We have already discussed the importance of workloading an account so that workers perform the required tasks within a reasonable time frame. We also need to consider when and how to retune an account. The rule of thumb is to retune an account within three to six months of start up and then review at least semi-annually. Retuning has to do with analyzing the labor and related expenses involved to find ways of reducing costs while either increasing or at least maintaining quality outcomes. Retuning can really come in handy when a customer informs you that they need a 10-20 percent reduction in services or they will go out to bid.

If you have done your job ahead of time, you will already be at least partially there due to retuning the account. Everything, and I mean everything, should be scrutinized to find ways of reducing costs. How many liners are you using per year? How much chemical are you using? Is your floor care system (vacuuming, hard floor, equipment) as efficient and effective as possible? An obvious example is that buffing a floor with a 175 RPM machine can be labor intensive when compared to a 2,000 RPM burner that oftentimes does a better job a lot quicker.

With a reduction in the contract you should negotiate some concession from the customer even if it is relatively small. 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.