In this episode, I get Urban Clean’s General Manager Kirk Simpson to join the show. Some harsh things get said about the commercial cleaning industry and franchising in the sector. There is a solution, but it’s unique and unconventional. We discuss what is typical for a cleaning business and franchising in the industry, why the industry is broken and how up until now the typical commercial cleaning franchising model hasn’t served clients, or franchisees.  Many clients have resigned themselves to getting the bare minimum from their cleaners. Companies typically get burned from cleaning companies and can be nervous to start with a new company. Sub-contracting out cleaning services is exceptionally normal, and it can even be several layers deep. Sometimes, there is no way to communicate with people who are actually doing the work. It’s impossible to do a great job when you have never met your client; there will be a massive break in communication. Franchising has its own unique set of issues in the industry. In many commercial cleaning franchise systems, franchisees aren’t operating a true business. In many systems, they operate as a pseudo employee dressed up as a franchisee, and they’re prevented even from making contact with their customers. Many of these franchisees do not have access to information to grow a successful business or build relationships.  Later, Kirk explains where the complexity comes regarding the business of cleaning – sales, communications, training, recruiting, and managing staff. Quality can go down quickly if they subcontract the work out. True contracting means you cannot tell the person how to do the job correctly. Only employees need to follow a step-by-step system. 

Cleaning Up

Episode 2: How to Franchise the Right Way in the Commercial Cleaning Industry

Host: Damien Boehm, Guests: Terry Maguire and Casey De VeneIn this episode we coverHow a cleaning company can maximise its partnership with a cleaning supply businessHow a cleaning supply business can help a cleaning companyHow to monitor and control product and paper supplies We’ll also revealThe gaps most cleaning businesses haveSome secrets to winning cleaning accountsTerry Maguire and Casey De Vene from Compliant Cleaning Supplies join the show today. Terry got into the cleaning supply business through waste management. His business offered waste services make their way into companies and eventually provide other services. He worked for a large corporation in the UK and started looking for ways to increase their cash flow. Pressure cleaning and carpet cleaning were the way to go. He fell into the cleaning supply business because he had a lot of contacts and was able to get out of the physical cleaning side and join the supply side.Casey was in transport for eight years and started looking for a sales director role. He met Terry in his newfound role and learned how exciting cleaning was. An opportunity presented itself to join Compliant Cleaning Supplies. He plans on staying in the industry for a very long time.The right supplier needs three main things:1.      Knowledge. Product, chemical and machinery expertise.2.      Services. Ordering, delivery and field support.3.      Time Margin. Reducing the time to order products and management of supplies. Terry says that upselling cleaning supplies is an easy sell when you wrap it up into several services. Tell the client you can save them time by ordering the supplies for them. The client will see that the cleaning company is being proactive by keeping stock themselves. Service, convenience, and saving time are big selling points for Terry and Casey.The most significant gaps with cleaning companies are underutilizing business partners. Chemicals are designed in a certain way for a reason, so the companies need to understand how to utilize the chemicals and teach their labor. Plus, trust needs to be well-established; it is hard for business owners to trust the suppliers. However, the supplier quickly makes the business owner's life so much smoother.Terry and Casey give three business secrets: 1.      Capitalize on existing clients and referrals. When you have a referral, their decision-making process isn’t based on money at all. Find someone who can help you make money on referrals like other business owners. Winning business from a referral network needs a lot of trust from you and the business owners.2.      Know your competition. Very rarely will you come across a site that does not have competition. Know that if you are coming across a company and they have a specific clause, then you will have to fight to have them removed. Learn the competition because if you do not know what they are doing, they will hold on to their clients. 3.      Sharp as a tack, enthusiastic as hell, and an expert in your field. These are essential for any sales role (from Jordan Belfort – The Wolf of Wall Street). Stay tuned to hear Terry and Casey discuss why a cleaning business will benefit from sophisticated reporting and budgeting. Compliant Cleaning Supplies: https://www.compliantcs.com.auCall: 1300 314 491If you’re serious about starting and growing a 6 figure or 7 figure commercial cleaning business, get in touch with us at https://urbanclean.com.au/cleaning-franchises/ Call: 1300 787 745

Episode 1: Making Money with Toilet Paper

A podcast about all things business, commercial cleaning, and franchising! Each episode, we bring new insights on growing and building a janitorial business. We discuss business, franchising, and all things cleaning. Hosted by Damien Boehm

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Cleaning Up

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