Switching to engineered water takes client education, as well, about the benefits of engineered water — safety, sustainability and effectiveness — along with demonstrating how the product works. Reactions are typically enthusiastic.

“They love it,” Prine says of clients. “Most are very pleased that we have taken the initiative to be proactive and forward-thinking in our cleaning practices. Most, if not all, of our clients have never been exposed to the technology and after seeing the results, promote what we do to their tenants and employees.”

Prine says engineered water has given them a real competitive edge, enabling him to successfully differentiate his company from competitors; especially important since he’s trying to aggressively build Corporate Caddie Janitorial in a market that houses some substantially larger BSCs. Sustainability, says Prine, has proven a very strong selling point.

“We have been marketing our company as the leader in sustainable cleaning practices in the Omaha metro area,” says Prine. “I don’t mention green anymore because I feel this is dated and has some negative connotations as costly and ineffective. Instead, we like to say our sustainable cleaning practices are ‘cleaning for health’ and that our way of cleaning makes a difference not only for the facilities we clean and their tenants and our staff, but that it is also great for the environment.”

Pamela Mills-Senn is a freelancer based in Long Beach, California.

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