total of 100% solids), multiple coats of wax must be applied.
  • Example: A 20% solids wax requires 5 coats for full coverage.
  • A lower percentage wax (e.g., 16-18%) requires more coats (6-10 coats) but may be easier to handle.
• Higher solid waxes take longer to dry, negating time savings from fewer coats.
• Using lower-solids wax and applying multiple, thinner coats leads to better leveling and handling.

Maintenance Benefits

• Proper floor maintenance involves stripping and recoating rather than full stripping and re-waxing.
• Floors can be scrubbed and recoated several times (2-3 cycles) to maintain the finish without full stripping.
• Thinner coats and more frequent maintenance are more economical and less labor-intensive long term.

Recommendations

• Prefer waxes in the 16-18% solids range for ease of application and better leveling.
• Apply multiple thin coats rather than fewer thick coats.
• Focus on proper maintenance with periodic scrub and recoat cycles, rather than relying on high-solids wax to reduce coats or time.
• Avoid believing sales claims that higher solids always mean better or faster results.

Contact Information and Further Engagement

• Jerry Bauer invited listeners to reach out with questions for future podcasts.
• Encouraged subscribing, sharing, and engaging with his Hospitality Cleaning blog and online community.

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

 In this episode of Cleaning Processes with Jerry, we dive into the future of laundry operations with a groundbreaking innovation: the Aurora Plus from DEMA Engineering. Joining Jerry is Jeff Hamm, Global Electronics Product Manager at DEMA, who brings over 20 years of experience in the chemical service industry. 

Together, they explore how Aurora Plus is redefining chemical dispensing for large-scale laundry operations in hospitals, hotels, healthcare facilities, and industrial laundries. Jeff shares the story behind DEMA’s evolution, the critical challenges they solved with peristaltic pump technology, and why features like automatic squeeze tube wear compensation, continuous measurement flow meters, and event reporting are set to transform efficiency, reliability, and cost control for operators worldwide. 

Listeners will also hear fascinating insights into the history of peristaltic pumps—used in life-saving medical devices since the 1950s—and how that same proven technology is now being perfected for modern laundry systems. From reduced calibration hassles to intelligent reporting and remote alerts, Aurora Plus is designed to save time, cut costs, and improve results. 

If you’re in the cleaning, sanitation, or laundry services industry, this episode is packed with practical takeaways, industry history, and a sneak peek into the future of dispensing technology. 

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

Summary

In this episode of Cleaning Processes, Jerry Bauer interviews Marcus Washington, who shares his journey in the food sanitation and safety industry. They discuss Marcus's educational background, his transition into the chemical sales industry, and the importance of training and customer relationships in the cleaning sector. The conversation also highlights the emphasis on chemical safety and the various roles Marcus has taken on throughout his career, including consulting and managing personal life with farm animals.

Takeaways

• Marcus Washington has a diverse background in food safety and sanitation.
• He transitioned from diagnostics to sales of chemicals in the cleaning industry.
• Training customers on the proper use of chemicals is crucial for success.
• Chemical safety and proper usage are increasingly emphasized in the industry.
• Marcus has to wear multiple hats in his current role, as he combines sales and service.
• Building strong relationships with clients is crucial for achieving long-term business success.
• The COVID-19 pandemic impacted education and job opportunities in unique ways.
• Marcus's experience in various roles gives him a holistic view of the industry.
• He emphasizes the importance of understanding production schedules when recommending cleaning processes.
• Personal experiences, such as managing farm animals, offer valuable insights into achieving a work-life balance.

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]

Host: Jerry
Guest: Kevin Carlson, Regional Sales Consultant for RJ Cool Commercial Laundry

In this "Cleaning Processes with Jerry" episode, I had the pleasure of speaking with Kevin Carlson from RJ Cool Commercial Laundry. Kevin shared his journey in the commercial laundry industry, starting from his beginnings in Anchorage, Alaska, to his current role in Nebraska. We discussed the diverse range of industries that require commercial laundry services, from hospitality and healthcare to more unexpected sectors like food processing and fire departments.

Kevin provided insights into the longevity of commercial laundry equipment, emphasizing the importance of proper maintenance. He noted that a well-maintained commercial washer should last 15-20 years, while dryers can last 25-30 years. We also touched on the challenges and opportunities in the industry, including the growing demand for laundry services in athletic facilities and private sports academies.

Additionally, Kevin highlighted the role of RJ Cool's website in attracting leads and the importance of building relationships in the industry. He also mentioned their upcoming vendor show in Minneapolis, which promises to be an exciting event for industry professionals to see and experience the latest equipment.

For those interested in learning more or connecting with Kevin, he encouraged reaching out via email, phone, or LinkedIn. I appreciate our listeners' support and encourage you to subscribe, rate, review, and share the podcast.

Key Takeaways:

• Kevin Carlson's career path and current role at RJ Cool Commercial Laundry.
• There is a wide range of industries that require commercial laundry services.
• The expected lifespan of commercial laundry equipment with proper maintenance.
• The importance of RJ Cool's website and relationship-building in generating leads.
• Upcoming vendor show in Minneapolis for industry professionals.

To connect with Kevin, you can email his @ [email protected]

His phone number is 402-512-2748

www.rjkool.com

For more information, visit Hospitality Cleaning 101. Thank you for tuning in, and stay safe!

Want to level up your operation?

Visit HospitalityCleaning101.com — 120+ practical, no-nonsense articles on cleaning, sanitation, and chemical management, built for hospitality and food service pros. Grab the free tools on the Resource page and join the newsletter while you're there.

Manufacturer or distributor trying to break into the hospitality market? Bauer Consulting helps you build traction and revenue in a segment that doesn't buy the way the rest of your book does. See how it works: HospitalityCleaning101.com/consulting

Jerry Bauer
Hospitality Cleaning 101 | Bauer Consulting
[email protected]