The Game-changing Jan/San Market Trends

The U.S. jan/san market
Trends in the U.S. jan/san market

Kline is now working on our largest I&I market study, Janitorial and Housekeeping Cleaning Products: U.S. Market Analysis and Opportunities, and we have uncovered several trends that will significantly change the market in the near future.

Rising labor costs with minimum wage increases are driving industrial and institutional (I&I) end users to cut back on costs, which includes less spending on cleaning chemicals and/or reduced frequency of performing certain cleaning tasks. There is also some growth in private-label cleaning chemicals as end users seek low prices and value from their jan/san products. There are cycles of outsourcing and doing the work in-house among end users, such as office buildings and industrial parks. With economic recovery underway, there will be more outsourcing of commercial cleaning to building service contractors (BSCs). The improved economy also leads to better occupancy rates within office buildings, creating more customers for BSCs. At the same time, end users in the education sector are still operating under heavy budget constraints, and healthcare end users generally have higher budgets because disinfection and sanitizing are paramount in this setting.

In general, I&I end users are seeking:

  • Efficient cleaning chemicals
  • Sustainable and green products that promote worker safety
  • Products that effectively clean with a wide range of uses
  • Floor care products that allow for less maintenance tasks, such as floor stripping

Other trends include more use of liquid concentrates and ultra-concentrated cleaning chemicals, which help end users save money. In terms of where end users are buying I&I chemicals, the office supply channel continues to grow and steal share from distributors. Distributors are diversifying their product offering to compete and offer end users one-stop-shopping convenience. Pure jan/san distributors are contracting, and many are expanding the types of products offered in order to retain customers. Venerable CPG giants, such as Procter & Gamble and SC Johnson, are expanding their presence in the commercial cleaning market.

These and other critical factors affecting the U.S. jan/san market will be analyzed in our I&I Cleaning practice’s most comprehensive research program—, Janitorial and Housekeeping Cleaning Products: U.S. Market Analysis and Opportunities. Based on over 1,000 structured interviews with end users and 70 unstructured interviews with suppliers, distributors, and trade associations, this report will provide you with the most detailed market overview and business opportunities available for your firm.