How To Start A Commercial Cleaning Company.

Here is the big trick! Keep accounts that are profitable and sell the accounts t
hat are not worth keeping. You start by Selling or Brokering accounts until you
have the right people to work for you and enough money in the bank, then transfo
rm into a lucrative cleaning company! It should take you no more than 2 years.
First and Foremost you don't need very much money to start a cleaning company; I
started in 2001 with $2000. That was for living expenses and business expenses
in Southern California! Seriously, I lived out of my car after moving here! Toda
y, I take off December and parts of November.
Should you Purchase Accounts from a Broker or join a Franchise? Not a bad idea u
nless you can: Do you own sales, billing, customer service, advertising and clea
ning education.
Jani King and many others do those items above for you, but their main goal is t
o acquire new accounts and keep control of those accounts. The main problem with
the franchise is that you really don't control your business. Companies that ke
ep control of the billing and customer service can always push you out! I have h
eard many stories from cleaners who are upset, saying that one of these brokers
or franchise sales people resold the account to make more money! I am sure it ha
ppens, I know it happens, but not always. I look at these complainers and wonder
if their employee didn't properly clean and lost them the account. I am not say
ing Franchise is bad, rather that it is expensive to purchase an account and not
have control over that account.
The Benefits of Starting as a Brokering or Seller of Accounts:
1) You Find Trust Worthy Cleaners Over Time.
These are professionals who have many accounts but do not have the time to find
accounts during the day. They physically can not clean or check on their account
s and do sales during the day. Go to the county recorders office and ask for a l
ist of new business license who's business is JANITORIAL. Call or mail these sma
ll business owners and ask them how much they will pay for a new account. The eq
uation is like this: $500 per month for cleaning a dentist 2x a week. Sell the a
ccount for $1000-$2000 upfront. You do one account and you can live, 2 and you h
ave a business.
2) You Learn the Tricks of the Trade.
The business owners who buy your accounts will teach you what you need to know.
When a Janitor is giving you $2000 for an account, do you think they will lose i
t? They are serious about the work and you will learn tons of great tricks and t
echniques from them. No need to take classes, just call and ask for advise, or e
ven how much to charge.
3) Have Time to Clean Lucrative Accounts.
Sell the small stuff and clean the big stuff! Slowly keep adding an account onto
you list. I personally pick one area by my house and keep everything there. Tha
t way you have a short drive to check on your accounts, you get more referrals f
rom the local companies and you employees are all going to one small area.
4) Cheaper Insurance.
Don't get it at first; if you sell accounts then you have less to worry about. L
ater after you have several accounts and money coming in buy insurance, or if yo
u get an account that asks for your insurance, it takes a few days to get it. In
surance is worthwhile, just if you have little money get it later. But if you ha
ve little, just do the cleaning yourself. If you broker accounts your insurance
is much cheaper as well. The Janitors you sell accounts to must have insurance a
nd add you as an additional insured.
5) Leaves you time to market.
Marketing:
Most Lucrative Leads to Leads that Will Just Spin you Wheels
1) Current Client Moving or Expanding
2) Property Managers
3) Referrals from another company
4) Internet Leads
5) Phone Book Leads
6) Mail/Fax
7) Telemarketer
8) Telemarketer from another Country. (Philippines, India, Costa Rica)

Marketing Steps Telemarketing and Online Advertising:

1) Choose one city, county, or region anywhere close to where you live. Drive ar
ound and find a location that has many businesses all within 15 miles, you can e
ven choose a zone of 2 miles!
2) Find all business in that area and start telemarketing them. You can look for
scripts online, but it's simple. EX: Are you looking for a quote for cleaning s
ervice? No- ok who do I ask for when I call back in 6 months?
3) Tracking Data, the best way to get business is when the client recognizes you
r voice. Find 100 buildings and locations that are below 30,000 square feet and
keep calling until you find/reach the person in charge of the decision for janit
orial decisions, then call them a few times a year.
4) Internet: The biggest issue is that these online companies and other competit
ors are always changing, so you have to keep going online and changing your adve
rtising and listings of your site. It is easy to throw money at internet adverti
sing, the only thing you can do is to spend 5 hours, once a week on the internet
. Each of these subjects will take about a year to many years to master: Pay Per
Click, SEO Marketing, Phone Books Online, and Google/Yahoo/MSN Maps. READ BEFOR
E YOU LEAP! That will save you thousands of wasted money, remember, as a small b
usiness owner is trying to grab your money, your job is to keep it and use it wi
sely!
Bidding on Accounts:
Large Office:
I wont give my per square foot cost for bidding, but as the square feet go up th
e per foot cost go down. As there is a greater density of people in an office in
creases the per foot cost goes up.
Restaurant/Gym:
Figure the amount of hours to clean per visit, add some money for chemicals and
gas and multiply it time the number of visits. Oh don't take on any of these unt
il you have the proper people. It is easy to ruin restaurant equipment and very
difficult to clean properly. It took years to find the right people who can work
at nigh 7 day a week 366 day a year!
Medium to Small Locations:
Once a 1x/week, $60 per Visit, 2x is $60, 3x is $50, 4x is $45, 5x is $45, 6x is
$40, 7x is $45.
Actually Visits Per Month:
1 X/Week 4.33 Cleaning Days Per Month
2 X/Week 8.66 Cleaning Days Per Month
3 X/Week 13 Cleaning Days Per Month
4 X/Week 17.33 Cleaning Days Per Month
5 X/Week 21.66 Cleaning Days Per Month
6 X/Week 26 Cleaning Days Per Month
7 X/Week 30.33 Cleaning Days Per Month
Equipment and Chemicals:
Don't go to the 99 Cent store! You need large mops and professional brooms that
don't break. Chemicals can ruin carpets so you should go to a professional Janit
orial Supply location and ask them for advice.
Going Green is a great advertisement, but remember there are no Green chemicals
the effectively kill bacteria. If bathrooms, especially in schools, you need ger
micidals. I know people will argue with me, but the product might say 'Green' it
really doesn't follow the classic definition of renewable and non-caustic. Most
companies use it as an advertising technique. We try to use chemicals that are
'Green' but I have my often wonder how green truly is this product?
Strip, Seal and Waxing
I have seen people use cheap wax and over a year it will turn colors, then 4 mon
ths later you go to buff it and it gets worse. The more expensive wax it worth w
hile! If you use a subcontractor you need to find out what product they are usin
g.
A Fair Price for Strip Seal and Waxing:
Square Feet Cost
100 to 600 Set Cost of $150
1200 to 2000 $0.25 Per SqFt
2000 to 4000 $0.25 Per SqFt
4000 to 8000 $0.18 Per SqFt
8000 & Above $0.15 Per SqFt
Honesty and Trust
It takes time to build trust among employees, vendors and customers. Building tr
ust is paramount to having a successful company. Many subcontractors and employe
es lose your trust, don't keep working with them!
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