Pressure cleaning and cleaning companies tend to be asked, "Do you perform residential or business services?" Some companies start out in commercial services right from the start, but most start by performing residential work and transition to commercial work.
Getting started in commercial work generally takes a larger financial dedication and expenditure. Serving commercial customers requires investing significant dollars in start-up products and spending a sizable amount in labor and inventory dollars until a good, predictable cash flow becomes reality. It's quite common when performing commercial services, for example, to be paid 30 to 90 days after services have already been completed. The benefits of offering commercial solutions are steady work, predictable cashflow, and protection. The percentage of profit may be lower than residential function but there is ease and comfort in knowing you have steady income planned on the books. Landing commercial clients requires a large focus on cold call sales and face-to-face meetings rather than marketing campaigns (such as costly direct marketing and mailing programs).
So how does a small company make the changeover to offering commercial providers?
The first question a little company should ask itself is what percentage of their business should be commercial? For instance, a company may want to target 25% of their business as commercial to transport it through the slower winter season. Targeting a little percentage like this should give the owner the sense of security she or he needs to know that function will end up being there to cover expenditures through the slow times. At the same time, no single commercial contract will control their business. Even start-up and little growing businesses who are aiming for the residential market could find this mixture of commercial business a good formula for success.
The next question is how do my company contend with large companies which have more resources and cash? The clear answer is to focus on a particular market that takes benefit of your company's strengths.
In targeting any particular market, start out small. It really is okay to carefully turn down jobs that are larger than your business can currently service. In case you are targeting industrial building cleaning solutions you may consider targeting structures that are six stories or less. If you are providing industrial fleet cleaning services you may target companies with less than 50 models. There is an army of companies which have truck and automobile fleets that quantity between 10 and 50 units. By targeting these companies you may be in a position to give a better, friendlier service compared to the larger companies. In case you are offering flatwork cleaning providers, look for small strip malls and shopping centers. You certainly do not need to start out looking for parking garages and malls that have thousands of square foot to clean. There are various contractors that shoot for smaller restaurants, hospitals, and movie theaters that have a whole lot of foot traffic and need professional washing regularly.
An additional advantage of targeting these jobs is the potential for added income by providing 'up-sell' services (such as purchasing carts, building exteriors, cement, stairways, etc.) or add-on services like home window washing and snow removal. If that is a direction you want to take your business, you should develop a business plan that will aid as your road map to development and success.
To continue to answer the question of "How do i compete with the larger companies?" you may want to answer fully the question with a question, such as for example "How can a sizable company compete with me?" A firm that targets these smaller commercial customers can provide a more personal service than the larger companies can. It is easier to get to know the people you are working for, and to change your solutions as their needs modification. These more intimate and personal associations have a tendency to build exceptional client loyalty that larger businesses just can't contend with. A salesperson or supervisor who handles these accounts frequently adds top rated pressure washing New Jersey touches rarely seen by larger businesses such as for example personally delivering Christmas cookies, cards, or little gifts at holidays. These are advantages that your organization has as you grow the commercial aspect of your business. Setting your firm apart from the larger businesses has advantages that will appeal to many of the decision manufacturers who might consider doing business with your company.
So for all those considering developing their pressure cleaning business, make a plan with specific goals and function that strategy. Post your business program or goals in a noticeable area so that they are not forgotten. Let all of your employees see and purchase into your company strategy. Communication at all amounts will keep everyone functioning toward the same objective. When employees see the opportunity for steadier work and advancement they too will get excited. When morale and enjoyment are operating high, this translates into increased productivity and more powerful customer service. Before long, instead of asking how exactly to grow your business into commercial services you may be thinking about in the event that you still want to provide residential services!
Everett Abrams is on the Executive Plank of Directors of the Power Washers of THE UNITED STATES (PWNA) while President-Elect, Instuctor for the Wood Cerification Course of the PWNA, and co-author of the "Exterior Hardwood Restoration" manual that is utilized to teach professionals across the country. Everett also participates on the Joint Coatings Committee of the Forest Items Laboratory. Everett Abrams is also President of Deck Restoration Plus, a franchise organization that specializes in real wood restoration.