When starting out, most cleaning companies don’t offer janitorial specialty work. They offer basic, janitorial cleaning only. Things like general cleaning, dusting, sweeping, mopping, restrooms and trash. The problem with this approach is that you leave a lot of extra money on the table. That “extra money” comes from offering additional, specialty work like floor stripping and re-waxing, carpet cleaning, upholstery cleaning, pressure washing, tile and grout cleaning, etc.
In addition, you severely limit your company’s growth opportunities. Most, if not all facility managers need and expect these services to be provided by one company. Trust me on this, the more specialty services that your company offers, the more opportunities you have to win bids and increase revenues at new and existing accounts!
The purpose of this blog is not to train you how to perform the following specialty services – (although side note, we are in the process of developing training materials at CleanGuidePro.com) – but rather to simply point out a few of the opportunities that exist to increase your bottom line!
- FLOOR STRIPPING AND RE-WAXING: When waxed floors are stripped with a stripper solution, down to the bare floor and new wax (floor finish) is applied. Usually 4-5 coats of new wax (floor finish). Suggested competitive price range (per square foot) for “Floor stripping and waxing” is 0.20 – 0.50 (i.e. 20 cents to 50 cents).
- FLOOR SCRUBBING AND REWAXING: When waxed floors are scrubbed with a mild neutral solution, but not removing all layers of wax and new wax (floor finish) is applied. Usually 2-3 coats of new wax (floor finish). Suggested competitive price range (per square foot) for “Floor scrubbing and waxing” is 0.16 – 0.35 (i.e. 16 cents to 35 cents).
- FLOOR POLISHING/BUFFING: When waxed floors are polished, in between regular waxing intervals, using a floor machine that spins at 1000-2500 rpm (rotations per minute). Suggested competitive price range (per square foot) for “Floor Polishing/Buffing” is 0.04 – 0.10 (i.e. 4 cents to 10 cents).
- CARPET EXTRACTION CLEANING PORTABLE UNIT: This is the process where carpets are chemically pre-treated using a sprayer or mixed in with the cleaning chemical solution inside the machine’s solution tank. An attachment wand is used to spray the carpets at 100-450 psi and simultaneously vacuums up the dirty water solution. Suggested competitive price range (per square foot) for “Carpet steam cleaning portable unit” is 0.12 – 0.25 (i.e. 12 cents to 25 cents).
- CARPET BONNETT CLEANING: Sometimes called the “bonnett method”. When carpets are chemically pretreated using a sprayer or mixed in with the cleaning chemical solution tank attached to machine. The carpets are cleaned using a hand held, 175 rpm (rotations per minute) rotary scrubber machine with a damp bonnett pad on the bottom. The machine spins and agitates the pad and the pad absorbs the dirty solution. This method has its place, but does tend to leave chemical residue in the carpets, which leads to re-soiling. Suggested competitive price range (per square foot) for “Carpet bonnet cleaning” is 0.08 – 0.25 (i.e. 8 cents to 25 cents).
- TILE AND GROUT CLEANING: When a degreaser solution is applied to the tile and grout, agitated with a nylon grit brush and then using a tile and grout machine that has a spinner tool attachment that spray rinses the floor at 1000-1200 psi and vacuums the residue at the same time. You can rent this machine at your local janitorial supply store until you have enough work to justify a purchase.Suggested competitive price range (per square foot) for “Tile and grout Cleaning” is 0.25 – 0.79 (i.e. 25 cents to 79 cents).
- PRESSURE WASHING: This is an outdoor application. Sometimes called power washing. When you use an electric or gas powered “pressure washing machine” to wash down exterior walls, siding, awnings, driveways, sidewalks, etc. Water is sprayed on surfaces at high-pressure, usually 1500-4000 psi. Sometimes you need to pretreat surfaces with a cleaning agent.Suggested competitive price range (per square foot) for “Pressure washing” is 0.5 – 0.20 (i.e. 5 cents to 20 cents).
- EXTERIOR WINDOW CLEANING: When windows are scrub/cleaned with a wool, microfiber or cloth shammy, that has been pre-dipped into a bucket of cleaning solution, attached to an extension pole, then wiped clean with a rubber squeegee. If you need to clean exterior windows above the reach of an extension pole (above 2 floors) from ground level we suggest you sub it out to a professional window cleaning company that has the proper equipment, lifts, repelling harnesses and liability insurance to handle it.Suggested competitive price range (per window) for “Exterior Window Cleaning” is 1.89 – 6.00 (i.e. 1.89 dollars to 6 dollars). As an example, you might clean the facility’s 8 exterior, ground level pane glass windows and 2 front entrance glass doors monthly at $5 a panel for $50.00. Then again, you might clean all 200 of the facility’s exterior windows at $2.25 a panel for $450.00 quarterly.
When pricing Specialty Work, keep in mind that one time only jobs are priced at the higher end of the scale. Larger and more frequent jobs, say weekly or monthly in a regular maintenance program, are priced at the lower end.
Remember that one of the best and easiest ways to increase sales and net profits is within your own existing customer base! They need and want you to provide these services!