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“Soaper” sounds like a nickname until you hear what it really means: someone who sells, troubleshoots, trains, and owns the outcome when things don’t get clean. I sit down with Josh Brown from TMA Chemnet Systems to trace his route from washing buckets in a chemical plant to building a career in chemical sales and distributor support. Along the way, Josh explains why the unglamorous parts of janitorial sales and sanitation work are exactly what make you valuable: understanding equipment, dialing in dilution, checking pH, and showing up when the dish machine or laundry program is failing.

We dig into the sales fundamentals that still separate the best reps from everyone else. Josh shares a moment he lost to a competitor simply because they walked in prepared with real examples, and he didn’t. That lesson turns into a simple operating system: overprepare, bring what you might need, and follow through fast. We also talk about a truth too many people miss in B2B: the sale isn’t complete until the customer gets the right product, on time, staged correctly, and ready to use.

If you’re hiring or job hunting, this conversation goes deep on why young people should consider jan san, foodservice chemicals, and distributor sales as a long-term career. The industry rewards self-motivation with freedom, and it runs on relationships, mentorship, and responsiveness. If you got value from this, subscribe, share it with a sales friend, and leave a review with your biggest takeaway.

Link to my website: The Toilet Paper Salesman ™ – Who Says Selling Toilet Paper isn’t Glamorous? ™

Link to my book: Wisdom from a Toilet Paper Salesman | BookBaby Bookshop

Link to buy Toilet Paper Salesman swag: My Store

Link to David Mirarchi's website: David Mirarchi