About 20% of professionals and management in linen, uniform and facility services are responsible primarily or secondarily for sales or marketing functions. That doesn’t mean the other 80% have no responsibility for generating revenue.

Consider the terminology used in investment analysts’ pro forma income statements for public uniform service companies. These documents classify the largest portion of operating expenses as “costs of sales and service.” There’s a separate expense line for “selling, general and administrative” costs.

This nomenclature could apply to any type of business, but it seems particularly fitting for our industry. Production staff is responsible for merchandising. Route ...