CMM - January 2012
Diversifying With Window Cleaning Why building service contractors should consider adding window cleaning services to their offerings D actions and would add another 600 making the total value of that customer now 1800 When used properly the number of transactions can be a very valuable tool to help increase revenue Why Window Cleaning Simply put there is a good return on investment ROI The cost of tools and equipment can be minimal and the need is already there Windows fortunately keep getting dirty leading to a high frequency service plan A typical service plan for an office building may be the interior exterior of the entrances monthly and the interior exterior Diversification is one of those growth strategies that just makes sense for a building service contractor BSC If done right it can be a low cost way to boost your revenue The easiest sell any sales person can make is to a relationship that is already developed The customer already trusts you and your companys services When I think of sales revenue I think of the five factors that make up your revenue and profit for a customer in any given year 1 Number of leads 2 Conversion rate 3 Average dollar sale 4 Number of transactions 5 Profit margin When we are talking about diversification we are talking about the fourth factor used to boost revenue Number of transactions We are talking about ways to increase the number of transactions or times that your customer buys from you This then increases the overall value of a customer for a given year An example of this would be along the lines of the following Your customer ABC Widgets currently has a cleaning schedule of a monthly office cleaning 12 cleanings in a given year For easy math lets say that each cleaning was 100 making your current value of that customer 1200 a year Now lets say you added a monthly window cleaning at 50 per cleaning This would double the number of transof the building seasonally in spring fall or summer winter My golden rule in business is Find the repeat business and you will find the profits As a BSC I am sure you are already aware of that The advantages of offering window cleaning as an add on include Increased revenue This is done by increasing the value of your current customer Low start up cost The cost of the equipment for one technician is under 200 Quick learning curve Training your technicians is easy to do and if you have a good employee who is a quick learner I would expect them to have By Jason Vance For high rise window cleaning a rope and pulley system is the most common apparatus used to move workers around contractor success Image courtesy of Abhi Ahmadadeen
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