The Business of Cleaning

As 2024 comes to a close, we want to take a moment to express our gratitude to our incredible BOC community. Join us in celebrating our top conversations of the year with our 'best of' episode. Stay tuned for more amazing content in 2025.

Wendy Dietzler, Senior Director of Events & Education for Trade Press Incorporated, emphasizes the importance of Building Service Contractors attending the Clean Buildings Conference on Tuesday, March 25th, and Wednesday, March 26th, in Baltimore, Maryland. The Clean Buildings Conference (CBC) and NFMT events unite building service contractors, in-house cleaning professionals, and facility managers, offering valuable networking and educational opportunities. Key topics include staffing challenges, recruitment, retention, and the need to support and celebrate workers. Additionally, industry experts will explore the growing impact of AI, automation, and technology, addressing both the opportunities and uncertainties they bring to the cleaning industry.

Bill Dunn spent decades in the wine and spirits business where he successfully recruited, hired, trained, and mentored future leaders. But his goal was to one day own his own company. Approaching his 50’s he took a gamble by pulling all his resources together and purchasing CNS Cleaning in 2021. CNS Cleaning now has over 1,000 monthly accounts and has tripled revenue since acquisition. Dunn emphasizes the importance of employee care, continuous improvement, and strategic marketing in growing a business.

Ed Nichols, President of The ISSA Show North America discusses why this show is the premier trade show for the commercial cleaning industry, attracting over 600 exhibitors from 23 countries and nearly 13,000 professionals annually. This event acts as an industry barometer, displaying the latest products, innovations, and educational opportunities, and consistently aims to exceed expectations for both attendees and exhibitors. Networking and in-person connections are a central focus, with curated experiences tailored to various segments within the industry. The educational program has been significantly expanded this year, offering over 170 sessions covering a wide range of relevant topics for extensive learning opportunities. First-time attendees are encouraged to prepare thoroughly by registering early, downloading the mobile app, and utilizing available resources to optimize their time and maximize return on investment.

Matt and Greg Stowe have been with Octoclean since 1989 when their parents founded the business. They spent early mornings and late nights mastering the trade. Today, they oversee more than 60 franchise owners delivering services across Southern California and Arizona. Matt and Greg currently reside in Riverside, California.

Daryl Hicks, an expert in infection prevention and control, discusses the importance of thorough cleaning and disinfection, especially during flu and COVID-19 seasons. He is nationally recognized as a subject matter expert in infection prevention and control as it relates to cleaning. He has written and published numerous articles in professional and healthcare related journals as part of his commitment to providing a cleaner, safer, and healthier indoor environment. Hicks is the owner/principal of Safe, Clean and Disinfected.  His enterprise specializes in B2B consulting, webinar presentations, seminars and facility consulting services related to cleaning and disinfection.

Jeff Carmon brings in millions of dollars in new business each year to Frantz Building Services. He also serves as a commercial cleaning industry consultant. He’s found that in order to achieve long lasting customers you have to develop customer loyalty. Jeff resides in Owensboro, Kentucky with his wife.

In 2002, Chris Mondragon immigrated to the United States from Mexico, seeking to earn money for his family and his college education. Recognizing the necessity of becoming a resident to access better opportunities, Chris undertook various jobs, including working as a chef, construction worker, car salesman, and ultimately, entering the cleaning industry. Despite facing numerous challenges, Chris has successfully built a cleaning company that now generates over $7 million in annual revenue.

Since 1971, Dave Thompson has been a part of the commercial cleaning industry. Over his 50+ year career, he has witnessed numerous changes and advancements. Starting as a frontline worker, he moved into sales and eventually found his calling as a professional educator, operating the Academy of Cleaning Excellence.

In 2016, Illissa Figueroa and Ana Chicas McNamara decided to start their own cleaning business despite only knowing each other for six months. Join us as we look at their journey in the cleaning industry, from humbling beginnings to industry success.

Jason Davis found himself trapped in the monotonous routine of his dream job in banking, enduring the daily grind of 9:00 am to 5:00 pm. The toll of this predictable work schedule eventually convinced him that it wasn't the right path for him. One day, on impulse, he walked away from his banking career without a plan. Encouraged by his wife, he connected with the cleaners at her workplace, which sparked the idea of starting Forte Commercial Cleaning in Salt Lake City, Utah. Recently, Jason and Forte Commercial Cleaning gained national attention for their initiative in offering job opportunities to homeless individuals. Jason attributes the philosophy of "The Go-Giver" to his company's philosophy of inclusivity, providing employment opportunities to those in need. He takes pride in providing fresh starts for people and helping them to develop their skills to enhance their career paths. Since 2019, Forte Commercial Cleaning has held the cleaning contract for the Delta Center, home of the Utah Jazz. Every night, over 100 people gather to clean the entire arena within four to five hours. What sets Forte apart from competitors is their commitment to same-day payment, a promise they always fulfill. Jason believes that consistent attention to detail, even in seemingly small matters, fosters a loyal and dedicated workforce.

In the mid-1980s, Don Aslett made a pivotal stop at the Edison Museum en route to a Boy Scout jamboree, where he conceived the vision of establishing a museum dedicated to cleanliness. He envisioned a space that would pay homage to the past, present, and future of the cleaning industry, with a particular emphasis on showcasing classic equipment. This idea began to take shape when Don acquired 250 premium pre-electric vacuums in 2006. Finally, almost 30 years later, in 2011, his dream materialized with the opening of The Museum of Clean in Pocatello, Idaho. The museum draws both local and national tourists eager to explore its 74,000 square foot (occupying one city block) complex, offering excitement, education, and inspiration for the entire family. #businessofcleaning #janitorialmanager

Joel Craddock's first experience in the commercial cleaning industry came from his church, where he made $0.25 an hour. The job taught him hard work and responsibility from a young age. If he woke up, he knew that his job expected him to be at work. While in college, Joel worked his way up to an operations manager position for one of the biggest commercial cleaning companies in the Rochester, New York area. In this role he had hundreds of employees reporting to him at just 23 years old. While it was intimidating and a steep learning curve, he accepted the challenge. This opportunity forced him outside of his comfort zone and prepared him for his future as a business owner in the commercial cleaning industry. Joel dedicated himself to cleaning for health as a business owner when a doctor told him that he had more chemicals in his body than an embalmed person. When he first started in the industry, no one used personal protective equipment. Because of this, he has long-term lung, hand, and feet damage. He knew when he started Doc's Facilities Solutions, he needed to focus on protecting his employees and his clients. His clients realized cleaning for health was working when their employees were taking fewer PTO days and carrying over time to the next year.

In 2001, Steven Harper made the decision to leave the corporate world after working for several fortune 500 companies. He chose to start his own commercial cleaning company, Spectrum Building Services of America. His goal was to build a company where he could leave his mark, instill his core values, and achieve personal and professional balance. While working in the corporate world, he endured 60 to 70-hour work weeks and did not take a vacation for 10 years. He realized that to achieve his goals, he needed to grow not only as a leader but also by acquiring new customers and providing career opportunities for employees. Recognizing that flexibility was crucial, he understood that he had to spend his time working on the business, not just in the business. Steven credits his employees, continual growth as a leader, and flexibility for the company’s continual growth. In 2023, he realized they needed to spend time focusing on their branding effort. The epiphany he had was understanding his company’s “why.” His realization was that companies don’t buy from customers because they do a good job; they buy from them because they buy into why they’re doing what they’re doing. They bought into their “why.” From this, his company was able to create their mission. One of the biggest takeaways was being able to attract the right customers through digital marketing and account-based marketing. But most importantly, they want to align themselves with companies that share their values. The mission they came up with is to be “caretakers and stewards, restoring and enriching spaces so businesses can thrive.”

As 2023 comes to a close, we want to take a moment to express our gratitude to our incredible BOC community. Join us in celebrating our top conversations of the year with our 'best of' episode. Stay tuned for more amazing content in 2024.

Mark's industry expertise is unique. He provides an in-depth breakdown of cross-selling and upselling in this episode, discussing how cleaners can better serve their customers. He stated that "people don’t realize they’re leaving money on the table with current customers." He dives into scaling a business and emphasizes the importance of having a developed plan before considering scaling. In fact, according to Mark, premature scaling and organization is why 74% of startups fail. To succeed, Mark points out the significance of surrounding yourself with experts in other areas once your operation, allowing you to acquire new skills. Aditionally, Mark recently launched a podcast called Polishing Profits with industry experts.

Over the past three years, sales approaches have witnessed a profound transformation, catalyzed primarily by the seismic impact of the 2020 pandemic. In this evolving landscape, MJ Mrga, Manager of Business Development for GDI Services, underscores the paramount importance of adaptability. The ability to be an empathetic listener and thoroughly comprehend customer needs has assumed heightened significance in virtual interactions. MJ imparts invaluable insights into achieving success by honing these critical skills and meticulously attending to the details in every client interaction.

Like numerous businesses, Imperial Cleaners faced setbacks during the pandemic, particularly in staffing qualified candidates. With a population exceeding one million in Nova Scotia, the company needed to expand its horizons beyond provincial borders to locate and hire the right individuals. This expansion introduced challenges related to longer commutes and transportation logistics. However, Imperial Cleaning didn't allow these hurdles to impede its progress. Instead, the company embraced the difficulties by adopting innovative solutions. Collaborating with a recruitment agency, they addressed their staffing needs with determination. Beyond this, Imperial harnessed the power of social media, leveraging platforms such as Facebook and Twitter to reach and engage potential candidates effectively.

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Training is crucial for a successful cleaning operation. This month, Brant Insero, ISSA’s Sr. Director of Global Education, discusses training trends and increased company investment in training programs. He also highlights how public perception has improved, leading to greater respect for industry workers.