Posted in Business Articles, Small Business Tips

Strength in Numbers: Virtual Maid Service Marketplaces on the Rise

600600p3069EDNmain785wildebeest-hyena-615-x-350Two of the biggest names in e-commerce are getting into the online marketplace.

The virtual maid service movement is coming into full swing with eBay (Nasdaq:EBAY) and Angie’s List (Nasdaq:ANGI) moving into the online marketplace – connecting consumers more directly with maid service providers, including the ability to book and pay online.

In 2013, eBay tested its new marketplace eBayHIRE for service providers in the UK and has launched its beta version in the US. Similar to its product-based marketplace, eBay would provide its platform to service providers and enable consumers to shop for providers in their neighborhoods. Currently, eBay is reaching out to business owners with a 0% commission trial offer; it is expected that once formally launched, eBay will charge business owners listing services a commission similar to the one in place on the products platform.

eBay is preparing to go head to head with Angie’s List, who in late January 2014 announced its new integration with the mobile tool vWorkApp. This app allows the businesses listed on Angie’s List to do more than just build a robust profile, gain reviews and offer deals. With vWorkApp, businesses will be able to book a job and take payment right then and there.

The Angie’s List news follows announcements from similar lead generation-turned-referral agency enterprises like Homejoy, Care, Home Depot’s Red Beacon, TaskRabbit, and Exec. These online platforms all promote some variation on one-stop and economical shopping for home service providers; Homejoy originally launched as Maidjoy with a focus on providing inexpensive maid service providers to homeowners.

What we learn from this activity is that major online hubs that currently support consumer needs and activity are looking add to their repertoire; that is, they are adding direct services. Said plainly, they are getting into the maid service business too…adding a radically new player to the competitive field.

Originally published on March 17, 2014 at CleaningBusinessToday.com.

Posted in Business Articles, Ghost Writer, Small Business Tips

Leaders Defining Leadership: Cleaning Business Owners Sound Off!

600600p3069EDNmain783lioness-615-x-350Cleaning industry leaders talk about people, places, and mistakes on their leadership journeys.

The cleaning industry – in fact, all industries – abound with leaders. Cleaning Business Today has been privileged to feature some of them in our Success Stories column in the past year, and we look forward to continuing to do so.

A leader is too often identified as the person who appears to be in charge—because she is visible, vocal, opinionated, sometimes demanding, the center of attention.  Leadership is both much simpler and more complex than that: “[l]eaders develop a vision, mobilize others, take responsibility, and make changes that benefit others,” according to business leadership expert and coach Dr. Earl Walker.  Leaders can be quiet yet attentive, creative and missionary, equalizers or dividers, all to achieve their goals.  But above all leaders touch something in others that makes them want to act.

We can read books and articles about leaders, defining leadership, outline activities designed to teach specific skills that empower leaders, and we’ll find something pretty similar to these Top 10 Actions or Mind-Sets of a Great Leader:
  1. Encourages and motivates the team members
  2. Actively listens – to their staff, to their clients, to their communities
  3. Explains to the team how its job is important and how its job is aligned with the overall mission of the organization
  4. Stays open-minded when receiving criticism and constructive when offering criticism
  5. Is persistent in applying these characteristics and behaviors in every area of his/her life
  6. Maintains high ethical standards and practices and is a role model for those behaviors
  7. Gets the team the resources it needs
  8. Runs interference so the team can more readily achieve its goals
  9. Builds trusting relationships through the appropriate use of feedback and self-disclosure (sharing your thoughts and opinions and mistakes with your team)
  10. Creates a fun, positive work environment where the team’s successes are celebrated and recognized.

But leadership is much more personal than the lists experts derive from the tales of the leaders themselves. So we asked cleaning industry leaders what it’s like to be “that” leader, what they’ve learned from their mistakes, and what they have on their “to do” list every day that helps them become an even better leader.

Enid Tate-Shephard, Enid’s Cleaning Service
In the early years of my business, I’d have to give credit to each of my clients for inspiring my leadership, especially the difficult to please clients I worked for. My clients also taught me another lesson I pass on: “Every person has a story; it’s up to us to read it and understand it.” I was very socially backward and basically afraid of life. Through this business, I have learned to meet all kinds of people who vary from easy going and friendly to difficult, grumpy and critical to name a few. I’ve taken the time to understand my most critical clients to see what makes them the way they are. Once I can understand, dealing with them and pleasing them is a piece of cake! They also seem to really enjoy that I stick around and they treat me/us much better knowing we will stay and work at making them happy.

 

Greg Macchia, Clean Conscience
My mother is the leader that helped shape me in to the leader I am today.  She raised 5 children on her own. She had a full time job, she volunteered, she cooked, she helped with homework and she did it all gracefully. She was a grinder!

A great small business leader has to plan. It’s not uncommon for a small business to experience double digit growth year after year. In order to maintain this pace you must plan for it. And to plan for it you’ve got to live and breathe the numbers. Like the old saying, “you can’t manage what you don’t measure.” We have twelve metrics that I look at on a regular basis that we refer to as the dirty dozen.  They are a snapshot of the health of our business.

It can be lonely being the leader of a small business. Small business leaders often don’t have a management team or an advisory board around them to share ideas, dissect fiascos or celebrate victories.  You have to grind every day….the troops are counting on you!

Laura Barnard, Grakei Maids
As a leader, I encourage a work environment where people feel free to speak up and be proactive.Being receptive to my employees’ suggestions has proven to be extremely important when it comes to improving job performance and customer service. My leadership style involves putting the tools of success in everyone’s hands to meet the objectives I establish year after year. I understand that one half of leadership is inspiration and guidance, the other half is giving the employees the resources to attain the proper success within the Company.

Kristen Hadeed, Student Maid
I was a 19-year-old college student when I signed my first cleaning contract for 1000s of apartments…with only three cleaners. In the five years since then, I’ve made a lot of mistakes and from them I’ve learned that there are five main things every leader must do to be successful on a basic business level but also to be able to grow that business into more:

  1. Create a vision for the company and share that vision with everyone in the company; make it clear how each person’s job connects to the daily activities toward achieving that vision.
  2. Live the Core Values of your life and your company; this can be particularly difficult when you first develop those Core Values because it might mean you need to remove friends from your life and staff from your company.
  3. Adopt a Tough Love approach; be willing to hold your staff accountable, even when that means having the tough conversations. Always remember that your job as a leader is to make people better.
  4. Nurture relationships with everyone, from the day you hire them and through their career after they leave you; when I interviewed one of my first cleaners, I had no idea that going to her wedding five years later would lead to the connection I needed to expand to a second location.
  5. Step back to gain Perspective; see, own, and share your failures. Too often leaders forget that failure is an opportunity for improvement, not an obstacle to success.


Alison Palmer, Custom Maid
Alison-Palmer-150-x-200My role model as a leader was my dad.  He had more integrity, more confidence, more compassion than anyone I’ve known.  I recently met an ARCSI member who said to me thatintegrity is doing the right thing even when no one is looking.  I like that definition.  I think a leader has to be firmly grounded in integrity whether leading a team of employees or a group of clients…or your kids.

The worst leader I have known is a boss I had for many years.  Let’s call him “Joe.”   An example of his leadership style was to expect everyone at work every single day no matter what.  He threatened to fire a woman whose infant son was in the hospital if she stayed with the child.  I used to cry before (rarely) calling in sick for fear of my job.  When I started my business and an issue would come up that I hadn’t dealt with before, I would ask myself, “what would Joe do?” and I would do the opposite.  Look where that got me!

Amy King, 2 Green Chicks
Amy-King-150-x-200Find a mentor; that person will be your best tool in becoming a great leader. When I worked in the corporate world, I had a manager Darren Lyons who encouraged me to pursue my dreams of becoming a consultant with IBM.  I had doubts and apprehensions about taking that huge step, but with his help, I did it and I never looked back.  Starting a family and deciding to leave corporate America was another challenging transition, but with the support and experience I had gained working with Darren, I was ready to open and manage my own company.  It’s this same mentoring that I try to give to my employees. And beyond having a positive and healthy relationship with your employees, you should also be a leader in your community.   Being involved in community events, clubs and meetings allows me to not only focus on growing my business, but it helps to grow others in my community as well.  It just feels good.

Stephanie Nesseth, Absolutely Clean
The leadership and success that I know is a life style.  It’s who you surround yourself with, the discipline you have in your day to day life. Success becomes who you are, and it’s not necessarily about the paycheck.  It’s a value; we are not ONE person on the clock, and another behind closed doors. We surround ourselves with people who support us with understanding and “how can I help?” mentalities.

I look for and see leadership in young people; they influence me to be all that I can be because I know that in order to truly lead, they must WANT to follow and WANT to walk in our footsteps. Each year, my company organizes a large carnival fundraiser for our foundation, and we have started pulling in young people to help. The leadership that comes from them is truly inspiring. They influence their peers and are making a difference.  Leadership isn’t about the titles or the money in the bank.  It’s how you inspire others to make a difference as well.

Originally published on March 4, 2014 at CleaningBusinessToday.com.

Posted in Business Articles, Small Business Tips

Trending for Cleaning Business Success in 2014

600600p3069EDNmain7212014-Trends-615-x-350In an uncertain business environment, key business moves to improve your marketing in 2014

 

Since cleaning businesses find success in areas with high concentrations of their target consumer, it should be no surprise that the “urban uprising” identified by Moen’s department of consumer and market insights is a good thing for the growth of the residential cleaning industry. But it still won’t be easy marketing to the different groups of inhabitants in this new urbanity.
Moen identifies three primary groups, with different ages and origins, but ultimately similar needs when it comes to a clean home and work environment:

  • Urban Nesters (ages 49-67)
  • Single Gen X’rs (ages 36-48)
  • Upscale Gen Y’rs (ages 18-35)

All three of these primary urban market groups share a key element of the buying mindset:  they are all looking for ways to improve their life experience, no matter the size of their home space.

Let’s look at business trends emerging in response to that growing demand.

Steady Growth in Demand for Chemicals and Sustainable Choices

Despite the use of the general term “chemicals,” the Industrial & Institutional (I&I) Cleaning Chemicals Forecast for 2014 and 2019 (prepared by the Freedonia Group) indicates an increase in demand for the various types of chemicals used to clean and sanitize homes, offices, healthcare, multi-family and industrial dwellings.

The sale of disinfectants and sanitizers is the fastest growing area of the industry in the constant battle against viral and bacterial threats in food preparation areas, restrooms, and healthcare settings. General purpose cleaning agents remain the bulk of the product in demand.

One of the more sustainable chemical choices for cleaning continues to see growth in consumer and manufacturer demand. US demand alone for enzymes is expected to rise 4.8% annually to 2014. While the use of enzymes in a cleaning procedure requires a reworking based on the time it takes for the enzyme to work, the long-term sustainability of the results seems to meet the expectations of the “green” consumer well. Enzymes can also be used to contain and remediate industrial bio-chemicals that threaten the environment, like those used in the Gulf of Mexico oil spill of 2010.

What does this mean for the cleaning business owner or BSC? First, it means that more space is being cleaned, proof that the market for the cleaning industry is strong and growing. However, that doesn’t mean it’s necessarily growing in your local market.

Second, higher demand for products often leads to slightly higher prices, especially for more specialized products used in cleaning procedures. Businesses specializing in “green” or “organic” cleaning will want to budget more for supplies to accommodate higher prices. Alternatively, specialty cleaning services should revisit equipment investments that could reduce supply costs in the long-run.

Automating Your Sales Process

Automation is leading the wave of consumer response products, with continually more streamlined buying procedures, especially online and mobile-enabled options. So what does automation look like for consumers shopping for a cleaning service? A no-fuss estimate for service, usually acquired online without having to go through the extra steps of dialing and waiting and listening to someone’s sales spiel. Home services referral sites like Homejoy and Care.com have really embraced the online quoting and booking demand and provided consumers with a one-stop shopping location.

For business owners, a first step into automation may be using available cloud services to make the marketing and early sales process a (mostly) hands-off procedure. This frees up more time for the phone and face-to-face sales representatives to do their work – the close. This is another way automation can help a business improve the customer’s life experience.

Advantages: 

Several online estimating tools exist and several are in testing to empower a cleaning business to customize and offer this price-shopping option to website visitors. Such a system helps to weed out the price-shoppers (aka bargain shoppers) and educate those who aren’t. Just think, after 3-4 online quotes that all come in pretty similar, the common price shopper is likely to either adjust her thinking about the value of home cleaning and place a call or stop shopping for services she can’t or won’t afford.

Disadvantages:

Beyond the sales and scheduling process, automation is now encroaching on the services themselves. Leading retail automation experts at AVT have developed a new system for Rug Doctor to facilitate carpet cleaning equipment rental at stores:

Now, instead of waiting for a store employee to assist with a carpet cleaning rental system – which hassles both the customer and the worker – now anyone can get the machine with a simple swipe of a credit card. A door opens up, the machine is accessed, the customer is happy. Returns are equally as easy. This automated system has fundamentally changed the way people rent and return carpet cleaning equipment. 

This is becoming an increasingly common way to empower the Do-It-Yourselfers, especially if it’s hard for them to get the services priced and scheduled using the existing traditional methods.

Image-centric Marketing Generates Higher Response

Question: have you looked at Facebook’s 5:1 rule for ads and promoted posts? That’s the ratio of graphic to words allowed on a paid ad on Facebook. The reason is simple. Facebook’s internal metrics show that that’s the kind of advertisement (aka marketing) that consumers are responding to. Facebook enforces their rule because it makes them more money even while it’s leading more money-spenders to you!

So here’s the short of it. In everything you place in front of consumers, focus on a “less is more” visual appeal:

  • Revise your main webpages, email marketing, even printed marketing pieces to emphasize the visual – more pictures, fewer words.
  • Begin designing your marketing with the graphic – for cleaning services, a “before,” “after,” or resulting life experience graphic is likely to do the trick.
  • Expand your outreach to one or two of the more graphic-focused social media outlets: Pintrest, Instagram, Tumblr. This has the added advantage of helping you create more backlinks to your website, which further strengthens your SEO and website rankings.

Perhaps an article by Forbes about trends said it best: “There is a sense that from the hyper-connectivity of our highly-digitized lives to the bright, flashy, complicated sensory input we’re fed everyday, there is no way to continue at this pace.” This movement forward creates space “where the most successful marketing strategies will be ones that are not only simple in nature, but promote goods and services that serve to simplify the consumer’s life, or even just their customer experience.”

Originally published on December 10, 2013 at CleaningBusinessToday.com.
Posted in Business Articles, Content Marketing, Housekeeping

Cleaning Up Your Networking Plan for Convention

600600p3069EDNmain692business card networking 300x250Networking – like any other business activity – requires a plan, measurement, and correction/improvement if you’re to be successful at it.

With over 16,000 people to meet at the annual ISSA/INTERCLEAN Trade Show and associated conventions for ARCSI, BSCAI, and IEHA, your post-convention tasks can stack up pretty quickly. It’s easy to get bogged down in turning new marketing strategies into a marketing plan for the next year. It’s even easy to make a list of all of your products, prices, and long-term costs and make some supply switches. But what usually gets lost in the melee is your follow-up networking. After all, the people you meet are the most constant and the most concrete resources you’ve acquired at the convention.

Networking is perhaps the single most effective tool you have toward meeting your business goals. Whether you are trying to buy a business to expand your empire, sell your business, add divisions and specialties toward diversification, solve a problem or exploit an opportunity, a healthy and thriving network offers you the opportunity to talk to experts on any issue you might have, especially business owners who have “been there; done that.”

Now before you begin to craft a networking plan, know upfront that networking is money-cheap but time-expensive. As you create your plan and work through each step, be careful to make choices that clearly benefit your business. Your time is expensive, and you want to be able to measure the ROI of your networking.

 

1. Start networking before the convention

Yes, your networking starts before you actually meet anyone. All of the organizations convening in Las Vegas next week provide a list of others who are exhibiting and sponsoring various events.

The key here is to think of the vendors not simply as suppliers. With many having more years in the cleaning industry than the average cleaning business, these vendors are rich resources. They work closely with cleaning contractors on a daily basis and spend their time developing solutions to custom projects and unique problems. And they are also humble; if they can’t give you the insight you are looking for, odds are they will know someone who can.

 

Of particular value is the ISSA app where you can browse the list of more than 690 vendors who will be showing at ISSA/INTERCLEAN. Using this app and the online schedules from the other associations, you can review vendors and presenters you’d like to meet. Reach out to them NOW and make appointments to meet, even if for only 15 minutes.

You may also be able to review a list of association members who are registered for the conventions; take a look at those names, think of who has been a thought leader on LinkedIn or other professional discussion boards, and reach out to make plans to meet those people as well.

 

2. Organize those names and contact information

Between business cards, flyers, presentation handouts, and random notes on napkins, receipts, and tiny slips of paper, sorting through the collection of new contacts can be daunting.

With each contact you gain, jot down a note on their card about how you think you might work with that person now or in the future at the time you meet him/her.

Later, you’ll be able to make priority piles based on when you think you’ll want to work with them: 3 months, 6 months, 12 months. A twelve month pile is as long as you want to go because, if they’re still around in 12 months, you should see them again next year at the convention.

 

3. Send each a personalized message

Set a schedule for sending out personalized messages to each of those contacts. For your 3-month pile, make it a priority to get that message out about 10 days after the convention ends. Why delay? You want to avoid getting caught in the pile of emails that stacked up while you were all at the convention together.

It’s equally as important to follow up quickly with the folks in your longer-term piles. You’ll want to establish and nurture a good relationship with those new contacts so that later when you’re ready to initiate a project together, you’ll be ready to hit the ground running.

So what should you write in these messages? Business writing expert Lynn Gaertner-Johnston offers a simple formula for that first message, one that is designed to promote continued dialogue:

  1. Mention the meeting and conversation – to jog their memory
  2. Refer to something specific from that conversation, especially something you want to make a mutually-beneficial activity
  3. Suggest a way to continue the conversation – a meeting, phone call, site visit, etc.
  4. Attach an article or include a link that supports and strengthens your connection
  5. Tell them what you will do next in relation to your connection

Click here for examples.

 

4. Connect in a variety of methods

It’s easy to get stuck in the electronic mode – connecting by email – but don’t forget that phone calls and even face-to-face with local representatives can lead to even richer networking opportunities.

  • Enter the contact into your address book – whether that’s manual or electronic
  • Connect on LinkedIn, Facebook, Twitter, and other shared platforms
  • Sign up for each other’s newsletters – yes, encourage even the vendors to sign up for your business’s newsletter to give them a way to keep up with your business without always having to call you and ask what’s going on.

What happens from there is largely dependent on the success of that first follow-up communication you sent out. Be sure to track those messages and continue to reach out when at first you don’t succeed:

  • Did the recipient respond?
  • Did the recipient respond in the way you asked or expected?
  • What is your next move?
  • Did you put it on your to-do list and your calendar with a deadline?

As with all business activities, a clear, decisive plan of action, a method for measuring success, and the opportunity for course correction and improvement are essential for networking to be successful…until next year’s convention when you’ll add a whole new group of new connections to your network!

Originally published November 12, 2013 at CleaningBusinessToday.com.

Posted in Business Articles, Housekeeping

There’s no such thing as a “green” disinfectant, says the EPA

600600p3069EDNmain94toilet with cleaners 300x250There’s no such thing as a “green” disinfectant, according to the EPA. Disinfectants are designed to kill and so do not meet “green” expectations.

There’s no such thing as a “green” disinfectant, according to the EPA. Disinfectants are designed to kill and so do not meet “green” expectations.

Except for the EPA-established TANCS system used exclusively in the Advanced Vapor Technologies Ladybug…the only EPA-recognized disinfection device to date and which meets both the EPA standards for disinfection AND all green expectations! The TANCS system is the ONLY device that the EPA has validated as a disinfection device!

Even more important from this article: the EPA will not accept green-certified products for registration as disinfectants, nor will the EPA allow green certifications of products to endorse product claims about disinfection.

Lesson: there’s a HUGE difference in being an EPA-registered disinfectant and “meeting EPA standards for disinfection.” Make sure your company’s marketing claims don’t overstep their bounds!

The following appeared in various research studies and reports through May 2011, as reported at CleanLink:

Disinfectants are designed to kill, hence, they are not considered “green.” Disinfectants, however, are necessary in specific applications, such as an operating room. This is where product usage and facility priorities come into play. The BSC needs to work with the facility to identify what kill claims are necessary and determine what types of products carry those claims. From there, the BSC can try to find the “greenest” product.

The “greenest” option may include a neutral pH (safer for the worker than something highly alkaline), low or no VOC (improves the indoor air quality for building occupants), or no phosphates (that can be harmful to aquatic life).

BSCs should also consider the intended product use. Infection control through disinfectant use is important in high contact areas (door handles, faucets, etc.). Low contact areas, like floors, may be better served with a good cleaner. The BSC should be willing to discuss these alternative cleaning options, as well as alternative chemical options, with the facilities they service.
— Rebecca S. Kaufold, chemist, Spartan Chemical Co., Inc., Maumee, Ohio.
Even though in the United States there are currently no green certified disinfectants (as not allowed by EPA), BSCs should review and compare the following attributes in disinfectants and advise their customers of that fact and why they are using a particular disinfectant.

First, look for disinfectants that do not contain Nonylphenol Ethoxylates (NPEs) or octylphenol polyethoxylates (OPEs) and have a pH value close to 7. Second, compare level of detergency (cleaning ability and more is better). Third, look at the parts per million (PPM); the higher the better. Fourth, look to ensure the disinfectant has any required kill claim. For example, if the customer is concerned about swine flu (H1N1), ensure that specific kill claim is on the label. Lastly, look for a disinfectant with very broad kill claims.

More importantly, advise the customer that you will not be overusing disinfectants (just because they are usually less expensive than a quality cleaner), and when you do use them, it will be with proper procedures — pre-clean, apply disinfectant, allow required dwell/wet time, rinse or wipe dry as per label instructions.
— Mike Sawchuk, vice president, Enviro-Solutions/Charlotte Products, Peterborough, Ontario, Canada.

The US EPA office responsible for registrations is not allowing certification of disinfectants or sanitizers by organizations such as Green Seal or EcoLogo. Similarly, they are not letting companies claim their disinfectants are “green” or “environmentally preferable.” The reasons are complicated and are based in the Federal Insecticide Fungicide and Rodenticide Act (FIFRA). The bottom line is companies can’t claim their products are green due to FIFRA.

BSCs should use the right product based on their needs. Killing bacteria, viruses, and mold is an important part of a sustainable cleaning service. Work with your supplier to get the right product for the job.
— Dan Daggett, Ph.D., manager, Corporate Sustainability, Diversey Inc., Sturtevant, Wis.
Interestingly enough, a recent article published by Infection Control Today, indicates the mechanical removal of germs was more important than the chemical or actual disinfectant, when cleaning hard surfaces. Even when disinfectant and/or sanitizing products are used, the proper dwell time isn’t allowed. Nothing can replace a good general cleaning program and choosing safer cleaning products with low VOC’s with a minimal to no impact to the user and environment is the best solution.
— Brent Crawford, president, Core Products Co., Canton, Texas.

Originally published October 15, 2013 at CleaningBusinessToday.com.

Posted in Business Articles, Small Business Tips

Case Study: Handling Sexually Explicit Incidents

600600p3069EDNmain655suprised-w-dustpan-615-x-350How should you respond when your employees encounter sexually explicit situations? Our experts examine three real-life incidents and weigh in on how a Houston cleaning business owner handled them.

The Backstory
Julie Parish has owned a successful cleaning company, The Home Keepers, for more than 18 years. Her business is located in Houston, Texas. Recently, her cleaning technicians encountered three separate incidents of sexually explicit behavior or materials at three different homes they were cleaning. These unsettling encounters raised many questions about how to handle such situations as a business owner whose employees have been put in highly uncomfortable positions. “What do you say to a client when these things happen? And how do you prepare your employees to deal with these incidents?” asks Parish. “There’s a lot of grey area here. How do you know when you should drop a client? What’s the law on these situations?”

Here’s an overview of the three incidents. The first problem occurred with a new male client. It was The Home Keepers first cleaning at this client’s house. He was at home when Parish’s two, female cleaning technicians arrived. After having been closed off in his master bedroom by himself for quite some time, the client asked the women to clean his master bathroom. As they walked through the master bedroom to access the bathroom, the women realized that the client was watching pornography on his computer. One of them stepped away to call the office and report the situation.
“I told them to pack up and walk out, and don’t say a word,” says Parish. “The man had not been easy to deal with from the start. He’d cursed at one of my employees a few times over the phone and had been extremely rude to me as well, so I chose not to call him about the incident. I waited until he called me, which he did a few days later. He said, “The cleaning ladies told me they were going to their car to get something and never came back.” He asked why they had not returned. I explained that because he was watching porn, I had instructed my employees to leave immediately. I told him that I would not subject my employees to those kinds of things. I told him we wouldn’t be able to clean his house again. As for payment for the hours they’d worked, I told him we’d just call it even. Because of his past behavior, I thought he was going to write a bad review on Angie’s List. Instead, he just said, ‘That’s fine.’ We never heard from him again. We were lucky that time, but it’s difficult to know how to handle these situations with clients.”

The second incident happened only a few days later at the home of another new client. This encounter was much worse. In this case, a long-time client hired Parish’s company to clean her daughter’s home. Three of Parish’s female cleaning technicians showed up at the daughter’s home where they found her with her young daughter and six men. About ten minutes into the cleaning, the female client asked five of the men to go outside to the backyard with the child.

One of Parish’s cleaning technicians was working in the master bathroom when the female client came walking into the master bedroom with the sixth man. She was saying that she was horny and taking off her shirt. The female client and the man began engaging in sexual activities while the cleaning technician was working in the master bathroom. The technician turned on the vacuum cleaner to make sure the couple knew she was still in the bathroom. This changed nothing. In the minds of the cleaning technician, the female client clearly knew they were in the bathroom when decided to engage in sex anyway. After all, she’d asked the other five men and the child to wait outside. The cleaning technicians felt highly disrespected. The technician was so angry and humiliated she gathered up her stuff and walked through the room hollering in Spanish, “We’re leaving! We’re leaving!” The other two cleaning technicians followed her lead, left the house and called Parish from the car.

Parish recalls, “The moment I found out what was happening, I told my employees to come back to the office.  I also called the mother – who was actually the person who hired us. I was embarrassed for the mother and didn’t tell her any details. I simply said that my employees were very upset and I needed her daughter’s phone number so I could speak with her directly. I called the daughter. I was just shaking, I was so mad!  I told her that I had instructed my employees to leave her house immediately! I explained that they were extremely upset by what she was doing in front of them. I told her that what she did was SO DISRESPECTFUL and that we were ALL extremely upset! The customer apologized to me a couple of times, and asked me to please tell my employees that she was sorry she’d made them feel bad. I believe she was genuinely sorry.  My thoughts at the time were, what the heck is happening in this world!”

 

The last incident was the mildest of the three, but still disconcerting. One of Parish’s cleaning technicians foundobscene pictures of two men engaged in sexual acts. The photos were lying across a bathroom countertop. The employee took a snapshot of the photos and sent it to the office. Despite the extremely graphic nature of the photos, Parish’s female technician handled the situation calmly. She gathered the photos, stacked them all together, turned them upside down and moved them to a corner of the room.

“We kept this male client as a customer,” says Parish. “I didn’t know if this was a one-time incident where he’d forgotten to remove the photos.  I did not say anything to the client. The cleaning technician didn’t get upset. But what happens if this type of thing happens again. What’s the right course of action then? There are many smaller incidents that my cleaning technicians have to deal with on a regular basis. They find inappropriate things when cleaning bed sheets or bathrooms. I think that sort of problem is fairly widespread. What can a business owner do about those types of smaller incidents? And if you decide that a client has crossed a line and you don’t want to clean for them anymore, what do you say to them?”

 

Mel Kleiman, president of Humetrics
“Training is crucial for these types of situations,” advises Mel Kleiman, president of Humetrics, a company which has been helping employers standardize and systemize the way they recruit, select and retain frontline hourly employees and their managers for more than thirty years. “You need to prepare your employees to handle a wide variety of uncomfortable problems, from the inappropriate magazine or photo left in plain sight to the most egregious client behavior encountered by Parish’s employees.” 

He adds, “Cleaning technicians are going into clients’ homes. They’re bound to stumble on intimate items. The question is: where does a company draw the line? I think the cleaning technician needs to be part of that decision-making process. If a cleaning technician feels truly uncomfortable in a particular client’s home because of that client’s behavior or items found in that client’s home, then that employee should have an outlet for communicating those concerns. I’m not a lawyer, but it will be interesting to hear what a legal expert has to say about Parish’s problem. My understanding is that sexual harassment laws have to do with how an employee feels in any given situation. With this in mind, company owners should have a process in place for employees to report “inappropriate” client behavior. If an employee feels truly embarrassed or uneasy about the working environment at that client’s home, then that process should enable them to request reassignment.”

 

Elizabeth J.V. Speidel, Attorney at Haynsworth Sinkler Boyd, P.A.
This employer handled the situation well. She told her employees to leave these homes immediately, which was exactly the right thing to do. Sexual harassment laws apply not only to employers, but to third parties, such as service providers and independent contractors. If an employer allows its employees to be harassed by a third party, that employer may expose itself to substantial liability and litigation.

Employers with fifteen (15) or more employees are required to comply with Title VII and to adopt non-discrimination and anti-harassment policies.  For examples of such policies, I highly recommend that employers visit the U.S. Equal Employment Opportunity Commission (EEOC) website to read the exact legal definition of sexual harassment. Generally speaking, sexual harassment is behavior by a co-worker, supervisor, or even an outside contractor that is pervasive, ongoing and unwelcome.  Further, employees who experience such unwelcome conduct have an obligation to report the behavior to their employers.

There’s no doubt that cleaning technicians are going to see private things in client’s homes. Sexual harassment laws are not designed to protect the faint of heart. Just because an employee is easily offended, doesn’t mean that he or she has a legitimate legal complaint. However, employers need to make sure they have a reporting process in place for their employees.

For example, let’s talk about how to handle the client watching porn. Yes, that’s really tacky, but unless he has asked the cleaning technicians to watch with him, I don’t know that this would meet the legal definition of sexual harassment. Anytime an employee encounters an incident like this and feels uncomfortable, though, he or she should have a way to report this behavior to his or her supervisor. The supervisor then has a record of the incident and can decide how to handle it in the moment or in the future if the behavior is repeated.

If an employee does make a complaint of sexual harassment, the employer has an obligation to conduct a prompt, thorough investigation into the complaint.  No matter the result of the investigation, the employer should then follow up with that employee and tell him or her how it is going to deal with the situation. And, of course, an employee cannot be disciplined or terminated for filing a sexual harassment complaint.

Further, if a cleaning technician witnesses illegal activity or items such as pornographic pictures of children, drugs or physical abuse, he or she has a legal obligation to report this to a supervisor.

I also strongly suggest employers include language about sexual harassment and termination clauses in their contracts with clients. The EEOC has some sample language that employers can use in writing their contracts and terms of service.

Marilyn Suttle, Customer Service Trainer, and bestselling author of “Who’s Your Gladys?”
It can be alarming for cleaning staff members to run across sexually explicit materials or behaviors. From a customer service perspective, there are specific things you can do to maximize positive outcomes when handling challenges like the ones Julie faced. Keep these things in mind:

  • Document the process you want employees to take in your employee handbook. Sharon McRill, owner of the Betty Brigade, a company that cleans and organizes homes, has a written an outline of specific actions for her staff to take when feeling uncomfortable, including calling a supervisor, and quietly leaving the home.
  • Organize periodic sensitivity conversations. Employees can learn from you and each other so they develop discernment between over-reacting when finding a “toy” on a bedside table, or under-reacting to disturbing materials or illicit behaviors.
  • Calm down before phoning the customer. Otherwise your odds of escalating the problem go up. Replace “judgment” words like disgusting or filthy, with a description of the situation. Sharon McRill had to phone a regular customer who decided to wear a robe, minus underwear as her staff worked on his home. They phoned Sharon and were told to leave the home. Once she gained her composure, Sharon phoned the man. She could have said, “That’s creepy and I won’t subject my staff to that.” Instead she said, “It’s not acceptable for my staff to be in your home when you’re only wearing a robe. Our clients need to wear pants.” By remaining respectful but firm, she was able to get her point across and salvage the client relationship.
  • Clients who repeatedly act inappropriately toward you or your staff members, or who refuse to follow the necessary processes that allow you to do a good job for them, may need to be removed from your client list. Don’t let a customer’s disturbing behavior or lack of integrity adversely affect your business. Politely encourage such customers to move on to your competitors. An explanation as simple as, “Our business relationship is not a good fit for either of us” can keep the customer relationship respectful, even when it’s ending.

The information contained in our Case Study article has been supplied by the participants whose names are mentioned. The editors at Cleaning Business Today have collected and reported the statements of the participants, but have not attempted to verify the accuracy of the information supplied. Accordingly, Cleaning Business Today does not make any representation, warranty or undertaking expressed or implied with respect to the information contained in this article and no responsibility is accepted by Cleaning Business Today as to the accuracy or completeness of that information.

Originally published September 23, 2013 at CleaningBusinessToday.com.
Posted in Business Articles, Housekeeping

And the Toxie Goes To…

600600p3069EDNmain633toxiesPhysicians Battle Toxic Cleaning Chemicals with a Hollywood Twist

For four years now, Californians for a Healthy Green Economy (CHANGE) and Physicians for Social Responsibility – Los Angeles (PSR-LA) have grown their multi-media campaign “The Toxies” to educate consumers about the hidden yet pervasive toxic chemicals that surround us every day at work, in the home, and outdoors. By putting an awards-show, red-carpet glamor on the annual awards event, the campaign gains both on-site public attention as well as a larger reach online to both the professional industries and the consumer.

 

Each year, at least one Toxie winner – often more – have come from the cleaning world, and the 2013 awards was no exception. Three rise to the top as major offenders among the various segments of the cleaning industry:

Yellow Soap – a powerful degreaser found most commonly in car wash operations, Yellow Soap is blamed for causing inhalation and contact-based chronic illnesses among professionals using the product.

 

Because Yellow Soap is not required to follow the US Hazard Communications standards – that is, Yellow Soap has no MSDSheet – the cleaning industry is having a difficult time identifying the specific toxins in the product. Worse yet, Yellow Soap is omitted from the currently Safe Chemicals Act under consideration by Congress, which means neither professionals nor consumers will be protected from it. Read more about Yellow Soap.

BPA – while the potential for damage by BPA to the reproductive system is increasing as common knowledge, the continued pervasiveness of BPA still catches many off guard. Many manufacturers have switched to BPA-free containers for their chemicals, but often equipment manufacturers don’t have that luxury.

 

BPA remains a common ingredient in many of the large containers, plastic handles, hand-held tools, and mechanical equipment used in the cleaning process. Read more about BPA that will surprise you.

Flame Retardants – Certainly our fire restoration specialists will be quite familiar with the dangers of flame retardants in their segment of the cleaning industry, but all segments that come into contact with fabric-based and upholstered furniture, draperies, and pre-fab furniture. Why? Because nearly all of it has been treated with flame retardant chemicals.

 

While adding a toxin may make it less likely that these items will contribute to a fire, that same flame retardant toxin is a regular hazard to the cleaning technicians and upholstery specialists charged with keeping those items maintained. Read more about the hidden dangers of Flame Retardants.

Other Toxie “winners” include several classic contaminants like Lead and Mercury as well as some emerging stars like the Fracking Chemical Coctail and the new pesticide Chloropicrin.

 

Click here to watch all of the 2013 Toxies Webisodes.

Originally published August 19, 2013 at CleaningBusinessToday.com.

Posted in Business Articles, Housekeeping, Small Business Tips

Quantum Sweep: How to Choose Service Software for Your Cleaning Business

600600p3069EDNmain605quantum-sweep-300-x-250Because the ability to grow your cleaning business rests on your ability to deliver the customer service your client expects, and scheduling (or field services) software is a necessary component to knocking down barriers to growth.

JOIN ANY CLEANING INDUSTRY DISCUSSIONboard on LinkedIn, and chances are you’ll find scheduling software and cleaning job management programs among the top ten questions. Why? Because the ability to grow your cleaning business rests on your ability to deliver the customer service your client expects, and scheduling (or field services) software is a necessary component to knocking down barriers to growth.

Why Invest?

Pen-and-paper systems aren’t going to grow with your business or create efficiencies. They won’t help you drive growth and sustain the level of customer service you want to be known for. Most cleaning businesses seem to start off with simple, convenient and low-cost methods of scheduling jobs for clients. Even with the simplest calendar book, you might squeeze in three teams cleaning at the same time before you run out of room. Several online calendars, such as Microsoft Outlook or Google Calendar, allow you to automatically schedule recurring clients, which is the ideal in establishing a regular and predictable cash flow.

But the ability to get a client on the calendar correctly is just one small piece of the massive responsibility of “scheduling.” When you’ve selected the best software for your business, you can:

  • Enable planned and sustained growth by expanding your capacity to service more clients
  • Enhance customer service by reducing scheduling mistakes, overbookings, missed jobs, changes in day/time of services and or scope of work
  • Improve efficiency and save time by tracking customer information and running standardized work orders

We all know that time is money. That’s why making the investment in a piece of software designed to improve customer service is a critical investment that every business owner must make. It’s a leap of faith and finances, but one with thorough internal evaluation and realistic projections. Let’s look at five areas of analysis you need to invest time in before buying new scheduling software.

1 Function: What do you need the program to do?
Let’s get the price question out of the way with a hard reality: If the program can’t do what you need it to do, then it doesn’t matter how cheap it is; you’ll get what you pay for it. As CBT columnist Marilou Butcher Roth wrote in the May issue, “Take some time and evaluate what you truly enjoy and/or want to get done”. That’s perhaps the most important thing you can do in the process of choosing any tool to help you grow your business.

Start out by listing all of your complaints about your current way of tracking jobs, scheduling customers and keeping track of the responses:

  • What can’t it do?
  • What is more difficult than it should be?
  • What parts take more time than others?

Set yourself a time limit so you don’t dwell too long in the negative, but usually this transitions pretty easily into the wish list – the things you want an ideal program to do for you.

Armed with both lists, step back and prioritize your needs and your wants. Start with deal-breakers – functions you can’t live without – and branch out into the ideal wants from there.

If you have employees who do any part of scheduling and customer service, it’s essential that you involve them in this process as well. Their perspective can show you other places a program falls short or excels and can illuminate possibilities. This step will set you up for a more efficient program review.

2 Features: What can this program do?

The key to comparing a huge list of features is to figure out which ones are standard and which are truly special. Place your priority needs side-by-side with the features offered. CBT invited twelve field services and scheduling software providers to respond to a survey about their programs, and six responded: MaidBooks, Maid Easy, ScheduleView, Service Autopilot, ServiceCEO, ServiceTask and Thoughtful Systems.

The trickiest part of evaluating the features based on a checklist or comparison is that you still don’t know how good a program is until you’ve seen it and used it. But it’s reasonable to narrow the field for deeper testing.

Tip: don’t let sales hype on standard features be your decision maker; don’t let them sell you on standard features. These are basics that all field services software should be expected to have.

Whenever possible, try out a free trial of a program. Without your own actual customer data in there, it’s still just a test. You want to confirm that essential features are both part of the program and that they operate in the way you need them to.

Tip: don’t forget to test the reporting capabilities of a program. Check how deeply the reports dig for information that is useful to tracking costs, verifying ROI, calculating payroll, and more!

3 Fit: Does it match your specific needs?
No industry has a true “all-in-one” system that meets both function and business needs. But then you might want a program that is just okay at everything instead of superb in its area of expertise. That’s why “Fit” is such an important area of analysis: how will this new system integrate with your other process and programs?

If you started out with a thorough examination of your own business activities and systems, then you’ve already made your “Fit” analysis a little bit easier. Ask the software representative very direct questions about integration with programs that assist with:

  • Sales/Marketing
  • Customer Records and CRM
  • Accounting
  • Inventory
  • Employee Records
  • Online Survey Tools

Probably the most requested and expected integration is that with Quickbooks or a similar true accounting system, but there are any number of other programs you may be using that could integrate to improve efficiency. If you don’t see something listed, ask if an integration exists or if one can be created. Knowing a provider’s ability to grow in that direction can jump start your analysis of the future possibilities of the software.

4 Future: Where is the industry going?
With the rapid rise of technology-enabled workflows and business growth, there are two main areas of the future of the cleaning industry that you cannot afford to ignore. In business today, we are seeing two major leaps enabling better customer service and service delivery.

The first area you should consider is the shift from installed desktop applications, where you have to be on a specific computer to operate the program, to cloud computing, where the program and the data are online. When a program offers both an on-site and a cloud version of their platform, try to test both. Look for differences in functionality and features between the two versions, and weigh that against ease of information access and cost (fees PLUS employees’ time using the programs).

Related to cloud computing, mobile technology is increasingly used in nearly every aspect of business operations. Consider programs that already have an operational mobile application for your smart phone or tablet, as they are also looking toward the future. This also serves as an indication that a program is in constant development and is responding to the needs of the industries they serve, but you still want to ask about what changes and updates they’ve got in queue for continuous development and improvement.

If you’ve made the decision to go “cloud,” then you’re setting yourself up for the new opportunities and applications enabled by mobile devices: smart phones, tablets and more. Be sure to think through the impact this will have on your total investment and budget accordingly.

5 Funds: Does it fit your budget?
While a few options offer a one-time fee to purchase the software, most are based on a monthly subscription, which may be friendlier to your cash flow and allow you to make the investment more easily. As you consider the financial cost, look beyond the advertised pricing for other regular or periodic costs, such as upgrades, service fees, support fees and early cancellation fees.

Your time should also be accounted for, so ask what set-up services and support is offered and at what price. Be realistic about your ability to invest time in learning and setting up the system. Document those processes . That way you will be able to train a leadership employee to help you when your business has grown so much that you can’t handle all of the calls and support by yourself. After all, that is the goal, right?

Final Thoughts
Though it’s tempting to ask the open question on LinkedIn, “What’s the best scheduling software for a cleaning business?” and to think you’ll select whatever the industry superstars are using, it’s ultimately the wrong question. Best can only be determined by looking through the lens of your business goals, which are unique.

Originally published July 9, 2013 at CleaningBusinessToday.com.
Posted in Business Articles, Lighter Topics, Small Business Tips

PC Tips: Clean Up Your Deskwork with Keyboard Shortcuts

600600p3069EDNmaincomputer tips 200pxLike cleaning, computing with both hands saves time!

If you’ve taken Bruce Vance’s IICRC House Cleaning Technician certification class, then you’re well acquainted with the best practice of cleaning with both hands to reduce time and improve efficiency…both of which ultimately help your bottom line.

If you do the same at your keyboard during your desk work, think of how much more time and energy you save there as well! After typing text, the copy, cut, and paste functions are the most commonly used creative and revising actions in most any word processing program.

 

Copy Control + C
Cut Control + X
Paste Control + V

 

It seems simple and does take some practice, but just as using both hands in cleaning is more efficient and less tiring to your right hand/arm, using both hands in typing and office work achieves the same goal!

By the way, YES, these keystroke options for copy, cut, and paste work the same on a Mac computer as long as you know which key on the Mac is the Control key.

Originally published June 27, 2013 at CleaningBusinessToday.com.

Posted in Business Articles, Housekeeping, Lighter Topics

Beware “The Cleaning Fairy”

600600p3069EDNmain299cleaning-fairyNew method for getting new clients isn’t exactly legal.

For a little over a year, independent house cleaner Susan Warren has been breaking into empty homes, doing some light cleaning, and leaving a bill. Her philosophy: many homeowners just don’t know how good it can be to have a house cleaner, so she feels they need to know first-hand; that will lead them to call her back and hire her officially to be their house cleaner.

 

 

Her biggest regret is that she didn’t prepare and leave a more professional invoice for her services.

Originally published June 22, 2013 at CleaningBusinessToday.com.