The Role of Distributors in the Development of the Professional Cleaning Market

At ISSA PULIRE 2025, AFIDAMP opened a dialogue with distributors with the aim of strengthening cohesion and promoting their strategic role in shaping the sector’s future.

During the ISSA PULIRE 2025 trade show, AFIDAMP hosted at its booth the roundtable “Distributors at the Center: the Strength of Cohesion for Market Development.” The event brought together distributors from the professional cleaning sector for an open and constructive exchange, highlighting their strategic role and promoting the importance of unity and collaboration for the growth of the entire industry. Many participants raised shared concerns, which the association has committed to addressing in support of the sector.

All speakers — including Stefania Verrienti (AFIDAMP Executive Director), Roberto Galli (Chair of the Distributors Section and AFIDAMP Vice President), Virna Re (Vice Chair of the Distributors Section and AFIDAMP Board Member), Barbara Bottoni (Coordinator of the MEPA Focus Team), and Gianni Tartari (President of APICS) — agreed that the association represents a valuable opportunity for mutual growth across the industry. They emphasized that AFIDAMP serves as an essential point of reference both for institutions and for the market. Participation is therefore crucial: together, a strong and innovative network can be built, one that gives the industry a voice, creates value, and acts as a reliable counterpart for institutions and manufacturers alike.

AFIDAMP recognizes the distributor’s central role in driving the sector’s growth and is committed to making them key players in strategic decision-making. The distributor is not only a bridge between product and market but also an ambassador of quality and of the social value of cleanliness.

As Gianni Tartari, AFIDAMP Board Member and APICS President, underlined, training is essential: the creation of skilled, certified professionals capable of serving as authoritative points of reference for tenders and procurement processes. This call was further supported by Daniele Ricciardi, President of ASSORUP, who spoke from the audience to highlight the urgent need for specialized, technically trained professionals — particularly in the context of public procurement.

The discussion was further enriched by the valuable contributions of Giuseppe Salerno (President of We Italia) and Paolo Forlini (President of Soligena). Through their case studies, they showcased the rapid acceleration of the market, the growing demand for professionalism, and the importance of collaboration. Both stressed the increasing complexity of the distributor’s role, which is now at the heart of ever more demanding dynamics. In this challenging and multifaceted context, industry-wide cooperation and association-based dialogue are vital. As Salerno and Forlini pointed out, AFIDAMP is uniquely positioned to act as a hub and driving force to reassert the distributor’s role as a highly qualified, specialized professional capable of delivering solutions to a constantly evolving market.

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