Business View Magazine | March 2020

136 BUSINESS VIEW MAGAZINE MARCH 2020 “We provide all the healthcare laundry services for nursing homes, hospitals, and clinics,” Luneburg continues. “They represent 100 percent of our customers. And then we service some of the offsite locations – outpatient services that are usually affiliated with the acute care hospitals and/or the urgent care facilities you see popping up all over the place.” More specifically, FDR Services’ healthcare linen products include: sheets, pillowcases, and underpads; bath and thermal blankets; bath towels and washcloths; all types of hospital gowns; and robes. Its healthcare apparel products include: lab coats, protective wear; culinary apparel; casual and occupational workwear; and outerwear. Its Industrial products include: floor mats, mops, curtains, and linen packs. And its services include: linen rental and processing, uniform rental, linen management, uniform embroidery, and resident clothing. Regarding the competition, Luneburg says that there are regional competitors in each of its three marketplaces, and a few national competitors that touch one or two of them. “What we feel sets us apart from the competition is our service – knowing how to manage linen,” he explains. “That’s really what we are – linen managers. We try to help the hospitals find the most economic way to provide the best possible service to their patients and help them manage it. Linen is not something you think about as you go into a nursing home or a hospital, but it’s one of the largest expenses that they have on a yearly basis, because it’s non- revenue producing; it’s one of those expenses that they’re always looking to save money on. So, we have to be creative in finding solutions to help them reduce their costs, but without sacrificing patient care. That can include the introduction of new products that replace older ones, or combining different areas of the hospital, or looking at how their distribution points meet their needs and see if we can streamline that so that they don’t have an overstock of linen in a given facility. That’s really