Distributors should sell programs and not products. Having worked with large cleaning contractors throughout North America as well as schools, universities, and corporations, helping these organizations make cleaning more effective and efficient, Ron Segura says what could help janitorial distributors today and in the future is moving from selling products to selling programs. “For instance, …
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Whether a hospital, elementary school or office building, most organizations have a communications system designed to share information with building occupants. This may be email, e-newsletters or printed company updates. In-house custodial executives should proactively use these tools to promote the work they do and communicate the value of the department. The savvy, self-promoting custodial …
Someone I know in the contract cleaning industry wanted to expand his business. He gave up on cold calling, as it just was not working and he did not enjoy it, and was looking for a new tack. Based on his research, he decided the best approach was to increase his online savvy. He spent …
Continue reading “Getting New Business the Old Fashioned Way: Networking”
State and local government administrators along with managers of all types of facilities should take a new look at something most of us try to avoid and that is complaints and complaining. This is specifically important if you are the one who must deliver complaints to an outside vendor such as a cleaning contractor. It can …
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As most cleaning contractors know, raising rates on a customer can be very difficult. Often, in the mind of the cleaning contractor, there is the fear that by sending the client a proposal for a rate increase, there is a risk of losing the account. The letter or email just might cause the client to …
Here’s a problem shared by many cleaning contractors when it comes to customer loyalty. While they provide an acceptable service for their clients, they often do not take it to the next level, ensuring true customer satisfaction—and thus customer loyalty, one of the ultimate goals of any contract cleaning or service business. “Acceptable service” essentially …
Let’s face it, no matter how good your cleaning service is, you’re going to get complaints, which means you are going to have to learn how to handle complaints. It comes with the territory, as they say. One reason for this is that cleaning can be very subjective…what is clean to one person may not …
Continue reading “How to Handle Complaints Using the LEARN Formula”
As most cleaning contractors know, pitching a rate increase on a customer can be very difficult. Often, in the mind of the cleaning contractor, there is the fear that by pitching a rate increase, there is a risk of losing the account. The letter or email just might cause the client to start taking bids. This may …
Cleaning Greener and More Sustainable Starts in the Closet The summer months may be when students and teachers get a little time off, but for cleaning professionals it’s when their real work begins. Along with stripping and refinishing floors, cleaning carpets and windows, something else cleaning workers should be doing is cleaning up the janitorial …
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One year has ended and another is ready to go! How about you? Will it be business as usual or have you taken the time to review the past year and to develop a strategy to strengthen the weak areas of your company? Here are some areas you might review if you have not already: …
Ron Segura, Founder and President of Segura & Associates brings over 50 years of experience in all segments of the Cleaning Industry. Ten of those years were spent overseeing the cleaning of over 4.5 million square feet of outsourced services for The Walt Disney Company.
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