Reshaping Partnerships: Adapting JanSan Vendor Agreements for Tariff Resilience

Why flexible pricing structures may be needed

to address new financial pressures

PRESS RELEASE: Some jansan (cleaning) industry experts believe that recent tariffs could significantly increase the cost of some cleaning products and equipment as well as cleaning service charges, impacting both cleaning contractors and facility managers across the United States.

 This challenge is addressed in the white paper, "Navigating Tariffs and Policy Changes in Facility Management and Cleaning Services," co-authored by Steve Ashkin, CEO of The Ashkin Group, and Dean Stanberry, immediate past chair of IFMA.  

The authors emphasize that strengthening distributor, vendor, and customer relationships is a critical first step to help mitigate these financial impacts.  

"Current agreements between distributors, vendors, cleaning contractors, and building managers may need restructuring the longer the tariffs remain in place," explains Ashkin.  

"All parties must adopt more flexible pricing structures and revise current agreements to manage future financial pressures collectively."  

Additionally, Ashkin recommends the following specific actions:

• Distributors must clearly document and communicate price changes, ensuring that their customers are aware of the factors influencing the cost of their cleaning products should they increase.

• Vendors and distributors must enhance cost forecasting efforts, providing customers with detailed information about which products may face tariffs, to what extent and, conversely, suggest product alternatives that are not or are less impacted by tariffs.

• Additionally, building managers must know as soon as possible if certain products are no longer available and distributors, as mentioned, should be able to suggest product alternatives.

• Future agreements between distributors, vendors, and their customers should include provisions allowing for flexible price adjustments due to other unforeseeable events; this would apply to tariffs as well as natural disasters, often caused by our changing climate.

Ashkin also recommends that parties consider a thorough legal review of renegotiated agreements to ensure enforceability and compliance with statutory regulations.

"Ultimately, collaborative problem-solving is essential in addressing these tariff-related challenges," emphasizes Ashkin.

"With proactive communication, transparency, and mutual understanding, distributors, vendors, and their customers can more successfully navigate this fast-changing business landscape while still ensuring facilities remain clean, healthy, and sustainability- focused.

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 About the Ashkin Group and Steve Ashkin

Stephen Ashkin is recognized as the "Father of Green Cleaning" and a leading voice for sustainability within the professional cleaning industry. He founded The Ashkin Group more than 25 years ago. Today, it is a globally recognized consulting firm dedicated to promoting environmentally friendly cleaning practices and sustainability.