COMMERCIAL/PROPERTY MANAGEMENTOPPORTUNITIES By Bruce Jensen
A s Willie Sutton, the famous outlaw of the 1920s and ‘30s, allegedly replied when asked why he robbed banks: “That’s where the money is.” It’s also this way in the restoration industry today. With shrinking margins, higher discounts and more hoops to jump through for residential insurance claims, we should focus on opportunities in the commercial/ property management segment because, “That’s where the money is.” Facility and property managers are looking for solutions – easy, one-stop solutions. With the training, equipment and expertise Rainbow International franchisees obtain, you are well positioned to provide an ongoing solution for cleaning carpet, tile and upholstery, as well as that all-important emergency solution for when disaster strikes the property. Property managers care much less about price than they do about dependable and reliable service when they need it most. Office buildings, healthcare and assisted living facilities, schools and day care facilities, retail space, light industry complexes, condos and many other property types provide an abundance of opportunity to sell our services. These property and facility managers all need cleaning and restoration services. Somebody is getting his or her business – why can’t that “somebody” be us? Establishing a facility service plan is a great way to secure ongoing business and emergency services. At the Roundup presentation on commercial
cleaning, Bill Yeadon of Jon-Don did a great job of giving examples of how to take pricing out of the proposal equation by working up an annual total facility care bid with a monthly fee. Owners and Business Development Associates (BDAs) can find commercial opportunities in your area at the following links: www.ifma.org, www.boma.org, www.bni. org, and www.usgbc.org. Utilize the expertise of our friends at Jon-Don to provide information and instruction on the latest equipment and techniques of encapsulation and hot water cleaning. By selling a maintenance program to commercial accounts you can schedule the cleanings so not to conflict with your ongoing restoration work. It will improve cash flow, crew/asset utilization and most importantly, build relationships in the commercial sector. When disaster strikes and restoration is needed, Rainbow International will be the company of choice. Plan on attending our workshop at Reunion where we will give more information on commercial/property management opportunities. Many franchisees are already capitalizing on this segment of business and have found great success. We are going to ask some of them to share their methods of building this growing resource of dollar volume. They will explain why they’re growing their commercial opportunities to build their business the same way “Slick Willie Sutton” answered, “Because that’s where the money is.”
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