eClean Graffiti Removal

1eClean Magazine www.eCleanMag.com

Removing Graffiti Etching from GlassAdding Sewer Jetting Raising Your Cleaning Prices

www.PowerWash.com

TM 1.800.433.2113

Mr. LongArm 6’-18’ Telescoping Handle

Tackle tough but delicate cleaning jobs with care using this soft-bristle non-marking Wash Brush. It’s the perfect solution for cleaning vehicles, awnings and other surfaces that require a softer touch application. The sturdy plastic handle gives it a tough feel for long lasting performance. Click Here

This long-lasting multi-purpose kit cleans all surfaces with minimum effort and comes with a fine, me-dium and coarse 4”x 6” pads.

This nozzle is ideal for hard surface applications. The 0 degree rotation creates a cleaning and tearing ac-tion resulting in increased cleaning efficiency, as much as 200% compared to a 25 degree flat fan nozzle.• Available in sizes

4.5-8.0• Up to 5000PSI,

212°F, • 1/4”FNPT• 1.48lbs

Wash Brushes

Wash BrushesTackle high-surface cleaning jobs with care using this soft-bristle non-marking wash brush. The unique angled design utilizes the bristles for optimum contact with the surface to be cleaned. Click Here

Designed to work with acidic liquids, this Soft Bristle Acid Brush is a perfect choice for applying acidic solutions, aluminum brightener, or muratic acid. Click Here

11” Alum. Brightener Brush

10” BI-Level Brush

Graffiti Removal Products

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Trigger Gun YG-5000A powerful and efficient spray gun for a great price. Up to 10.0 GPM Max Discharge 5000 PSI Max Fluid Temp 200ºF Click Here

The easiest opening and holding trigger in it’s class; maintains a proper spray angle for optimal positioning of pres-sure points; and has a forged brass housing for maximum strength.• Max Fluid Temp.: 300º• Max Discharge: 5000 PSI• Flow Rate: 12 GPM• Inlet: 3/8” FNPT• Outlet: 1/4” FNPTClick Here

Trigger Gun ST-2605

Chapin Degreaser SprayerBuilt-in relief valve pressure gauge for added safetySeveral sizes availableClick Here

An easy to use liquid graffiti remover with deep penetration for exterior sur-faces. Remove graffiti quickly with-out damaging the original surface. Click Here

An environmentally friendly, bio-degradable, liquid graffiti remover with deep penetration for exterior surfaces. Click Here

A strong, biodegradable liquid graffiti remover for pre-finished metal and powder coated products such as mail boxes, fencing, signs, and more.Click Here

A fast acting, mild, biodegradable liq-uid graffiti remover that can be used to remove crayon, permanent marker, and pencil from interior surfaces. Click Here

Can be used to remove permanent marker from painted doors, walls, laminates, plastics, playground equip-ment, lockers, desks, and more.Click Here

Great for removing graffiti on metal signage, traffic signage, rail signage, and any metal signage with a reflec-tive surface. Click Here

A fast-acting penetrating semi-gel that removes paints, inks (including ball point pen), permanent markers, crayons, caulking, urethane sealants and more off most surfaces. This product eliminates tedious scrubbing to remove stubborn stains on surfaces by simply wiping with a soft cloth or us-ing an all-purpose sprayer. Click Here

Elite Graffiti Remover

Smart Green Graffiti RemoverMetal Safe Graffiti Remover

General Purpose Graffiti Remover

Marker RemoverSign Safe Graffiti RemoverD-Vandal Graffiti Remover

Turbo Nozzle ST-457Rotomax Rotating NozzleDesigned to improve the cleaning efficiency of any pressure washer by pro-ducing a rotating action that considerably expands the contact area of the cleaning stream while providing the impact of a zero degree nozzle. The unique internal design provides “aim and shoot” operation even while cleaning overhead and permits easy replacement of all wear parts. Three models are availableRotomax 1, 2.1-2.6GPM, 1,300-2,000PSIRotomax 2, 2.9-4.0GPM, 1,450-3,500PSIRotomax 3, 4.2-5.5GPM, 1,450- 3,500PSI

Perfect when high and low pressures are needed and also when switching between a solid or a flat spray pattern. Select between high or low pressure with a push-pull action. Adjust for straight to fan jet by turning the nozzle.• Maximum Pressure: 3000

PSI• 5.5 Max GPM• Max Temperature: 140 F• Inlet Port: 1/4-19 BSP-FSpecify GPM, and Pressure when ordering

Multireg Nozzle


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In This Issue:Removing Graffiti4 Cashing in on Graffiti Removal, by Henry Bockman,

Henry’s Housework/Contractors Foundation

10 Removing Graffiti Etching (and Other Scratches) from Glass, by Cody Thomas, Glass Renu

13 Graffiti Protective Coatings: The Truth about Permanent vs. Sacrificial Coatings, by John Rose, The World’s Best Graffiti Removal Products

28 Pressure Washing Tips for Graffiti Removal, by Paul Horsley

Additional Features8 Contractors Invited to Attend PowerClean 2012, October 23, Orlando, Florida

15 Soap Is Not an Opera: How to Buy Cleaning Chemicals, by Rick Meehan, Marko Janitorial Supply

18 Is a Daily Deal the Right Marketing Strategy for Your Business?, by Christian Fea, Synertegic, Inc.

19 Strive to Exceed Break Even, Pt. 1, by Tom Grandy, Grandy & Associates

23 Why I Added “Sewer Jetting” to My Gutter Cleaning Business, by Doug Rucker, Clean & Green Solutions

24 How to Raise the Prices You Charge to Your Cleaning Customers, Steve Hanson, The Janitorial Store

26 Name Drop Your Way to a Lot of Customers, by Steve Wright, The Customer FactorCover PhotoCourtesy of The World’s Best Graffiti Removal Products, www.GraffitiRemovalInc.com

eClean Magazine is published monthly

Publisher: Paul Horsley, [email protected]: Allison Hester, [email protected]: Maurice Clark, [email protected]

www.eCleanMag.com

eClean MagazineBox 262, 16 Midlake Blvd S.E.Calgary, AlbertaCanada T2X2X7www.eCleanMag.com

23

4 eClean Magazine www.eCleanMag.com

Ca$hing in on

Graffiti Services

Photo courtesy of TTech Power Solutions, www.T-TechPower.com

by Henry Bockman, Henry’s Housework, www.HenrysHousework.com, and Contractors Foundation, www.ContractorsFoundation.com


Almost every city in the Country is threatened by rising amounts of

graffiti on public surfaces, which opens up some tremendous opportunities for power washing contractors. Most property owners don’t have to tools or the experience to handle it themselves and since so few contractors are specialized in graffiti removal services, it’s pretty easy to get yourself established as a local expert. But, before you start adding graffiti removal to your web site and lettering your truck, do some investigation first!

Graffiti Defined

Graffiti is created using pen ink, permanent markers, nail polish, wax

crayons, shoe polish and of course hundreds of different colors and brands of spray paint. All of these items come in different chemical compositions and colors, and each of these materials presents a challenge that can be impossible for some contractors that are just starting to offer graffiti removal services.

The type of surfaces that you will be removing graffiti from also varies from brick, block and other hard porous surfaces like stone, to painted surfaces like aluminum siding, garage doors, cars and playground equipment adding to the complexity of the removal job. No matter what you the graffiti is applied with, or what surface you are removing it from, the removal should be done quickly so it is easier to remove and so that the vandals are discouraged from further destruction. If the client continues to have problems with graffiti then you might want to consider giving the client a price on a applying a coating that

prevents the graffiti from adhering to the surface. Then they can remove it themselves if necessary.

The ideal remover should be eco-friendly, and it should not contain harsh chemicals that can damage your clothes, burn your skin and eyes, or be so difficult to work with that it takes hours to work. Other problems that are commonly mentioned among graffiti removal contractors are noxious fumes, and products that can leave graffiti shadows behind or damage the surface that you are removing it from.

Graffiti Removal Methods

One of the most popular methods of graffiti removal performed by most

contractors is just painting over it. About 60 percent of graffiti is done using paint and can be removed by a paint-over job. It is a simple and cost-effective option, working well for large painted walls with the use of mini-rollers, brushes or pads for faster results.

The drawback to paint-overs is getting the color of the paint used to cover up the graffiti to match the original color of the wall. Unfortunately, repeated applications over the same wall can cause peeling of the paint because some paints won’t adhere well to others. There are some surfaces that cannot

Photos courtesy of Clean & Green Solutions, www.CleanandGreenSolutions.com


be painted over, such as cars, siding and road signs. Plus, a paint-over job tends to give patchy results on surfaces and it makes a perfect canvas for the graffiti artist to return to!

• Chemical Cleaning: Graffiti on concrete, glazed and metal surfaces and bare brick walls is best removed by chemical cleaning. In some cases, two to three coats need to be applied with a waiting period in between to allow the solution to dwell. The longer such a graffiti remover product is left on the surface, the deeper it can penetrate and remove the graffiti. But it is important to know the right technique and duration for applying these chemicals to avoid any damage to the surfaces. A painted surface is more sensitive to chemicals, since the paint may be stripped off along with the graffiti. Chemical cleaning agents are not eco-friendly.

• Pressure Washing / Abrasive Blasting: These techniques are used to clean graffiti off buildings, walls and sidewalks. Hot pressure washing is preferred to sand blasting since it is not as abrasive to the surface. While they can be used directly if the graffiti comes off easily, the most common way to carry out pressure washing or sand blasting is in conjunction with a chemical remover. The pressure and distance of application are important; usage of High Volume Low Pressure (HVLP) spray guns is recommended at 150 - 200 PSI at a distance of 12” – 24” from the

surface being cleaned. • Laser Removal: This is an expensive

and uncommon, but essential method of removing graffiti from the surface of historical monuments that need to be preserved. Nd:YAG wavelength lasers are perfect, but a lot of patience and skill is required in their use and are best left to expert graffiti removing services.

As you can see, there is a lot more to removing graffiti than you may have realized, many of these techniques need advanced skill and training and should always be used with extreme care. But if you invest the time in learning about different products and methods for removing graffiti you can add a considerable amount of income to your company and separate yourself from the competition in your area.

Commercial Restorations has provided graffiti removal services for 25 years which has given us an opportunity to test lots of graffiti removers and if you are considering offering graffiti removal services for you company, we would be happy to offer you suggestions and advice.

Henry Bockman owns five companies, including Henry’s Housework Inc, Commercial Restorations, Extreme Marketing Solutions and two companies that operate online. His contracting companies have provided services in Maryland, Virginia and the District of Columbia since 1989, for over 25,000 properties. He has earned both several industry certifications, and has been involved in teaching, and creating courses for the PWNA, Alliance Trade Educations Services and the Contractors Foundation. Bockman currently resides in Maryland with his wife of 20 years and two teenagers.

Photos courtesy of Bay Wash Pressure Washing San Diego, www.BayWashSanDiego.com

Photo courtesy ofPanther Outdoor Maintenance Services, www.PantherOutdoor.com

8eClean Magazine www.eCleanMag.com Photos courtesy of Bay Wash Pressure Washing San Diego, www.BayWashSanDiego.com

8 9eClean Magazine www.eCleanMag.com

PowerClean 2012, sponsored by the Cleaning Equipment Trade Association (CETA), is scheduled for October 20-23 in Orlando, and the trade show floor is sold out, with over 40 organizations planning on exhibiting. (eClean Magazine will be one of them!) While CETA is an association designed for manufacturers, suppliers and distributors, the trade show floor will be open on Tuesday, October 23, from 12:30 to 4:oo for end users. With the Power Washers of North America (PWNA) conference overlapping this event (see www.ThePWNA.org for more), end users can attend both events while in Orlando. “We would like to invite all contract cleaners, industrial users, window cleaners, hood cleaners, etc,. to join us on Tuesday for the largest exhibit of pressure washers in North America,” said CETA Executive Director Sherry Helms. “Contractors, this show only happens once and year, and this is the most exciting year yet. DON’T be LEFT OUT!” Following is a list of exhibitors scheduled to participate:

Exhibitor Booth #A R NORTH AMERICA INC 207 www.arnorthamerica.comSupplies high pressure plunger pumps & accessoriesAALADIN CLEANING SYSTEMS 410 www.aaladin.comMfr. of hot and cold water pressure washersALKOTA CLEANING SYSTEM 401 www.alkota.comMfr. of pressure washersBARENS INC. 406 www.barens.comWholesale supplier of pressure washer parts & accessories DR BART BASI 116www.taxplanning.comBE PRESSURE SUPPLY, INC 515 www.bepressure.comMfr. of cold water washers & components.

CAT PUMPS 506 www.catpumps.comPump manufacturerCHAPPELL SUPPLY & EQUIPMENT 400 www.chappellsupply.comSupplier of pressure washer replacement partsCLEANER TIMES 312 www.cleanertimes.comTechnical journal for high pressure water CHEMTEL Inc 416www.chemtelinc.comMSDS & HazMat ConsultantsCOMET USA 104www.cometpumps.comMfr. of high pressure plunger pumps & accessories eClean Magazine 114 www.ecleanmag.comThe Professional Contract Cleaner’s Online Resource! EPPS Products 514 www.epps.comETOWAH CHEMICAL 310 www.etowahchemicals.comComplete automotive & industrial line of chemicalsFarley’s Inc 211www.farleysinc.comCoils & total electric high pressure hot water machine.FNA GROUP 501Mfr. of pressure washers & their components.GENERAL PUMP 500www.gpcompanies.comPlunger pumps & related accessoriesGREASE FOAM 213www.foamit.comGrease FoamHYDRO TEK SYSTEMS, INC. 300www.hydrotek.usMfr. of pressure washers, wastewater recovery & treatment systems & washing accessories. JTI TRADE INC. 311 Val 6 Heater

Contractors Invited to Attend PowerClean 2012 October 23, Orlando, Florida



KO MANUFACTURING, INC. 102 www.komfg.comMfr. of industrial, trucking & automotive chemicals.LARGO CLEANING SYSTEMS 107 www.largo.comLighthouse for the Blind Ft. Worth/Smart Graffiti USA 316 www.smartgraffitiusa.comDistributor of smart graffiti removal products.MI-T-M CORPORATION 200www.mitm.comPressure washers, air compressors, generators, heaters, wet/dry vacs, water treatment systems.MTM HYDRO, INC. 201 www.mtmhydro.comComponents & accessories for high pressure cleaners & car-wash industry.NILFISK-ALTO CLEANING SYSTEMS, INC. 510 www.Advance-us.comPressure washers from 300 to 3500 PSI PA SPA 110 www.pa-etl.itAccessories for high pressure washers.PACE MANUFACTURING DIV. 314 www.pacemfg.comWasher hoses, fuel filtersPRESSURE-PRO INC. 111 www.pressure-pro.comHot & cold water pressure washersPOWER WASHERS OF NORTH AMERICA 117 www.pwna.orgAssociation representing the contract cleaner.Roberts Supply – Honda Engines 307

www.robertssupply.comDistributor, Honda Engines, 2cc – 688ccR.W. BECKETT CORP. 407 www.beckettcorp.comBurners and other components.STEEL EAGLE 414 www.steeleagle.comMfr.of pressure washer accessories STEAMERICAS 516 www.steamericas.comSteam machine. SUTTNER AMERICAN COMPANY 415 www.suttner.comPressure washer components, pumps & accessories. TECHNOLOGY RESEARCH CORP. (TRC) 100 www.trci.netMfr. of ground fault circuit interrupters (GFCI)UPS Freight 108 www.ups.comWAYNE COMBUSTION SYSTEMS 306 www.waynecombustion.comMfr. of oil and gas power burners for pressure washers. Supplier of burner components such as pumps & controls.Wenling Yongyi Clng. Equipment Co Ltd 315 www.dercer.comSpecialty nozzle manufacturer.YRC Freight 411www.yrc.com “Contractors this Show only happens once a year, don’t miss PowerClean 2012” “Please stop by the CETA Booth and find out what CETA is doing to help you!”

Pre-registration is encouraged and is $25, or pay $45 at the door. To learn more, visit www.CETA.org. To download the registration form online, go to ceta.org/events/powerclean2012/PC2012%20Industrial%20Users%20Registration%20Form.pdf

406 406 BE

EXHIBIT HOURS (SHOW DAYS)

Mon., Oct. 22 12:30 pm – 4:30 pm Tues., Oct 23

12:30 pm – 4:00 pm DISMANTLING HOURS

Tues., Oct 23 4:00 pm – 6:00 pm Wed., Oct 24 8:00 am – 12 noon

SET –UP HOURS Saturday, October 20 10:00 am – 4:00 pm

Sunday, October 21 10:00 am – 4:00 pm

All display construction and crate removal must be ready no later than 3:00 pm , Sun., Sept 25. You may remain in the hall until 4:00 pm to set up and arrange your products.

300

Hydro Tek

401

Alkota

400

Chappell Supply

306 Wayne

310 Etowah

515 BE

407 Beckett

PowerClean Entrance CETA

Registration Desk

Outside Demo Area

200

Mi-T-M

410

AAladin

311

JTI

201

MTM

207 AR

506 CAT

406 Baren

516 Steamer

ica

411 YRC

211 Farley

107 Largo

414 Steel Eagle

500 General Pump

114 eclean

312 Cleaner Times

510

Nilfisk Alto

Advance

102 KO

315 WenlingYong

yi

100 TRC

110 PA

SpA

104 Comet Pump

111 Pressure Pro

307 Honda

108 UPS

213 G Foam

415 Suttner

413 C

Contact

416 ChemTel

Lunch Area

417 DOT

501 FNA

514 Epps

314 PACE

215

CETA Ed

Found

216 CETA

317 Schief

fer

316 Smart Graffti

116 PWNA

117 WOC


Removing Graffiti Etching (and other Scratches) from Glass

A Natural Addition and Profitable Up-Sell By Cody Thomas, GlassRenu, www.GlassRenu.com

If you look, you will find scratched glass at almost every establishment you step foot on. Whether it is deep damage, like graffiti etching, or smaller scratches from improper cleaning or even hard water and acid etching, the damage is there. This damage represents the single biggest opportunity to make some serious profits from customers already using your cleaning services, or from new customers who may end up using your cleaning services after you fix their glass.

The markets for scratch removal are limitless, and they are places you are already cleaning. Both residential and commercial properties have damaged glass, and while most damage is not graffiti, graffiti removal from bus stops, train stations, buses, schools and universities are huge. Residential properties are going to have damage from irrigation overspray (hard water staining), building runoff staining, new construction damage, pet scratches and improper cleaning. Anyone who has glass can be a potential customer.

While we may have grown accustomed to the presence

of window damage and don’t notice it, the windows’ owners certainly do. These blemishes block their view every day. Repairs are often not done simply because the window owners don’t know it’s an option, or because the cost to replace the glass is beyond their current means. One of our top users loves to tell me how he “makes believers every day” simply because the act of scratch removal is beyond the scope of most peoples’ realm of possibility.

The Science Behind the ProcessScratch removal requires grinding the damaged

surface of the glass from where it was to the bottom of the damage, to create a new surface. In most instances, the damage is about 0.001” to 0.005” deep, or less than the thickness of a business card. More serious damage, such as that caused by graffiti etching, can be removed as well.

Scratch removal has been around for about 25 years, but until about seven years ago the science was imperfect due to one misconception: you have to use water to grind

Photo provided by Lambert & Martin Powerwashing & Glass, Cranton, RI


on glass. When you introduce water into scratch removal along with any type of grinding apparatus, you run into problems with optic distortion or “lensing.” When you introduce water between a spinning disk and a stationary surface, the water will move to the outer edge of the spinning disk. Water is non-compressible (the magic of hydraulics) and thus the outer edge of the abrasive disk makes poor contact with the surface you are grinding on. If the center of the disk is making great contact, and the outer edge is not, you will grind a lens into the surface of the glass. These lenses will create a distorted path for light through the glass and leave the window looking like a fun-house mirror.

Understanding that this was one of the major issues facing the glass restoration industry, we embarked on developing a method to restore the glass without leaving any optic distortion. By using a dry grinding method, our system allows contractors to consistently and evenly remove glass stock until we reach the bottom of the damage. This way, when light travels through the glass, it will maintain that straight pattern, preventing distortion.

The damage removal typically involves three steps. First, choose the appropriate grinding pad based on the depth of the damage. Deeper damage naturally requires not only choosing a coarser pad, but requires grinding a greater surface and can take longer to remove. However, it can be done.

The process is not magic, in fact it is very much the same method you would use to remove a scratch or gouge from a piece of wood. You are going to sand the glass down to the bottom of the damage, and then go through a succession of finer grit abrasives to get the surface smooth again. The only difference is that we are working on glass with very specialized abrasives. If you can sand a piece of wood, you can remove scratches from glass. After you have removed the damage, you then are going to work on polishing the surface of the glass back to clarity.

The process is simple, the concept is simple, but as with any trade or skill you can spend a lifetime improving. On average it will take you a few hours to get comfortable with the tools, but after that you should be fine.

How To Sell Scratch RemovalI always recommend that before you invest in a scratch

removal system you should make a couple of sales first. This will not only help offset the cost of the equipment, it will help you see how easy a service it is to sell.

Selling scratch removal is no different than selling any other service. The only difference you will find is that because most customers don’t know about scratch removal you will need to do a bit more educating during

the sales process. There are a number of sales pitch strategies that many have used and found to be very effective in closing jobs. Here are a few of them.

1. Start out with your existing customers. Their windows will be damaged. You are already there on their property cleaning. They will be happy to know you offer this service. You might also add a special to any promotions you are offering. Craigslist is a goldmine. Not only are you able to market your services, you get a back link to your website to help build your SEO. You will be amazed with how many customers will be interested in booking this service.

2. Use the “Porthold Sales Pitch.” I use this when calling on a customer that clearly has bad damaged glass. What I will do is find an area of damage that is big enough to show the repair, yet small enough to require them to hire me to remove the balance of the damage. No different than using a metal stencil with your power washing equipment to demonstrate your cleaning service. I will do the small demo and then I will hand a pre-completed estimate to the customer and let them know that they need to book soon as my schedule is filling up fast. By having the estimate already done and putting a little urgency in my closing statement I am usually able to get the customer to agree and schedule before I make it back to my truck.

3. Implement the “Anchor Theory.” Generally, on any commercial block, your bigger businesses are located on the corners. If you can sell the corner business, then it’s much easier to sell the rest of the block. After I sell the corner stores, I go visit the managers at the neighboring shops and tell them I’m going to be in the neighborhood removing scratches from the corner store on whatever date. I explain when I’m scheduled to be there, how long I plan to be there, and that since I will


already be in the neighborhood, I can come over afterward, repair their glass, and knock off ten to 15 percent since I will be there anyway.

PricingA general starting place is to price jobs at

around 30 percent of how much it would cost to replace the glass. To find this out, you’ll have to do some research beforehand by calling window and glass shops to see how much they charge per square foot for different types of glass. Be sure the price includes labor. We also offer an estimation app for smart phones (both iPhone and Android) to help in the estimating process for our users.

There are three ways to price glass repair:1. By the square foot. This is

great for large jobs, but will limit your earning potential if it’s only something small.

2. By the job. This is better for small jobs. We have a video on our site that goes into more detail on pricing, but keep the 30 percent of glass replacement in mind. Of course, deeper damage takes longer and you will likely need to charge more. In fact, on some minor damage such as hard water stains, you might be able to just pre-polish and polish the glass, skipping the grinding step altogether.

3. By the hour. I DO NOT recommend this method. It’s much easier to sell a per-job price than to prove you’re worth a certain amount per hour. You’ll lose money in the end. For example, I recently did an acid etch removal job the other day. It took me 45 minutes and I made $375. Replacing the glass would have cost $1200. If I told the customer that I charge $500 an hour, there is no way they would hire me, but quoting a price of $375 made the price look very reasonable.

Of course, you also have to make sure you are pricing high enough to cover your time, your material costs, your overhead and your profit. On average, new users can do 10 to15 square feet per hour, and figure you are going to spend around $0.22 per square foot on materials.

We have created a video series on our website that provides more in-depth information on the scratch removal process, including demonstrations of the process. You can view these at http://www.glassrenu.com/videos.htmAfter Scratch Removal

During Scratch Removal


Over the past 30 years we have seen many anti-graffiti coatings come onto the scene very often touting the latest and greatest technology in permanent anti-graffiti coatings. They invariably promise to make cleaning graffiti easy in the future, and often come at great cost to building owners, having to be applied un-der the exact right circumstances, by contractors who have been trained or licensed to use the product.

These sorts of permanent coatings are usually an unnecessary expense, and in many cases are specified in totally inappropriate situations. They often change the appearance of natural building surfaces with a gloss or semi-gloss finish.

They all work to some degree, at least in the initial stages, but after repetitive cleaning, continued exposure to UV sunlight, and other environmental factors such as efflorescence on buildings, they often turn cloudy, peel or delaminate in some areas.

When these sorts of coatings degrade, it can actually make it more difficult to clean graffiti in the long term. If for any reason in the future you want to remove the coating you can have a mon-ster on your hands trying to get them off. Painting over them can be difficult, if not impossible.

Problems are most likely going to occur in 2-3 years after apply ing a coating. This is why you need to carry a big stick and tread very carefully when considering applying any so-called permanent coating to a building surface.

We have three golden rules for graffiti protection on buildings: 1. The best coating for paint is paint. Although it’s possible to remove larger graffiti from a

painted surface, it is often far quicker and easier to simply color match and paint over. Smaller graffiti can be easily removed (such as with our Sensitive Surface Graffiti Remover or Graffiti ‘Safewipes’ without the need for specialized protective coatings).

2. Any coating you are thinking of specifying must be proven to work as intended, and have stood the test of time without behaving badly (which ultimately would disappoint your customer).

3. Unlike permanent coatings, if for any reason in the future you need to remove this coating from a building, you must be able to do this quickly and inexpensively without the risk of damage to the building surface.

Still, there is a genuine need for low-cost graffiti protection on certain surfaces, to ease the burden on maintenance by speeding up removals. This means protecting important building surfaces that were never intended to be painted over. These include historic or delicate buildings and sculptures, porous/ decorative feature walls and structures made from raw timber, split face

Graffiti Protective Coatings:

The Truth About Permanent vs Sacrificial

Coatingsby John Rose, Founder & Developer of World’s Best

Graffiti Removal Products

Graffiti Protective Coatings The Truth About Permanent vs Sacrificial Coatings

by John Rose, Founder & Developer of World’s Best Graffiti Removal Products

Over the past 30 years we have seen many anti-graffiti coatings come onto the scene very often touting the latest and greatest technology in permanent anti-graffiti coatings. They invariably promise to make cleaning graffiti easy in the future, and often come at great cost to building owners, having to be applied un-der the exact right circumstances, by contractors who have been trained or licensed to use the product.

These sorts of permanent coatings are usually an unnecessary expense, and in many cases are specified in totally inappropriate situations. They often change the appearance of natural building surfaces with a gloss or semi-gloss finish.

They all work to some degree at least in the initial stages, but after repetitive cleaning, continued exposure to UV sunlight, and other environmental factors such as efflorescence on buildings, they often turn cloudy, peel or delaminate in some areas.

When these sorts of coatings degrade, it can actually make it more difficult to clean graffiti in the long term. If for any reason in the future you want to remove the coating you can have a mon-ster on your hands trying to get them off. Painting over them can be difficult, if not impossible.

With our system of products, we can remove 100% of graffiti without any difficulty on virtually all building surfaces, so in most cases we would rather see no coating applied on a wall, rather than the wrong one.

Problems are most likely going to occur in 2-3 years after apply-ing a coating. This is why you need to carry a big stick and tread very carefully when considering applying any so-called permanent coating to a building surface.

We have 3 golden rules for graffiti protection on buildings:

The best coating for paint is paint. Although it’s possible to remove larger graffiti from a painted surface, it is often far quicker and easier to simply color match and paint over. Smaller graffiti can be easily removed with our Sensitive Surface Graffiti Remover or Graffiti ‘Safewipes’, without the need for specialized protective coatings.

Any coating you are thinking of specifying must be proven to work as intended, and have stood the test of time without behaving badly (which ultimately would disappoint your customer).

So-called ‘permanent’ coating turned cloudy

‘Anti-graffiti’ coating peeling/de-laminating

This ‘anti-graffiti’ coating actually made removal even more difficult in the long-term

1

2


rock, cinderblock, limestone and brick. For these situations we recommend coatings

specifically designed for the protection of natural building surfaces against graffiti, pollution and grime, such as our World’s Best Graffiti Coating. Ideally, coatings should be virtually invisible, long lasting, and guaranteed to work with specified graffiti removal products and techniques.

In the event of any graffiti, the coating must be easily removed without damage to the building surface. For instance, with our WBGC, graffiti is easily removed with a hot water pressure wash, or by using our Bare Brick, Stone & Masonry Graffiti Remover and a rinse with a cold water pressure washer. The coating can then be quickly and seamlessly reapplied for future protection, even if the wall is still damp.

Besides selling to buildings owners after graffiti has been removed, there are many

World’s Best Graffiti Coating is totally matte in finish and always leaves building surfaces looking perfectly natural, the way they were intended to look.

In the event of graffiti occurring after you have applied WBGC, you can easily remove the graffiti either with hot water or using our removers (see pictures below).

WBGC can then be quickly and seamlessly reapplied for future protection, even if the wall is still damp. The coating has been tested on buildings around the world for over 15 years. It is a pleasure to apply and makes removing graffiti quick and easy every time. There are many opportunities to supply and apply this coating in new building construction, as well as ‘after’ removing graffiti from existing buildings. In fact, once the coating is applied to a building, removing graffiti is so easy, that many contractors will guarantee removals for a year or more.

Case StudyCompany & Job Description: Graffiti Removal Services of Sacramento (GRS). Graffiti removal on freeway sound wall and application of World’s Best Graffiti Coating.

Never one to miss an opportunity, Paul Watts of Graffiti Removal Services man-aged to work on both sides of the same sound wall near his home town of Sac-ramento CA. After successfully removing massive amounts of graffiti tagging for CALTRANS on the freeway side of this sound wall, Paul was then contacted by The City of Rancho Cordova to protect 22,000 sq.ft. of the reverse side of the same sound wall, using World’s Best Graffiti Coating. On the freeway side, the vandals had used a super soaker or fire hydrant to squirt up 20-30ft letters. Paul and his team of graffiti removal professionals promptly got to work and had the job done on time and under budget. Kudos to Paul and his team for another job well done!

To view a short demonstration video about World’s Best Graffiti Coating, visit: http://www.graffitiremovalinc.com/our-products/graffiti-removal-products#worlds-best-graffiti-coating. For further information about World’s Best Graffiti Removal Products call 1-818-247-2555.

Filled-in bubble writing onpreviously coated masonry wall.

Graffiti is removed using just hot water at 2000psi / 2-3gal per minute.

Blue spraycan on pre-coated random wall.

Brush on BBSM Rinse with cold water Once clean, re-apply WBGC.

opportunities to supply and apply this coating in new building construction. In fact, once the coating is applied to a building, removing graffiti is so easy that many contractors will guarantee removals for a year or more.

John Rose is the founder and developer of Worlds Best Graffiti Removal products and has worked passionately in the graffiti removal industry for the past 30 years. World’s Best Graffiti Removal Products are manufactured in Los Angeles CA by Urban Restoration Group US Inc who publish a comprehensive Graffiti Removal Training manual and DVD available to all first time customers.

For further information, please visit www.graffitiremovalinc.com or call Adam Kopcho on 818 247 2555. To view a short demonstration video about World’s Best Graffiti Coating, visit: www.graffitiremovalinc.com/our-products/graffiti-removal-products#worlds-best-graffiti-coating.

Case StudyCompany & Job Description: Graffiti Removal Services of

Sacramento (GRS). Graffiti removal on freeway sound wall and application of World’s Best Graffiti Coating.

Never one to miss an opportunity, Paul Watts of Graffiti Removal Services man aged to work on both sides of the same sound wall near his hometown of Sac ramento CA. After successfully removing massive amounts of graffiti tagging for CALTRANS on the freeway side of this sound wall, Paul was then contacted by The City of Rancho Cordova to protect 22,000 sq.ft. of the reverse side of the same sound wall, using World’s Best Graffiti Coating. On the freeway side, the vandals had used a super soaker or fire hydrant to squirt up 20-30 ft letters. Paul and his team of graffiti removal professionals promptly got to work and had the job done on time and under budget. Kudos to Paul and his team for another job well done!


SOAP IS NOT AN OPERA:How to Buy Cleaning Chemicals (Part Two)

by Rick Meehan, Vice President of Marko Janitorial Supply, www.MarkoInc.com

Last issue we discussed a bit of basic chemistry pertaining to cleaning detergents, the mechanics of soap making, the pH scale, how surface tension affects the cleaning process, and what it really means to “go green.” We began to dispel the misconceptions surrounding the soap-making industry. Now, let’s take a look at how to save megabucks when it comes to purchasing detergents for the cleaning contract.

DETERGENT CONCENTRATESSince “going green” means more expense

for everyone, it is important that cleaning contractors learn how to stretch their detergent dollars. The biggest savings will come from purchasing quality concentrates in bulk. Water, commonly known as “the universal solvent,” is a key ingredient – and a cost – in the making of detergents. While some water must be present,

more water is an extra cost; purified water is not free.

Production of concentrated detergents costs less than making those with low or nonexistent dilution rates, mainly because of packaging labor and materials. The increased labor of putting detergents in quart bottles versus 55 gallon drums is astronomical. It takes ten times longer to pour a case of a dozen quarts as it does to pour 55 gallons into a drum.

Oh, but what about automation? Sure, expensive filling machines can cut costs over time for packaging zillions of gallons. Not all manufacturers of quality detergents are large enough to support them though. Let’s look at some real figures:

EXAMPLE: A gallon of a quality concentrated degreaser currently runs about $13, having a proven dilution ratio that works for the

TIP: AVOID USING HOUSEHOLD BLEACH AND AMMONIA AS CLEANING DETERGENT REPLACEMENTS

Bleach and ammonia have been prime chemicals used by the cleaning industry since the Industrial Revolution. They’re cheap, at least in their undiluted form. Cheap does not mean clean however. Sure, both chemicals are stout and will clean stuff, but are they a good way to cut cleaning costs? Let’s look at some of the pros and cons:

CONS: 1. Bleach and ammonia are dangerous and

hazardous. Thinking of “going green?” Forget it with these chemicals. Both are heavy disinfectants used in water purification and waste treatment facilities. They eliminate creatures from the water supply – including fish.

2. These chemicals contain no detergents, so improving the wettability of the mopping solution is limited. Dirt simply falls back to the surface even as you mop. (See article, “Soap is Not an Opera” for more information.)

3. They both burn skin and damage incompatible

surfaces like waxed floors. 4. Neither is very dilutable for cleaning purposes,

which means greater chemical costs. 5. There are certainly a few surfaces that

respond well to bleach or ammonia, but I can’t think of any. Both chemicals put wear and tear on most types of surfaces.

6. The two products accidently mixed together will give off toxic chloramine fumes and kill you.

PROS: 1. Bleach takes out some stains from some

surfaces, mainly fabrics. 2. Ammonia makes an okay glass cleaner if you

can stand the smell. By employing Benjamin Franklin’s method of

decision-making, we see that the cons outweigh the pros. Don’t use these chemicals to replace detergent cleaners unless you want to pay more to get less cleaning done, plus add to your liability on the job.


job at the rate of one part degreaser to 64 parts water. A gallon of “use-as-is” degreaser costs around $8 and will do the job too. How much is the real cost per square foot for each product? Given: a gallon of liquid detergent covers about 1200 square feet.

The Concentrate: 1/64 = .016 dilution ratio. Multiplying $13 x .016 = $0.21 per gallon. This makes the real cost of degreasing 1200 square feet a mere 21 cents!

The Use-As-Is: 1/1 = 1 dilution ratio. Multiplying $8 x 1 = $8 per gallon. This makes the real cost of degreasing 1200 square feet a whopping $8!

From the example we can see that the actual cost of degreasing 1200 square feet with the proven concentrated degreaser, even though we pay dramatically more, is by far the most economical product to use! This same method of calculation can be used to determine the real costs involved with every type of detergent. A final tip: avoid buying fancy packages, especially dilution control bottles and premeasured pods. Often the packaging costs more than the actual detergent. Buy in bulk.

DILUTION CONTROLOnce the chemical costs have been

calculated and the best product for the job is chosen, it comes down to proper training of the end user to ensure that we eliminate the biggest drain on our investment – waste. This brings us to dilution control. Nearly any

container can be filled using exact ratios, thus removing the possibility of human error and waste. As long as the proper ratio for the job is achieved, it doesn’t matter how simple or complex the dilution method. Use of a measuring cup is about as easy as it gets (see Dilution Chart, Page 17). Buy one. Make copious notes on the dilution ratios that work best with each detergent in your cleaning arsenal.

If you are a larger contractor and are still allowing your employees to use the glug-glug method of dilution control, it would be extremely prudent to obtain a proportioning system. Also known as chemical proportioners, blend centers, dispensing systems, and dilution control stations, these devices meter specified amounts of detergent into water automatically (see Figure 1). These systems come in many configurations and range from about $80 to $600. Find a proportioning system that handles all of the cleaning detergents you use no matter what the final expense in equipment. Equipment costs are minimal when compared to detergent waste. The investment will be recouped very quickly.

As bulk chemicals have a lower cost per gallon, it behooves us to buy in as large a container as we can afford. For a contract cleaning service, that means a bare minimum size of five gallon pails of the best concentrates we can find. Since the shelf life on detergents is measured in years (if in a properly sealed container), and since contract cleaning services use these products every day, I have always recommended purchasing in 30 or 55 gallon drums. Dispensing into smaller containers, properly diluted, cuts detergent costs as far as they can go.

Just think, if an employee uses three glugs from the jug of disinfectant, that’s a bare minimum of ten ounces. If that same employee

Figure 1 – Push Button Blend Centers


MEEHAN/SOAP IS NOT AN OPERA

Richard C. Meehan, Jr.

DETERGENT DILUTION RATIO CHART

RATIO OUNCES OF DETERGENT OUNCES OF WATER

1:1 128 ounces 128 ounces

2:1 64 128

3:1 42.7 128

4:1 32 128

5:1 25.6 128

6:1 21.4 128

7:1 18.3 128

8:1 16 128

9:1 14.2 128

10:1 12.8 128

16:1 8 128

20:1 6.4 128

30:1 4.3 128

40:1 3.2 128

50:1 2.6 128

64:1 2 128

100:1 1.3 128

128:1 1 128

175:1 .75 128

256:1 .50 128

512:1 .25 128

600:1 .22 128

800:1 .16 128

1000:1 .13 128 For any ratio calculation, divide 128 ounces by the detergent part, usually the

larger number of the ratio (Example: 50:1 means 128/50 = 2.6 ounces).

only puts two gallons of water in the mop bucket, that’s a ratio of five ounces per gallon. If the detergent calls for one ounce per gallon of water, that employee just quintupled the detergent cost for the job!

Consider this: your company currently buys 180 gallons of neutral cleaner each year. The glug-glug method causes a minimum of one-fifth of the 180 gallons to go down the drain. That’s 180/5 = 36 gallons wasted. The detergent cost is $6.90 per gallon, so 36 x 6.90 = $248.40. Since dilution control units for drums only run about $100, you tell me, is it worth it to control waste?

DETERGENT QUALITYOur next consideration is quality of the

detergents used. If a detergent does not help get the job done in a timely fashion with a reasonable amount of labor, get another detergent that does.

Once the proper type of detergent is picked for the job, following instructions on the label will establish the quality. For instance, general damp mopping of waxed floors calls for a neutral cleaner; your brand of neutral cleaner states to pour three ounces in a gallon of warm water to damp mop a waxed floor. Further, the detergent label says to apply liberally with a mop and allow five minutes to soak, and then sop up. Does it work? If so, purchase more; otherwise, find another brand.

The worst-case scenario: your cleaning crew of three (hourly wage of $7.25) was slated to spend six hours mopping the gym floor at a church. Your detergent indicated that you would use five gallons (cost of $6.90 per gallon) and be able to mop once. Instead, it took nine gallons, plus fourteen hours of labor. That’s 14 – 6 = 8 x 3 = 24 hours extra time, 24 x 7.25 = $174 extra labor, and 9 – 5 = 4 x 6.90 = $27.60 extra detergent for a total extra cost of $201.60. There goes the profit!

The point is you get what you pay for. Buy quality to save money. This does not mean you have to buy name brand detergents either. There are many smaller manufacturers making quality products too. Do the research. Run the tests. Keep the notes. Find the products that work best for your cleaning team!

CONCLUSIONWe’ve covered much territory in the realm

of cleaning chemicals, mainly geared toward how to choose efficient, quality detergents to help reduce cleaning costs. Along the way we learned why detergents are used, why cheap is not actually cost conscious, why dilution control is imperative, and why becoming knowledgeable about basic chemistry as it pertains to detergents will help us exorcise the voodoo surrounding soap making.

The “soap opera” of changing rules and regulations perpetuated by the Green Movement, manufacturers, and the feds does not have to break our contract cleaning companies. We may have to take into account all the directives pushing our costs higher, but at least now we can filter out much of the hype so we can get down to the business of making a profit through educated detergent purchasing.


A Daily Deal The Right Marketing Strategy For Your Business?

2. While some companies have received decent terms from Groupon others have had a worse than 50 percent revenue share with the deal site.

3. Many of the customers are only there for the cheap prices and are not your customers. They are Groupon customers and will be purchasing another deal from another provider the next time they need the same product or service that you provide.

4. People will travel to your location for a great deal, but may never return due to the longer distance from their home.

5. It can cheapen your brand. Customers that know you and made a purchase through Groupon or Living Social may resist paying full price in hopes that you’ll do another super sale in the future.

There are other issues to be aware of such as brand control, customer satisfaction, upsetting existing customers who did not purchase the Groupon deal and many more. Unless your business really needs a last ditch effort to reach as many customers as possible, a different approach to customer acquisition would be best.

Find the right business partners that have your target demographic as their existing customers and create a joint venture marketing relationship that allows both businesses to equally benefit and grow rather than getting a daily deal site rich.

Christian Fea is CEO of Synertegic, Inc., a Joint Venture Marketing firm. He exemplifies how to profit from Joint Venture relationships by creating profit centers with minimal risk and maximum profitability. Join his Joint Venture Marketing Wealth Report at www.christianfea.com/joint-venture-wealth-reports

Companies like Groupon and Living Social have developed large networks of customers that are actively seeking new products and services. Whether to participate in a daily is a big decision to make for a small business owner that is looking for exposure to a large existing customer base in their area. The deal sites are known for taking a significant portion of a daily deal and the price being charged to the end customer is already usually below the price a company would normally charge for their services. This is what attracts the huge number of potential customers; however, if done without fully thinking out the true costs of providing the deal and servicing the influx of customers, a business can take a massive financial hit if customers do not stay around and make purchases in the future.

A joint venture marketing relationship with other local businesses may not have the overall reach that a Groupon or Living Social has in a specific demographic, but the revenue share terms will likely be much more favorable and still present your product and service to your target demographic. A daily deal can be a great one-time marketing campaign for some businesses, and so it should be considered as a strategy for any business.

Issues with Groupon to be aware of:1. Many small businesses have lost

considerable amounts of money due to the deals that they have done. Groupon sales reps are not there to make sure that the deal is an ultimate success for your business’s long term future, only that the deals are sold at the best price and revenue split for Groupon.

Is a Daily Deal The Right Marketing Strategy for Your Business?

by Christian Fea, Synertegic, Inc.


Understanding your numbers is the key to profitability – period. Over the next couple of months, we are going to explore the wonderful world of what happens when the company exceeds its breakeven point.

This month we are going to create the foundation for profitable growth by determining what makes up a company’s hourly rate. We will discuss the differences in fixed overhead and variable overhead, and we will discuss projected “billed” hours to the customer.

Part 2 will be an eye-opener. It will clearly show the huge increase in profitability that occurs once the company’s breakeven is exceeded. The goal of every company should be to exceed its breakeven point each month. That means setting conservative goals and then exceeding those goals. Once you understand your costs of doing business and how to determine your breakeven rate, the light bulb will go on in terms of understanding profitability AFTER the breakeven point is reached.

The third and final article will discuss a couple of simple, but effective, bonus systems for your technicians in the service department as well as the installation department.

Strive to Exceed

Breakeven: Part 1

by Tom Grandy, Grandy & Associates

Let’s begin by discussing the definitions of fixed and variable overhead.

Fixed Overhead – Fixed overhead costs are expenses that remain basically the same no matter how much work you do or don’t do. Fixed overhead costs are things like rent, utilities, telephone, most insurances and loan payments. Each of these items will remain pretty much the same if you doubled sales, tripled sales or didn’t sell anything at all. These fixed expenses are just that, fixed. They continue no matter how much work you do.

Variable Overhead Costs – Variable overhead, by definition, is directly tied to productivity. Variable costs go up when you do more work and go down when you do less work. In theory, they actually go


away if the company did no work at all. There are relatively few variable overhead costs, at least in relationship to fixed costs. Examples of variable overhead costs would be things like gasoline, maintenance on your vehicles, Visa/Master Card charges and miscellaneous supplies used on jobs. Each of these expenses traditionally goes up when work increases and goes down when work decreases.

Why did we separate costs into fixed and variable? When the company bills out as many hours as they projected to bill for the year, the fixed overhead is fully covered. Any additional work will not have “fixed overhead” attached to it, making the hours billed over and above the budgeted amount, very profitable. The variable overhead costs, however, continue no matter how much work you do because they are tied to productivity.

Another key to our breakeven discussion deals with the hours actually billed the

customer. As we all know, we pay the installers and service techs from the time they clock in until they clock out at the end of the day. The question is, “How many hours can actually be billed to the customer?” We could do a whole article on billable versus non-billable time, but let’s keep it simple for now.

Service Techs Billed Hours – When talking about billed hours in the area of service, we are talking about the hours the tech can actually charge the customer each day. Non-billable times include shop time, travel time between jobs, sick, vacation, holidays, company meetings, callbacks, warranty work and customer no-shows. When looking at an entire year, most service techs average about 50% non-billable time and 50% billable time. In other words, a full-time service tech usually bills about 4 hours a day to the customer. If they work a 40-hour week, that means an average of 20 hours a week or roughly 1,000 hours a year. That is our goal.

Installers Billed Hours – When talking about billed hours for an installer, the numbers are a lot higher. Let’s use an example: Take a very simple job that will take one installer two days to complete. The installer may sit around in the office for 20 minutes both days, or may have to go the shop or distributor a few times to pick up parts. But, if the installer completes the job in two days (16 hours), all their time is considered billable because that is the amount of time the job was bid for. Therefore non-billable time for an installer is traditionally low. Non-billable time for an installer normally includes sick, vacation and holiday time plus perhaps 2-3 hours a week that cannot be charged directly to the job. That means a full-time installer can average billing 35 hours a week to the customer, depending on how much sick, vacation and holiday time the company pays for.

To be able to play with the numbers, we need to create a Sample Company. Let’s say our Sample Company has one service tech and two installers. That means the company

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has roughly 1,000 hours a year it can bill in service, and approximately 3,600 billed hours in the installation department. Now that our hours are set, we need to go back to our fixed and variable overhead costs.

Keep in mind overhead includes more than the typical rent, utilities, office supplies, insurances, etc. Our overhead also includes the two largest (but often overlooked) costs of doing business.

The number one cost of doing business is non-billable time. Our Sample Company has one service tech with approximately 1,000 non-billable hours a year. We are going to pay our service tech $18/hour, so the Sample Company’s cost of non-billable time for our service tech is $18,000/year (yes, the company has matching taxes, but let’s just keep it simple). Our two installers are making $16/hour, and each has five non-billable hours a week. That means our cost of non-billable time for our two installers is $8,320/year (5 hours/week x 52 weeks x $16 per hour x 2 installers).

The second highest cost of doing business is equipment replacement costs (replaces depreciation from a cash flow perspective). Our service tech is driving a 2010 van that is estimated to last another three years; it will cost the company $30,000 to replace it in three years. That means our cost of equipment replacement for our service department is $10,000 per year ($30,000/3 years = $10,000/year).

Our install team is driving a 2011 vehicle that is estimated to last six more years, and will again cost the company $30,000 to replace. That means the cost of equipment replacement for our install department will be $5,000/year ($30,000/6 years = $5,000/year.

The costs of non-billable time and equipment replacement costs were specifically mentioned since these are the top two highest costs of doing business in

the entire company. These two huge costs of doing business are often totally overlooked when most companies are calculating their hourly rates.

Now we could do an entire series of articles on how to create profitable hourly rates for our service and installation departments. However, let’s assume we have done our homework and the finalized hourly rates for each department are as follows:

Now for two quick questions as we wrap things up on Part 1 of this series.

Q: If we bill out less than 1,000 hours in service and/or 3,600 hours in the installation department, will the company cover all of its fixed overhead costs? A: No, each department needs to bill out all of their budgeted hours if they are going to cover all of their fixed overhead.

Q: What drops out of our hourly rate once the 1,000 hours in service and the 3,600 hours in installation are billed out? A: Once our budgeted hours are billed out, ALL of our fixed overhead is covered meaning the fixed overhead costs of $64.23 in service, and $21.87 in installation, will drop out of our hourly rate.

Guess what happens when all of our budgeted hours are billed to the customer? Right again, profit skyrockets! Yes, that will be the subject of next month’s article.

This article was brought to you by Grandy & Associates. If you are serious about running a profitable business please check out their website at www.GrandyAssociates.com, email Tom at [email protected], or call 800-432-7963. “We teach contractors how to run profitable businesses!”

Average Hourly Rate Paid the Techs Service InstallationFixed Overhead Rate per Hour $18.00 $16.00Fixed Overhead Rate per Hour $64.23 $21.87Variable Overhead Rate per Hour $16.23 $12.85Net Profit per Hour $17.37 $ 5.63Hourly Rate = $115.83 $56.35


Gutter Cleaning is a very profitable business here in the Houston Texas area. Quite a few of our communities are built in areas where it seems like they saved every tree possible when developing the neighborhoods. The Woodlands and the Kingwood area are two such communities.

I recently received a phone call from a customer two weeks after we had cleaned his gutters out. He informed me that while he was extremely pleased with out gutter cleaning service, the gutters still seemed to be backing up when we received large amounts of rainfall.

After a return visit to the property, I discovered – after running water in one of the downspouts – that his underground drainage system was clogged up. All the gutter downspouts were connected to piping that went underground, and then fed to the street curb. These same pipes were connected to catch basins that were placed throughout the back yard in low lying areas. So not only were the gutters connected to the underground drainage system, but the back yard was connected as well. This meant that grass clippings, dirt and other debris could flow into and eventually clog the drainage pipes.

Another problem I discovered was that I could not find the release point at the street curb. The release point for these systems is usually always at the street curb, or for larger properties, at a location somewhere towards the rear of the property along the property line, a pond, lake, or even a ditch if the property has one. But somewhere there should always be an exposed pipe for the water to be able to release.

I explained to the customer that the drainage system would have to be “sewer jetted” to clear out all the debris, and also allow us to open up the release point. My only problem was that I did not have the

“sewer jet” equipment nor did I know how to price it. I informed the customer that I would get him a price and email him within 24 hours.

As I left the home, I began thinking about if I knew any plumbers, landscapers, etc, that I could call to sub out the job. I also thought that I’d really like to do it myself as I could see a lot of potential in this as an add-on service.

SO…I called Paul Kassander at www.powerwashstore.com to get some advice. Paul is someone I like running these type ideas by because not only is he one of the best distributors in our industry, he is also a pressure washing contractor. He does what we do, and is very familiar with the challenges and opportunities we run across – not to mention the equipment needed. Paul is also the type that will take your idea for a piece of equipment and work to make it better or more functional.

I explained to Paul what I was faced with and he suggested I purchase a “sewer jetter” hose and nozzles. He explained the whole process on the phone of how I could hook it to my small 4gpm cold-water machine and clear all the drainage pipes out myself. He also gave me the option of getting the equipment to hook to my 8gpm trailer rig, but I decided to

Why I Added “Sewer Jetting” to My Gutter Cleaning Businessby Doug Rucker, Clean and Green Solutions and The Pressure Cleaning School

Photo of Root Ball Rucker pulled from the pool drainage pipes.


go with the 4 gpm system because I envisioned being able to this without having to haul my trailer around. I could easily throw the small 4 gpm unit in the back of the truck and the sewer jetter hose and not waste gas hauling a trailer around for this service. Realizing the ease, the low cost to get into the service,as well as the possibilities for additional services and income – not to mention the fact that I knew I could pay for the equipment off this one job (I called the customer and gave him a price and scheduled the job before ordering) – I placed the order for the equipment.

Since ordering the sewer jetting hose, we have been able to help other customers with their drainage problems. Recently, one particular housewash job involved a pool deck cleaning. The pool deck had two 3-inch drains for rainwater and pool water to drain away from the pool deck to the back of the property at the fence line. While cleaning the pool deck, we noticed the water pooling around the drains. I was able to sell the customer on our jetting service and we were able to clear the drain lines after discovering that a 15 foot root ball had grown in the pipes about the midway point between the drains and the outlet.

The outlet was also buried in the dirt and we installed a back flow drain above grade level so that this would not happen again. (Big thanks to Rodney Brown who was attending my pressure cleaning school for this suggestion.) The customer was extremely pleased with our service – he had tried unsuccessfully for years to get the drainage to flow properly – and even wrote a great review on Angie’s List for us.

Oh, and I also used the hose to unclog my own kitchen drain pipe that clogged one day. Saved me money over calling a plumber. I must add though that I would never use this to unclog plumbing pipes in a house and always recommend a plumber for that. Most areas you have to be a licensed plumber to do this and our insurance would not cover any damage if we caused it.

There are many opportunities for this add-on service that we can perform though. Clearing underground drainage, heavily impacted downspouts, and pool drainage pipes are just some of the possibilities.

Doug Rucker owns Clean and Green Solutions in Kingwood, Texas, and is the founder of the Pressure Cleaning School, www.PressureCleaningSchool.com

www.PowerWashStore.com


How to Raise the Prices You Charge to Your Cleaning Customers

by Steve Hanson, The Janitorial Store


You started your cleaning business to make a profit and earn a living. Most cleaning businesses, whether they do

residential or commercial cleaning, start out with the owner doing everything - marketing, cleaning, buying supplies, and even the bookwork. As your company grows and you hire employees and add more clients, your expenses grow too. When you started out you may have under-priced your services either to get new clients or because you lacked bidding experience. So now that your expenses are growing and you’ve discovered you under-priced your services, what do you do?

First off, understand that raising prices is necessary in any business. Just take a look at things you buy on a routine basis - gas, milk, cleaning supplies, electricity - prices do increase and sometimes take a big jump!

Before you raise your prices to your customers, go back and take a look at your original contract. Does your contact state the original bid price will be good for a certain length of time? If it does you will not be able to raise your price until that time frame has expired. If not, how long have you been cleaning for that client? Even if you originally under-priced your services you may not want to increase your price if you have only been cleaning for the client for a short time.

Most cleaning companies wait at least a year before increasing prices. If you don’t have anything written in your cleaning contract about price increases, you should start adding a clause about it with your next client. Many companies guarantee their price for a year and state that they take cost of living increases each year (for example, four percent). Or they may state something like, “we reserve the right to increase prices after one year”.

Before figuring out a new price go back through your original bid and make sure that you have everything covered so you are making a profit. If your supply costs have gone up dramatically or if you have added expenses (workers comp or more insurance because of hiring employees), make sure the price increase will cover the extra expenses.

Another factor to consider before raising prices is your customer’s current satisfaction level. Are they happy with the job your cleaning

company is doing? Most people understand price increases and will stick with your cleaning company as long as they are happy with the job you are doing. After all, looking for a new cleaning company takes time and your customer may not get a better price or the quality of work they want from someone new.

But don’t be afraid to raise the price on a customer who is constant complainer, especially if their complaints are not justified. You may need to raise your price to cover the extra time you spend in their office (or home).

Once you have all your facts and the new price you need to charge, send a letter to your customer. Let them know that you are raising your prices, why you are raising your prices, and the benefits to them to continue using your cleaning company. Make sure you inform your customer at least 30 days in advance that the price will be going up. Keep in mind that large corporations and government agencies may need more time if they have to run the price increase through a committee or get approval by a board.

The phrase “you get what you pay for” is often true when it comes to cleaning companies. Too low of a price may mean the company is not doing satisfactory work or that the company has undervalued its services and will soon be out of business.

Pricing your services so you make a profit is not a bad thing! Your cleaning company’s survival depends on charging your customers appropriately so you can stay in business and make a profit. Good customers will understand a price increase and be happy to continue using your services. And don’t be surprised if a customer that leaves because of a price increase soon comes back! Many people eventually realize that a lower priced bid from another cleaning company means their building (or home) is not as clean as when your company provided their cleaning services.

Steve Hanson is co-founding member of The Janitorial Store (TM), an online community that offers weekly tips, articles, downloads, discussion forums, and more for anyone who would like to learn how to start a cleaning business. Visit The Janitorial Store’s blog and get inspired by reading cleaning success stories from owners of cleaning companies.


As everyone knows (or should know), getting customers is the most important ingredient necessary to building a successful cleaning business. With that said, you should be looking at any and all opportunities to promote your business. Here’s one that works:

After you get done with the job and you’re sure your customer is happy, ask your customer who her neighbors are on either side of her house. She may even expand and provide you with more names, but the key is to just walk away with some names to mail a simple introductory letter which can be typed on your letterhead. The letter should read:

Dear Mrs. Jones:

This is just a quick note to introduce my company to you. I own Clearview Window Washing Service and I recently had the pleasure of cleaning Mr. and Mrs. Smith’s windows in your neighborhood of Haile Plantation.

I realize that cleaning windows is at the bottom of most people’s “to do” list, so help has finally arrived. Give Mr. and Mrs. Smith a call at 256-555-1111 and I’m sure they’ll attest to the quality of the job I did and the care I placed on cleaning their windows.

Clean windows will make your home sparkle. In addition, I use a special solution that forms a protective barrier on the glass. This prevents minerals like Calcium and Iron to form and cause hard water stains which can make windows look ugly.

If I may be of service, don’t hesitate to contact me at 352-555-2222. I’ll rush over and give you a free “no hassle” written estimate with plenty of additional references you may contact.

My schedule is always four to six weeks backed up, but if you have a special occasion coming up, I can juggle my schedule to accommodate you. Have a great day.

Regards, Steve WrightClearview Window Washing Service

P.S. I am fully insured and bonded for your total peace of mind.P.P.S. If you’d like to see exactly what type of service I provide, please check out my

website at www.yourdomainnamehere.com

That’s the letter. Obviously make adjustments that fit you, and of course make sure that you get Mrs. Smith’s permission to list her phone number in the letter. Reassure Mrs. Smith that she’ll rarely get phone calls. It just doesn’t happen. The simple fact that you even list her phone number is enough to make a prospect believe in you. You can take this marketing technique one step further and purchase a mailing list for that zip code area where you did Mrs. Smith’s home.

The key is to be a name dropper. A prospect’s resistance to you or your company will drop if they know you took care of someone they personally know or at least have heard of within their subdivision. That’s why I believe it’s important to mention the subdivision within the letter just in case Mrs. Jones doesn’t know Mrs. Smith. Get your foot in the door and watch your business take off. It works.

Steve Wright is the author of How To Start Your Own Residential Window Washing Business and the developer of The Customer Factor (www.TheCustomerFactor.com), which is a fully automated contact management/follow up software solution for service businesses. Please contact Mr. Wright at 256-546-2446 or [email protected] for additional information.

Name Drop Your Way to a Lot of Customersby Steve Wright, The Customer Factor, www.TheCustomerFactor.com


attempting to remove especially intractable graffiti.

Below, we’ve gathered tips on how to use pressure washing to remove graffiti, especially from commercial buildings:

Choose a high pressure setting. Pressure washers offer adjustable pressure settings; for graffiti removal, you will probably need to adjust your washer to a high pressure setting. Don’t overdo it, though – too much pressure could wear away the surface you are trying to clean. Some recommend pressure washing at a setting of 3,000 PSI when removing graffiti; this may vary according to the paint and the surface to be cleaned.

Don’t work in very cold or very hot temperatures. Many paint removers do not work well when the ambient temperature is extremely high or low.

Set your pressure washer to a high water flow setting. The rate of water flow is another setting that may be adjusted on pressure washers. For removing graffiti, it’s best to have a high rate of flow, around three to five gallons per minute. Again, don’t go too far with this; slowly ratchet up the rate of flow until the graffiti begins to lift. Avoid jumping directly to a very high pressure or water flow setting; instead, slowly increase pressure to the absolute minimum required to remove the tag.

Graffiti is a stubborn eyesore. Because paint can penetrate deeply into porous wood and concrete surfaces, graffiti cannot typically be removed with conventional cleaning approaches. No amount of elbow grease will allow you to remove graffiti with just soap and water.

Sometimes it is possible to quickly repaint the surface that has fallen prey to tagging; some cities even employ paint crews to quickly paint over fresh graffiti. However, as many business owners appreciate, sometimes it’s just not possible to paint over a tag. Not all surfaces may be repainted; if the street-facing side of your business features a brick exterior, for instance, painting over graffiti probably isn’t an option.

In such circumstances, pressure washing can be a godsend. Pressure washers can emit water at 300 times the power of a standard garden hose. Oftentimes, this is enough to loosen and lift paint. If traditional pressure washing isn’t effective, graffiti removal service providers may be able to remove the graffiti by pressure washing with a specially-formulated, environmentally-friendly cleaning agent. Many pressure washing cleaning formulas contain nano-level technology to break apart paint at the microscopic level. For this reason, it’s smart to hire a pressure washing company when

PRESSURE WASHING TIPS FOR GRAFFITI

REMOVAL

by Paul Horsley, Publisher

Photo courtesy of The World’s

Photo courtesy of the World’s Best Graffiti Removal Products, www.GraffitiRemovalInc.com


Consider adding heat and/or steam. Heat and steam have long been recognized as powerful ways to strip paint from interiors. Similarly, graffiti paint may more easily be removed with heat and/or steam. Both heat and steam soften paint film, making it easier to lift the paint. Modern pressure washing machines can deliver heated water at temperatures as high 330 degrees Fahrenheit, which helps break down and remove grease and other substances. Again, don’t go directly to the highest temperature available on your machine; experiment until you find the lowest possible heat or steam setting that will remove the tag.

Choose the right cleaning agent. As conservators can tell you, each exterior surface has its own cleaning requirements. Masonry will require different cleaning solutions than wood, and different types of masonry require different types of cleaners. Research your building’s exterior to figure out which type of cleaner to use. Then follow the manufacturer’s instructions to avoid causing permanent damage.

As an example, alkaline paint removers

require a pre-wetted surface to work. In contrast, solvent-based cleaning products are incompatible with water. (If you’re at all concerned about the possibility of damaging your building’s exterior, it may be best to simply hire a pressure washing company for graffiti removal service.)

Start at the bottom and work your way up. As you apply pressure, heat, steam and cleaning agents with your pressure washing machine, work upwards. That way, you’ll avoid staining lower surfaces.

Generally, it is best to hire a graffiti removal service when attempting to have tags removed from the exterior of your home or business. Graffiti removal service professionals understand how advanced pressure washing technology, such as heat, steam and specially formulated soap, can work together to quickly lift graffiti from nearly any exterior surface. Rather than struggling to patch together a haphazard education on pressure washing, consider hiring a pressure washing company that offers a specialized graffiti removal service. This approach will save you money, time and irritation down the road.

Power washers of North americaph 800-393-7962 | fx 651-213-0369 | www.thepwna.org

visit us on Since 1992 the PWNA has represented contractors in the Power Washing industry. We stand for all power washers: fleet washing, concrete cleaning, kitchen exhaust, wood restoration, as well as everything in between. The PWNA provides quality education and certification to power wash contractors along with conventions, networking opportunities, and a clear voice for our industry.

Visit www.thepwna.org for more info on becoming a member.

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