Cover Story base cleaning services experiment with offering more services to see, first, if there is a market for them and, second, if that market will prove lucrative and help the company through the economic storm. “Donʼt venture into anything unless work-ers are skilled at performing the new serv-ice; on-the-job training on the customerʼs dime is bad business,” Schaffer says. “Also, rather than investing in costly spe-cialized cleaning equipment, select tools and equipment that can perform multiple tasks.” As an example, Schaffer points to equip-ment that can be used to clean carpets as well as hard surface floors. “This [selecting of multipurpose equipment] is a cost savings both when ʻtesting the watersʼ for a new service and, if the equipment proves effective, in the long term as well.” Mike Sawchuk, vice president of Enviro-Solutions Ltd., agrees and believes there are times when specialization is called for. For instance, when selecting cleaning chemicals, he says it is usually best to work with chemicals designed for specific clean-ing tasks. According to Sawchuk, “When removing grease, for instance, always select a degreaser and not an all-purpose cleaner.” Also, he believes the time has come for cleaning contractors to specialize in envi-ronmentally preferable cleaning, no matter what other services they offer or what prod-ucts, tools or equipment they use. “Green cleaning is becoming the stan-dard, and not offering it will soon start closing doors and opportu-nities for those BSCs that donʼt hop on the green bandwagon,” says Sawchuk. services, an example of how one BSC grew, offered more services and benefited from two very difficult periods may provide some guidance. A century ago, ABM Industries Inc., now one of the largest BSCs in the world, offered only window cleaning. Then based in San Francisco, the com-pany expanded into janitorial services after the 1906 earthquake as new office build-ings were constructed and the demand for professional cleaning grew. A lighting service was added during the Great Depression, furthering the compa-nyʼs growth. In time, the firm expanded into elevator maintenance, security services and parking management. “What ABM did was not only offer a vari-ety of services, but they soon became spe-cialists in those added services,” says Schaffer. “That is possibly the best answer: Offer more services, but just make sure you can provide them as well as or better than anyone else.” CM An Answer? Although there may not be one correct answer as to whether to specialize or offer multiple Certifiably green. Undeniably clean. The HOST ® Dry Carpet Cleaning System is the undeniable choice for green carpet cleaning—saving time, water and energy. It’s also the economical choice—leaving carpets almost immediately dry and traffic-ready. Simply put, HOST is the greenest, smartest, most efficient way to clean your carpet. To see for yourself, call 800.558.9439 or visit www.hostdry.com. © 2009 Racine Industries Circle Product Information no. 253 on page 32 Circle Product Information no. 203 on page 32 14 CM/Cleaning & Maintenance Management ® • July 2009
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