Document ID: s3://data.kl3m.ai/documents/govinfo/USCOURTS/USCOURTS-cand-3_14-cv-04358/USCOURTS-cand-3_14-cv-04358-1/pdf.json

Parties Involved:
Adonis Amoroso
Plaintiff
Ecolab, Inc.
Defendant
John Martino
Plaintiff

Document Text:

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UNITED STATES DISTRICT COURT

NORTHERN DISTRICT OF CALIFORNIA

JOHN MARTINO, et al.,

Plaintiffs,

v.

ECOLAB, INC.,

Defendant.

Case No. 14-cv-04358-PSG

ORDER GRANTING MOTION FOR 

CLASS CERTIFICATION

(Re: Docket No. 26)

Defendant Ecolab, Inc. distributes various cleaning and sanitizing products—think 

detergents, soaps and cleaning solutions—to a range of restaurant, hotel, hospital and other end 

users.

1

 To help sell these products, Ecolab provides dispensers and maintenance for free, and it 

dispatches Territory Managers and Hospitality Territory Managers to customer locations, where 

they perform maintenance services.

2

Starting in June 2010, Ecolab employed Plaintiffs John Martino and Adonis Amoroso, 

along with over 200 others, as TMs or HTMs.

3

 For salary purposes, Ecolab classified TMs and 

HTMs as “outside salespersons”—meaning employees who spend more than half their time 

selling products or services in the field and are exempt from California regulations that might 

entitle them to overtime pay.4 In fact, Plaintiffs allege, they and their colleagues in the same 

 

1

See Docket No. 30-1, Ex. 3 at ¶¶ 3-7.

2

See id. at ¶¶ 8-9, 12-15.

3

See Docket No. 1-2, Ex. B at ¶¶ 6, 10; Docket No. 26-5, Ex. C at ¶ 4; id., Ex. D at ¶ 4; Docket 

No. 26-10, Ex. I at 3-4.

4 Cal. Code Regs. tit. 8, § 11040(1)(C), (2)(M); see Docket No. 1-2, Ex. B at ¶ 11.

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positions spent most of their workdays installing, servicing and repairing Ecolab products at 

customer locations.

5

 Plaintiffs therefore claim that Ecolab’s classification was inaccurate and that 

Ecolab owes overtime wages to all of these employees.

6

Plaintiffs now move for class certification under Federal Rule of Civil Procedure 23(b)(3).7 

Ecolab opposes, mainly on the ground that common questions do not predominate across all 

putative class members.

8

 After reviewing the substantial record that the parties have compiled, the 

court finds that Plaintiffs meet the standard for class certification set forth in Rule 23, as the 

Supreme Court and the Ninth Circuit have construed it. Plaintiffs’ motion is GRANTED.

I.

Ecolab considers its TMs and HTMs to be sales employees.

9

 The company’s sales model 

focuses on three goals: retaining current customers, growing sales to those customers and gaining 

new customers.10 Ecolab assigns each TM or HTM somewhere between 20 to 150 customer 

accounts.11 Most of Ecolab’s products are designed to be used with custom-made dispensers that 

Ecolab supplies at no cost.

12

 TMs and HTMs then visit their assigned customers regularly to 

check on their dispensers, and they use these opportunities to build relationships with customers 

 

5

See Docket No. 1-2, Ex. B at ¶¶ 6, 11; Docket No. 26-5, Ex. C at ¶ 5; id., Ex. D at ¶ 5.

6

See Docket No. 1-2, Ex. B at ¶¶ 9-17.

7

See Docket No. 26.

8

See Docket No. 30.

9

See Docket No. 30-1, Ex. 3 at ¶ 11; Docket No. 30-3 at 170:25-171:17. TMs and HTMs differ 

only in the types of customers that they serve—TMs’ customers are in the food service industry, 

while HTMs’ customers tend to be in the hospitality or long-term care industries. See Docket No. 

26-3, Ex. B at 26:11-28:17, 30:9-32:4; id., Ex. D at 42:23-43:11.

10 See Docket No. 30-1, Ex. 3 at ¶ 10; Docket No. 30-2 at 116:13-117:3.

11 See Docket No. 30-1, Ex. 3 at ¶ 25; Docket No. 30-4, Ex. 6 at ¶ 4; Docket No. 26-6, DeLeeuw

Decl., ¶ 6.

12 See Docket No. 30-1, Ex. 3 at ¶¶ 6-7; Docket No. 30-3 at 161:22-162:9.

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and potentially sell them more products.

13

 To that end, at each customer visit, the TM or HTM 

creates a Service Detail Report summarizing the results of the inspection and inventory.

14

 The TM 

or HTM then presents the SDR to the customer’s manager, who ideally has the authority to order 

new or upgraded Ecolab products.

15

 TMs and HTMs also prospect for new business through cold 

calls and referrals.16 Their pay includes commissions based on a percentage of Ecolab’s total sales 

to their customers as compared to sales targets as well as bonuses calculated from growth in 

sales.17 Ecolab grants TMs and HTMs great latitude in how they achieve these goals.18

Both Plaintiffs in this action were longtime Ecolab employees. Martino worked there from 

1980 until his retirement in 2013,19 and Amoroso has worked there since 2005.20 Martino was a 

HTM during the last few years of his employment, including the claims period starting in June 

2010.21 Amoroso officially has held the TM job title throughout his tenure.

22

 Ecolab has assigned 

Amoroso to train both TMs and HTMs, and both receive the same instruction.23

 

13 See Docket No. 30-1, Ex. 3 at ¶¶ 16-17; Docket No. 30-3 at 130:2-131:20, 135:2-138:9, 205:19-

24.

14 See Docket No. 30-1, Ex. 3 at ¶¶ 19-20.

15 See Docket No. 30-1, Ex. 1 at 243:22-244:3, 362:16-363:10; id., Ex. 2 at 288:14-291:17, 

299:16-300:3.

16 See Docket No. 30-1, Ex. 3 at ¶ 21; Docket No. 30-2 at 49:10-15, 125:10-21.

17 See Docket No. 30-1, Ex. 3 at ¶ 26; Docket No. 30-3 at 238:20-239:1; Docket No. 30-5, Ex. 21 

at 30:18-31:25, 79:15-80:11, 116:9-118:14.

18 See Docket No. 30-2 at 63:20-64:8, 117:4-12, 121:22-122:2; Docket No. 30-3 at 170:25-172:2; 

Docket No. 30-5, Ex. 21 at 39:3-14.

19 See Docket No. 26-5, Ex. C at ¶ 4.

20 See id., Ex. D at ¶ 4.

21 See id., Ex. C at ¶ 4.

22 See id., Ex. D at ¶ 4.

23 See id. at ¶ 5.

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In practice, despite their nominal focus on sales, Plaintiffs spent “the substantial majority 

of [their] working time” performing maintenance tasks—“installing, servicing and repairing 

commercial dispensers and related equipment.”

24

 The equipment that Ecolab issued them 

reflected these duties; Plaintiffs carried safety glasses, hammers, pipe cutters, drills, hacksaws, 

chisels, WD-40 and a variety of other tools to each of their customer visits.25 And though 

Plaintiffs regularly worked more than 40 hours in a work week, and they often had to work 

weekends too, Ecolab’s paychecks only reflected 86.67 hours worked every two weeks because 

the company considered them overtime-exempt sales employees.26

Plaintiffs filed their initial complaint in state court on June 4, 201427 and amended their 

complaint to add a new claim on August 21, 2014.28 On September 26, Ecolab removed the action 

to this court.29 After nearly a year of discovery and almost three months of briefing, the court 

heard oral arguments on the instant motion.30 Plaintiffs’ amended complaint contains four causes 

of action: (1) failure to pay wages due under Cal. Lab. Code §§ 201 and 202; (2) failure to 

provide accurate itemized wage statements in violation of Cal. Lab. Code § 226; (3) unfair 

competition and (4) civil penalties under Cal. Lab. Code § 558 and California’s Private Attorney 

Generals Act.31

 

24 Id., Ex. C at ¶ 5; id., Ex. D at ¶ 5.

25 See id., Ex. C at ¶¶ 10-11; id., Ex. D at ¶¶ 10-11.

26 See id., Ex. C at ¶¶ 6-9; id., Ex. D at ¶¶ 6-9.

27 See Docket No. 1-2, Ex. A; Docket No. 26-4 at ¶ 2.

28 See Docket No. 1-2, Ex. B; Docket No. 26-4 at ¶ 3.

29 See Docket No. 1; Docket No. 26-4 at ¶ 5.

30 See Docket No. 23 at 2; Docket No. 29 at 2; Docket No. 38.

31 See Docket No. 1-2, Ex. B at ¶¶ 9-53.

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II.

This court has jurisdiction under 28 U.S.C. § 1332(d). The parties further consented to the 

jurisdiction of the undersigned magistrate judge under 28 U.S.C. § 636(c) and Fed. R. Civ. P. 

72(a).32

III.

“The class action is ‘an exception to the usual rule that litigation is conducted by and on 

behalf of the individual named parties only.’”33 To satisfy class certification requirements, class 

members’ claims must be capable of satisfaction in “one stroke.”34 To satisfy the four threshold 

requirements of Fed. R. Civ. P. 23(a), (1) the class must be “so numerous that joinder of all 

members is impracticable” (numerosity); (2) there must be “questions of law or fact common to 

the class” (commonality); (3) “the claims or defenses of the representative parties” must be 

“typical of the claims or defenses of the class” (typicality) and (4) the named plaintiffs must 

“fairly and adequately protect the interests of the class” (adequacy).35 Plaintiffs seeking class 

certification also must satisfy the requirements of Rule 23(b), subdivisions 1, 2 or 3, which define 

three different types of classes.36 

Here, Plaintiffs seek certification pursuant to Rule 23(b)(3), the predominance standard.37 

To certify a class under Rule 23(b)(3), the party seeking class certification must establish both that 

(1) “questions of law or fact common to class members predominate over any questions affecting 

 

32 See Docket Nos. 13, 16.

33 Wal-Mart Stores, Inc. v. Dukes, 131 S. Ct. 2541, 2550 (2011) (quoting Califano v. Yamasaki, 

442 U.S. 682, 700-01 (1979)).

34 Id. at 2551.

35 In re Cmty. Bank of N. Va., 622 F.3d 275, 291 (3d Cir. 2010) (quoting Fed. R. Civ. P. 23(a)(1)-

(4)); see also Leyva v. Medline Indus., Inc., 716 F.3d 510, 512 (9th Cir. 2013).

36 See Fed. R. Civ. P. 23(a)-(b); Hanlon v. Chrysler Corp., 150 F.3d 1011, 1022 (9th Cir. 1998); 

Leyva, 716 F.3d at 512.

37 See Docket No. 26 at 16.

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only individual members” and that (2) a class action would be “superior to other available 

methods for fairly and efficiently adjudicating the controversy.”38 “The shared legal or factual 

issues must be of sufficient importance to the case that the Court is convinced that the most 

efficient, fair, and sensible method of adjudication is through a class action.”39 As a result, the 

predominance inquiry examines “whether proposed classes are sufficiently cohesive to warrant 

adjudication by representation.”40

“Rule 23 does not set forth a mere pleading standard.”41 “A party seeking class 

certification must affirmatively demonstrate his compliance with the Rule—that is, he must be 

prepared to prove that there are in fact sufficiently numerous parties, common questions of law or 

fact, etc.”42 This is a “rigorous analysis” that often “will entail some overlap with the merits of the 

plaintiff’s underlying claim.”

43

Ecolab does not dispute that the putative class and Plaintiffs’ counsel satisfy the 

numerosity and adequacy requirements of Rule 23. Ecolab has disclosed at least 233 putative 

class members,44 and it would be impractical to join so many people in a single action.45 The 

 

38 Fed. R. Civ. P. 23(b)(3).

39 Stitt v. S.F. Mun. Transp. Agency, Case No. 12-cv-3704, 2014 WL 1760623, at *2 (N.D. Cal. 

May 2, 2014) (citing Cal. Prac. Guide Fed. Civ. Pro. Before Trial Ch. 10–C § 10:274).

40 Hanlon, 150 F.3d at 1022 (internal citations omitted).

41 Wal-Mart Stores, 131 S. Ct. at 2551.

42 Id. (emphasis in original).

43 Wal-Mart Stores, 131 S.Ct. at 2551; see also Gen. Tel. Co. of Sw. v. Falcon, 457 U.S. 147, 160 

(1982) (quoting Coopers & Lybrand v. Livesay, 437 U.S. 463, 469 (1978)) (“[T]he class 

determination generally involves considerations that are enmeshed in the factual and legal issues 

comprising the plaintiff's cause of action.”); 7AA Charles A. Wright, Arthur R. Miller & Mary 

Kay Kane, Federal Practice and Procedure § 1785 (3d ed. 2005) (noting that the court is not 

“limited to an evaluation of the pleadings in deciding whether the [Rule 23(b)(3)] standard is met” 

and that the predominance “inquiry does require an examination of the elements of the claims and 

defenses”).

44 See Docket No. 26-10, Ex. I at 3-4.

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named Plaintiffs have no “conflicts of interest with other class members,” and Plaintiffs’ counsel 

are more than qualified to “prosecute the action vigorously on behalf of the class.”46 The parties 

disagree, however, about the remaining requirements for class certification.

First, Plaintiffs allege that all the members of the putative class were ineligible for the 

outside salesperson overtime exception. As indicated above, that exemption applies to employees 

who “customarily and regularly work[] more than half the working time away from the employer’s 

place of business selling tangible or intangible items or obtaining orders or contracts for products, 

services, or use of facilities.”47 In Ramirez v. Yosemite Water Co., the California Supreme Court 

explained that the regulation “takes a purely quantitative approach, focusing exclusively on 

whether the individual ‘works more than half the working time’” on the tasks above.48 

Furthermore, California law “does not contain any provision that reclassifies intrinsically 

nonexempt nonsales work as exempt based on the fact that it is incidental to sales.”

49

 “The 

language of the state exemption only encompasses work directly involved in ‘selling . . . items or 

obtaining orders or contracts.’”50 A particular physical task might relate to sales, in the sense that 

 

45 Cf. Jordan v. Los Angeles County, 669 F.2d 1311, 1319-20 (9th Cir.) (“[W]e would be inclined 

to find the numerosity requirement . . . satisfied solely on the basis of the number of ascertained 

class members, i.e., 39, 64, and 71 . . . .”), rev’d on other grounds, 103 S. Ct. 35 (1982); Akaosugi 

v. Benihana Nat’l Corp., 282 F.R.D. 241, 253-54 (N.D. Cal. 2012) (citing Rannis v. Recchia, 380 

F. App’x 646, 650-51 (9th Cir. 2010)) (“The numerosity requirement is not tied to any fixed 

numerical threshold, but courts generally find the numerosity requirement satisfied when a class 

includes at least forty members.”).

46 Hanson, 150 F.3d at 1020 (citing Lerwill v. Inflight Motion Pictures, Inc., 582 F.2d 507, 512 

(9th Cir. 1978)).

47 Cal. Code Regs. tit. 8, § 11040(1)(C), (2)(M); id. § 11050(1)(D), (2)(M); id. § 11070(1)(C), 

(2)(J); see also Cal. Lab. Code § 1171 (“The provisions of this chapter . . . shall not include any 

individual employed as an outside salesman.”).

48 20 Cal. 4th 785, 797 (1999) (quoting Cal. Code Regs. tit. 8, § 11070(2)(J)).

49 Id.

50 Id. (alteration in original) (quoting Cal. Code Regs. tit. 8, § 11070(2)(J)).

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a failure to perform that task “would lead to loss of the customer, but that does not make [the task] 

a sales activity, any more than an attorney’s preparation of a legal brief in order to satisfy and 

thereby retain a client is a sales activity.”51

“In other words, under the California exemption, the only question is whether the 

employee spends over 50% of his or her time involved in activities directly related to sales, not 

including activities incidentally related to sales.”52 The first step is looking into “how the 

employee actually spends his or her time.”

53 The court also should “consider whether the 

employee’s practice diverges from the employer’s realistic expectations, whether there was any 

concrete expression of employer displeasure over an employee’s substandard performance, and 

whether these impressions were themselves realistic given the actual overall requirements of the 

job.”54 Exemptions to overtime pay requirements “are narrowly construed,”55 and “[t]hey are 

applied only to those employees ‘plainly and [unmistakably] within their terms and spirit.’”56

As a result, deciding whether an employee qualifies for an exemption may “turn[] on a 

detailed, fact-specific determination” of “how the employee actually spends his or her time.”57 

However, “neither variation in the mix of actual work activities undertaken during the class period 

. . . , nor differences in the total unpaid overtime compensation owed each class member, bars 

 

51 Id. at 802.

52 Ross v. Ecolab Inc., Case No. 13-cv-05097, 2015 WL 5681323, at *3 (N.D. Cal. Sept. 28, 

2015).

53 Ramirez, 20 Cal. 4th at 802.

54 Id.

55 Id. at 794.

56 In re United Parcel Serv. Wage & Hour Cases, 190 Cal. App. 4th 1001, 1010 (2010) (second 

alteration in original) (quoting Bothell v. Phase Metrics, Inc., 299 F.3d 1120, 1125 (9th Cir. 

2002)).

57 Ramirez, 20 Cal. 4th at 790, 802.

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class certification as a matter of law.”58 “Where standardized job duties or other policies result in 

employees uniformly spending most of their time on nonexempt work, class treatment may be 

appropriate even if the case involves an exemption that typically entails fact-specific individual 

inquiries.”59 “Individual issues do not render class certification inappropriate so long as such 

issues may effectively be managed.”60 On the other hand, the court should not certify a class if 

deciding whether a group of employees qualified for an exemption would necessitate “several 

hundred mini-trials with respect to each [employee’s] actual work performance.”61 The mere 

existence of a uniform exemption policy is not enough to justify class treatment if the “court[] 

must still ask where the individual employees actually spent their time.”62

Plaintiffs contend that the putative class meets the predominance requirement because 

Ecolab misclassified every TM and HTM under the outside salesperson exemption. In support of 

this claim, Plaintiffs submit dozens of declarations from putative class members, all of whom

confirm that they spent most of their working time servicing customer equipment and performing 

other non-sales tasks.63 Aside from installing, repairing and maintaining commercial dispensers 

on preplanned visits, these employees also spent significant amounts of time responding to 

emergency service calls.64 Ecolab’s corporate representative agreed that installing and 

maintaining machines takes up “a majority of the time” that TMs and HTMs spend at customer 

locations.65 The same representative also testified that Ecolab classifies all TMs and HTMs as 

 

58 Sav-on Drug Stores, Inc. v. Superior Court, 34 Cal. 4th 319, 335 (2004).

59 Duran v. U.S. Bank Nat’l Ass’n, 59 Cal. 4th 1, 31 (2014).

60 Sav-on Drug Stores, 34 Cal. 4th at 334.

61 Vinole v. Countrywide Home Loans, Inc., 571 F.3d 935, 947 (9th Cir. 2009).

62 In re Wells Fargo Home Mortg. Overtime Pay Litig., 571 F.3d 953, 959 (9th Cir. 2009).

63 See Docket No. 26-6 to 26-9 (“Employee Decls.”) at ¶¶ 5-13.

64 See id. at 4-5.

65 Docket No. 26-3, Ex. B at 143:2-6.

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outside salespeople exempt from overtime pay requirements.66 In light of the uniform corporate 

policy and similar job responsibilities, Plaintiffs maintain, the dispute may be adjudicated on a 

class basis.

Ecolab counters that the putative class members’ experiences differed so widely that the 

putative class cannot satisfy the predominance requirement for class certification.67 More broadly, 

Ecolab’s hands-off approach to TMs and HTMs means that each of them does the job differently. 

Ecolab also notes that the lack of reliable timekeeping records will render damages difficult to 

determine. Therefore, Ecolab says, individualized issues dominate despite the blanket exemption 

policy. The variance in workstyle is not, however, the critical question in determining 

commonality, typicality and predominance. Ecolab may argue that its employees’ lack of direct 

sales activity “diverge[d] from [Ecolab’s] realistic expectations” or that its displeasure was 

“realistic given the actual overall requirements of the job.”68 However, these “considerations . . . 

are likely to prove susceptible of common proof,” and they do not preclude class certification.69 

Individualized damages are no bar either. In this circuit, “the presence of individualized 

damages cannot, by itself, defeat class certification.”70 Ecolab is correct that a complete absence 

of timekeeping records may affect predominance,

71 but that is not the case here. Each TM and 

 

66 See id. at 51:15-24.

67 As is often the case with motions for class certification under Rule 23(b)(3), the “‘commonality’ 

requirement is subsumed under, or superseded by, the more stringent Rule 23(b)(3) requirement 

that questions common to the class ‘predominate over’ other questions.” Amchem Prods., Inc. v. 

Windsor, 521 U.S. 591, 609 (1997). Here, the same goes for typicality. Accordingly, the court 

will “train[] its attention on the ‘predominance’ inquiry.” Id.

68 Ramirez, 20 Cal. 4th at 802

69 Sav-on Drug Stores, 34 Cal. 4th at 337.

70 Leyva, 716 F.3d at 514; see also Sav-on Drug Stores, 34 Cal. 4th at 334-35 (“We have 

recognized that the need for individualized proof of damages is not per se an obstacle to class 

treatment . . . .”). 

71 See, e.g., Alakozai v. Chase Inv. Servs. Corp., Case No. 11-cv-09178, 2014 WL 5660697, at *18 

(C.D. Cal. Oct. 6, 2014); Rosenberg v. Renal Advantage, Inc., Case No. 11-cv-02152, 2013 WL 

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HTM uses a tablet or computer to fill out Service Detail Reports and Extra Service Reports for 

routine and emergency visits, respectively, and these SDRs and ESRs provide an estimate of how 

the employee actually spent his or her time.72 Like all timekeeping records, these are not perfect. 

One named Plaintiff testified at his deposition that he did not write up ESRs about half the time, 

for example if a short phone call could resolve the issue or if fixing the problem were so simple 

that putting it in writing might embarrass the customer.73 But, by and large, these documents 

“would enable the court to accurately calculate damages . . . for each claim” on a class-wide 

basis.74

By contrast, “[a]ny dispute over ‘how the employee actually spends his or her time’ . . . has 

the potential to generate individual issues.”75 The court must evaluate whether individualized

inquiries would be necessary to decide whether each employee in the putative class really did 

spend more half of his or her time on sales tasks. As it often does, the class certification inquiry 

thus requires the court to “resolve factual issues related to the merits.”

76 Here, that includes 

weighing the numerous declarations and depositions that the parties have offered.

Plaintiffs submit testimony from more than 30 employees who claim to spend over half 

their time on non-sales tasks.77 Ecolab observes that certain of these declarants changed their 

 

3205426, at *12 (S.D. Cal. June 24, 2013).

72 See Docket No. 31-2, Ex. F at 39:15-43:21, 134:7-20; id., Ex. I at 70:10-71:11 ;

73 See Docket No. 30-1, Ex. 1 at 175:18-176:2, 178:16-179:15, 187:8-15.

74 Leyva, 716 F.3d at 514.

75 Sav-on Drug Stores, 34 Cal. 4th at 336-37 (quoting Ramirez, 20 Cal. 4th at 802); see also 

Vinole, 571 F.3d at 946-47 (affirming denial of class certification where individual issues about 

how employees spent their time predominated).

76 Dukes v. Wal-Mart Stores, Inc., 603 F.3d 571, 590 (9th Cir. 2010), rev’d on other grounds, 131 

S. Ct. 2541 (2011).

77 See Employee Decls.

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estimates during their depositions.78 But most of these changes were relatively minor, and no 

employee crossed the 50% threshold.79 More substantively, Ecolab derides these declarations as 

“cookie-cutter” and argues that “they fail to explain the duties they characterize as ‘non-sales.’”80 

Although the declarations do follow a similar format, they differ substantially in their details, 

reflecting a variety of job duties and work habits. More importantly, each declaration includes a 

litany of tasks that are not “directly involved in ‘selling . . . items or obtaining orders or 

contracts’”81—and thus do not qualify as sales under Ramirez.

82

Of course, “[t]o the extent Plaintiffs’ declarations offer legal conclusions as to what 

constitutes selling and what does not, the [c]ourt . . . disregard[s] such legal conclusions in the 

certification decision.”83 But after examining each of these declarations, the court is satisfied that 

the declarants’ characterizations are correct. Some of the tasks that TMs and HTMs perform are 

unambiguously related to service and not sales. These include testing, installing, repairing and 

maintaining Ecolab equipment, as well as responding to emergency service calls.

Other tasks are closer to the line. For example, TMs and HTMs check inventory on 

customers’ supplies, train customers’ employees on how to use their equipment and order repair 

 

78 See Docket No. 30 at 7 & n.43.

79 See id. The largest difference came from the testimony of one employee who said that he spent 

less than 20% of his customer visits on sales but revealed at his deposition that he tried to set aside 

one day a week for prospecting, depending on what emergencies arose. See Docket No. 26-6, 

Diaz Decl. at ¶¶ 13, 19; Docket No. 30-4, Ex. 11 at 49:10-51:15. Even including the prospecting, 

this employee did not spend more than 50% of his time on sales tasks.

80 Docket No. 30 at 16.

81 Ramirez, 20 Cal. 4th at 797 (quoting Cal. Code Regs. tit. 8, § 11070(2)(J)).

82 Stated otherwise, “the tasks discussed in both defendant’s and plaintiffs’ submissions comprise 

a reasonably definite and finite list,” and the court therefore has enough information to classify 

them according to the Ramirez standard. Sav-on Drug Stores, 34 Cal. 4th at 330-31.

83 Docket No. 30 at 16 n.85 (citing Mireles v. Paragon Sys., Inc., Case No. 13-cv-00122, 2014 WL 

4409822, at *2-3 (S.D. Cal. Sept. 8, 2014)).

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parts and testing materials as necessary. But because the court must construe the exemption 

narrowly,84 these too fall outside the sales category. Checking inventory may contribute to sales, 

but it does not directly lead to new orders.85 In the same vein, training or talking with lower-level 

employees who have no authority to purchase products only indirectly gives rise to sales. And 

repairing dispensers, dishwashing machines and other equipment is ancillary to the company’s 

stated primary goal of selling cleaning and sanitizing products. Placing orders for repair parts, 

therefore, also is not directly involved in sales.86 Alternatively, because “one who only performed 

these . . . tasks could not be considered a salesperson,” none of them—taking inventory, 

interacting with low-level employees or repairing equipment—is “a sales activity in the 

conventional meaning of the word.”87

Ecolab’s declarations tell a different story.

88

 As an initial matter, as the parties’ papers 

 

84 See Ramirez, 20 Cal. 4th at 794.

85 See Ross, 2015 WL 5681323, at *3-6 (accepting plaintiffs’ contention that “checking inventory 

on the client’s supply” was a non-sales task); cf. 29 C.F.R. § 541.503(c) (providing that checking 

inventory is not in itself sales work under the analogous federal exemption).

86 Cf. Keyes Motors, Inc. v. Div. of Labor Standards Enforcement, 197 Cal. App. 3d 557, 563-64 

(1987) (holding that mechanics responsible for repairing vehicles were not “involved principally 

in selling a product or service” even though they were “essential to the sale of both parts and 

service”).

87 Ramirez, 20 Cal. 4th at 802; see also Pablo v. ServiceMaster Global Holdings, Inc., Case No. 

08-cv-03894, 2011 WL 2470093, at *5-6 (N.D. Cal. June 20, 2011) (applying this language from 

Ramirez in deciding whether certain tasks were sales or non-sales).

88 See Docket No. 30-1, Ex. 4 at ¶ 14 (“90% of my working hours are sales-related activities that 

directly or indirectly result in new sales or allow me to continue to sell products to existing 

customers.”); Docket No. 30-4, Ex. 6 at ¶ 23 (“I spend, on average, at least 70% of my work time 

each week devoted to sales and the remaining time on service and installations.”); id., Ex. 7 at 

¶¶ 16-17 (“I would estimate that I spent seventy to eighty percent of my time on almost all of my 

calls as an HTM, selling Ecolab products. . . . I would estimate that I spent only about twenty to 

thirty percent of my time on any visit doing ‘service work.’”); id., Ex. 8 at ¶ 19 (“I spent at least 

50% of my time in each visit doing sales and sales related tasks.”); id., Ex. 9 at ¶ 15 (“100% of my 

daily activities at Ecolab are sales or sales-related activities. Even when a customer thinks I am 

doing just ‘service,’ I really am selling and they don’t know it.”); id., Ex. 10 at ¶ 20 (“I spend 

more than 50% of my time in each visit doing sales and sales related tasks which do not in any 

way involve any physical, service task.”); Docket No. 30-5, Ex. 20 at ¶ 24 (“I view absolutely 

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demonstrate, courts vary in their treatment of these so-called “happy camper” declarations—

statements that an employer obtains from employees to prove their insusceptibility to class 

adjudication.89 Because “the absent class member and the defendant are involved in an ongoing 

business relationship, such as employer-employee, any communications are more likely to be 

coercive.”90 Especially where the employer has hidden its intentions or otherwise misled 

employees, some courts have held that this risk of coercion is so great that it limits or entirely

eliminates any probative value these declarations might have.91

The declarations in this case, however, are more reliable because Ecolab’s counsel did not 

obtain them “through a coercive or misleading procedure.”

92

 When interviewing employees to 

 

everything I am doing as sales-related and all of my time is spent related to sales, so if I work an 

eight hour day, I spent all eight hours doing sales-related work, regardless of the task.”); id., Ex. 

23 at ¶ 18 (“[O]verall I spend about fifty-five plus percent of my time involved in sales activities 

. . . .”).

89 E.g., Villalpando v. Exel Direct, Inc., Case No. 12-cv-04137, 2015 WL 5179486, at *24 (N.D. 

Cal. Sept. 3, 2015); Kellgren v. Petco Animal Supplies, Inc., Case No. 13-cv-00644, 2015 WL 

5167144, at *6 (S.D. Cal. Sept. 3, 2015); Casida v. Sears Holding Corp., Case No. 11-cv-01052, 

2012 WL 3260423, at *6 (E.D. Cal. Aug. 8, 2012); Creely v. HCR ManorCare, Inc., 789 F. Supp. 

2d 819, 840 (N.D. Ohio 2011).

90 Belt v. Emcare, Inc., 299 F. Supp. 2d 664, 668 (E.D. Tex. 2003) (citing Kleiner v. First Nat’l 

Bank of Atlanta, 751 F.2d 1193, 1202 (11th Cir. 1985); Hampton Hardware, Inc. v. Cotter & Co., 

Inc., 156 F.R.D. 630, 633 (N.D. Tex. 1994)).

91 See, e.g., Longcrier v. HL-A Co., Inc., 595 F. Supp. 2d 1218, 1227-30 (S.D. Ala. 2008) (striking 

declarations because employer’s conduct in obtaining them “unfairly and irrevocably tainted” the 

evidence); Morden v. T-Mobile USA, Inc., Case No. 05-cv-02112, 2006 WL 2620320, at *3 (W.D. 

Wash. Sept. 12, 2006) (discounting declarations obtained by an employer “because of the risk of 

bias and coercion inherent in that testimony”).

92 Soto v. Castlerock Farming & Transport, Inc., Case No. 09-cv-00701, 2013 WL 6844398, at *4 

(E.D. Cal. Dec. 23, 2013); see also Villa v. United Site Services of Cal., Inc., Case No. 12-cv00318, 2012 WL 5503550, at *14-15 (N.D. Cal. Nov. 13, 2012) (denying motion to strike 

employee declarations because there was no evidence of coercion by employer, even though 

employer’s “conduct in approaching the potential class members was not exemplary”); Rosales v. 

El Rancho Farms, Case No. 09-cv-00707, 2011 WL 6153212, at *4-6 (E.D. Cal. Dec. 12, 2011) 

(declining to strike employee declarations because employer’s counsel had done nothing wrong); 

Kerce v. W. Telemarketing Corp., 575 F. Supp. 2d 1354, 1366-67 (S.D. Ga. 2008) (same).

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solicit declarations, Ecolab’s counsel gave each employee a two-page consent form clearly stating 

that the employee’s cooperation was voluntary and that it could affect the employee’s potential 

claims against Ecolab.

93

 Plaintiffs particularly object to the testimony of Leo Gonzalez, an Ecolab 

TM who submitted a declaration in support of Ecolab’s position94 but now alleges that he “felt 

pressured to cooperate” because he was “concerned about [his] job and [his] livelihood.”95 

Gonzalez does not say, however, that Ecolab’s counsel misled him in any way except, arguably, 

about how much of Gonzalez’ work qualified as sales96—a legal conclusion that does not affect 

the import of his declaration. Gonzalez also claims that Ecolab’s counsel changed the substance 

of his testimony.

97

 But Gonzalez himself specified the time allocation figures that appear in his 

declaration; Ecolab’s counsel only adjusted them to add up to 100%.98 Nothing about Ecolab’s 

conduct in obtaining declarations, even as Gonzalez characterizes it, justifies disregarding them in 

their entirety.

Even if the court considers Ecolab’s declarations, however, they do not defeat class 

certification. A number of these declarants make conclusory statements about how much time 

they spend on sales without providing any details.

99

 For the same reason that the court cannot take 

 

93 See Docket No. 36-1, Ex. 1.

94 See Docket No. 30-5, Ex. 23.

95 Docket No. 31-1, Ex. A at ¶ 16. Plaintiffs also obtained a declaration from Gonzalez in support 

of their initial motion for class certification. See Docket No. 26-7, Gonzalez Decl. The latter 

contains some different figures but is not fundamentally inconsistent, aside from legal 

conclusions, with the declaration that he gave Ecolab’s counsel. Compare id., with Docket No. 

30-5, Ex. 23.

96 See id. at ¶¶ 11, 13-15, 17.

97 See id. at ¶ 12.

98 See id. at ¶¶ 10-11; id., Ex. 2; Docket No. 36-1 at ¶ 9; id., Ex. 5.

99 See Docket No. 30-1, Ex. 4 at ¶ 14 (“90% of my working hours are sales-related activities that 

directly or indirectly result in new sales or allow me to continue to sell products to existing 

customers.”); Docket No. 30-4, Ex. 6 at ¶ 23 (“I spend, on average, at least 70% of my work time 

each week devoted to sales and the remaining time on service and installations.”); id., Ex. 8 at ¶ 19 

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Plaintiffs’ declarants’ conclusions at face value, it must discount this testimony too. Of those 

declarants that did break down their time estimates, all of them misclassified some of the nonsales tasks discussed above as sales, and none specifically included emergency service requests in 

their time allocation figures.

100

 Two Ecolab declarants also testified at deposition that they had 

counted non-sales tasks in the percentage of time they reported spending on sales.101 In Ross, a 

 

(“I spent at least 50% of my time in each visit doing sales and sales related tasks.”); id., Ex. 9 at 

¶ 15 (“100% of my daily activities at Ecolab are sales or sales-related activities. Even when a 

customer thinks I am doing just ‘service,’ I really am selling and they don’t know it.”); Docket 

No. 30-5, Ex. 20 at ¶ 24 (“I view absolutely everything I am doing as sales-related and all of my 

time is spent related to sales, so if I work an eight hour day, I spent all eight hours doing salesrelated work, regardless of the task.”).

100 See Docket No. 30-4, Ex. 7 at ¶ 16 (counting inventory checks and discussions with all 

customer employees, including those not involved in decision-making, as “selling Ecolab 

products”); id., Ex. 10 at ¶¶ 18, 20, 23 (considering checking equipment and training customer 

employees as sales tasks); Docket No. 30-5, Ex. 23 at ¶ 18 (counting inventory and training as 

sales activities).

101 One employee, Vito Mastromarco, wrote in his declaration that he “spen[t], on average, at least 

70% of [his] work time each week devoted to sales” without elaborating further. Docket No. 30-4, 

Ex. 6 at ¶ 23. At his deposition, however, Mastromarco testified that, when he reviewed and 

signed the declaration, he did not know what qualified as a sales task, and he considered inventory 

to be, at least in part, sales. See Docket No. 31-2, Ex. B at 79:11-80:2; Docket No. 36-1, Ex. 2 at 

101:6-9. In fact, his deposition reveals that on a typical customer visit lasting several hours, he 

spent less than an hour on sales tasks. See Docket No. 31-2, Ex. B at 27:5-34:24. Only 20% of 

Mastromarco’s customers actually placed orders with him; the rest ordered supplies directly from 

Ecolab or through a distributor. See id. at 31:21-32:4. And on only 15% of his visits did 

Mastromarco speak to a customer employee authorized to purchase products. See Docket No. 36-

1, Ex. 2 at 73:12-74:8. Mastromarco also dealt with about one emergency service request a day, 

which took up 30 to 60 minutes on average. See Docket No. 31-2, Ex. B at at 40:23-41:1, 42:20-

43:13. At the end of an emergency call, he would spend 5 to 15 minutes speaking to the customer. 

See id. at 45:8-46:10. In addition to visiting existing customers, Mastromarco sought out new 

ones. He devoted one day a week to prospecting as well as spending 15% of his time on most 

days visiting potential customers. See Docket No. 31-2, Ex. B at 55:18-23; Docket No. 36-1, Ex. 

2 at 95:24-96:25. But overall, Mastromarco’s deposition testimony does not substantiate his claim 

that he spent more than 50%, much less 70%, of his working time on sales.

Another Ecolab employee, Sander Nygaard, wrote in his declaration that he “spent seventy to 

eighty percent of [his] time on almost all of [his] calls . . . selling Ecolab products.” Docket No. 

30-4, Ex. 7 at ¶ 16. Unlike Mastromarco, Nygaard did break down his time more granularly, and 

the bulk of that 70-80% consisted of inventory checks and conversations with lower-level 

employees that do not qualify as sales tasks, as discussed above. See id. His deposition was 

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similar class action against Ecolab in this district, Chief Judge Hamilton recently denied Ecolab’s 

motion to decertify the class because it had “failed to present evidence that even one [employee] 

spent more than 50% of his or her time, on a purely quantitative basis, involved in sales.”102 

Ecolab has come closer to the mark here, but again it has fallen short.

Second, Ecolab argues in the alternative that the applicability of another overtime 

exemption, for employees who receive commissions, also requires an individualized examination 

and thus defeats predominance. This exemption appears in Wage Orders 4 and 7 from 

California’s Industrial Welfare Commission, and it covers employees whose “earnings exceed one 

and one-half (1 1/2) times the minimum wage if more than half of that employee’s compensation 

represents commissions.”103 Wage Order 4 regulates “all persons employed in professional, 

technical, clerical, mechanical, and similar occupations,”104 while Wage Order 7 applies to “all 

persons employed in the mercantile industry.”

105

 Notably, however, the commissioned 

salesperson exemption does not appear in Wage Order 5, which applies to “all persons employed 

in the public housekeeping industry.”

106

 The order defines the “public housekeeping industry” as 

“any . . . business . . . providing maintenance services . . . in [a covered] establishment,” including 

 

largely consistent with his declaration. See Docket No. 31-2, Ex. C at 31:17-36:19, 61:16-66:17; 

Docket No. 36-1, Ex. 9 at 154:4-21, 169:7-171:3. The only new information from Nygaard’s 

deposition was his testimony that he spent most of every Wednesday prospecting for new 

customers if no emergency service calls arose. See Docket No. 36-1, Ex. 9 at 100:14-102:17. 

However, this was not sufficient to take him over the 50% threshold.

102 Ross, 2015 WL 5681323, at *13.

103 Cal. Code Regs. tit. 8, § 11040(3)(D); id. § 11070(3)(D). 

104 Id. § 11040(1). 

105 Id. § 11070(1). The “mercantile industry” is defined as “any industry, business, or 

establishment operated for the purpose of purchasing, selling, or distributing goods or 

commodities at wholesale or retail; or for the purpose of renting goods or commodities.” Id.

§ 11070(2)(H).

106 Id. § 11050(1).

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restaurants, bars, hotels, hospitals and other such locations.107 “To determine which order is 

applicable, one must look at the main purpose of the business being examined.”108

Plaintiffs assert that all TMs and HTMs fall under Wage Order 5 and therefore cannot 

qualify for the commissioned salesperson exemption. While Ecolab believes that they are covered 

by Wage Order 4 or 7, the court need not decide the issue now. The applicability of a particular 

wage order turns on the main purpose of Ecolab’s business as a whole, and that question is 

undoubtedly suited for class adjudication.

If Wage Order 4 or 7 does cover the putative class, however, Ecolab argues that the court 

should not certify the class because the requirements for the commissioned salesperson exemption 

are not amenable to class treatment. As above, the exemption applies if an employee’s “earnings 

exceed one and one-half (1 1/2) times the minimum wage if more than half of that employee’s 

compensation represents commissions.”109 Although the wage order itself does not explain 

exactly what “commissions” means, the California Supreme Court has looked to another statute 

that defines the term as “compensation paid to any person for services rendered in the sale of [an] 

employer’s property or services and based proportionately upon the amount or value thereof.”110 

This definition “sets up two requirements, both of which must be met before a compensation 

scheme is deemed to constitute ‘commission wages.’”111 “First, the employees must be involved 

principally in selling a product or service, not making the product or rendering the service.”112 

“Second, the amount of their compensation must be a percent of the price of the product or 

 

107 Id. § 11050(2)(P).

108 Wamboldt v. Safety-Kleen Sys., Inc., Case No. 07-cv-00884, 2007 WL 2409200, at *6 (N.D. 

Cal. Aug. 21, 2007).

109 Cal. Code Regs. tit. 8, § 11040(3)(D); id. § 11070(3)(D). 

110 Ramirez, 20 Cal. 4th at 803-04 (quoting Cal. Lab. Code § 204.1).

111 Id. at 804 (quoting Keyes Motors, 197 Cal. App. 3d at 563).

112 Id. (quoting Keyes Motors, 197 Cal. App. 3d at 563).

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service.”113

Common proof can satisfy both of these requirements. In fact, in Ross, Judge Hamilton 

granted class-wide summary judgment against Ecolab on the applicability of the commissioned 

salesperson exemption.114 As she noted, the first prong of the exemption—whether an employee 

is “involved principally in selling a product or service”115—implicitly invokes the same 

quantitative test used to decide the applicability of the outside salesperson exemption.116 The 

court already has found that this question may be decided on a class basis. As for the second 

prong, Judge Hamilton interpreted the commissioned salesperson exemption to require that the 

commissions be calculated based on sales that the employees make themselves.117 The court finds 

her reasoning persuasive and consistent with Ramirez. Like the Ecolab employees who brought 

the suit in Ross, all TMs and HTMs earn commissions based on total sales to their assigned 

customers, regardless of how the customer actually ordered Ecolab products.118 No individualized 

inquiries are necessary to determine whether a particular employee qualifies for the commissioned 

salesperson exemption.

Third, the parties dispute whether a class action would be “superior to other available 

methods for fairly and efficiently adjudicating the controversy.”119 Rule 23 sets out four factors to 

guide this analysis.120 Two are not relevant here. Neither party has identified any other “litigation 

 

113 Id. (quoting Keyes Motors, 197 Cal. App. 3d at 563).

114 See Ross, 2015 WL 5681323, at *7-9.

115 Ramirez, 20 Cal. 4th at 804 (quoting Keyes Motors, 197 Cal. App. 3d at 563).

116 See Ross, 2015 WL 5681323, at *7 (citing Ramirez, 20 Cal. 4th at 804).

117 See id. at *8.

118 See Docket No. 30-1, Ex. 3 at ¶ 26; Docket No. 30-3 at 238:20-239:1; Docket No. 30-5, Ex. 21 

at 30:18-31:25, 79:15-80:11, 116:9-118:14.

119 Fed. R. Civ. P. 23(b)(3).

120 See id.

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concerning the controversy already begun by or against class members.”121 And because all the 

claims arise under California law, “concentrating the litigation of the claims in [this] particular 

forum” makes perfect sense.122

As to the first factor, “the class members’ interests in individually controlling the 

prosecution or defense of separate actions,”123 Ecolab notes that one of the named Plaintiffs seeks 

$225,000.

124 Where each class member seeks a large amount of damages—in relative terms—this

factor does cut against class certification.125 But the $225,000 figure comes from a back-of-theenvelope calculation by a single class member126—one who evidently felt aggrieved enough to file 

suit. Not all of his fellow class members may be similarly situated or motivated. The sheer 

number of potential class members also suggests that it would be too burdensome for each of them 

to file suit individually. Moreover, their claims for relief raise legal questions that overlap 

considerably. Even if each class member does seek substantial damages, class adjudication is still 

superior.

That leaves the fourth factor, “the likely difficulties in managing a class action.”

127 Ecolab 

makes much of the fact that Plaintiffs have not yet set out a plan for how to conduct a trial. 

However, the Ninth Circuit has rejected “grafting a requirement for a trial plan” onto Rule 23.128 

 

121 Fed. R. Civ. P. 23(b)(3)(B).

122 Fed. R. Civ. P. 23(b)(3)(C).

123 Fed. R. Civ. P. 23(b)(3)(A).

124 See Docket No. 30-1, Ex. 2 at 332:17-335:18.

125 See Zinser v. Accufix Research Inst., Inc., 253 F.3d 1180, 1190 (9th Cir. 2001).

126 See Docket No. 30-1, Ex. 2 at 332:17-335:18.

127 Fed. R. Civ. P. 23(b)(3)(D).

128 Chamberlain v. Ford Motor Co., 402 F.3d 952, 961 n.4 (9th Cir. 2005). Only in a case 

potentially involving the law of 48 states has the Ninth Circuit asked plaintiffs seeking 

certification to demonstrate “a suitable and realistic plan for trial of the class claims.” Zinser, 253 

F.3d at 1189 (quoting Chin v. Chrysler Corp., 182 F.R.D. 448, 454 (D.N.J. 1998)); see also 

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And, as discussed above, liability here does not depend on the individual experiences of the 

potential class members to the extent that individual issues predominate over the common ones.

“Litigation by class action has long been recognized as a superior method of resolving 

wage and hour claims in California.”129 More specifically, “[t]he theory of liability—that [Ecolab] 

has a uniform policy, and that that policy, measured against wage order requirements, allegedly 

violates the law—is by its nature a common question eminently suited for class treatment.”130 

This case is no exception.

IV.

“An order that certifies a class action must define the class and the class claims, issues, or 

defenses.”131 Clearly delineating the contours of the class provides the parties with clarity and 

assists class members in understanding their rights and making informed opt-out decisions.132 If 

class members are impossible to identify without extensive and individualized fact-finding or 

“mini-trials,” then a class action is inappropriate.133 No such difficulties arise here.

The court therefore certifies a class of persons described as: “All current and former 

employees of Ecolab Inc., in its Institutional Division in California who have held one or more of 

 

Castano v. Am. Tobacco Co., 84 F.3d 734, 741 (5th Cir. 1996) (“A district court’s duty to 

determine whether the plaintiff has borne its burden on class certification requires that a court 

consider variations in state law when a class action involves multiple jurisdictions.”).

129 Martinez v. Joe’s Crab Shack Holdings, 231 Cal. App. 4th 362, 367 (2014) (citing Brinker 

Rest. Corp. v. Superior Court, 53 Cal. 4th 1004, 1033 (2012)).

130 Brinker, 53 Cal. 4th at 1033.

131 Fed. R. Civ. P. 23(c)(1)(B); see also Wachtel v. Guardian Life Ins. Co., 453 F.3d 179, 187-88

(3d Cir. 2006) (“[T]he text of the order or an incorporated opinion must include (1) a readily 

discernible, clear, and precise statement of the parameters defining the class or classes to be 

certified, and (2) a readily discernible, clear, and complete list of the claims, issues or defenses to 

be treated on a class basis.”).

132 See Wachtel, 453 F.3d at 187.

133 Kristensen v. Credit Payment Servs., 12 F. Supp. 3d 1292, 1303 (D. Nev. 2014) (quoting 

William B. Rubenstein, Newberg on Class Actions § 3:6 (5th ed. 2013)).

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Case No. 14-cv-04358-PSG

ORDER GRANTING MOTION FOR CLASS CERTIFICATION

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United States District Court

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the following job titles at any time from June 4, 2010 to the present: Territory Manager, and/or 

Hospitality Territory Manager.” The court certifies the causes of action alleged in Plaintiffs’ First 

Amended Complaint

134 as appropriate for class treatment. The court further certifies the named 

Plaintiffs as the representatives of the aforementioned class and their counsel of record as counsel 

for the class.

SO ORDERED.

Dated: February 16, 2016

_________________________________

PAUL S. GREWAL

United States Magistrate Judge

 

134 See Docket No. 1-2, Ex. B.

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