Business
Host: Damien Boehm, Guests: Terry Maguire and Casey De VeneIn this episode we coverHow a cleaning company can maximise its partnership with a cleaning supply businessHow a cleaning supply business can help a cleaning companyHow to monitor and control product and paper supplies We’ll also revealThe gaps most cleaning businesses haveSome secrets to winning cleaning accountsTerry Maguire and Casey De Vene from Compliant Cleaning Supplies join the show today. Terry got into the cleaning supply business through waste management. His business offered waste services make their way into companies and eventually provide other services. He worked for a large corporation in the UK and started looking for ways to increase their cash flow. Pressure cleaning and carpet cleaning were the way to go. He fell into the cleaning supply business because he had a lot of contacts and was able to get out of the physical cleaning side and join the supply side.Casey was in transport for eight years and started looking for a sales director role. He met Terry in his newfound role and learned how exciting cleaning was. An opportunity presented itself to join Compliant Cleaning Supplies. He plans on staying in the industry for a very long time.The right supplier needs three main things:1. Knowledge. Product, chemical and machinery expertise.2. Services. Ordering, delivery and field support.3. Time Margin. Reducing the time to order products and management of supplies. Terry says that upselling cleaning supplies is an easy sell when you wrap it up into several services. Tell the client you can save them time by ordering the supplies for them. The client will see that the cleaning company is being proactive by keeping stock themselves. Service, convenience, and saving time are big selling points for Terry and Casey.The most significant gaps with cleaning companies are underutilizing business partners. Chemicals are designed in a certain way for a reason, so the companies need to understand how to utilize the chemicals and teach their labor. Plus, trust needs to be well-established; it is hard for business owners to trust the suppliers. However, the supplier quickly makes the business owner's life so much smoother.Terry and Casey give three business secrets: 1. Capitalize on existing clients and referrals. When you have a referral, their decision-making process isn’t based on money at all. Find someone who can help you make money on referrals like other business owners. Winning business from a referral network needs a lot of trust from you and the business owners.2. Know your competition. Very rarely will you come across a site that does not have competition. Know that if you are coming across a company and they have a specific clause, then you will have to fight to have them removed. Learn the competition because if you do not know what they are doing, they will hold on to their clients. 3. Sharp as a tack, enthusiastic as hell, and an expert in your field. These are essential for any sales role (from Jordan Belfort – The Wolf of Wall Street). Stay tuned to hear Terry and Casey discuss why a cleaning business will benefit from sophisticated reporting and budgeting. Compliant Cleaning Supplies: https://www.compliantcs.com.auCall: 1300 314 491If you’re serious about starting and growing a 6 figure or 7 figure commercial cleaning business, get in touch with us at https://urbanclean.com.au/cleaning-franchises/ Call: 1300 787 745