JUNE 2 0 11
Cleaning Specialist For Fo F or Today’ Today’s y s Floor Care and Restoration Prof Professional fessional
Train Your Employees Ingredients for Separating a Diversification
Taking Massive Action ICS 2011
W W W.I C S M A G .C O M
Directory & Buying Guide
Page 32
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2011
June Vol.50 No.6 o.6
16
Features & Columns 16
Train Your Employees
20
RRP Record Keeping: The Contractor’s Challenge
26
Rx for Restoration
By Kevin Fisher
20
By Jeff Vasek
Ingredients for Separating a Diversification By Jeff Bishop
30
Taking Massive Action
32
ICS 2011 Directory & Buying Guide
26
By Dave DeBlander
30
Departments
To subscribe to ICS L!VE go to www.icsmag.com OR use your smartphone’s QR Reader and subscribe now!
6 8 10 11 12 13 74 78 79 80 83 84 85 86
Editorial Comment eRants & Raves eMedia In My Experience News, Views and Events How I Did It New Products & Technologies Must See Products Gallery Advertiser Index Buyers’ Marketplace CRA News PACR News SCRT News CFI News
ICS CLEANING SPECIALIST (ISSN 1522-4708) is published 12 times annually, monthly, by BNP Media II, L.L.C., 2401 W. Big Beaver Rd., Suite 700, Troy, MI 48084-3333. Telephone: (248) 362-3700, Fax: (248) 362-0317. No charge for subscriptions to qualified individuals. Annual rate for subscriptions to nonqualified individuals in the U.S.A.: $115.00 USD. Annual rate for subscriptions to nonqualified individuals in Canada: $149.00 USD (includes GST & postage); all other countries: $165.00 (int’l mail) payable in U.S. funds. Printed in the U.S.A. Copyright 2011, by BNP Media II, L.L.C. All rights reserved. The contents of this publication may not be reproduced in whole or in part without the consent of the publisher. The publisher is not responsible for product claims and representations. Periodicals Postage Paid at Troy, MI and at additional mailing offices. POSTMASTER: Send address changes to: ICS CLEANING SPECIALIST, P.O. Box 2146, Skokie, IL 60076. Canada Post: Publications Mail Agreement #40612608. GST account: 131263923. Send returns (Canada) to Pitney Bowes, P.O. Box 25542, London, ON, N6C 6B2. Change of address: Send old address label along with new address to ICS CLEANING SPECIALIST, P.O. Box 2146, Skokie, IL 60076. For single copies or back issues: contact Ann Kalb at (248) 244-6499 or
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Cleaning Specialist | JUNE 2011
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Editorial Comment By Jeffrey
Stouffer
Performance or Price: Setting the Premium
T
he challenge of establishing performance over pricing as the primary factor homeowners consider when selecting a cleaning professional has been going on, well…for pretty much as long as anyone can remember. While the popular position has always been with the former, anyone who’s been in the business for more than a fortnight knows one or more peers who, when pressed, lean toward the latter. But when the conversation turns to knowledge, there’s much more of a consensus. “You can’t outperform your knowledge,” Bob Bonwell is known to say. Kevin Fisher cites him as saying just that in “Train Your Employees” on page 16. The education landscape has changed radically in the past 10 years: where “training” once may have meant shutting down the shop for a week and sending people halfway across the country, other options have cropped up in the last decade that make employee education and development simply too easy and accessible to pass up, especially in a business environment as challenging as today’s. “Ingredients for Separating a Diversification” on page 26 is part two of Jeff Bishop’s four-part series on adding a restoration division to your existing company. The best recipe for failure? Let everything overlap, blend together; if you don’t structure your divisions as individual companies within a larger organization, each with its own support staff, equipment and specialists, you’re already behind the eight ball. Dave DeBlander explains what it means when he suggests “Taking Massive Action” (page 30), while Jeff Vasek breaks down the documentation process in “RRP Record Keeping: The Contractor’s Challenge” on page 20. We’re halfway through 2011. There’s still six months left to set the premium on your business and get it rolling in the right direction; the question is, where do you want to be to ring in the new year?
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ICS eRants & Raves Questions, Insights and Outbursts from ICSmag.com
Why Is It?
How to deal with these types?
I read posts here all the time. Constantly it is the same 3-5 people suggesting that people pay their people MORE? Never is it suggested based on the merits of well above average performance, but rather because the “tech works his butt off”. Giving away money for no reason makes little or no sense. For the sake of argument: So these poor 2-3 truck operations pay their guys more; doesn’t this mean the owner gets paid less? All the work, all the risk, all the late nights. Who here got into business for themselves to make less?
– Greg C.
How Do I
Stop This From Happening Again?
I went out on a residential estimate the other day. Husband showed me everything to clean, I went through the spiel with him, measured, threw in coupon for 15% off. Total comes to $730, after discount. We charge by the square foot. Husband did not want to move furniture. Set up the job for cleaning today. My tech arrives with all instructions, rooms, measurements etc. Wife is now there, she now wants all the furniture moved. Now the job becomes much larger, more carpet to clean and all the bedroom furniture she now wants moved. So the tech starts to refigure the estimate that I prepared. Of course she says either do it her way for the original price or forget it. How do I stop people from renegotiating the deal when we get there? Of course I am not going to turn around a leave a $700 gig, but I am also tired of getting screwed. How do I put an end to this type of practice from consumers? – Bruce S.
I had this happen just once. I did the job for the wife and the husband came home and had her call me back to complain about how much I charged. She and he were very happy with the results, just not the price. I then asked her what her husband did for a living. She said he was a CEO of a company here in town. I said that it was evident that he did very well for himself and probably made quite a lot of money doing what he did. She said yes, of course. I then said that the corporation that he worked for could surely hire someone much cheaper to do what he did for them. She then started going on about how he was very qualified and pointing out the qualities of his work when she stopped in mid-sentence and said, “I get it. And I will make sure he does also, thanks for the great work.” – Scottie
Finding a Way to
Gauge Water Use Does anyone know of a water meter that will tell me how many gallons or cubic feet of water I’m using? I need something that can connect to a garden hose spigot or something like that. I’ve seen plenty of timers out there, but I want to know how much water I’m using. I have a shop/warehouse space and I would like to be able to show my landlord how much water I use.
Gotta Find the Right Way to Tap This Market! Stopped by a dry cleaner today to pick up my son’s tux for his prom tonight. While I was in there, I asked them if they clean
– Sonny W.
rugs and they said “No, but we get calls all the time for it” Wait, WHAT?! PLEASE tell me how to market to these guys and tap into this business being thrown away!!! I mentioned maybe I can give them 10% or something, but I want to revisit them with the proper marketing.
– Joe D.
Ideas and inspiration for the industry, by the industry. For more go to the ICS and CFC Bulletin Boards at www.icsmag.com. 8
Cleaning Specialist | June 2011
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ICS eMedia An Offline Look at What’s Happening Online
For more go to www.icsmag.com
It’s a Limited Democracy I’m all about giving employees a voice in your company. It’s one of the biggest WIIFMs (aka What’s In It For Me) you can create for coming to work at your company, staying a long-time with your company, and buying into your company and your culture, heart and soul. The people who work for you need to be heard! But, they need to be heard at the right time and in the right way. Like a loving parent has a specific role as a leader who both involves and engages the whole family in a healthy family relationship, there are times that you, the owner-parent, must make unpopular decisions to benefit the company-family in the long run. While seeking employees’ input and buy-in is important, you must be willing to make tough decisions that benefit the customer, the company and the staff because it’s the healthy thing to do for all concerned. — Al Levi, the ICS Blog Spot, 4/27/2011
Grab Hold of the
Dream
The American dream consists of making a decision to build a career or business that makes your dreams come true and, if you work hard and smart enough, you can have it all. In one of its highest forms, you can have a business that runs itself without you having to be there. You make a fantastic income but basically don’t have to work. If this scenario is possible, why not go for it? I used to live next to the Berlin wall and I would walk up and down it every day, so appreciative that I was on the side that I was on. I felt so bad for the folks on the other side of the wall who had very little to hope for, or dream of. A tremendous bible verse says that hope deferred makes the heart sick. In those days the people of Berlin had a saying: “How would you like to wake up one day and there was a wall outside your door and you did not know which side you were on?” Be so very thankful that you are on the right side.
— From the Web Exclusive Feature “Go For It!” by Dave DeBlander
Make It
M emorable
This may come as a shock to you, but most of your clients don’t remember who you are. It doesn’t matter how thrilled they were with the job you did, they just can’t remember you. A small percentage of your clients may keep your business card or brochure. If you leave a nifty fridge magnet or bottle of spot remover, it aids in helping them remember. But out of the few who remember, many will lose the keepsakes you left. Sending your clients something in their physical mailbox is the best way to keep your clients. Brochures, leave-behind spotters, magnets— they all work. But nothing replaces a good old-fashioned piece of mail in the mailbox. What about email newsletters? They work great. I’m one of the biggest advocates in the cleaning industry for Internet marketing. But I gotta let you know email does not replace a physical mailing. You should be doing both. Many of your clients don’t have access to email or don’t check their email regularly.
— From the Web Exclusive Feature “Keep Your Clients Coming Back Again and Again” by John Braun
The ICSmag.com
Web Poll: Providing
Eye Candy for Your Customers
Recently I spent a couple days at the Coverings Show in Las Vegas. Usually, I’m very focused at trade shows on meeting readers or advertisers and talking about their specific interests. But last week I took a few minutes to walk the show floor with my eyes wide open. And what I saw reminded me why it can be so much fun working in the building, remodeling and maintenance markets. See the photos attached to this blog to share in my perspective. The Coverings Show offers a spectacular panorama of the world’s most vibrant stone and tile products. Manufacturers come from Spain, Italy, Turkey, Brazil, China, Mexico, and dozens of other countries. They haul their products thousands of miles to show off. — Tim Fausch, the ICS Blog Spot, 3/24/2011 10
Cleaning Specialist | June 2011
As far as clients go, these days most of my new business: 8% Is booked through my company’s website 0% Is driven through my Facebook or Twitter accounts 0% Comes from coupons, door hangers or postcards 92% Comes from good old word-ofmouth referrals
In My Experience…
Choosing the Right Supplier
W
hen choosing the right supplier for your company, you have to consider several key factors, including cost evaluation, ease of ordering, delivery time, customer care, commitment to new technology, and location. It’s important to have the best support system available to back you up. By doing your homework, you can save a lot of disappointment and frustration in the future. Is the product you are seeking priced at a reasonable and competitive price? This is probably the most obvious factor to consider. Taking the time to research the market value of the product from several competitors of the supplier can help you make the right choice and/or give you a negotiating tool to bring to the table when discussing and considering the potential purchase. How easy is it to place an order? Does the supplier provide several avenues to cater to your ordering preferences, and limit the time required to place it? Faster delivery and processing time is crucial. Your supplier must realize that they are your partner in business, and need to strive to minimize the time required to
get the supplies you need. Time is money. The less time they take with ordering, processing and delivery, the less money they are costing you. When you make contact with the supplier, do you feel your needs are cared for? Customer service can make or break a company. The supplier needs to be absolutely sure that your concerns are handled in a friendly and timely manner. Your focus needs to be on your customers’ needs. So your partner, the supplier, needs to be efficient and understand your needs. Is the supplier staying ahead of the curve? You need to be able to depend on your supplier for the latest and greatest products and education. You may be doing a lot of your own research to find the best product for your own customers, but a good supplier can save you a lot of time and money by giving you an edge on the competition. Ask questions, and make sure that they are doing their own research by gathering feedback, product testing, and staying informed of new industry developments. Location is another important factor
By
Marcus Taylor
to consider. Which economy should receive your investment? Choosing a local supplier will help circulate your company’s money back into the same community you are servicing. Many businesses are too relaxed with this, and allow their revenue to go to other communities. Help grow your own community by choosing to keep that money local whenever possible. In an economy that is constantly demanding us to push the industry forward, we need to put a lot of consideration into the choices we make, and the business partners we choose to involve. Thorough consideration of these several key factors will help you make the right choice.
Marcus Taylor has been working in the industry for more than 5 years. Currently the cleaning department director for Modernistic, a large cleaning and restoration company in Troy, Mich., he is an IICRC-certified Journeyman Textile Cleaner, Journeyman Water Restorer and Journeyman Fire and Smoke Restorer. You can reach him at (800) 627-5080 ext.126
June 2011 | www.icsmag.com
11
News, Views & Events Savelle one of Southwest Georgia’s “40 Under 40” A joint owner of Bishop Clean Care, Inc. with her husband Jud, Jenny Savelle, 31, has been selected as one of Southwest Georgia’s “40 Under 40.” “As CEO I am responsible for company and financial strategy, human resource planning, account management and business development,” Jenny said. “Running your own business requires so much attention to many details and aspects of your work. What makes my job challenging is staying focused on my daily duties as well as long-term vision. It is very easy to get caught up in a firefighting mode. It is important to prioritize, be proactive, and delegate when possible.” Bishopcleancare.com.
PMF founder Passien dies Renold (Ray) Passien died March 9 in Mesa, Arizona. 40 years ago Ray moved his family from Campbell, Calif. to Klamath Falls, Ore. where he started a machine shop that became Production Metal Forming Inc. Ray worked with pioneers in the steam extraction carpet cleaning machine industry and created tools and stainless steel tubing products, eventually he starting his own line of carpet and upholstery cleaning tools and received several patents; PMF is now a leading manufacturer of carpet, upholstery, hard surface cleaning tools and accessories that are “Made in the USA.” Pmftools.com.
CRI, HFI to form Healthy Carpet Workgroup The Carpet and Rug Institute, in collaboration with The Healthy Facilities Institute, is forming a “Healthy Carpet Workgroup” consisting of experts who will discuss and report ways to keep carpet healthy in schools through better selection, cleaning and maintenance. Workgroup participation will be through a listserve in which ideas will be shared with all workgroup members by email. All viewpoints will be considered for inclusion in the final workgroup report to be released at ISSA/INTERCLEAN North America in Las Vegas. Other workgroup discussions and conclusions may be published in articles and/or summaries, releases, progress reports, and communications in industry trade journals. Carpet-rug.org, hfi.org
McKee the new VP for HydraMaster, U.S. Products William H. “Mickey” McKee has just been hired as the new vice president of sales and marketing for HydraMaster and U.S. Products. According to General Manager Phil Sis, McKee has been involved in sales and marketing for more than 30 years. “We are very excited that Mickey will be joining us,” Sis said. “His many years of sales experience will help us focus and build both brands so that we can better meet our customers’ needs.” Hydramaster.com
Calendar of Industry Events Conventions & Trade Shows
Aug. 15-17: ABRA 2011 Conference and Trade Show, Seattle, Wa. Call (888) 979-2272 or go to www.americanbiorecovery.org for more information. Sept. 7-9:
2011 Connections Convention and Trade Show, Las Vegas. Call (888) 881-1001 or go to www.connectionsconvention.org for more information.
Oct. 18-21: 2011 ISSA/North America in Las Vegas. Call (800) 225-4772 or go to www.issa.com for more information.
12
Cleaning Specialist | June 2011
ARCS educational event sees expectations exceeded More than 40 rug care specialists from across the United States participated in Deep Dive at Deep Eddy, the first educational event sponsored by the recently formed Association of Rug Care Specialists. The event was held April 28-29 at Deep Eddy Rug Cleaners in Austin, Texas. “The ARCS board set very high goals for this event and we exceeded every one of them,” said Bill Foulds, ARCS president. “The information sharing was incredible and the event paid dividends for everyone who participated. The high level of participation reflected the interest and enthusiasm that members of the rug care community continue to show for ARCS.” Rugcarespecialists.org
C O N V E N T I O N
P R O G R A M
A N D
R E G I S T R A T I O N
I N F O R M A T I O N
MORE of the Industry’s Best Education Combined With Our Most Popular Program Ever - THE EXPERIENCE! • HUGE Flood House Demonstration • Live Rug Cleaning Plant • Contents Restoration Live Demonstration • Containment / PPE Live Demonstration • Carpet Repairs Live Demonstration • Hard Surface Floor Cleaning and Maintenance Live Demonstration • Major Keynotes Speakers • Gold Sponsored Events • September 10th - POWER OF 3 - Full-day Seminar AND MUCH MORE!
SEPTEMBER 7, 8, 9 & 10, 2011 AT THE LAS VEGAS HILTON
Returning to the
Emphasizing Hands-on Demonstrations and Interactive Educational Programs! REGISTER TODAY @ www.connectionsconvention.org • Or call 888-881-1001 x104 THE CONVENTION & TRADE SHOW GOLD SPONSORS:
PROGRAM SCHEDULE: September 7, 8, 9 & 10, 2011 DAY 1, WEDNESDAY, SEPTEMBER 7 TH 7:00 am - 4:00 pm Exhibitor Registration - Exhibitor set up 8:00 am - 3:00 pm
4:00 - 8:00 pm Trade Show Opens - We invite you to grab a beer at the New CONNECTIONS Pavilion, watch as we flood a house, see the Area Rug Cleaning Plant and get hands-on as the EXPERIENCE LIVE DEMONSTRATIONS begin!
7:00 am - 8:00 pm Registration for CONNECTIONS Convention Attendees 8:45 - 9:00 am CONNECTIONS Convention and Trade Show Opening Session - Welcome and announcements - Gary Glenn, CONNECTIONS Events President 9:00 - 10:30 am KEYNOTE ADDRESS: TOP TEN Dumb Mistakes Cleaners and Restorers Make (And how to avoid them!) - Steve Toburen, Jon Don. This is a tough business. Don’t make it worse by committing Steve’s Top Ten List of common industry blunders. Chances are you have already fallen prey to one or more of these “business boo-boos”. If so, Steve Toburen will share how to turn things around and more importantly, avoid the rest of his Top Ten! 10:30 - 11:55 am KEYNOTE ADDRESS: Internet Marketing for Multiple Streams of Income - Presented by Tracy Repchuk - #1 Woman Speaker in the World for Internet Marketing. The New Economy is here and never before in history has there been a more critical time to reach the world with your idea, product, service and message with the click of a key. Sales can be made automatically 24/7, customer relationships can be nurtured, personalized and created without additional resources. It is time for a streamlined system that will quantum leap your business - on auto pilot, in any economy. Tracy Repchuk, bestselling author of 31 Days to Millionaire Marketing Miracles, deemed the Robert Kyosaki of Internet Marketing will show you the missing ingredients to your internet marketing plan, traffic strategies you must have, how to hit the top of Google, and keep your pipeline full of prospects to achieve the freedom lifestyle you deserve. 12:00 - 1:00 pm Lunch Gold Sponsor Breakouts 1:15 - 4:00 pm (Break: 2:30 - 2:50 pm) A. ICS and R&R present Connections to the Cleaning and Restoration Industry - A highpowered lineup of respected columnists and contributors from ICS Cleaning Specialist and Restoration & Remediation will be speaking on topics of the day, bringing their technical insight and operational prowess to bear in order to help cleaning and restoration business owners and technicians alike use their tools, training and opportunities to maximum effect. B. Managing and Marketing in a Weak Economy - Noel Frank, Chemspec. What a company should be doing in a weak economy that often is not being done when the economy is strong; includes a presentation of the strongest referral program in the industry. C. 1:15 - 2:30 pm - ‘6 Up-Sales to Make $6000 in a Month!’ - Jessika James, Prochem. The secret to financial success is understanding and learning the art of making up-sales. Boost your carpet cleaning business with these 6 proven up-sales that will make you more money - You can’t afford to miss this presentation!
7:45 - 10:00 pm Prochem After the Trade Show Party - Don’t miss the food and a great time. Network and meet new friends or relax and connect with old friends. Sponsored by Prochem - everyone is invited.
DAY 2, THURSDAY, SEPTEMBER 8TH 8:00 am - 6:00 pm Registration for CONNECTIONS Convention Attendees Hands-On Live Demonstrations - Cleaning and Restoration 8:30 - 11:45 am - Trade Show Hall and Lobby 1. “Live” Area Rug Cleaning Demonstrations - Learn How to Use the Latest Tools in the Rug Cleaning Industry - Orbitec Solutions and Rug Badger, Clark Lancaster. Orbitec will have 4 Stations Set Up for a complete tour and demo including: Inspection of the Rugs, Dusting, Washing, Rinsing, Drying, Hanging, and Packing. Come see and learn rug cleaning as a great add on service to your business. 2. Stone, Tile & Grout Cleaning and Sealing - Dane Gregory, Interlink Supply. Dane will transform stone right before your eyes. Volunteer and jump in and learn hands on. Come gain the confidence and knowledge you need to know to talk to customers. 3. Floods, Emergency Response, Following the Standards of Care for the Industry by the Book - Unique opportunity to actually experience a flood and follow the restoration process. We’ll build a LARGE structure and flood it. 5 Sponsors will build their own structures and create their own EXPERIENCE with Live Demonstrations. See all of the tools in the tool bag, using the latest in technology for the water damage restoration industry. This EXPERIENCE will concentrate on inspections, meters, documentation and drying in the main house. The demo area will be directed by Industry Leaders: Dan Bernazzani, Dry Advise, Larry Cooper, Professional Cleaning and Restoration Network and Barry Costa, Costa Group Education. The 5 Sponsors with Live Demonstrations of their products include: • Phoenix Restoration Equipment • Dri-Eaz Products • TES - Interlink Supplies • Prochem Restoration Equipment • DRI-core Subfloor 4. Fireline Systems, David Mazur - Complete Contents Demonstration - Live processing of content items. See the latest technology in content cleaning; Try our processes for yourself. Join the Fireline demonstration area to see the latest developments in Contents Restoration Technology. Experience for yourself what it's like to actually work the industry's premier contents production line. Fireline Trainers will be on hand to answer all your questions and provide you with valuable information that will enhance your contents restoration efforts.
2:50 - 4:00 pm - 'Odor Attack! Pet Odor & Stain Removal' - Tim Baker and Jessika James, Prochem. Take charge and attack tough pet stains and odors! Join Tim and Jessika in a seminar that will teach you the proven methods, tools, and chemicals you need to attack and eradicate the toughest pet odors.
12:00 - 1:30 pm Luncheon / Industry Awards / Prize Drawing (plated lunch) All full-registrants are eligible to win a US Products Cobra 500 Portable Cleaning Machine - A $3,995 Value! Must be present to win.
D. Are You Ready For Rug Cleaning? Setting Up a Mini-Plant - Aaron Groseclose and Ellen Amirkhan, Master Rug Cleaners. See what is new with rug cleaning and rugs from around the world. Do not make a substantial investment in equipment until you hear from the rug cleaning experts on what makes sense for your facility. New trends in designer rugs make old processes obsolete. A free copy of The Comprehensive Guide to Oriental and Specialty Rug Cleaning will be given away during the presentation - a $495.00 value.
1:30 - 6:00 pm Trade Show Opens. THE EXPERIENCE: Live Demonstrations during the Trade Show - Rug Cleaning, Stone and Tile Cleaning, Wood Floor Maintenance, Content Processing, the Flood House Drying and Documentation, Gold Sponsor live demonstrations.
WIN!
5:00 - 6:00 pm Cocktail Reception - in trade show hall (tickets for food in registration packet)
Program as scheduled at press time. Topics and speakers may be subject to change.
Emphasizing Hands-on Demonstrations and Interactive Educational Programs! DAY 3, FRIDAY, SEPTEMBER 9TH 8:00 am - 4:00 pm Registration for CONNECTIONS Convention Attendees Hands-On Live Demonstrations - Cleaning and Restoration 8:30 - 9:50 am - Trade Show Hall and Lobby 1. Who’s cleaning and restoring your customer’s wood flooring? Come and see how easy and profitable wood floor cleaning & restoration can be. Enos Farnsworth, Vice President and General Manager of Basic Coatings will present a goof proof, 3-step process that takes the fear out of wood floor maintenance. Both Commercial and Residential Service providers are quickly incorporating this deep cleaning and restoring program into their service menus. Customers are highly responsive to the new service and are commenting, “It’s a no-brainer to care for my hard wood at the same time my carpets and grout are being cleaned.” Who’s cleaning and restoring your customer’s wood flooring? Shouldn’t it be YOU? 2. Using Thermal Imaging Cameras and Monitoring Devices, FLIR and ExTech, Tom O’Tool and Tom Rochenski. Live demonstrations using thermal imaging cameras and monitoring devices to inspect wet structures. What inspection and monitoring devices are you using? See the latest technology in monitoring devices being use to map the drying process of the Flooded House Structure. 3. Esporta Wash System, David MacLean. Esporta Wash System is a patented technology enabling restoration contractors to restore up to 85% of soft contents that have typically been cashed out. The Esporta Wash System restores Category 1, 2, and 3 water, as well as heavy smoke, soot and mold damaged soft contents to food grade clean. Esporta Wash System operators are trained and certified by the Certified Contents Restoration Network (CCRN) - the North America wide network of certified Esporta operators. The CCRN provides ongoing research and development, testing, validation, training, certification and marketing on behalf of its members to ensure consistent high standards of cleaning. 4. Hands-On Carpet Repairs - Barry Costa, Costa Group Education and Steve Andrews, The Carpet Surgeons. Barry and Steve are two of the most sought after instructors of Carpet Repair & Reinstallation. Come and join these two industry colleagues! Not only will you have a chance to watch these two perform and share their techniques of carpet repair with each other and with you but many of you will have a chance to take part in actually repairing carpets with these two leaders in the industry. Come join in the laughter and fun! Bring your Band-Aids! 5. Containment - PPE - Building Containment, What Every Worker Should Know: How to Protect Yourself. We will demonstrate the building of Containment and the Use of PPE In and Out of Containment. The do’s and don’ts of safe practices. How to properly use protective gear to keep you healthy and safe. 9:50 - 10:05 am Break Breakout Sessions: 10:05 - 10:50 am 1. Wealth Attraction Branding, Presented by Millionaire Entrepreneur Business Builder Debbie Allen. "Powerful Branding Strategies Proven to Make Your Business Stand from the Crowd" Legally steal business from your competitors with a powerful brand that showcases your uniqueness. Discover how to focus your marketing and your intention on manifesting more affluent clients effortlessly. Learn how to create a marketing system that will allow your business brand to grow exponentially in any economy. Discover online marketing strategies that will kick your corporate website and social media sites into overdrive. Learn how to reinvent your business model for a challenged economy and a new global prospective. 2. Asthma & Allergy Rx: Clean Carpets! - Werner Braun, CRI. While there is no scientific data to suggest that removing carpets will help those who present with asthma and allergy symptoms, some doctors nonetheless still recommend the removal as part of their treatment. The Carpet and Rug Institute (CRI) has been involved in this dialogue for many years now, and is finally seeing some fruit to that labor. A new
CRI initiative has begun in which asthma & allergy doctors are prescribing the benefit of properly cleaned and maintained carpets for their patients. Come find out how you as a CRI Seal of Approval (SOA) Service provider can get in on the action of having local doctors refer business your way! 3. “Train Your Troops so You can Win the War!” - Kevin Fisher, Legend Brands. When it comes to training employees, most business leaders feel clueless. Leaders KNOW training is important, but aren’t sure HOW to train. In this session, you will get PRACTICAL ideas for how to train your employees. Many of these suggestions are FREE or CHEAP. Also, you will be shown how to document your training, as well as receive a simple method of follow up to be sure that your training dollars are not wasted. Also, different methods of training will be compared based on their ROI. 4. Actions of the Aggressive Entrepreneur - Jeff Cross, Cleanfax Magazine. Totally Booked UNIVERSITY, as he shares ideas and concepts for quick customer acquisition… the stuff that aggressive entrepreneurs use when trying to build a business. He will highlight easy to implement marketing procedures you can use right away, from social media to search engine optimization to coupons and print ads – and much more. Whether you are struggling in business right now or you just need a few great marketing tips, this presentation will be what you need to take your company to the next level. Breakout Sessions: 11:00 - 11:55 am 1. How to write a PR and get it published, working with the media, what are they looking for - Marie O’Riordon, ‘Media Marketing Insider Secrets,’ revealed, The World’s No.1 Power of 3 Media Mentor. Become your own Media Publicist & reduce your Advertising & Marketing Budget to zero! Consistently Attract Top Class Media Publicity - Without Paying A Penny! Top Secret Tactics To Becoming Red Hot News On The Internet! Break Through The Media Barricade Once & For All! Tap Into Amazing Communications Skills - You Already Have! 2. How to Inspect and Bid Commercial Floor Covering Maintenance Contracts Rob Hanks, Interlink Products The presentation will teach you how to properly inspect a commercial facility and write a Commercial Floorcovering Maintenance proposal that keeps you competitive with the market place. This is a great addition to your business that will add continuous cash flow year around. 3. How to Develop a Retailer Relationship - John Mapes, Ecosteam Corporation, a Chicago based service company and Director of Development of the My Flooring Warranty program will demonstrate and teach you how to capture and maintain a relationship with a flooring retailer. Securing a list of every residential installation and adding thousands of dollars in referral based sales to your monthly revenue. 4. “Drying3; LGR, Desiccant, Heat and Combinations” - Larry Carlson, Phoenix Restoration Equipment. The presentation will cover the conventional and unconventional use of LGRs, Desiccants, Heat and Combinations to create the best drying conditions and fastest, successful results 12:00 - 4:00 pm Trade Show Opens - Lunch in the trade show hall (ticket required) THE EXPERIENCE: Live Demonstrations during the Trade Show Rug Cleaning, Stone and Tile Cleaning, Wood Floor Maintenance, Content Processing, the Flood House Drying and Documentation, Gold Sponsor live demonstrations (trade show closes at 4:00 pm)
Last chance to see all of the products, equipment, tools and live demonstrations!
SATURDAY, SEPTEMBER 10TH - POWER OF 3 EVENT 8:00 am - 5:00 pm The Power of 3: Media, Mindset and Marketing Transformation Event - Debbie Allen, Marie O'Riordon, Separate registration Tracy Repchuk. Full day of marketing, internet marketing training, See registration form for details. Full-paid registrants writing press releases, and learning how to get mass media who are also members of exposure for free. one of the 14 sponsoring *You must call CONNECTIONS at 888-881-1001 x104 associations can ATTEND FREE!* for details about the association membership discount.
Booths: 326, 328, 330, 332, 334, 425, 427, 429, 431, 433
Booth 132 Booths: 134, 233 Booths: 214, 313, 314, 315, 316, 317, 318, 319, 320, 321, 322, 323, 324, 413
STATION 1
MASTERBLEND MASTERBLEND
PROCHEM
PROCHEM
ORBITEC SOLUTIONS RUGBADGER
PROCHEM
PROCHEM
PROCHEM
PROCHEM
PROCHEM
PROCHEM
PROCHEM
PROCHEM
RUG CLEANING SPONSORED BY:
STATION 2
STONE, TILE, AND GROUT CLEANING SPONSORED BY:
STATION 3
BRIDGEPOINT SYSTEMS
BRIDGEPOINT SYSTEMS
BRIDGEPOINT SYSTEMS
BRIDGEPOINT SYSTEMS
BRIDGEPOINT SYSTEMS
BRIDGEPOINT SYSTEMS
BRIDGEPOINT SYSTEMS
BRIDGEPOINT SYSTEMS
BRIDGEPOINT SYSTEMS
BRIDGEPOINT SYSTEMS
BRIDGEPOINT SYSTEMS
BRIDGEPOINT SYSTEMS
BRIDGEPOINT SYSTEMS
CHEMSPEC
CHEMSPEC
CHEMSPEC
CHEMSPEC
WOOD FLOORS SPONSORED BY:
BRIDGEPOINT SYSTEMS
STATION 4
FIRELINE SYSTEMS
CONTENTS RESTORATION SPONSORED BY:
CLEANFAX MAGAZINE
BASIC COATINGS
BASIC COATINGS
ESPORTA WASH SYSTEMS
SUNBELT RENTALS
SUNBELT RENTALS
Booth 111
Booth 101
Booths: 310, 312, 409, 411
Booth 407
Booth 403, 405
Booths: 302, 401
SPECIAL THANKS TO THE CONNECTIONS 2011 GOLD SPONSORS! Your support of these sponsors ensures that CONNECTIONS will continue providing quality programs this year and for years to follow. Please let them know that you appreciate their support of the industry by visiting their booths and purchasing their products and services.
Booths: 426, 428, 430, 432, 434
Booth 420
Booths: 422, 424
Booths: 726, 728, 827, 825
STATION 5
THERMASTOR PRODUCTS
WATER DAMAGE RESTORATION
THERMASTOR PRODUCTS
SPONSORED BY:
THERMASTOR PRODUCTS THERMASTOR PRODUCTS
HOME DEPOT
HOME DEPOT
THERMASTOR PRODUCTS
HOME DEPOT
HOME DEPOT
EXTECH FLIR SYSTEMS EXTECH FLIR SYSTEMS ICS CLEANING SPECIALIST
JON DON
JON DON
JON DON
JON DON
CRI
CLEANCO TRUCKMOUNTS
LEGEND BRANDS
LEGEND BRANDS
CLEANCO TRUCKMOUNTS
LEGEND BRANDS
LEGEND BRANDS
CLEANCO TRUCKMOUNTS
LEGEND BRANDS
LEGEND BRANDS
CLEANCO TRUCKMOUNTS
LEGEND BRANDS
LEGEND BRANDS
NETWORKING PAVILLION
Booths: 501, 502, 503, 504, 505, 506, 507, 508 Booths: 402, 404, 406, 408
Booth 410
Booths: 412, 414, 511, 513
HOTEL REGISTRATION INFORMATION
The Las Vegas Hilton is the proud host of the 2011 CONNECTIONS Convention and Trade Show! Discover a hidden gem within the City of Lights – elegant, inviting, and delightfully tucked away – at the Las Vegas Hilton. Experience the perfect reflection of our glittering surroundings from this newly redesigned Off-Strip Las Vegas hotel, fully enhanced with over $100 million in renovations. Revel in the revamped elegance of our sophisticated guest rooms. Feel the pulse of our new, high-energy Tempo Lounge. Step through the doors of the largest Hilton in the world, where we offer infinite diversions to engage the senses, from premier casino gaming and exquisite restaurants to 200,000 square feet of meeting space and endless entertainment. The monorail outside our door also offers a quick, direct connection to the Las Vegas Strip, bringing you within minutes of the world’s most spectacular playground. We’re also adjacent to the Las Vegas Country Club, and just a few short steps from the city’s convention center. Despite the impressive list of superlatives to our name, it is actually our intimate approach to service – above all else – that sets this beloved Las Vegas hotel casino destination apart as a truly special place.
SPECIAL CONNECTIONS DELUXE ROOM RATE: $89/night (single or double)
To make your reservations, call the Las Vegas Hilton at 800-635-7711 or make reservations online @ www.connectionsconvention.org/hilton.html To receive this rate, please mention you are with “CONNECTIONS Convention”. Cut off date for deluxe room rate is August 16, 2011.
INDUSTRY ASSOCIATIONS PARTICIPATING IN CONNECTIONS:
A STRONG INDUSTRY IS MADE FROM STRONG INDUSTRY ASSOCIATIONS! Members of these industry associations receive discounts on CONNECTIONS registration. If you have questions about the benefits of joining an industry association, visit www.connectionsconvention.org and go to the associations link for specific association contact information.
SEPTEMBER 7, 8, 9 & 10, 2011 • LAS VEGAS HILTON • LAS VEGAS, NEVADA FIRST ATTENDEE NAME _________________________________________________________________________________________________________________________________________________________
Register ONLINE ... when using credit card Visit us online at: www.connectionsconvention.org
Company Name _________________________________________________________________________________________________________________________________________________________________________________ Street Address______________________________________________________________________________________________________
FAX form to ... when using credit card FAX to: (303) 469-6749
City/State __________________________________________________ Zip____________________ Phone (
)__________________________ Fax (
) ___________________________________________________________
MAIL form to ... CONNECTIONS • P.O. Box 21433 • Denver, CO 80221
Email Address ______________________________________________________________________________________________________________________________________________________________________
❏ Enclosed is my check made payable to CONNECTIONS ❏ VISA ❏ MasterCard ❏ American Express ❏ Discover Name on Card ______________________________________________________________________________________________________
Register by PHONE ... when using credit card Toll-Free: 888-881-1001 x104 INDUSTRY ASSOCIATION MEMBER DISCOUNTS: Check any of the following associations you are a paid member of:
Credit Card # ________________________________________________________________________ Exp. Date __________________________________________________________________ Signature __________________________________________________________________________________________ Required for credit card orders
List of additional attendees and events they will attend: 2ND ATTENDEE NAME (same company) __________________________________________________________________________
❏ Assoc. Member - Name of Assoc.: ______________ (must be from association list above right) ❏ Non-member ❏ Pre-register for Trade Show Only (FREE!) ❏ POWER OF 3 EVENT - Sept. 10 ❏ Convention AND Trade Show ❏ Additional Meals ❏ One-day only - Indicate which day: ❏ September 7 ❏ September 8 ❏ October 9 3RD ATTENDEE NAME (same company) __________________________________________________________________________
❏ Assoc. Member - Name of Assoc.: ______________ (must be from association list above right) ❏ Non-member ❏ Pre-register for Trade Show Only (FREE!) ❏ POWER OF 3 EVENT - Sept. 10 ❏ Convention AND Trade Show ❏ Additional Meals ❏ One-day only - Indicate which day: ❏ September 7 ❏ September 8 ❏ September 9 Total number of people attending from your company: ______________________________________________________ REFUND POLICY: Convention and Trade Show Registrations: Written cancellations received Ninety (90) days or more prior to the event a full refund will be given less a $50 processing fee. Thirty (30) days to Eighty Nine (89) days prior to the event a fifty (50) percent refund. Twenty Nine (29) days or less prior to the event there is no refund. No-shows are not refundable. Others: This includes extra meal tickets or any other event that a fee is paid. No refund will be issued. Substitutions are acceptable with a $25 processing fee. If CONNECTIONS determines it to be impractical or inadvisable to hold the event for any reason, including terrorism, acts of war, or other events commonly categorized as force majeure, CONNECTIONS shall have the right to cancel the event. Written request for refunds will be honored for a 100% refund in the event CONNECTIONS cancels the event. If CONNECTIONS changes the venue thirty (30) days or less before the event all written requests for a 100% refund will be honored. Refunds refer to the amount of money CONNECTIONS received for the event. Transfer fee is $50.
LAS VEGAS HILTON REGISTRATION INFORMATION: To make reservations call 800.635.7711, or online at www.connectionsconvention.org/hilton.html. Deluxe room rate: $89/night (single or double). Let them know you are with CONNECTIONS. PLEASE NOTE: Cut off date for deluxe room rate is August 16, 2011
❏
SPECIAL ACCOMMODATIONS: If you require special accommodations to participate fully, check here and please provide a brief written description of your needs below or on a separate sheet of paper:
__________________________________________________________________________________________________________________________________________________________________________________________________________
❏ CFI ❏ PACR ❏ CCINW ❏ PCRA ❏ TRSCA ❏ NEIRC ❏ MCRA ❏ CRCII ❏ SCRT ❏ FIO ❏ LMCCA ❏ NYRCI ❏ MSPCA ❏ CRA ❏ RIA ❏ Industry Franchisee: ____________________________________ Pre-Registration for TRADE SHOW ONLY - FREE!
❏ YES, I want to pre-register for the TRADE SHOW ONLY! *You must pre-register
Register for CONVENTION AND TRADE SHOW: Fee for full registration includes 3 lunches, 2 receptions, convention material and trade show pass EARLY REGISTRATION DISCOUNTS!
First attendee before August 19: Additional attendee, same company before August 19: First attendee after August 19: Additional attendee, same company after August 19: Additional meals only (spouse): One-day only: Please Indicate which day: ❏ September 7 ❏ September 8
Member
Non-member
❏ $395 ❏ $370
❏ $495 ❏ $470
❏ $450 ❏ $425
❏ $575 ❏ $550
❏ $200 ❏ $199
❏ $200 ❏ $250
❏
September 9
Register for POWER OF 3 EVENT - September 10, 2011 NOTE: This event is not included in the CONNECTIONS Convention and Trade Show Registration - Separate registration fee.
❏ Member: FREE*
❏ Non-member: $197
* Full-paid registrants who are also members of one of the 14 sponsoring associations can ATTEND the Power of 3 Event FREE! You must call CONNECTIONS at 888-881-1001 x104 for details about how to access this association membership discount.
TOTAL AMOUNT ENCLOSED (For all attendees) $ You may register by phone or fax when using Visa, MasterCard or American Express. Phone 888-881-1001 x104 • Fax 303-469-6749 • Video taping or recording of these sessions is strictly prohibited! All registrations must include a check or credit card information. Mail to CONNECTIONS, P.O. Box 21433, Denver, Colorado 80221.
For more information visit us online at www.connectionsconvention.org or CALL 888-881-1001 x104
AT THE LAS VEGAS HILTON
CONNECTIONS
P.O. BOX 21433 • DENVER, CO P.O. BOX 21433 80221 DENVER, CO 80221
SEPTEMBER 7, 8, 9 & 10, 2011 MORE of the Industry’s Best Education Combined With Our Most Popular Program Ever ... THE EXPERIENCE!
REGISTER TODAY! Online at www.connectionsconvention.org
MORE of the Industry’s Best Education Combined With Our Most Popular Program Ever - THE EXPERIENCE! • HUGE Flood House Demonstration • Live Rug Cleaning Plant • Hard Surface Floor Cleaning & Maintenance Live Demonstration • Containment / PPE Live Demonstration • Carpet Repairs Live Demonstration • Contents Restoration Live Demonstration • Major Keynotes Speakers • Gold Sponsored Events
• September 10th - POWER OF 3 - Full-day Seminar AND MUCH MORE!
SEPTEMBER 7, 8, 9 & 10, 2011 AT THE LAS VEGAS HILTON See full convention agenda inside for details >
L
et’s face it: the past few years have been a bit bumpy, even for the most stalwart of carpet cleaning and restoration firms. It’s hard to navigate a stormy economic sea without taking on a bit of water; the companies that found a way to bail themselves out of dire straits, then, deserve some recognition. “How I Did It!” is a chance to share with your peers how your company found itself in a hole, and what you did to dig yourself out and start heading back down the path to prosperity. “When we found ourselves in a precarious position, we immediately took action. First, we all took a small pay to help preserve what we had. We then put a freeze on spending, relying on the product we had on hand. “Next, we made certain we took good care of existing customers with prompt, really good service. We also pursued all newbusiness openings and existing restaurants which need frequent cleaning. We also added a new, light scent – cucumber melon – for our residential customers, which produced some really good results.” – Roger Loghry, Steampower, Inc.
Is your tale worth telling? Go to icsmag.com, click on the “How I Did It!” interactive form and submit your story today.
To Sign Up for Your FREE Subscription, go to www.icsmag icsmag..com and/or www.randrmagonline randrmagonline..com June 2011 | www.icsmag.com
13
The Industry’s Best Education Combined With Our Most Popular Program Ever - THE EXPERIENCE! ■ ■ ■ ■ ■ ■ ■ ■ ■
Huge Flood House Demonstration – Try out all of the latest tools and equipment Live Rug Cleaning Plant – Learn how to clean rugs in a hands-on environment Contents Restoration Live Demonstrations – Huge display with the newest technology Containment – Learn how to build it, and how to properly use PPE in and out of containment Carpet Repairs Live Demonstrations – Learn the best techniques to repair carpet Hard Surface Floor Cleaning and Maintenance Live Demonstrations – Cleaning of Wood, Tile, Stone and Grout Major Keynotes Speakers Gold Sponsored Events PLUS: September 10th - POWER OF 3 - Full-day Seminar
AND MUCH MORE - Make Your Plans Now To Be In Las Vegas This September!
SEPTEMBER 7, 8, 9 & 10, 2011 AT THE LAS VEGAS HILTON
Returning to the
Emphasizing Hands-on Demonstrations and Interactive Educational Programs! REGISTER TODAY @ www.connectionsconvention.org • Or call 888-881-1001 x104 THE CONVENTION & TRADE SHOW GOLD SPONSORS:
SEPTEMBER 7, 8, 9 & 10, 2011 • LAS VEGAS HILTON • LAS VEGAS, NEVADA
Register ONLINE ... when using credit card Visit us online at: www.connectionsconvention.org
FIRST ATTENDEE NAME _________________________________________________________________________________________________________________________________________________________ Company Name _________________________________________________________________________________________________________________________________________________________________________________
FAX form to ... when using credit card FAX to: (303) 469-6749
Street Address______________________________________________________________________________________________________ City/State __________________________________________________ Zip____________________ Phone (
)__________________________ Fax (
MAIL form to ... CONNECTIONS • P.O. Box 21433 • Denver, CO 80221
) ___________________________________________________________
Email Address ______________________________________________________________________________________________________________________________________________________________________
Register by PHONE ... when using credit card Toll-Free: 888-881-1001 x104
❏ Enclosed is my check made payable to CONNECTIONS ❏ VISA ❏ MasterCard ❏ American Express ❏ Discover Name on Card ______________________________________________________________________________________________________
INDUSTRY ASSOCIATION MEMBER DISCOUNTS: Check any of the following associations you are a paid member of:
Credit Card # ________________________________________________________________________ Exp. Date __________________________________________________________________ Signature __________________________________________________________________________________________ Required for credit card orders
List of additional attendees and events they will attend: 2ND ATTENDEE NAME (same company) __________________________________________________________________________
❏ Assoc. Member - Name of Assoc.: ______________ (must be from association list above right) ❏ Non-member ❏ Pre-register for Trade Show Only (FREE!) ❏ POWER OF 3 EVENT - Sept. 10 ❏ Convention AND Trade Show ❏ Additional Meals ❏ One-day only - Indicate which day: ❏ September 7 ❏ September 8 ❏ October 9 3RD ATTENDEE NAME (same company) __________________________________________________________________________
❏ Assoc. Member - Name of Assoc.: ______________ (must be from association list above right) ❏ Non-member ❏ Pre-register for Trade Show Only (FREE!) ❏ POWER OF 3 EVENT - Sept. 10 ❏ Convention AND Trade Show ❏ Additional Meals ❏ One-day only - Indicate which day: ❏ September 7 ❏ September 8 ❏ September 9 Total number of people attending from your company: ______________________________________________________ REFUND POLICY: Convention and Trade Show Registrations: Written cancellations received Ninety (90) days or more prior to the event a full refund will be given less a $50 processing fee. Thirty (30) days to Eighty Nine (89) days prior to the event a fifty (50) percent refund. Twenty Nine (29) days or less prior to the event there is no refund. No-shows are not refundable. Others: This includes extra meal tickets or any other event that a fee is paid. No refund will be issued. Substitutions are acceptable with a $25 processing fee. If CONNECTIONS determines it to be impractical or inadvisable to hold the event for any reason, including terrorism, acts of war, or other events commonly categorized as force majeure, CONNECTIONS shall have the right to cancel the event. Written request for refunds will be honored for a 100% refund in the event CONNECTIONS cancels the event. If CONNECTIONS changes the venue thirty (30) days or less before the event all written requests for a 100% refund will be honored. Refunds refer to the amount of money CONNECTIONS received for the event. Transfer fee is $50.
LAS VEGAS HILTON REGISTRATION INFORMATION: To make reservations call 800.635.7711, or online at www.connectionsconvention.org/hilton.html. Deluxe room rate: $89/night (single or double). Let them know you are with CONNECTIONS. PLEASE NOTE: Cut off date for deluxe room rate is August 16, 2011
❏
SPECIAL ACCOMMODATIONS: If you require special accommodations to participate fully, check here and please provide a brief written description of your needs below or on a separate sheet of paper:
__________________________________________________________________________________________________________________________________________________________________________________________________________
❏ CFI ❏ PACR ❏ CCINW ❏ PCRA ❏ TRSCA ❏ NEIRC ❏ MCRA ❏ CRCII ❏ SCRT ❏ FIO ❏ LMCCA ❏ NYRCI ❏ MSPCA ❏ CRA ❏ RIA ❏ Industry Franchisee: ____________________________________ Pre-Registration for TRADE SHOW ONLY - FREE!
❏ YES, I want to pre-register for the TRADE SHOW ONLY! *You must pre-register
Register for CONVENTION AND TRADE SHOW: Fee for full registration includes 3 lunches, 2 receptions, convention material and trade show pass EARLY REGISTRATION DISCOUNTS!
First attendee before August 19: Additional attendee, same company before August 19: First attendee after August 19: Additional attendee, same company after August 19: Additional meals only (spouse): One-day only: Please Indicate which day: ❏ September 7 ❏ September 8
Member
Non-member
❏ $395 ❏ $370
❏ $495 ❏ $470
❏ $450 ❏ $425
❏ $575 ❏ $550
❏ $200 ❏ $199
❏ $200 ❏ $250
❏
September 9
Register for POWER OF 3 EVENT - September 10, 2011 NOTE: This event is not included in the CONNECTIONS Convention and Trade Show Registration - Separate registration fee.
❏ Member: FREE*
❏ Non-member: $197
* Full-paid registrants who are also members of one of the 14 sponsoring associations can ATTEND the Power of 3 Event FREE! You must call CONNECTIONS at 888-881-1001 x104 for details about how to access this association membership discount.
TOTAL AMOUNT ENCLOSED (For all attendees) $ You may register by phone or fax when using Visa, MasterCard or American Express. Phone 888-881-1001 x104 • Fax 303-469-6749 • Video taping or recording of these sessions is strictly prohibited! All registrations must include a check or credit card information. Mail to CONNECTIONS, P.O. Box 21433, Denver, Colorado 80221.
For more information visit us online at www.connectionsconvention.org or CALL 888-881-1001 x104 Circle 24 on the Free Information Card
Train Your Employees By
T
raining your employees can be costly – it takes lots of money and inevitably takes time away from production. Even worse is the fact that the better you train your employees, the more attractive they are to your competitors. But what is the alternative? Untrained employees cost you money in poor sales and production quality. Businesses with stagnant employees will tend to have slow or negative business growth. The good news is that it’s easier than you think to properly train your employees, and the bottom line is, if you want a vibrant growing company, you need to invest in training.
Internal Training The most important training is frequent, simple and short internal training. A cleaning and restoration business should make education a part of its culture by touching this simple mode of training weekly, or even daily. The biggest hurdle to putting this into action is
by trying to make it too complex. Keep your internal training simple. One of the best approaches is to use training materials you already have: • Cover important points from industry standards, a page or two at a time • Discuss useful articles from industry magazines (like ICS!) • Go over user guides for the equipment used in your business , especially moisture meters, which are so commonly misused and misunderstood • Review MSDSs of common chemicals used in your business • Look over selected pages from a recent training course that someone attended • Analyze job records from a recent project to critique the outcome Setting up a training session like this is simple. Just make enough copies of the page for all the attendees, and pass them out. Then the leader will hit what he or she think is the two or three most important things in the document. Allow the group to discuss the points brought
Kevin Fisher is a certified Master Water Restorer, WLS and the Education Projects Manager with Dri-Eaz Products. Kevin leads the Dri-Eaz University team of educators in development of courses and curriculum. He teaches Applied Structural Drying and Water Restoration Technician Courses at the company’s Nashville location and across North America.
16
Cleaning Specialist | June 2011
Kevin Fisher
up by the leader. And be sure to end with action points based on the discussion; for example, “Remember to mix the antimicrobial at six ounces per gallon – check the label if you’re not sure.” After the session is over, have all the attendees sign in on the back of an extra copy of the handout. Put a date and time on the handout and file it with the training records (more on this later). If this is a daily session, the whole training session shouldn’t need more than 10 minutes. For a weekly session, shoot for less than 1 hour. Don’t let the sessions drag on.
Online Training Another way to enhance the training in your company is to take advantage of online training. This kind of training can be done right in your facility at a time that suits your business. The person(s)
1
If you want to grow, you need to train
2
Don’t get stuck in a training rut
3
”You can’t outperform your knowledge”
Circle 14 on the Free Information Card
Train Your Employees
Continued
Chart 1
INTERNAL TRAINING Strengths
Inexpensive Fast & Time flexible Shows the team that you personally care about training
Weaknesses
Lacks the depth of other training programs Person teaching may not be an effective instructor Does not lead to certification
ON-LINE TRAINING Strengths
Fast & Time flexible Focused on what the employee needs at that time
Weaknesses
Some expense May not lead to certification
LIVE TRAINING Strengths
Someone else is doing the training for you Employees view instructor as expert and may listen better A great deal of learning condensed into a couple of days May lead to certification
Weaknesses
Most expensive: Cost = Course fee + travel + lost productivity Predatory owners: your good employee might get stolen from you Person teaching may not be an effective instructor
participating in the training just sits down in front of a computer and logs in to the training. This training would typically have more depth than a company’s internal training, and also has the advantage of being self-paced. You can assign your staff to work their way through the program as they are available – no need to take the whole group out of production to sit through training sessions. Online training typically costs between $20–$150 per hour. Be aware that you “get what you pay for” when it comes to online training. The lowest level of training is usually a talking head or a static slide presentation with a person talking in the background. You get very little value from this kind of presentation. Better online training programs in18
Cleaning Specialist | June 2011
corporate some interactivity – quiz questions and the like. The best online training programs utilize interactivity throughout the program, including videos and regular feedback about user’s progress. Many programs can return a score to the manager, which can be a meaningful part of your evaluation of your employee’s progress. If you want your employees to retain and implement the information they are receiving from online training, preview the training and make sure it is worth the employee’s time, and be prepared to pay for the more expensive products. Also, you should have an out-of-theway place in your office for the employee to do the training where they won’t be distracted.
Live Training These are the training courses that we are all familiar with. An instructor comes from out of town who is an expert in the subject. The program often includes a couple of days of instruction and possibly a certification exam at the end of the program. This kind of training is common in the industry – but be sure that you are getting the most bang for your buck here as well. Is the instructor of the program someone you want your people learning from? Is your goal for your employee simply to get certified? Or do you want them to learn more advanced concepts that they can use in your business? The bottom line on live training is that it matters who is teaching and what is
being taught. If your employees are coming back after three days of training without improved skills, something is wrong.
Strengths and Weaknesses Each of the training methods discussed here has value. A student who wants to learn can learn in any setting. But there are distinct advantages and disadvantages to each (Chart 1).
Follow-up is Key So, you just spent time, money and effort to train your employees – are they implementing what they learned? Do a short follow up to the training. Ask them to explain two or three things they learned from the session. Ask what they will do differently because of what they learned. Finally, ask them a week later if they have done it. This kind of follow-up does two things for your business: it shows that you care that the employees grow in their positions, and it shows that you are not going to let these things fall through the cracks. As a leader in your business, you should check up on your employees to be sure that they aren’t wasting your training dollars.
go in the “training file.” If and when issues come up where you need to use the documentation in the “training file”, an administrative person can go through the file and find what training has been provided to the employee. I’m more in favor of this kind of filing system than something more complex for a number of reasons, but chiefly because having a great training documentation system doesn’t bring money directly to the bottom line and may not be necessary. So, keep it simple.
Train Your Employees Industry pioneer Bob Bonwell always says, “You can’t outperform your knowledge.” In cleaning and restoration businesses across the world today, we expect employees to magically know what to do – even though they have not been trained adequately. If we give our employees a little more knowledge, they will be able to perform better and grow into the kind of teammates we want. With such a wide variety of training options available now in our industry, there is no reason why we can’t grow our teams through training.
Documentation is Important Many business owners and managers have no method for documenting what training the employees have had. They just count on a good memory to get them through. The old adage applies here as well: If it’s not written down, it didn’t happen. Training documentation would be helpful in an employee’s personnel file. When employee issues come up, documentation can make for better communication to solve an employee issue. Should more drastic measures be needed (i.e. terminating the employee), more documentation shows that you did your best to train the employee. This can save on your unemployment insurance. Many small businesses are a little too busy to have a complex system of training and training documentation, so let me suggest a simple approach. Set up a file in your office called the “training file.” When doing in-house training, simply copy the handout used in the session, date it, and have everyone who is present sign in on the handout. At the conclusion of the training, place the handout with everyone’s name in the “training file.” When employees take an offsite course, make a copy of the certificate and place it in the “training file.” When a team member takes an online course, there should be some certificate of completion or receipt – a copy of which should Circle 16 on the Free Information Card June 2011 | www.icsmag.com
19
RRP Record Keeping: The Contractor’s Challenge
S
o you’ve taken the RRP training, and you’ve become a Certified Renovator. Now you give out the Renovate Right pamphlet to clients, occupants, and/or parents before every remodel job on an old building. You put up containment, train your employees, use lead-safe work practices, and clean the job site within an inch of its life. You do cleaning verifications, or better yet, clearance exams. So you’re safe, right? Safe from EPA audits, safe from litigation, safe from outrageous fines and penalties? Not quite. As you may have heard before, “The job isn’t over until the paper-
work is done.” One section of Renovate, Repair, and Painting (RRP) training dealt with record keeping. But many Certified Renovators admit that they’re more confused about what records they have to keep after the training than they were going in. And since your trainer may not have had the time to get into the nitty-gritty details of documentation, you may not have gotten a clear idea what you have to document. (I heard one RRP instructor say, “go home, read the law, and spend about 40 hours figuring out how to create a record keeping system.” Clearly, not very helpful.)
Jeff Vasek is president of Lead Records, Inc., (www.leadrecords.com) a San Jose, CA-based company that was established to provide record keeping solutions to all professionals affected by the EPA’s Renovate, Repair, and Paint Rule. Jeff holds a Doctorate in Education from Virginia Polytechnic Institute and State University. Jeff is a certified RRP trainer, as well as a veteran of the construction industry and a long-time educator. Email him at
[email protected]. 20
Cleaning Specialist | June 2011
By
Jeff Vasek
But make no mistake about it. Record keeping is a very important part of the RRP process. The EPA probably isn’t going to swoop down on your job site at the exact time that you happen to be disturbing lead-based paint. No, it’s much more likely that they’ll contact you and ask you for your records pertaining to that job you did on Oak Street back in November of last year. “Oh, and while you’re at it, could you please send us all your records from all the other jobs that
1 2
It’s all about the paperwork
3
Know the nuances of each situation
You can’t be too detail-oriented
you did on pre-1978 houses, dwellings, and child-occupied facilities.” And in a court of law, the lawyer certainly isn’t going to take your word for it that you put up containment, or used a HEPA vacuum, or cleaned the floor well enough that you could eat off it. You’ll need some kind of proof that you followed lead-safe work practices. (However, if the lawyers discover that you used lead-safe practices and have adequate records, they’re more likely to look elsewhere for the source of their client’s lead poisoning.) We’ll try to clarify your responsibilities and give you guidelines for the records that you need to keep to comply with the RRP Rule.
Record Keeping 101 If you already have a “job book” for each project, or have some other record keeping system that helps you document each project, then you can probably skip
to the next section. But if keeping detailed records isn’t your strong suit, here are some tips. Set up some kind of system. You need to create an organization scheme. It could be 3-ring binders, or different colored file folders, or electronic files— some system that forces you to keep your records organized. (And while a shoebox might work well for filing receipts from the hardware store, you’ll need to be a little more systematic when it comes to RRP records.) Decide when you’re going to document your work. It could be at the start of each day while you’re drinking your coffee. Or, you could record everything each Thursday evening. But decide what’s most convenient for you, at a time when something else isn’t going to get in the way. Then commit do keeping your paperwork up-to-date. It’s a lot easier to document your work while it’s fresh in your mind than it is to try to
remember what happened on a job you did 3 weeks ago. Most importantly, stay with it. Record keeping is a skill that gets easier over time. And the more convenient your system is to use, the easier it will be to stick with it. If you need to, create a checklist of the records you need to keep. Then refer to the checklist on a regular basis to make sure you’ve covered all the bases.
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21
RRP Record Keeping: The Contractor’s Challenge
Continued
Requirement and Options for Pre-Renovation Notification Type of Renovation Single Family
Several Units in a MultipleDwelling Building
Common Area of a MultipleDwelling Building
Child-Occupled Facility
Who Gets Notified
Possible Methods of Notification
Deliver a Renovate Right Pamphlet?
Owner
or
Personal Delivery Certified Mail
Yes Yes
Signature Proof of delivery
Building Owner or Representative
or
Personal Delivery Certified Mail
Yes Yes
Signature Proof of delivery
Dwelling Occupants
Personal Delivery Certified Mail or Delivered (not in person)
Yes Yes
Signature Proof of delivery
Building Owner or Representative
or
Dwelling Occupants
Personal Delivery Certified Mail Personal Delivery Delivered (not in person) Notification Letter Post Sign
Yes Yes Yes
and Record method of delivery Explanation if no signature Signature Record method of delivery Signature
Yes and
Record method of delivery
No No
Provide instructions for obtaining Renovate Right & Final Report
Building Owner or Representative
or
Personal Delivery Certified Mail
Yes Yes
Signature Proof of delivery
Adult Representative of Facility
or
Personal Delivery Certified Mail
Yes Yes
Signature Proof of delivery
Personal Delivery Delivered (not in person) Notification Letter Post Sign
Yes
Signature
Parents/Guardians
What You Need to Document First, a word about OSHA. OSHA has had regulations in place for 20 years regarding work that disturbs lead-based paint. These regulations include the process for determining how much lead your employees will be exposed to during the course of their work, and procedures for protecting the workers. There are records that you are required to keep, such as documenting your respirator program and your medical program. The RRP Rule does not have these requirements. But that doesn’t excuse you from adhering to OSHA’s regulations and record keeping requirements. In fact, as a result of the RRP program, OSHA is more apt to catch you for violating lead work procedures. The RRP Rule only requires that you keep records on dwellings and child-occupied facilities that were built before 1978. If you test for lead-based paint and discover that none is present (or, that the lead-based paint won’t be disturbed by your remodeling or painting project) an abbreviated set of records are required. The EPA requires that you keep the following seven different 22
Yes
Documentation Required
Cleaning Specialist | June 2011
Yes No No
Record method of delivery and
Provide instructions for obtaining Renovate Right & Final Report
pieces of information on each project. This information follows the general progression of a “lead job”: • Assign a Certified Renovator • Educate the client (or occupant, or parent) • Test for lead-based paint • Train your workers • Work safely • Clean up thoroughly • Report to the client • Assign a Certified Renovator A Certified Renovator must be assigned to each project that involves a pre-1978 dwelling or child-occupied facility. You have to keep a copy of the Certified Renovator’s certificate (as well as the Certified Firm’s certificate) on the job site for the duration of the activities that disturb lead-based paint. You should also keep a copy of the Certified Renovator’s certificate in your records. There’s always a chance that the Certified Renovator isn’t going to work for you two years from now when the EPA comes calling. And while the EPA has a database of all
Certified Renovators, it will be a lot more convenient if you have their certification number on file.
Educate the Client The EPA wants to make sure that the public is informed about the dangers of lead-based paint that could arise from the renovation activity. They’re paying special attention right now to whether you’re “educating” your clients by giving them the pamphlet, The Lead-Safe Certified Guide to Renovate Right. When you give the client, or occupant, or parent (if you’re working in a Child-Occupied Facility), the pamphlet, make sure you get some form of proof that you gave them the pamphlet. Depending on the type of building you’re working on, the EPA has different requirements for who needs to be notified, and how you can notify them. Refer to the chart, Requirements and Options for Pre-Renovation Notification, for a summary of the EPA’s requirements. There are only two ways to notify an owner—whether that’s the owner of the house where you’re working, or the owner of the building. You can hand deliver the pamphlet (and therefore get a “live” signature) or mail the pamphlet to them. If you hand deliver the pamphlet, you can give it to them anytime (up to 60 days) before the work starts. If you mail the pamphlet, it has to be mailed at least 7 days (but no more than 60 days) in advance. You have to send the pamphlet certified mail, with a return receipt requested. Either way, the owner has to get the pamphlet prior to the start of your work. If you’re working inside someone’s dwelling, but they’re not the client (for instance, if the building landlord has commissioned the work) you still must deliver a copy of the Renovate Right pamphlet to each occupant. But if you’re not able to get a signature from each occupant you have to document how you delivered the pamphlet and why the signature wasn’t obtained. If you’re doing work in a “common
area” of a building (for example, if you’re working in the laundry room of an apartment complex), you have to notify the building occupants of the upcoming renovation activity. You don’t have to give each occupant a pamphlet, but you need to make them aware of the scope of the renovation activities and you have to make free copies of the pamphlet available to them upon request. You can do this by hand-delivering notifications, by mailing them, or by posting signs in places where the occupants will be sure to see them. If the scope of your project (i.e., the activities that disturb lead-based paint) changes, you need to re-notify everyone of the changes. So if the start date, or the end date, or the scope of the project changes, remember to send a notice of the change, or change the information on the posted signs. If you’re working in a Child-Occupied Facility, the notification procedures mimic those of work in a common area. You have to deliver pamphlets to the building owner and an adult representative of the facility. Then you have to notify the parents and guardians of all the children who are affected by the renovation. In each case there are nuances regarding how the notification takes place. So document everything—how you delivered the pamphlets, when you delivered the pamphlets, who delivered them, why you didn’t receive signatures, etc. The Certified Renovator is responsible for this notification process, so he or she should sign any documentation that is generated.
Test for Lead-Based Paint You need to document the lead testing product that you use. Different manufacturers provide different information (and call it different things). The Test Kit Documentation Form that you received in your RRP training class may or may not reflect the information of the test kit you use. As you test each component that you will disturb, you’ll need to document the
results. Identify the test kit from which the test swab or bottle came and the results of the test. Of course, you may choose to presume that lead is present on one or more components, and proceed accordingly. You’ll need to document that as well.
In some cases (like HUD projects) you’ll need to have a certified agency test for lead. In that case, you’ll need to record the information about the agency, including their certification number. They’ll give you a report of their results, and you need to store the report with your files. If you test, and discover that no lead is present on any of the components you’re going to disturb, you don’t have to keep any other records. Bundle up all the documentation that you’ve created to this point, and store it away.
Train Your Workers Your workers are key to your leadsafe work. The RRP Rule doesn’t require that they take the RRP training class (unless you’re working on a HUD job, in which case they may need to be trained). But the Rule requires that they receive training from a Certified Renovator. The Certified Renovator has to record all of the skills each worker is trained to perform.
Work Safely From setting up containment to cleaning up the job site after the lead-disturbing activities have been completed, you have to ensure that proper work procedures are followed. When you document your project, note the work practices that you performed, and write a brief description of what you did to enJune 2011 | www.icsmag.com
23
RRP Record Keeping: The Contractor’s Challenge
Continued
sure clean, safe practices. The Certified Renovator is responsible for this documentation, so s/he needs to sign the form when it’s complete. Some Certified Renovators go the extra step to have the client sign the form as well. This provides proof that the client concurs that lead-safe work practices were used.
pleted. The report should include, at a minimum: 1. Results of the test for lead-based paint 2. Documentation of the training of non-certified workers 3. Documentation of the lead-safe work practices you used 4. Results of the cleaning verification or clearance exam
Cleaning Verification
If your project was in the common area of a multi-family dwelling, or in a ChildOccupied Facility, you must also make the final report available, upon request, to any occupant or parent/guardian.
The Certified Renovator is required to conduct a Cleaning Verification (on interior jobs) to ensure that no debris or lead dust has been left behind. You perform the test using: • One wet cloth per window sill • One wet cloth per 40 sq. ft. of horizontal surface (countertops, book cases, etc.) • One wet cloth per 40 sq. ft. of floor Document each area that you test. If you fail the cleaning verification in one area, but not others, you will need to re-clean that area, re-test that area, and document that you passed the verification the second time. The Certified Renovator should sign the form, and you may choose to have the client sign the form as well. Under certain circumstances (for example, on HUD jobs) you’ll need to have a certified agency perform a clearance exam. Record the information about the agency, including the firm’s certificate number, and keep a record of the report that they provide.
Final Thoughts Your digital camera is going to become your best friend. Take photos of anything that documents your compliance with the RRP rule. Photograph your barriers and your containment area. Photograph your work practices, and of your workers in personal protective equipment. It’s impractical to keep you lead test kits, or the cleaning wipes you used in the cleaning verification. Take photos of those items and label them. (A small dry erase board is very effective in captioning photos. Write the specifics of the photo on the dry erase board and place it in the shot.) If you tackle an emergency repair project, you are excluded from most of the RRP processes. You must clean up the site and perform a cleaning verification. And you must keep records—information about the project location, the nature of the emergency, and the RRP pro-
cesses that you didn’t perform. You are required to maintain your records for three years, and you have to be able to produce the records upon request. So along with the record keeping system you create, set up a storage system as well. Label projects so that you can find them easily. It will pay to put a little thought into the system now, so that you’ll be able to rotate out the “expired” projects 3 years from now. In the final analysis, the system that you use doesn’t matter as much as using a system. You can create a system of your own, or you can avoid the time and the headache by using a system that someone else has created. What’s most important is that you use some system, or you’ll get buried under the additional paperwork that the new law has created. The EPA has said, in no uncertain terms, that your records (or lack thereof ) are the “low-hanging fruit.” In a time of governmental budget cuts travel will be curtailed, your records will be the primary way that the EPA determines your compliance with the RRP Rule. Make sure you’re ready when they ask for your records.
Report to the Client The EPA has added reporting requirements to the RRP Rule. You are now required to give certain documentation to the client. This “final report” has to be delivered to the client at the time that you present the final invoice, or within 30 days of the completion of the project (whichever comes first). If you’ve been keeping up with your record keeping, it won’t be hard to compile this final report. Just make copies of the documents you’ve already com24
Cleaning Specialist | June 2011
Resource Links www.epa.gov/lead Information about the Renovate, Repair, and Paint rule www.leadrecords.com Complete solution for RRP record keeping http://www.check4lead.com/home/epa-audit-tracker Map of EPA audit activities
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Rx for Restoration
By
Jeff Bishop
Jeff Bishop is a 40-year veteran of the restoration industry. He teaches and consults internationally, and has published 13 books and videos on cleaning and restoration topics. This article is excerpted from his newly revised Fire’s Out!...Now What? For more information access www.CleanCareSeminars.net.
Ingredients for Separating a Diversification A truly effective disaster restoration service (or any worthwhile diversification) that stands on its own and doesn’t drain the assets of the corporation as originally conceived must have certain basic assets of its own from which to draw.
C
onsider the following points in your plans for any diversification effort:
1. Service List First and foremost, it should have a comprehensive list of services distinctly different from those provided by other diversifications within the organization. They must meet the demands of your customer, the home or business owner, and the insurance representative as well. It simply isn’t sufficient to call on agents and adjusters and suggest you’re ready to tackle their disaster restoration needs when you only want to handle those services with which you feel comfortable, e.g. carpet, upholstery and drapery cleaning. Most likely you’ll get a polite, understanding smile along with a rapid dismissal. At a minimum, this service list in26
Cleaning Specialist | June 2011
cludes certain categories: Basic services that include cleaning services for multiple surfaces such as ceilings, walls (painted, covered, paneled; all types), fixtures (windows, doors, lights, bath and kitchen fixtures, decorative trim), miscellaneous decorative items, hard and soft furnishings, floors, attics or exteriors. Deodorization services for all structure and contents items in the damaged home or business. Subcontracted services to restore any item the insurance representative needs someone to handle, but which can’t be restored in a first-class manner by company personnel; e.g., dry cleaning, HVAC restoration. Reconstruction services may even be included in this category, but that’s a little beyond the capability of most smaller
companies involved in disaster services, and construction services certainly aren’t required for a separate diversification.
2. Market Area The next consideration in this separate diversification called disaster restoration
1
Have a separate list of services
2
Don’t mix and mingle your vehicles
3
The best time to begin is now
is a well-defined, geographical market area. Generally, the market area served by a disaster division overlaps that served by the company’s cleaning division; however, this is not always the case. Because of the nature and monetary value of an average claim, it’s often practical to extend the market area to perhaps a 10to 60-mile radius, or farther, in order to arrive at and provide services on jobs located outside your company’s normal service area. It’s much more economically feasible to drive 60 miles with a crew and settle in for eight to ten hours to generate several thousand dollars than it is to drive the same distance for a carpet cleaning job producing only $200.
The biggest pitfall in defining your disaster market area is biting off more than you can chew.
The biggest pitfall many restorers encounter lies in extending their market area too far. Often, they feel they can afford to drive anywhere if the job is big enough; but there are practical limitations that must be considered. First, there is the economic limitation, i.e., is it practical for the insurance company to pay you an unusually large sum just for driving to and from the loss, when someone closer may be able to process that job - though perhaps not as efficiently or effectively - and eliminate hundreds in vehicle and personnel charges? Second, how far can personnel realistically travel? Are they willing to get up at the crack of dawn to drive to the job site and be there for a full eight to ten hours before driving home? Before you hurriedly answer “Yes!” consider the needs of the families of employees. How will their needs be provided for, in terms of the meals and parental guidance so essential to proper child rearing (especially in one-parent homes)? This may be an unobserved source of frustration to well-trained people, causing you to lose the very people you depend upon for the success of your business. Still, the question to be answered before resorting to this is, “How will this affect my employees’ families if it becomes a frequent occurrence?” This discussion can be summarized in the cliché, “Don’t bite off more than you can chew!”
3. Personnel In most disaster diversifications, the owner or manager of the firm is the first and key employee of the new diversification, if the firm is organized to the extent that he or she has time to manage a diversified business. His or her essential task is to provide both management and sales for the new diversification. Obviously, once jobs are obtained through the owner’s creative Circle 11 on the Free Information Card June 2011 | www.icsmag.com
27
Rx for Restoration
sales efforts, there is an immediate need for personnel to process those jobs. Although the same owner or manager initially may be able to supervise work personally, one of the surest ways to see a disaster business stagnate is for managers to shackle themselves with responsibility for supervising the work on every job, while simultaneously providing sales, administration and coordination. What often happens is that managers sell jobs and then are tied up for days (if not weeks) supervising the work. Once that claim is completed, they quickly discover that there’s no more work to sustain the momentum of the new diversification. Why? Because no one’s been selling!
c. Labor – part-time workers and subcontractors. For now, take my word for it: people are your most important asset in any disaster service diversification.
So what’s the solution? From a staffing standpoint, eventually it is necessary to have someone who attends to management (the owner or general manager’s on-going job); someone who attends to sales and coordination (eventually, the job of the newly hired disaster coordinator); someone who remains on the job to provide continuous working supervision and quality control, and who ensures that all phases of the claim are completed in proper sequence and on a timely basis (the Disaster Supervisor). Finally, there is a need for a labor category that’s subdivided into two parts: part-time personnel, called in as needed, and subcontractors, with special skills not possessed by the company’s “in-house” personnel. A properly staffed disaster diversification service has someone to provide: a. Management/Sales - the disaster division coordinator b. Working Supervision - the disaster supervisor
5. Chemicals and Equipment
28
Cleaning Specialist | June 2011
4. Vehicles A truly successful disaster diversification must have sufficient vehicles, both in number and type, to enable personnel to process the work acquired. If you want to see your newly formed diversification degenerate rapidly, simply fail to assign specific vehicles to that diversification. This not only hampers sales efforts, but it also creates chaos when supervisors, who need to transport crews and equipment, must unload and reload a hurriedly designated vehicle with all the chemical and equipment requirements for processing, and then keep that vehicle tied up on the disaster site for the days required to complete the job. For this reason, purchase specific vehicles (they don’t have to be new) and commit them to the disaster division only.
If you don’t provide specialized chemicals and equipment, as well as a commitment to training in their proper use, the service will never be as effective as it could be. Once purchased, specialized training is required for all processing personnel, not only in the use of those assets, but also in the all-important area of safety and OSHA compliance. Interestingly, chemicals and equipment required for disaster diversifications (other than specialized water damage restoration and deodorization equipment) are surprisingly inexpensive, consisting primarily of a few specific cleaning agents, deodorizing agents, a few special-purpose agents (cream restorers for wood furniture), and then basic brooms, mops, towels, sponges, ladders and so forth. Again, the chief expense involved in diversifying into fire restoration (water restoration is another story) involves a few thousand dollars for deodorization
equipment and a few thousand more for specialized vehicles.
6. Facilities Most on-location cleaning businesses process their work in the customer’s home or business. In a disaster diversification, while we may attempt to process as much as possible on-location, inevitably a company facility is needed for temporary storage when removing goods from the structure is essential. So, a facility of some type eventually should be acquired.
7. Marketing Strategy The next step in diversifying into disaster restoration is to develop a clearly defined marketing strategy. Marketing to the insurance industry is considerably different from wholesale or media marketing efforts employing the “shotgun” approach to residential and commercial customers served by an on-location cleaning division. (A basic eight-phase marketing strategy is elaborated upon considerably in Part 2 of our book “Fire’s Out! . . Now What?”)
8. Budget One of the last, though not necessarily final, points to consider in establishing an organized disaster restoration diversification has to do with budgeting. You exert direct control over the budgeting effort in two specific ways: Start with goal-setting. Too often, managers adopt the attitude that there is nothing you can do to promote income in disaster services short of placing a professional arsonist on the payroll! (“Just kidding, sheriff!”) The common misconception is, “Either the claims are there or they aren’t.” Nothing could be farther from the truth! While sales of water-damage restoration services may be affected by weather and other seasonal considerations, fire claims are present year-round. Therefore, it is realistic to establish specific goals for a disaster diversification and then seek to fulfill those goals with an aggressive, multi-phase marketing strategy.
The second step a conscientious manager can take to directly influence income and cost is data gathering, combined with analysis of that data on a monthly basis, for each specific division of the company. One of the mistakes most frequently made by managers of
any diversified business is failure to separate accounting information when two or more divisions exist within the same organizational structure. The argument usually leveled is, “My business is too small for that; it’s just a lot of hassle, and I don’t need the aggravation right now!” Let me hasten to emphasize that now is the best time to begin. Otherwise, you’ll wind up in the same turmoil in which most business owners find themselves after a few years, with no way to analyze how you got into your mess. All because you didn’t separate divisional income and expense data from your composite income statement. You do receive and analyze a monthly income statement, don’t you? Begin immediately to establish with your accountant a composite income statement that reflects items of general income and expense for the company. Then, insist on a statement broken
out for each diversification, to see how those diversifications are individually contributing to the total profitability of the company. Don’t put this off because you think you won’t need it! It will be required sooner or later, so you may as well coordinate with your accountant and start while it’s a relatively simple task. Once you’ve created a meaningful income statement, you must discipline yourself (since nothing worthwhile is easy) to read and analyze management information from that statement each month. In summary, there are two ways to influence income and profits in your newly formed diversification: one, by establishing financial goals to be met with your marketing strategy, and two, by accumulating historical data through composite and broken-out income statements. This practice allows you to track the historical performance of each division of the company.
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29
Taking Massive Action By
B
ill Gates said that the key to success is “Being in the right industry at the right time and taking massive action.” What do you consider to be massive action? The best way to honestly answer that question is to ask yourself, “Are you taking massive action today?” If the answer is yes, you are probably on your way to great success. If your answer is no, why is that? Was today the exception, or are you fooling yourself and living in a “One day I’ll do it” illusion? Those of us who are in the cleaning
and restoration industry are in the right industry at the right time. Unlike many other businesses, we have not been hurt that badly by the recession. Floors continue to get soiled and pipes continue to burst. Someone needs to clean up the mess, whether the economy is bad or good. We are in the right industry because we can have healthy profit margins, anywhere from 20 to 50 percent. We can charge the same per hour rate as an electrician, plumber, or HVAC technician. This is a tremendous truth in our favor because it takes about a month
Dave DeBlander is the owner of a turn-key carpet cleaning/restoration business in Pensacola, Fl. He is the author of “How to Get Off the Truck and onto the Beach (or wherever you want to be)” and “How to Develop a Turn-Key Business.” You can reach Dave at www.howtogetoffthetruck. com, www.carpetcarecoach.com and www.davedeblander.com.
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Cleaning Specialist | June 2011
Dave DeBlander
to train one of our technicians while in those other industries it takes years. Yes, we are in the right industry at the right time, so take advantage of this wonderful situation by taking massive action! In the movie that chronicled the beginnings of Facebook, The Social Network, the actor who portrayed founder Mark Zuckerberg is seen time and time again racing back to his dorm room immediately after he gets a new idea. Right
1
Determine what “massive action” is
2
Massive action takes real commitment
3
What’s holding you back?
away he’s implementing his ideas and staying with the process until it is accomplished… even if he has to stay up all night. If you are getting great ideas, are you doing all you can to get them up and running? Many people have fantastic thoughts and plans, but only a small minority actually takes the time and effort to bring them about. When a fabulous idea comes to you, do you take immediate action? Do you have a notebook or something on you to write and store ideas so that they don’t get forgotten? I use the notes feature on my iPhone just about every single day. How committed are you to seeing good marketing or organizational thoughts
become reality? When Bill Gates and Paul Allen started Microsoft, they were famous for staying at their desks and working 24 hours a day, sleeping right there at their desks. They were obsessed and willing to pay the price to make their dream come true. Do you have that same sort of obsessive drive and ambition? Are you willing to take the same kind of massive action that they did? What does massive action look like to you? Does it mean working ten to twelve hours a day? Does it mean getting up at 4 or 5 o’clock in the morning? Does it mean working 6 days a week? Does it mean reducing or eliminating TV time? Does it mean calling on far more prospects than you are currently? Does it mean planning out a full work schedule and then actually doing that schedule? You see, taking action is one thing, but taking massive action is something else altogether. Believe me, action is good, but massive action is…well…it’s massive!
What about the action you are taking compared to your competitors? Comparing yourself to others does have its limits and pitfalls, but in this case you want to make sure that someone else is not outdoing you and putting you at a disadvantage. If you own a business, are your competitors pounding the pavement more than you and seeing more prospects? Why would you want that to happen? If Bill Gates said taking massive action is critical to success, I think we ought to take heed. Stop for a minute and ponder the reasons, excuses or obstacles why you are not taking massive action. Is it pure laziness? A lack of focus or discipline? Low energy? Or might there be actual obstacles, such as being laid up in the hospital? There are excuses and there are obstacles, but today would be a good day to examine yourself and determine what is holding you back from taking massive action.
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2011
Directory & Buying Guide
Products .............................................. 33 Manufacturers...................................... 50 Distributors .......................................... 57 Technical Training Schools ...................... 71 Industry Associations & Organizations ..... 72 Franchises/Licensing Programs .............. 73
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Directory 2011
Products An alphabetical cross-reference of floor care products and accessories and their manufacturers.
Business Programs, Services & Supplies Business Forms CanAm Systems Standard Care Forms
Carpet Sales Programs Dalton Paradise Carpet Inc., Daltoncarpet.com Home Carpet Industries
Communications Business Bridge CanAm Systems Cleaning & Restoration Institute GPSNVision Perceptionist Inc. Total Contentz
Computer Programs/ Software Assured Software Ltd. Business Bridge CanAm Systems DASH By Next Gear Solutions Marathon Data Systems LLC, RoutePoint Moisture Mapper International Inc. Service Software, Restoration Manager ServiceMonster T. Hill & Associates Top Tier Software Solutions LLC Total Contentz Xactware Inc.
Insurance Programs Allstate Insurance Co. ARMR Network LLC Bonding & Insurance Specialist Agency Inc. Xactware Inc.
Laboratory Services Restoration Consultants EMSL Analytical
Leasing Programs ADCO PRO Cleaning Supply Co. Inc. Beneficial Capital Leasing Inc. Bridgepoint Systems, A Bridgewater Co. Cleaning Supply Network Hathaway Capital MasterBlend Inc. Nu-Tech Cleaning Systems Performance Chemical & Equipment PowerPlus Professional Cleaning Systems, Global Headquarters and Research Center Powr-Flite Steam Way Uncle Sam’s Distributing, Div. of Neil Marq Corp.
Marketing Programs Bridgepoint Systems, A Bridgewater Co. Business Bridge Business Development Associates CanAm Systems Cleaning & Restoration Institute Dave DeBlander Dream Street Graphics Inc. Hitman Advertising Jon-Don Inc. Leadsbyfone My Flooring Warranty Providence Inc. Phenomenal Products Inc. Piranha Marketing PowerPlus Professional Cleaning Systems, Global Headquarters and Research Center
ServiceMonster ShowMe Marketing Total Contentz Xactware Inc.
Cleaning Chemicals, Equipment & Supplies Anti-Allergan Treatment ADCO PRO Cleaning Supply Co. Inc. Advanced Vapor Technologies Bi-O-Kleen Industries Interlink Supply, A Bridgewater Co. MasterBlend Inc. Sporicidin by Contec
Carpet Cleaning Chemicals Crystallizing (Encapsulating) ADCO PRO Cleaning Supply Co. Inc. Airx Laboratories Bane-Clene Corp. Bridgepoint Systems, A Bridgewater Co. The Bullen Companies Inc., Clausen Carpet Solutions Carpet Care Systems, Sales Chem Max Corp. Chem Tex Manufacturing Chemspec Clausen Carpet Solutions Cleanco Truckmounts, Esteam Manufacturing Ltd. Cobb Carpet Supply Co., Dynachem ✪ Core Products Co. Inc. CTI Inc. / Pro’s Choice Products DSC Products, Detergents Encapstore.com Esteam Cleaning Systems Excellent Supply/Releasit Fabpro Inc. Harvard Chemical Research Inc. Hruby Orbital Systems (HOS) Interlink Supply, A Bridgewater Co. MasterBlend Inc. Namco Manufacturing Inc. Nilodor Inc. Nu-Tech Cleaning Systems NYCO Products Co. Performance Chemical & Equipment PowerPlus Professional Cleaning Systems, Global Headquarters and Research Center Pro-Link Steam Way Sun-Belt USA Triple S Truckmounts & Cleaning Solutions Inc. Uncle Sam’s Distributing, Div. of Neil Marq Corp. VacAway XL North, Grab / XL HS
Dry Absorbent Compound ADCO PRO Cleaning Supply Co. Inc. Bane-Clene Corp. Chemspec Excellent Supply/Releasit Fiberlock Technologies Inc. Harvard Chemical Research Inc. Host/Racine Industries Inc. Hruby Orbital Systems (HOS) Interlink Supply, A Bridgewater Co. MasterBlend Inc. Namco Manufacturing Inc. Nilodor Inc. Nu-Tech Cleaning Systems Plus Manufacturing Inc. PowerPlus Professional Cleaning Systems, Global Headquarters and Research Center
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Directory 2011 | Products Fabpro Inc. Airx Laboratories Cleanco Truckmounts, Floor Care Systems Bane-Clene Corp. Esteam Manufacturing Ltd. Hard Ball Chemical Co. Bi-O-Kleen Industries CleanCraft Products Inc. Harvard Chemical Research Inc. Bridgepoint Systems, Cleaning Solutions Inc. Hruby Orbital Systems (HOS) A Bridgewater Co. Cleaning Supply Network Interlink Supply, A Bridgewater Co. The Bullen Companies Inc., Cobb Carpet Supply Co., Dynachem Jon-Don Inc. Clausen Carpet Solutions ✪ Core Products Co. Inc. MasterBlend Inc. The Butler Corp. Cross-American Corp. Dry Solvent/Water Masterclean Products CFR CTI Inc. / Pro’s Choice Products Accelerated Chemical TechnoloNamco Manufacturing Inc. Chem Max Corp. DSC Products, Detergents gies LLC Nilodor Inc. Chem Tex Manufacturing Encapstore.com ADCO PRO Cleaning Supply Co. Nu-Tech Cleaning Systems Chemspec Esteam Cleaning Systems Inc. NYCO Products Co. Clausen Carpet Solutions Excellent Supply/Releasit Advantage Marketing Inc. Performance Chemical & Equipment Cleanco Truckmounts, Fabpro Inc. Bi-O-Kleen Industries Plus Manufacturing Inc. Esteam Manufacturing Ltd. Fiberlock Technologies Inc. Bridgepoint Systems, PowerPlus Professional Cleaning Cleaning Solutions Inc. Groom Industries Inc., A Bridgewater Co. Systems, Global Headquarters Cobb Carpet Supply Co., Dynachem A Bridgewater Co. The Butler Corp. and Research Center ✪ Core Products Co. Inc. Hard Ball Chemical Co. Carpet Care Systems, Sales Powr-Flite CTI Inc. / Pro’s Choice Products Harvard Chemical Research Inc. Chem Max Corp. Pro-Link DSC Products, Detergents Host/Racine Industries Inc. Chemspec Prochem Encapstore.com Hruby Orbital Systems (HOS) Clausen Carpet Solutions Rochester Midland Corp. Esteam Cleaning Systems HydraMaster North America Cleanco Truckmounts, ✪ Sapphire Scientific Excellent Supply/Releasit Hydro-Force Manufacturing, Esteam Manufacturing Ltd. Sporicidin by Contec Fabpro Inc. A Bridgewater Co. Cleaning Solutions Inc. Steam Brite Supply Fiberlock Technologies Inc. Interlink Supply, A Bridgewater Co. Cleaning Supply Network Steam Services Inc. First Choice Equipment Sales & Jon-Don Inc. Cobb Carpet Supply Co., Dynachem Steam Way Service Lloyd’s Inc. DSC Products, Detergents Sun-Belt USA Floor Care Systems MasterBlend Inc. Esteam Cleaning Systems Triple S Harvard Chemical Research Inc. Masterclean Products Fabpro Inc. Truckmounts & Cleaning Hruby Orbital Systems (HOS) Mytee Products Inc. Floor Care Systems Solutions Inc. Interlink Supply, A Bridgewater Co. Namco Manufacturing Inc. Harvard Chemical Research Inc. Uncle Sam’s Distributing, Jon-Don Inc. Nilodor Inc. Hruby Orbital Systems (HOS) Div. of Neil Marq Corp. MasterBlend Inc. Nu-Tech Cleaning Systems Interlink Supply, A Bridgewater Co. VacAway Namco Manufacturing Inc. NYCO Products Co. Jon-Don Inc. Viking Equipment Co., Air Movers Nilodor Inc. Performance Chemical & Equipment Kleenrite Equipment XL North, Grab / XL HS Nu-Tech Cleaning Systems Plus Manufacturing Inc. MasterBlend Inc. NYCO Products Co. PowerPlus Professional Cleaning Rotary Foam Namco Manufacturing Inc. Performance Chemical & Equipment Systems, Global Headquarters Abatix Corp. Nilodor Inc. PowerPlus Professional Cleaning and Research Center ADCO PRO Cleaning Supply Co. Nu-Tech Cleaning Systems Systems, Global Headquarters Powr-Flite Inc. NYCO Products Co. and Research Center Pro-Link Advantage Marketing Inc. Performance Chemical & Equipment Powr-Flite Prochem Airx Laboratories Plus Manufacturing Inc. Pro-Link ✪ ProRestore Products Bi-O-Kleen Industries PowerPlus Professional Cleaning Prochem Rochester Midland Corp. Bridgepoint Systems, Systems, Global Headquarters Rochester Midland Corp. Rotovac Corp. A Bridgewater Co. and Research Center ✪ Sapphire Scientific Sanitaire, A Division of Electrolux The Bullen Companies Inc., Steam Brite Supply Sporicidin by Contec Home Care Products NA Clausen Carpet Solutions Steam Way Steam Services Inc. ✪ Sapphire Scientific Chem Max Corp. Sun-Belt USA Steam Way Sporicidin by Contec Chemspec Triple S Sun-Belt USA Spotting Solutions Inc. Clausen Carpet Solutions Truckmounts & Cleaning Triple S Steam Services Inc. Cleaning Solutions Inc. Solutions Inc. Truckmounts & Cleaning Steam Way Cleaning Supply Network Uncle Sam’s Distributing, Solutions Inc. Sun-Belt USA DSC Products, Detergents Div. of Neil Marq Corp. Uncle Sam’s Distributing, Triple S Excellent Supply/Releasit U.S. Products Div. of Neil Marq Corp. Truckmounts & Cleaning Fabpro Inc. Viking Equipment Co., Air Movers U.S. Products Solutions Inc. Harvard Chemical Research Inc. VacAway Uncle Sam’s Distributing, Preconditioners Hruby Orbital Systems (HOS) Viking Equipment Co., Air Movers Div. of Neil Marq Corp. Accelerated Chemical TechnoloInterlink Supply, A Bridgewater Co. XL North, Grab / XL HS VacAway gies LLC Jon-Don Inc. Viking Equipment Co., Air Movers ADCO PRO Cleaning Supply Co. Spot & Stain MasterBlend Inc. XL North, Grab / XL HS Inc. Namco Manufacturing Inc. Removers Advantage Marketing Inc. Carpet Cleaning Nilodor Inc. Abatix Corp. Bane-Clene Corp. Nu-Tech Cleaning Systems Accelerated Chemical Technolo- Machines and Tools Bi-O-Kleen Industries NYCO Products Co. gies LLC Interlink Supply, A Bridgewater Co. Bridgepoint Systems, Performance Chemical & Equipment ADCO PRO Cleaning Supply Co. A Bridgewater Co. Bonnet Plus Manufacturing Inc. Inc. The Bullen Companies Inc., Abatix Corp. PowerPlus Professional Cleaning Advantage Marketing Inc. Clausen Carpet Solutions ADCO PRO Cleaning Supply Co. Systems, Global Headquarters Airx Laboratories The Butler Corp. Inc. and Research Center Amano Pioneer Eclipse Century 400 Advanced Vapor Technologies Powr-Flite Americolor Corp. & Color Match CFR Advantage Marketing Inc. Pro-Link Bane-Clene Corp. Chem Max Corp. Airx Laboratories Steam Way Benefect Chem Tex Manufacturing Amano Pioneer Eclipse Sun-Belt USA Betco Corp. Chemspec Bane-Clene Corp. Triple S Bi-O-Kleen Industries Cleanco Truckmounts, Bridgepoint Systems, Truckmounts & Cleaning Bridgepoint Systems, Esteam Manufacturing Ltd. A Bridgewater Co. Solutions Inc. A Bridgewater Co. Cleaning Solutions Inc. The Bullen Companies Inc., Uncle Sam’s Distributing, The Bullen Companies Inc., Cleaning Supply Network Clausen Carpet Solutions Div. of Neil Marq Corp. Clausen Carpet Solutions Cobb Carpet Supply Co., Dynachem Carpet Care Systems, Sales Viking Equipment Co., Air Movers The Butler Corp. ✪ Core Products Co. Inc. CFR XL North, Grab / XL HS Carpet Care Systems, Sales Cross-American Corp. Chem Tex Manufacturing CFR CTI Inc. / Pro’s Choice Products Shampoo Chemspec Chem Max Corp. Abatix Corp. DSC Products, Detergents Clarke Chem Tex Manufacturing ADCO PRO Cleaning Supply Co. Encapstore.com Clausen Carpet Solutions Chemspec Inc. Esteam Cleaning Systems Cleaning Supply Network Clausen Carpet Solutions Advantage Marketing Inc. Excellent Supply/Releasit Steam Way Sun-Belt USA Truckmounts & Cleaning Solutions Inc. Uncle Sam’s Distributing, Div. of Neil Marq Corp. XL North, Grab / XL HS
34
Cleaning Specialist | June 2011
Cobb Carpet Supply Co., Dynachem CTI Inc. / Pro’s Choice Products Excellent Supply/Releasit Floor Care Systems Hruby Orbital Systems (HOS) HydraMaster North America Hydro-Force Manufacturing, A Bridgewater Co. Interlink Supply, A Bridgewater Co. Jon-Don Inc. MasterBlend Inc. Namco Manufacturing Inc. NSS Enterprises Inc. Nu-Tech Cleaning Systems Powr-Flite Pro-Link Prochem Pullman Holt Corp. Steam Way Sun-Belt USA Triple S Truckmounts & Cleaning Solutions Inc. Uncle Sam’s Distributing, Div. of Neil Marq Corp. Viking Equipment Co., Air Movers
Bonnet/Brush Combinations Hydro-Force Manufacturing, A Bridgewater Co. Interlink Supply, A Bridgewater Co. Kleenrite Equipment Powr-Flite Pro-Link Triple S
Brushes The Butler Corp. Carpet Care Systems, Sales Clausen Carpet Solutions Hruby Orbital Systems (HOS) Hydro-Force Manufacturing, A Bridgewater Co. Interlink Supply, A Bridgewater Co. MasterBlend Inc. Powr-Flite Pro-Link Triple S
Carpet Protectors ADCO PRO Cleaning Supply Co. Inc. Bridgepoint Systems, A Bridgewater Co. The Butler Corp. Century 400 Chem Tex Manufacturing Chemspec Cleaning Supply Network Esteam Cleaning Systems Excellent Supply/Releasit Floor Care Systems Harvard Chemical Research Inc. Hruby Orbital Systems (HOS) Hydro-Force Manufacturing, A Bridgewater Co. Interlink Supply, A Bridgewater Co. Jon-Don Inc. MasterBlend Inc. Midwestern Plastic Products Inc. Namco Manufacturing Inc. Nu-Tech Cleaning Systems Performance Chemical & Equipment PowerPlus Professional Cleaning Systems, Global Headquarters and Research Center Powr-Flite Pro-Link Rotovac Corp. Steam Way Sun-Belt USA Truckmounts & Cleaning Solutions Inc. Uncle Sam’s Distributing, Div. of Neil Marq Corp. Viking Equipment Co., Air Movers
Carpet/Fabric Protective Finishes
Steam Way Sun-Belt USA Triple S Truckmounts & Cleaning Solutions Inc. Uncle Sam’s Distributing, Div. of Neil Marq Corp.
ADCO PRO Cleaning Supply Co. Inc. Bridgepoint Systems, A Bridgewater Co. The Bullen Companies Inc., Clausen Carpet Solutions Dry Compound The Butler Corp. ADCO PRO Cleaning Supply Co. Carpet Care Systems, Sales Inc. CFR Carpet Care Systems, Sales Chem Max Corp. Chem Tex Manufacturing Chem Tex Manufacturing Harvard Chemical Research Inc. Chemspec Host/Racine Industries Inc. Cleanco Truckmounts, Hruby Orbital Systems (HOS) Esteam Manufacturing Ltd. Interlink Supply, A Bridgewater Co. Cleaning Solutions Inc. Namco Manufacturing Inc. Cleaning Supply Network Nilodor Inc. Cobb Carpet Supply Co., Dynachem Nu-Tech Cleaning Systems DSC Products, Detergents Plus Manufacturing Inc. Encapstore.com Steam Way Esteam Cleaning Systems Sun-Belt USA Excellent Supply/Releasit Uncle Sam’s Distributing, Fabpro Inc. Div. of Neil Marq Corp. Floor Care Systems Viking Equipment Co., Air Movers Hard Ball Chemical Co. XL North, Grab / XL HS Hruby Orbital Systems (HOS) Dryers/Air Movers Interlink Supply, A Bridgewater Co. Abatement Technologies Inc. Jon-Don Inc. Abatix Corp. MasterBlend Inc. ✪ Ally Equipment Rental Namco Manufacturing Inc. Amano Pioneer Eclipse Nu-Tech Cleaning Systems B-Air Blowers Performance Chemical & Equipment Betco Corp. PowerPlus Professional Cleaning The Butler Corp. Systems, Global Headquarters Century 400 and Research Center Certified Restoration Equipment Powr-Flite CFR Pro-Link Chem Tex Manufacturing Prochem Steam Services Inc.
Cleanco Truckmounts, Esteam Manufacturing Ltd. CWS Direct, Cleancraft Products Inc. ✪ Dri-Eaz Products Inc. Dry Air Technology Ebac Industrial Products Inc. EDIC Emergency Rental and Supply Esteam Cleaning Systems First Choice Equipment Sales & Service Hydro-Force Manufacturing, A Bridgewater Co. Interlink Supply, A Bridgewater Co. Jon-Don Inc. MasterBlend Inc. Minuteman International Inc. Mytee Products Inc. Powr-Flite Pro-Link Prochem Sanitaire, A Division of Electrolux Home Care Products NA ✪ Sapphire Scientific Triple S Truckmounts & Cleaning Solutions Inc. U.S. Products Viking Equipment Co., Air Movers Wacker Neuson Waterclaw, A Bridgewater Co.
Dyes & Dye Equipment ADCO PRO Cleaning Supply Co. Inc. Americolor Corp. & Color Match Bane-Clene Corp. Bridgepoint Systems, A Bridgewater Co.
ADCO PRO Cleaning Supply Co. Inc. Advantage Marketing Inc. Bane-Clene Corp. Bridgepoint Systems, A Bridgewater Co. The Butler Corp. Chem Tex Manufacturing Cleanco Truckmounts, Esteam Manufacturing Ltd. Floor Protection Cross-American Corp. Runners Esteam Cleaning Systems Abatement Technologies Inc. HydraMaster North America Interlink Supply, A Bridgewater Co. Hydro-Force Manufacturing, KS International Inc. A Bridgewater Co. Namco Manufacturing Inc. Interlink Supply, A Bridgewater Co. Performance Chemical & Equipment Johns Custom Machine Inc. Pro-Link MasterBlend Inc. Sun-Belt USA Namco Manufacturing Inc. Triple S Nu-Tech Cleaning Systems Performance Chemical & Equipment Groomers & Rakes PowerPlus Professional Cleaning ADCO PRO Cleaning Supply Co. Systems, Global Headquarters Inc. and Research Center Advantage Marketing Inc. Prochem Bane-Clene Corp. Rotovac Corp. Groom Industries Inc., ✪ Sapphire Scientific A Bridgewater Co. Steam Way Hydro-Force Manufacturing, Steel Eagle A Bridgewater Co. Sun-Belt USA Interlink Supply, A Bridgewater Co. Timbucktoo Mfg. Inc. MasterBlend Inc. Truckmounts & Cleaning Namco Manufacturing Inc. Solutions Inc. Powr-Flite Uncle Sam’s Distributing, Uncle Sam’s Distributing, Div. of Neil Marq Corp. Div. of Neil Marq Corp. Westpak USA Inc. Interlink Supply, A Bridgewater Co. Namco Manufacturing Inc. Steam Way Sun-Belt USA Timbucktoo Mfg. Inc. Truckmounts & Cleaning Solutions Inc. Uncle Sam’s Distributing, Div. of Neil Marq Corp.
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Directory 2011 | Products Hoses ADCO PRO Cleaning Supply Co. Inc. Advantage Marketing Inc. Bane-Clene Corp. Bridgepoint Systems, A Bridgewater Co. The Butler Corp. Chem Tex Manufacturing Cleanco Truckmounts, Esteam Manufacturing Ltd. Cobb Carpet Supply Co., Dynachem Cross-American Corp. CWS Direct, Cleancraft Products Inc. Damtech LLC Esteam Cleaning Systems HydraMaster North America Hydro-Force Manufacturing, A Bridgewater Co. Interlink Supply, A Bridgewater Co. MasterBlend Inc. Masterclean Products Mytee Products Inc. Namco Manufacturing Inc. Nu-Tech Cleaning Systems Performance Chemical & Equipment PowerPlus Professional Cleaning Systems, Global Headquarters and Research Center Powr-Flite Prochem ✪ Production Metal Forming Inc. ProTeam Inc. Rotovac Corp. ✪ Sapphire Scientific Steam Way Sun-Belt USA Timbucktoo Mfg. Inc.
Truckmounts & Cleaning Solutions Inc. Uncle Sam’s Distributing, Div. of Neil Marq Corp. United Electric Co. Westpak USA Inc.
Orbital Oscillating Advance Bridgepoint Systems, A Bridgewater Co. Carpet Care Systems, Sales Cobb Carpet Supply Co., Dynachem Cross-American Corp. Excellent Supply/Releasit Floor Care Systems Hruby Orbital Systems (HOS) Interlink Supply, A Bridgewater Co. Namco Manufacturing Inc. Nu-Tech Cleaning Systems Performance Chemical & Equipment PowerPlus Professional Cleaning Systems, Global Headquarters and Research Center Pro-Link Pullman Holt Corp. Steam Way Truckmounts & Cleaning Solutions Inc. Uncle Sam’s Distributing, Div. of Neil Marq Corp.
Oriental Rug Cleaning Equipment Carpet Care Systems, Sales Centrum Force LLC Excellent Supply/Releasit Hruby Orbital Systems (HOS) Interlink Supply, A Bridgewater Co. MasterBlend Inc.
Pads Carpet Care Systems, Sales Encapstore.com Excellent Supply/Releasit Hruby Orbital Systems (HOS) Interlink Supply, A Bridgewater Co. MasterBlend Inc. Powr-Flite Pro-Link Triple S
Pile Lifters Host/Racine Industries Inc. Hruby Orbital Systems (HOS) Hydro-Force Manufacturing, A Bridgewater Co. Interlink Supply, A Bridgewater Co. Kleenrite Equipment Minuteman International Inc. Nilodor Inc. Steam Way Uncle Sam’s Distributing, Div. of Neil Marq Corp. XL North, Grab / XL HS
Portable Spotters ADCO PRO Cleaning Supply Co. Inc. Bane-Clene Corp. Bridgepoint Systems, A Bridgewater Co. The Bullen Companies Inc., Clausen Carpet Solutions The Butler Corp. Century 400 CFR Chem Tex Manufacturing Clarke Cleanco Truckmounts,
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