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The strategy is composed of three parts:
Rollup: The acquisition of similar businesses serving a specific market to build a competitive mass and gain economies of scale to drive profits while improving the efficiencies of operations, promotion, and centralized administration
Rollout: The replication of the business model in new geographic territories or market segments to leverage the infrastructure and increase the economies of scale
Innovate: The adoption of new processes and creation of innovative products or services that strengthen the entity's bond with old patrons while attracting new customers, thus driving long-term success in the midst of turbulent change
Roll-up integration.
My mantra for executing a roll-up of businesses is “Do No Harm!” Do not try to integrate these businesses day-one. There are too many personalities, company cultures and skill sets involved. Instead, think of it as three phases:
How to add more revenue (and profits to your bottom line) by adding different services
When most people think about adding different types of services they generally think it must be hard to do. This isn’t really the case. Like I already mentioned, most new services can be learned rather quickly and without mortgaging your future. I’ll quickly review some affordable options.
Window cleaning – Entry costs of roughly $100 to $300 depending on requirements. This has to be one of the easiest services to add to your cleaning company. Whether you own a residential or commercial company this would be a perfect fit.
The PROS are the extremely low start up cost and potential for high earning from doing something as simple as cleaning windows. I’ve had window jobs that averaged anywhere from $175 to $350. I’ve even had jobs where I charged the customer over $1,000!
The CONS of window cleaning would include the necessity of climbing a ladder from time to time and increased insurance costs. The possibility of injury for you or your staff would also be a concern. You would also need a collection of ladders if you did this work regularly (to handle the different situations).
An Unger window cleaning kit will hardly break the bank if you go this route. I’ve purchased a few of these kits and have found them to be very durable. One or two ladders with needed ladder stand offs would get you started.
VCT Floor-care services – Entry costs of roughly $1,000 to $2,000 depending on requirements. This service is a better fit for commercial as it’s geared towards that market. This involves stripping and waxing floors as well as other remedial services (buffing, wax top coating to name a few).
The PROS of VCT floor-care is the fact it’s rather easy to learn on the whole. It’s also rather inexpensive in relation to how much you can earn performing this type work. Small jobs can run from $450 to $700 for just a few hours work to well into the thousands. My very first job was over $1,751 (over ten years ago).
The CONS are the fact that the cost of the equipment can be considered steep (by beginner standards) and the fact you’ll need a van or large truck to transport the equipment around. This work is also physically demanding at times plus this work tends to be done late at night or on weekends (which some people won’t like).
Standard equipment you’ll need would include a floor machine and wet dry vacuum. This is in addition to the mops & buckets, wax and stripper, floor pads and other smaller items a specialty janitorial retailer offers.
Carpet cleaning – Entry costs of roughly $1,500 to $3,000 for a portable unit ($20,000 plus van for truck mounted system). This service goes just perfectly with any type customer. Houses provide welcome retail type pricing while commercial offers steady contract type work.
The PROS are numerous for this type work. Extremely high income can be achieved with either residential or commercial properties. A two person crew working in harmony can bring in large amounts of income. Small jobs can easily bring in $250 to $450 in as little as an hour or two. Commercial work can easily average $500 to $1,000. Work over $1,000 is common when marketed properly.
The CONS are the larger costs associated with this type work. Portable units will be fine for smaller jobs, but fall short for larger ones. Also portable units will be frowned upon (on the whole) by homeowners. Truck mounts are expensive and require regular maintenance (which can be pricy as well).
You’ll need a portable carpet machine (plus cleaning wand) to get started cleaning carpet. Needless to say you’ll need various cleaning solutions and accessories as well. These can be found online or at a local janitorial cleaning retailer.
Tile & Grout cleaning – Entry costs vary from $400 to several thousand depending upon technique used. A special tile & grout “cleaning wand” will cost only a few hundred but it will require connection to a high powered portable carpet cleaning machine or truck mount system. A stand-alone portable unit can run a few thousand bucks.
The PROS include the high income potential that comes with offering a specialty service. This service is flexible in that you can market it to both residential customers and commercial clients. Bringing bathroom tile, many hard surface kitchen floors and even countertops and showers back to life is a great selling point. Jobs can average $250 to well over $1,000 each.
The CONS include the cost of the equipment to an extent plus the fact this this type work is not in demand as much as the other services we’ve outlined. You’ll also have to do a little more homework as each type of surface will require a slightly different approach when cleaning.
You’ll need to purchase a tile and grout wand / machineof some kind to get started. You will also need different cleaning solutions depending upon the surface you will be required to clean. Once again these can be found online or at a local janitorial cleaning retailer.
How to Build a Multi Million Dollar Cleaning Business (great website)
13 Secrets Your Cleaner Won't Tell You(good cleaning tips)
The Wealthy Contractor Online
How To Get Rich In The Cleaning Business
Getting rich in the cleaning business is not really all that hard IF you can master one thing.
We all know what that “thing” is when starting our cleaning business. In fact we all start out doing it perfectly, then the wheels come off for a variety of reasons.
It happens so slowly it’s hard to detect at first. What starts as a minor distraction soon becomes a train derailment. It happens to all of us at some point, sometimes more frequently than we would like to admit.
You are probably wondering what this “thing” is right now aren’t you? Though you already know the answer, I’ll remind you anyway…
Solving your potential customer’s problems.
You need to have the answers to the problems they are experiencing. When you have that part down, the rest will fall into place (and the money will follow). At the end of the day that is what you need to be an expert at. It is that simple!
Your potential clients don’t need facts and figures. They want answers! Nothing more. In order to have those answers you need to have exceptional knowledge about the cleaning business. Next you have to have the ability to distill that knowledge to them in a way that makes sense.
Each time you meet with a potential cleaning client you have the opportunity to learn what that particular customers problem is. You just need to listen carefully. Though most clients share similar experiences, each one is totally unique.
If you can zero in on one or two of their most pressing problems (and have the answers that solve those problems) you will get the job. To better drive the point home I included some examples. They are based on a five night per week job, but the concept works with any cleaning frequency.
Make use of them by following this format:
Answer – I understand completely. That is why “Your Company” does a nightly checkup of each job for the first 2 weeks of service, then once per week after that to ensure the highest level of quality. In addition each staff member follows a checklist created just for your account that must be signed and dated each visit.
Answer – I’m sorry to hear that. My company deals with theft in a pro-active way. We hire honest people by carefully screening each applicant. We follow up with each former employer of the applicant to start. Then each potential employee must sign a waiver that allows us to perform a police background check which we perform before hiring. In addition we are bonded and carry general liability insurance as well.
Answer – Many companies face that problem. We combat that by paying the highest wages, which also gets us the cream of the crop as well. In addition we offer employee incentives, such as bonuses to keep them with us. Lastly we foster a family atmosphere within the company that is hard to duplicate elsewhere.
Answer – That is a common problem in the cleaning industry. I prevent that from happening in my company by guaranteeing a return call within 90 minutes, no exceptions. I also keep my staff members cell phone numbers stored in my cell in case I need to get a hold of them asap. If for some reason I can’t get a hold of someone I go and fix the problem myself.
Well there you have it. A bunch of common customer problems that you now have the knowledge to solve. As you gain some experience you will be able to add to your repertoire, becoming a master in the process.
Above all, never forget why the customer called you in the first place…to solve a problem. Money, and lots of it come with solving other peoples problems. In fact, if you are not careful, you just may get rich.
The strategy is composed of three parts:
Rollup: The acquisition of similar businesses serving a specific market to build a competitive mass and gain economies of scale to drive profits while improving the efficiencies of operations, promotion, and centralized administration
Rollout: The replication of the business model in new geographic territories or market segments to leverage the infrastructure and increase the economies of scale
Innovate: The adoption of new processes and creation of innovative products or services that strengthen the entity's bond with old patrons while attracting new customers, thus driving long-term success in the midst of turbulent change
Roll-up integration.
My mantra for executing a roll-up of businesses is “Do No Harm!” Do not try to integrate these businesses day-one. There are too many personalities, company cultures and skill sets involved. Instead, think of it as three phases:
- Phase one is simply rolling-up the financials into one entity, keeping the businesses running largely the same as they were before the deal;
- Phase two is integrating all the back-office functions across all companies, e.g., payroll, insurance, overhead; and
- Phase three is integrating the front-office functions, e.g., cross-selling products, cross-training sales teams, centralizing company-wide branding.
How to add more revenue (and profits to your bottom line) by adding different services
When most people think about adding different types of services they generally think it must be hard to do. This isn’t really the case. Like I already mentioned, most new services can be learned rather quickly and without mortgaging your future. I’ll quickly review some affordable options.
Window cleaning – Entry costs of roughly $100 to $300 depending on requirements. This has to be one of the easiest services to add to your cleaning company. Whether you own a residential or commercial company this would be a perfect fit.
The PROS are the extremely low start up cost and potential for high earning from doing something as simple as cleaning windows. I’ve had window jobs that averaged anywhere from $175 to $350. I’ve even had jobs where I charged the customer over $1,000!
The CONS of window cleaning would include the necessity of climbing a ladder from time to time and increased insurance costs. The possibility of injury for you or your staff would also be a concern. You would also need a collection of ladders if you did this work regularly (to handle the different situations).
An Unger window cleaning kit will hardly break the bank if you go this route. I’ve purchased a few of these kits and have found them to be very durable. One or two ladders with needed ladder stand offs would get you started.
VCT Floor-care services – Entry costs of roughly $1,000 to $2,000 depending on requirements. This service is a better fit for commercial as it’s geared towards that market. This involves stripping and waxing floors as well as other remedial services (buffing, wax top coating to name a few).
The PROS of VCT floor-care is the fact it’s rather easy to learn on the whole. It’s also rather inexpensive in relation to how much you can earn performing this type work. Small jobs can run from $450 to $700 for just a few hours work to well into the thousands. My very first job was over $1,751 (over ten years ago).
The CONS are the fact that the cost of the equipment can be considered steep (by beginner standards) and the fact you’ll need a van or large truck to transport the equipment around. This work is also physically demanding at times plus this work tends to be done late at night or on weekends (which some people won’t like).
Standard equipment you’ll need would include a floor machine and wet dry vacuum. This is in addition to the mops & buckets, wax and stripper, floor pads and other smaller items a specialty janitorial retailer offers.
Carpet cleaning – Entry costs of roughly $1,500 to $3,000 for a portable unit ($20,000 plus van for truck mounted system). This service goes just perfectly with any type customer. Houses provide welcome retail type pricing while commercial offers steady contract type work.
The PROS are numerous for this type work. Extremely high income can be achieved with either residential or commercial properties. A two person crew working in harmony can bring in large amounts of income. Small jobs can easily bring in $250 to $450 in as little as an hour or two. Commercial work can easily average $500 to $1,000. Work over $1,000 is common when marketed properly.
The CONS are the larger costs associated with this type work. Portable units will be fine for smaller jobs, but fall short for larger ones. Also portable units will be frowned upon (on the whole) by homeowners. Truck mounts are expensive and require regular maintenance (which can be pricy as well).
You’ll need a portable carpet machine (plus cleaning wand) to get started cleaning carpet. Needless to say you’ll need various cleaning solutions and accessories as well. These can be found online or at a local janitorial cleaning retailer.
Tile & Grout cleaning – Entry costs vary from $400 to several thousand depending upon technique used. A special tile & grout “cleaning wand” will cost only a few hundred but it will require connection to a high powered portable carpet cleaning machine or truck mount system. A stand-alone portable unit can run a few thousand bucks.
The PROS include the high income potential that comes with offering a specialty service. This service is flexible in that you can market it to both residential customers and commercial clients. Bringing bathroom tile, many hard surface kitchen floors and even countertops and showers back to life is a great selling point. Jobs can average $250 to well over $1,000 each.
The CONS include the cost of the equipment to an extent plus the fact this this type work is not in demand as much as the other services we’ve outlined. You’ll also have to do a little more homework as each type of surface will require a slightly different approach when cleaning.
You’ll need to purchase a tile and grout wand / machineof some kind to get started. You will also need different cleaning solutions depending upon the surface you will be required to clean. Once again these can be found online or at a local janitorial cleaning retailer.
How to Build a Multi Million Dollar Cleaning Business (great website)
13 Secrets Your Cleaner Won't Tell You(good cleaning tips)
The Wealthy Contractor Online
How To Get Rich In The Cleaning Business
Getting rich in the cleaning business is not really all that hard IF you can master one thing.
We all know what that “thing” is when starting our cleaning business. In fact we all start out doing it perfectly, then the wheels come off for a variety of reasons.
It happens so slowly it’s hard to detect at first. What starts as a minor distraction soon becomes a train derailment. It happens to all of us at some point, sometimes more frequently than we would like to admit.
You are probably wondering what this “thing” is right now aren’t you? Though you already know the answer, I’ll remind you anyway…
Solving your potential customer’s problems.
You need to have the answers to the problems they are experiencing. When you have that part down, the rest will fall into place (and the money will follow). At the end of the day that is what you need to be an expert at. It is that simple!
Your potential clients don’t need facts and figures. They want answers! Nothing more. In order to have those answers you need to have exceptional knowledge about the cleaning business. Next you have to have the ability to distill that knowledge to them in a way that makes sense.
Each time you meet with a potential cleaning client you have the opportunity to learn what that particular customers problem is. You just need to listen carefully. Though most clients share similar experiences, each one is totally unique.
If you can zero in on one or two of their most pressing problems (and have the answers that solve those problems) you will get the job. To better drive the point home I included some examples. They are based on a five night per week job, but the concept works with any cleaning frequency.
Make use of them by following this format:
- Listen to customers problem.
- Look at a solution that will solve it.
- Give answer to client.
- Customer problem – No quality control. My business looks good one day then horrible the next.
Answer – I understand completely. That is why “Your Company” does a nightly checkup of each job for the first 2 weeks of service, then once per week after that to ensure the highest level of quality. In addition each staff member follows a checklist created just for your account that must be signed and dated each visit.
- Customer problem – The last cleaning company stole items from the premises. I’m worried about theft.
Answer – I’m sorry to hear that. My company deals with theft in a pro-active way. We hire honest people by carefully screening each applicant. We follow up with each former employer of the applicant to start. Then each potential employee must sign a waiver that allows us to perform a police background check which we perform before hiring. In addition we are bonded and carry general liability insurance as well.
- Customer problem – The last company used to send different people everyday. I heard the turnover was high at that company. I don’t want that to happen again.
Answer – Many companies face that problem. We combat that by paying the highest wages, which also gets us the cream of the crop as well. In addition we offer employee incentives, such as bonuses to keep them with us. Lastly we foster a family atmosphere within the company that is hard to duplicate elsewhere.
- Customer problem – Whenever I call my cleaning company about a problem they do one of two things. They either don’t get back to me fast enough or if they do, they never solve the problem fast enough. It could take a week to fix something.
Answer – That is a common problem in the cleaning industry. I prevent that from happening in my company by guaranteeing a return call within 90 minutes, no exceptions. I also keep my staff members cell phone numbers stored in my cell in case I need to get a hold of them asap. If for some reason I can’t get a hold of someone I go and fix the problem myself.
Well there you have it. A bunch of common customer problems that you now have the knowledge to solve. As you gain some experience you will be able to add to your repertoire, becoming a master in the process.
Above all, never forget why the customer called you in the first place…to solve a problem. Money, and lots of it come with solving other peoples problems. In fact, if you are not careful, you just may get rich.
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