Even in a poor economy there can be plenty of opportunities for a well positioned company to develop new business lines or get additional business from current customers. Remember that the smaller company can be more flexible and adaptive than a larger, established business with firm policies and goals. In many cases, the new business will be among smaller customers who cannot afford or need full service but are willing to pay for service on a case by case basis. 

 

An example that comes to mind are independent mini-marts and grocery stores who do not want to carry the overhead of staffing, benefits and equipment necessary to maintain their floors. The savvy building service contractor can provide a service as well as guidance for the onsite staff to reduce the chance of their using the wrong chemicals or systems that could damage the floors. If the BSC can be perceived as a consultant who provides training, guidance and custodial expertise, they can grow with the customer and get paid for fulfilling needs.

 

In the convenience store example, the BSC could provide restroom sanitization on a periodic basis while coaching the store staff on how to service the rest rooms the other days. This could also apply to floor care, the meat room, equipment cleaning and even the warehouse/loading dock area. The BSC could become an invaluable team member in a store that cannot afford to hire and retain such expertise for the limited work required. Providing training, inspection forms, written instructions and oversight can free the store manager for selling product and having confidence that the store is clean.

 

Although the above described opportunity might not be for the larger company, the beginning BSC can become a valuable partner with companies that need their expertise and support. 

 

Your comments and questions are important. I hope to hear from you soon. Until then, keep it clean…

 

 

Mickey Crowe has been involved in the industry for over 35 years. He is a trainer, speaker and consultant. You can reach Mickey at 678.314.2171 or CTCG50@comcast.net.