0:00:07.520,0:00:10.480 hey everyone how are you doing my name 0:00:09.200,0:00:12.080 is ricky rigoletto 0:00:10.480,0:00:13.840 the founder of route the service 0:00:12.080,0:00:15.679 platform it's a sales platform for the 0:00:13.840,0:00:17.359 commercial cleaning services industry 0:00:15.679,0:00:18.960 i am also the owner of rosellato 0:00:17.359,0:00:20.240 services a family-owned commercial 0:00:18.960,0:00:22.800 cleaning company 0:00:20.240,0:00:24.320 so welcome to cleaning and cocktails a 0:00:22.800,0:00:26.640 show where i get the opportunity to sit 0:00:24.320,0:00:29.359 down with cleaning industry experts 0:00:26.640,0:00:31.359 and share stories talk shop about the 0:00:29.359,0:00:33.280 industry so grab your cocktail 0:00:31.359,0:00:35.520 listen in and i hope you guys enjoy the 0:00:33.280,0:00:35.520 show 0:00:42.079,0:00:45.200 hey i'm tim khan from image one facility 0:00:44.079,0:00:47.520 solutions we are a 0:00:45.200,0:00:49.039 janitorial franchise company located in 0:00:47.520,0:00:50.320 rolling meadows illinois and uh 0:00:49.039,0:00:52.800 ricky i'm glad that you're here with us 0:00:50.320,0:00:54.320 today i'm excited uh to come and do a 0:00:52.800,0:00:55.920 tour and talk a little bit about what we 0:00:54.320,0:00:57.360 do here yes this is where it all starts 0:00:55.920,0:00:59.359 you know image one facility solutions 0:00:57.360,0:01:01.199 the corporate office 0:00:59.359,0:01:02.800 and um you know in the front here we've 0:01:01.199,0:01:04.640 got our reception 0:01:02.800,0:01:06.159 um we highlight some of our franchise 0:01:04.640,0:01:07.760 owners and the uh the goals they've 0:01:06.159,0:01:09.600 achieved recently 0:01:07.760,0:01:11.280 and as you walk around the office you'll 0:01:09.600,0:01:13.200 see different things that we've been 0:01:11.280,0:01:16.880 uh recognized for you know by 0:01:13.200,0:01:19.200 entrepreneur magazine their 500 list 0:01:16.880,0:01:20.640 top 200 franchises for franchise 0:01:19.200,0:01:22.000 business review 0:01:20.640,0:01:24.720 we highlighted some of our franchise 0:01:22.000,0:01:26.159 owners here in the the one club 0:01:24.720,0:01:27.600 which is exciting for them as they hit 0:01:26.159,0:01:29.200 different goals they they become part of 0:01:27.600,0:01:30.479 the one club yeah so people get bumped 0:01:29.200,0:01:32.000 off though as new people come up 0:01:30.479,0:01:33.200 you know so yeah you got to keep it 0:01:32.000,0:01:34.640 going and keep your game going if you 0:01:33.200,0:01:35.119 want to stay up on uh stay up on the 0:01:34.640,0:01:36.960 wall 0:01:35.119,0:01:38.240 and this is our training room and 0:01:36.960,0:01:39.439 unfortunately with covid 0:01:38.240,0:01:40.880 it's slowed down a little bit doing 0:01:39.439,0:01:41.680 training in the in the offices for a 0:01:40.880,0:01:43.200 little while 0:01:41.680,0:01:44.960 uh but all of our staff is back in the 0:01:43.200,0:01:46.560 office now um we gave them all the 0:01:44.960,0:01:48.479 opportunity to come back they wanted to 0:01:46.560,0:01:49.920 be in the office or if they wanted to 0:01:48.479,0:01:51.520 to stay and work from home it was their 0:01:49.920,0:01:54.000 choice and you know everybody came back 0:01:51.520,0:01:55.439 this is great it took us 30 years to get 0:01:54.000,0:01:56.640 to the point where we had a big training 0:01:55.439,0:01:56.960 room like this but it was something i 0:01:56.640,0:01:58.799 always 0:01:56.960,0:02:00.240 envisioned so we could bring our um our 0:01:58.799,0:02:01.759 team members in for big corporate 0:02:00.240,0:02:02.320 meetings you know we've reorganized the 0:02:01.759,0:02:03.759 room 0:02:02.320,0:02:05.200 it can be one giant conference room 0:02:03.759,0:02:06.320 table if we're doing a training session 0:02:05.200,0:02:08.239 like we did last week 0:02:06.320,0:02:09.440 we set up with computers to train on our 0:02:08.239,0:02:10.399 software which you know we can talk 0:02:09.440,0:02:11.680 about later 0:02:10.399,0:02:13.520 but really i wanted it to be you know 0:02:11.680,0:02:14.480 the company colors the branding you know 0:02:13.520,0:02:16.480 everything that that 0:02:14.480,0:02:18.160 that represents image one um you know 0:02:16.480,0:02:19.760 we've up on the wall we've got our core 0:02:18.160,0:02:21.040 values list and our mission statement 0:02:19.760,0:02:22.959 for our franchise owners and 0:02:21.040,0:02:24.160 the acronym that i love is is heart you 0:02:22.959,0:02:26.400 know which is habits ethics 0:02:24.160,0:02:27.840 accountability respect and teamwork 0:02:26.400,0:02:29.200 um you know and that's that's huge and 0:02:27.840,0:02:29.920 then up up on the wall up over your 0:02:29.200,0:02:31.840 shoulder 0:02:29.920,0:02:33.200 we've got a trademark tagline a 0:02:31.840,0:02:35.200 difference you can see 0:02:33.200,0:02:36.560 and then recently said you know what 0:02:35.200,0:02:38.560 people deserve 0:02:36.560,0:02:40.000 to have good cleaning and so we changed 0:02:38.560,0:02:42.000 it so we're trademarking that one as 0:02:40.000,0:02:42.959 well so it's a difference you deserve 0:02:42.000,0:02:44.319 because i think that's really what all 0:02:42.959,0:02:45.840 of our clients not just ours but all of 0:02:44.319,0:02:47.519 them in the industry deserve 0:02:45.840,0:02:49.760 to have a good clean office space for 0:02:47.519,0:02:51.040 them for their their team members 0:02:49.760,0:02:52.800 and for their customers that are coming 0:02:51.040,0:02:56.080 in to visit their facilities 0:02:52.800,0:02:58.159 now tim i got to say again i love this 0:02:56.080,0:02:59.760 this excites me right but this is not 0:02:58.159,0:03:01.120 just for the franchisees this is for 0:02:59.760,0:03:01.440 your stuff yeah this is for our staff as 0:03:01.120,0:03:04.800 well 0:03:01.440,0:03:06.319 absolutely do they go through the same 0:03:04.800,0:03:08.080 regiment that a franchisee would 0:03:06.319,0:03:09.280 they do yeah they you know they go we 0:03:08.080,0:03:10.159 train them in all areas of the business 0:03:09.280,0:03:11.360 you know depending on what they're 0:03:10.159,0:03:12.640 working if they're in sales they got to 0:03:11.360,0:03:13.760 learn about operations they got to learn 0:03:12.640,0:03:15.840 about telemarketing 0:03:13.760,0:03:17.280 they need to learn really the whole back 0:03:15.840,0:03:19.040 into the business as well 0:03:17.280,0:03:20.800 um you know and we do training on a 0:03:19.040,0:03:21.440 regular basis with um with our whole 0:03:20.800,0:03:23.360 team 0:03:21.440,0:03:24.560 um and we do our uh you know monthly all 0:03:23.360,0:03:26.080 staff meetings where we bring 0:03:24.560,0:03:27.599 the whole team in and that's about 20 0:03:26.080,0:03:29.840 people um and so 0:03:27.599,0:03:31.599 this room accommodates that well nice 0:03:29.840,0:03:32.720 nice because we are a franchise company 0:03:31.599,0:03:35.040 we don't have to 0:03:32.720,0:03:36.720 um store a lot of equipment or supplies 0:03:35.040,0:03:38.799 because our franchise down this way 0:03:36.720,0:03:40.480 are the people who really own most of 0:03:38.799,0:03:41.599 the supplies actually all the supplies 0:03:40.480,0:03:43.280 and all the equipment for their accounts 0:03:41.599,0:03:44.560 but we do have some stuff that's here 0:03:43.280,0:03:45.920 not a whole lot and i haven't been in 0:03:44.560,0:03:47.040 here in a while so i have no idea what 0:03:45.920,0:03:48.159 it looks like this is gonna be a big 0:03:47.040,0:03:51.680 surprise 0:03:48.159,0:03:52.720 so um so i mean you can see it's kind of 0:03:51.680,0:03:54.480 a little bit of everything everything 0:03:52.720,0:03:54.879 from a little bit of equipment to uh you 0:03:54.480,0:03:57.439 know 0:03:54.879,0:03:58.400 the branded microfibers that we have uh 0:03:57.439,0:04:00.000 to just our 0:03:58.400,0:04:01.599 you know old billing stuff and you know 0:04:00.000,0:04:03.200 a variety of different things 0:04:01.599,0:04:05.040 um so you know it's it's not a 0:04:03.200,0:04:07.040 traditional janitorial 0:04:05.040,0:04:08.560 uh closet like you guys would or a 0:04:07.040,0:04:09.120 janitorial supply room like you know 0:04:08.560,0:04:11.040 most of 0:04:09.120,0:04:12.480 you guys would have um ours is very 0:04:11.040,0:04:13.439 unique again because we don't have a lot 0:04:12.480,0:04:14.959 of that stuff 0:04:13.439,0:04:16.799 um on site because the franchise owners 0:04:14.959,0:04:17.759 are the ones who uh who have that 0:04:16.799,0:04:19.759 and that's what we're going to get into 0:04:17.759,0:04:20.560 right i mean but i do like again the 0:04:19.759,0:04:22.400 branding 0:04:20.560,0:04:24.320 do you feel like it's you have to stand 0:04:22.400,0:04:26.080 out with oh absolutely and i 0:04:24.320,0:04:27.520 i think branding is is so important for 0:04:26.080,0:04:28.800 any company you know franchise or 0:04:27.520,0:04:30.320 traditional it doesn't make a difference 0:04:28.800,0:04:31.360 you need to have that brand you need to 0:04:30.320,0:04:32.800 own that brand 0:04:31.360,0:04:35.600 and get it out there whether you know we 0:04:32.800,0:04:37.199 wrap cars um you know we everybody wears 0:04:35.600,0:04:38.000 the uh the image one logo when they're 0:04:37.199,0:04:39.360 going out 0:04:38.000,0:04:40.880 uh to clean in the evenings you know 0:04:39.360,0:04:43.199 they can either have a smock or t-shirt 0:04:40.880,0:04:44.240 you know ball caps everything 0:04:43.199,0:04:45.680 you know it's important to have that 0:04:44.240,0:04:46.400 franchises especially like they're 0:04:45.680,0:04:48.960 buying into you 0:04:46.400,0:04:50.479 yeah absolutely they need the support 0:04:48.960,0:04:52.320 system of you guys not only for 0:04:50.479,0:04:53.840 you know administrative stuff but out in 0:04:52.320,0:04:55.199 the field right but this is the room 0:04:53.840,0:04:57.040 where it all starts 0:04:55.199,0:04:58.960 and this is our our inside marketing 0:04:57.040,0:05:00.160 room so right now we've got it set up 0:04:58.960,0:05:02.639 for six people 0:05:00.160,0:05:04.160 um we actually had room for some more 0:05:02.639,0:05:05.440 but we decided to keep people spread out 0:05:04.160,0:05:06.720 and move them to some different offices 0:05:05.440,0:05:07.840 just for their own comfort 0:05:06.720,0:05:09.919 knowing that they're spread out a little 0:05:07.840,0:05:10.639 bit further than a normal cubicle 0:05:09.919,0:05:12.160 setting 0:05:10.639,0:05:13.759 and uh but the six people that sit in 0:05:12.160,0:05:15.280 this room you know every day they're 0:05:13.759,0:05:17.360 sending emails and they're they're doing 0:05:15.280,0:05:19.039 dials and they're researching companies 0:05:17.360,0:05:20.639 that uh that that we're gonna set 0:05:19.039,0:05:22.000 appointments for for the franchise 0:05:20.639,0:05:24.320 owners to go out and sell 0:05:22.000,0:05:25.680 um tim is that something you see because 0:05:24.320,0:05:26.720 i know for a franchisee it's got you 0:05:25.680,0:05:27.919 know when i first started in the 0:05:26.720,0:05:30.160 business it was scary 0:05:27.919,0:05:31.600 to try to sell my services because i 0:05:30.160,0:05:32.560 really didn't know the services that 0:05:31.600,0:05:34.560 well so right 0:05:32.560,0:05:35.919 is everybody here as well educated on 0:05:34.560,0:05:38.160 the service they're selling 0:05:35.919,0:05:39.520 and are they selling on image one behalf 0:05:38.160,0:05:40.639 or for the franchise 0:05:39.520,0:05:41.840 yeah all they're doing here is setting 0:05:40.639,0:05:43.520 appointments so they're setting 0:05:41.840,0:05:44.880 appointments either for the inside sales 0:05:43.520,0:05:46.479 people that sell on behalf of the 0:05:44.880,0:05:47.600 franchise owners here in chicago 0:05:46.479,0:05:48.880 or they're setting appointments for the 0:05:47.600,0:05:50.160 franchise owners that are across the 0:05:48.880,0:05:51.600 country and they're able to go 0:05:50.160,0:05:52.560 and they go and they do their own sales 0:05:51.600,0:05:53.759 and that was why we developed the 0:05:52.560,0:05:56.000 software 0:05:53.759,0:05:57.280 because that enabled them to to go out 0:05:56.000,0:05:59.039 and sell on their own because there's 0:05:57.280,0:06:00.479 someone that doesn't have the knowledge 0:05:59.039,0:06:02.000 it walks them through the whole process 0:06:00.479,0:06:03.120 which is awesome and that's one of the i 0:06:02.000,0:06:04.479 mean we'll get into that later but 0:06:03.120,0:06:05.919 that's one of the things i know 0:06:04.479,0:06:08.160 that i recognize that's different than 0:06:05.919,0:06:09.600 most franchises right you're you're 0:06:08.160,0:06:11.360 you're empowering them to sell 0:06:09.600,0:06:11.759 absolutely that's what we want them to 0:06:11.360,0:06:13.120 do 0:06:11.759,0:06:14.479 we want them to be in charge of their 0:06:13.120,0:06:15.199 own business go out and grow their own 0:06:14.479,0:06:16.720 business 0:06:15.199,0:06:18.960 and grow it to any size that they you 0:06:16.720,0:06:20.080 know that they want to hey guys another 0:06:18.960,0:06:22.479 episode of cleaning 0:06:20.080,0:06:23.440 and cocktails here and i'm super stoked 0:06:22.479,0:06:26.000 this is uh what it 0:06:23.440,0:06:27.440 is our first time going into the office 0:06:26.000,0:06:28.240 environment of our fellow cleaning 0:06:27.440,0:06:30.400 companies 0:06:28.240,0:06:31.520 uh so i'm super stoked to have tim khan 0:06:30.400,0:06:33.360 here from image one 0:06:31.520,0:06:35.520 out in my backyard in the chicagoland 0:06:33.360,0:06:36.880 suburbs uh cleaning the cocktails you 0:06:35.520,0:06:38.400 guys know it's about 0:06:36.880,0:06:40.160 you know us getting to be able to 0:06:38.400,0:06:42.800 empower our cleaning industry 0:06:40.160,0:06:43.680 uh showcase stories of fellow cleaning 0:06:42.800,0:06:46.080 business owners 0:06:43.680,0:06:48.080 um and just really shed a positive light 0:06:46.080,0:06:50.960 on our industry you know it's been so 0:06:48.080,0:06:51.520 good for me and great for many others so 0:06:50.960,0:06:53.039 tim 0:06:51.520,0:06:55.360 thank you for jumping on man oh hey 0:06:53.039,0:06:55.680 thanks for uh for coming out here today 0:06:55.360,0:06:57.199 and 0:06:55.680,0:06:59.759 and seeing our office and talking a 0:06:57.199,0:07:01.199 little bit about what we do a big fan of 0:06:59.759,0:07:04.240 what you're doing it's very cool 0:07:01.199,0:07:06.720 and uh yeah it's it's great to you know 0:07:04.240,0:07:08.240 shed a little light on the um the 0:07:06.720,0:07:09.440 goings-on inside the industry because 0:07:08.240,0:07:10.240 you know a lot of people don't realize 0:07:09.440,0:07:13.680 it and whether it's 0:07:10.240,0:07:14.240 benefiting um our fellow companies you 0:07:13.680,0:07:15.919 know 0:07:14.240,0:07:17.280 our peers in the industry or other 0:07:15.919,0:07:18.000 people you know that might be looking at 0:07:17.280,0:07:20.240 i think it's great 0:07:18.000,0:07:21.599 yeah and before i get to i'm going to do 0:07:20.240,0:07:23.840 a cheers here because i 0:07:21.599,0:07:24.960 i always forget the show it's called 0:07:23.840,0:07:26.800 clearing the cocktails right 0:07:24.960,0:07:28.080 right so we have our cocktails here guys 0:07:26.800,0:07:30.960 let's do a cheers tim 0:07:28.080,0:07:33.120 cheers again thank you so much for being 0:07:30.960,0:07:33.120 on 0:07:33.680,0:07:37.280 and again thank you for having me let's 0:07:35.120,0:07:39.199 jump right in all right all right so 0:07:37.280,0:07:40.560 usually i would say tim introduce 0:07:39.199,0:07:42.400 yourself and talk a little bit about the 0:07:40.560,0:07:43.599 company but give me one second first 0:07:42.400,0:07:46.080 because 0:07:43.599,0:07:46.639 i if i read this right on the website it 0:07:46.080,0:07:48.000 shows 0:07:46.639,0:07:49.919 and this is something me not knowing 0:07:48.000,0:07:51.440 personally but did you get into the 0:07:49.919,0:07:53.840 industry at 14 years old 0:07:51.440,0:07:55.199 i did as a technician or as a business 0:07:53.840,0:07:57.199 owner both because when you start you 0:07:55.199,0:08:00.000 know you're both 0:07:57.199,0:08:01.360 that is unbelievable i mean i so we'll 0:08:00.000,0:08:02.000 lead right into that right there right 0:08:01.360,0:08:05.360 like 0:08:02.000,0:08:05.680 at 14 years old like how did that happen 0:08:05.360,0:08:07.280 like 0:08:05.680,0:08:08.720 who got you involved so my parents were 0:08:07.280,0:08:11.199 always in business for themselves 0:08:08.720,0:08:12.400 okay and um they owned a two-story 10 0:08:11.199,0:08:13.759 000 square foot office building 0:08:12.400,0:08:15.199 multi-tenant office building you know 0:08:13.759,0:08:19.120 they occupied 0:08:15.199,0:08:20.800 probably 25 percent of it you know 2 500 0:08:19.120,0:08:23.039 3 000 square feet maybe 0:08:20.800,0:08:23.919 and they needed someone to clean it and 0:08:23.039,0:08:25.599 um 0:08:23.919,0:08:27.280 you know i'm in high school and going to 0:08:25.599,0:08:28.800 start driving soon so i want to 0:08:27.280,0:08:30.479 have money to buy a car and you know 0:08:28.800,0:08:31.280 they wouldn't buy me anything it's up to 0:08:30.479,0:08:33.120 me to 0:08:31.280,0:08:34.479 to fend for myself and i said hey you 0:08:33.120,0:08:35.519 know can i clean can i clean your 0:08:34.479,0:08:38.880 building 0:08:35.519,0:08:40.880 and they said yeah sure so we went and 0:08:38.880,0:08:42.240 found a commercial supplier and you know 0:08:40.880,0:08:44.240 got a 0:08:42.240,0:08:45.279 big huge clark vacuum and mops and 0:08:44.240,0:08:46.160 buckets and all the stuff that i would 0:08:45.279,0:08:47.680 need and i started 0:08:46.160,0:08:49.279 started my company started cleaning for 0:08:47.680,0:08:50.640 them no that i mean that is 0:08:49.279,0:08:51.920 you just don't hear that all the time 0:08:50.640,0:08:53.279 you know that's why i got like you know 0:08:51.920,0:08:54.800 normally i say all right now get into 0:08:53.279,0:08:57.279 your story but right that was 0:08:54.800,0:08:58.880 that stuck out i wrote that down i mean 0:08:57.279,0:09:01.360 at 14 i was not 0:08:58.880,0:09:02.480 i can't remember what i was doing i 0:09:01.360,0:09:03.680 definitely wasn't making money that's 0:09:02.480,0:09:05.440 right yeah i was definitely i was 0:09:03.680,0:09:07.200 definitely the exception to the rule 0:09:05.440,0:09:08.959 and uh but but you know through high 0:09:07.200,0:09:10.560 school i uh 0:09:08.959,0:09:12.160 i just continued to grow the company 0:09:10.560,0:09:13.760 when i started driving 0:09:12.160,0:09:14.880 um you know then i was able to go 0:09:13.760,0:09:15.920 anywhere to clean it wasn't just my 0:09:14.880,0:09:17.920 parents office building so 0:09:15.920,0:09:19.360 i started walking door-to-door in the uh 0:09:17.920,0:09:20.320 strip shopping centers you know washing 0:09:19.360,0:09:23.120 windows 0:09:20.320,0:09:24.480 and met uh two women that owned two 0:09:23.120,0:09:25.839 different businesses right next door one 0:09:24.480,0:09:29.519 of them was a sign shop 0:09:25.839,0:09:31.519 and the other one was um it was like a 0:09:29.519,0:09:33.040 like a a shipping place but it was 0:09:31.519,0:09:34.640 before the big national chains and the 0:09:33.040,0:09:35.360 big franchises that got into that like 0:09:34.640,0:09:37.760 they are now 0:09:35.360,0:09:38.959 so just an independent business and both 0:09:37.760,0:09:40.399 of them told me they said tim you know 0:09:38.959,0:09:42.399 you got to come back here on wednesday 0:09:40.399,0:09:44.640 night we're having a networking group 0:09:42.399,0:09:45.920 and like what's a networking group i 0:09:44.640,0:09:46.800 didn't know no idea what they were 0:09:45.920,0:09:48.160 talking about 0:09:46.800,0:09:49.680 and they kind of explained i was like 0:09:48.160,0:09:50.959 all right i'll come back so i went back 0:09:49.680,0:09:52.240 and you know met 0:09:50.959,0:09:54.959 you know 10 or 12 people that were in 0:09:52.240,0:09:56.800 this networking group and um 0:09:54.959,0:09:58.560 you know got some contracts out of it so 0:09:56.800,0:10:00.800 i was like hey this is very cool 0:09:58.560,0:10:02.640 and one of the guys that was in it was 0:10:00.800,0:10:05.680 from att phone stores 0:10:02.640,0:10:06.880 and this was back in 1986 i think you 0:10:05.680,0:10:09.760 were doing multi-site 0:10:06.880,0:10:11.760 accounts right yes but but in 86 there 0:10:09.760,0:10:13.600 were no cell phones 0:10:11.760,0:10:14.880 they used they used to sell landlines 0:10:13.600,0:10:16.959 and business systems 0:10:14.880,0:10:18.240 okay so you know we started cleaning 0:10:16.959,0:10:20.000 their uh um 0:10:18.240,0:10:21.440 their store at old orchard mall up in 0:10:20.000,0:10:23.360 skokie north yep 0:10:21.440,0:10:24.880 and um you know after we were doing that 0:10:23.360,0:10:27.200 one for probably a year so 0:10:24.880,0:10:28.560 you know word got around inside their uh 0:10:27.200,0:10:31.279 their manager's meetings and 0:10:28.560,0:10:32.480 um i way underbid it i was doing three 0:10:31.279,0:10:34.720 times a week 0:10:32.480,0:10:36.000 uh service for i want to say it was like 0:10:34.720,0:10:38.320 260 bucks a month 0:10:36.000,0:10:39.279 oh my god oh my god but again i was 16 0:10:38.320,0:10:41.440 years old 0:10:39.279,0:10:43.200 you know it was like i think it was like 0:10:41.440,0:10:44.720 30 bucks a clean or 0:10:43.200,0:10:46.160 26 bucks a clean or something like that 0:10:44.720,0:10:46.720 but it was like an hour hour and 20 0:10:46.160,0:10:48.240 minutes 0:10:46.720,0:10:50.720 each time i went there so i was super 0:10:48.240,0:10:52.560 happy it was great um you know but 0:10:50.720,0:10:53.839 you know by today's standards even by 0:10:52.560,0:10:55.279 that day i was way 0:10:53.839,0:10:56.959 way low but it didn't matter because it 0:10:55.279,0:10:58.000 was just me i was just an independent 0:10:56.959,0:11:00.240 operator yeah 0:10:58.000,0:11:01.839 but we ended up doing um you know the 0:11:00.240,0:11:03.040 dominoes just started to fall and we 0:11:01.839,0:11:04.000 ended up doing i think it was eight out 0:11:03.040,0:11:05.519 of ten 0:11:04.000,0:11:07.279 of their stores in chicagoland area so 0:11:05.519,0:11:08.160 that was really cool awesome yeah so 0:11:07.279,0:11:10.399 let's let's 0:11:08.160,0:11:12.320 let's dig a little deeper where normal 0:11:10.399,0:11:13.120 again some of the common stories that 0:11:12.320,0:11:14.720 we'll hear or 0:11:13.120,0:11:16.240 you know when i'm talking to people is 0:11:14.720,0:11:17.839 you know they went to college they did 0:11:16.240,0:11:18.959 this they ended up in this career then 0:11:17.839,0:11:19.680 they ended up in the cleaning industry 0:11:18.959,0:11:22.800 right right right 0:11:19.680,0:11:24.320 did you ever leave the cleaning no yeah 0:11:22.800,0:11:26.160 this is this is all i've never worked 0:11:24.320,0:11:26.959 for anybody else other than family 0:11:26.160,0:11:28.880 business 0:11:26.959,0:11:30.240 and uh for one summer i worked at the 0:11:28.880,0:11:31.360 local car wash 0:11:30.240,0:11:32.800 because two of my buddies worked there 0:11:31.360,0:11:33.920 so i did it just for fun yeah and i 0:11:32.800,0:11:34.959 already had my business going so it's 0:11:33.920,0:11:36.160 funny because i was working 0:11:34.959,0:11:37.279 there i was making three and a quarter 0:11:36.160,0:11:38.160 an hour because that was minimum wage 0:11:37.279,0:11:39.920 back then 0:11:38.160,0:11:41.440 and and i had employees that i was 0:11:39.920,0:11:44.079 paying ten dollars an hour 0:11:41.440,0:11:45.360 to do cleaning you know yeah but but 0:11:44.079,0:11:46.720 again i wasn't there for the money i was 0:11:45.360,0:11:48.240 just there for fun it was you know seven 0:11:46.720,0:11:49.279 to three every saturday and every sunday 0:11:48.240,0:11:51.440 it was just we were just 0:11:49.279,0:11:52.639 there having a good time having fun yes 0:11:51.440,0:11:53.519 i cleaned all the way through high 0:11:52.639,0:11:55.760 school and uh 0:11:53.519,0:11:56.800 you know went to college and got a 0:11:55.760,0:11:59.760 degree and 0:11:56.800,0:12:00.800 just by the time i was ready to graduate 0:11:59.760,0:12:02.320 i looked at it i was like you know i've 0:12:00.800,0:12:03.519 got a good business going here in fact 0:12:02.320,0:12:04.959 my 0:12:03.519,0:12:06.560 student counselor called me and he said 0:12:04.959,0:12:09.040 hey tim i'm concerned 0:12:06.560,0:12:10.240 we've had several job fairs and you 0:12:09.040,0:12:11.920 haven't been at one and i said well 0:12:10.240,0:12:12.959 honestly i'm not looking for a job 0:12:11.920,0:12:14.399 well he just scratched his head he 0:12:12.959,0:12:14.959 didn't understand that yeah so in 0:12:14.399,0:12:16.480 hindsight 0:12:14.959,0:12:17.519 seriously no he had no idea but in 0:12:16.480,0:12:18.399 hindsight i realized i should have been 0:12:17.519,0:12:19.760 there because i could have recruited 0:12:18.399,0:12:22.000 some good people 0:12:19.760,0:12:24.480 that's true it could have jump started 0:12:22.000,0:12:26.079 my business at that point but 0:12:24.480,0:12:28.079 yeah at that point it just continued to 0:12:26.079,0:12:29.279 grow and uh 0:12:28.079,0:12:31.839 somewhere and i don't remember what year 0:12:29.279,0:12:33.360 it was but um a dialysis center moved 0:12:31.839,0:12:34.959 into my dad's building 0:12:33.360,0:12:37.120 and they uh they took over the entire 0:12:34.959,0:12:38.560 second floor which was very cool 0:12:37.120,0:12:40.800 but they said hey you know you don't 0:12:38.560,0:12:42.240 have the osha requirements for 0:12:40.800,0:12:43.839 you you don't have an exposure control 0:12:42.240,0:12:45.519 plan and you don't know how to clean a 0:12:43.839,0:12:46.160 medical so we can't let you clean inside 0:12:45.519,0:12:48.639 the 0:12:46.160,0:12:50.079 in the treatment room but it's fine you 0:12:48.639,0:12:51.040 know you can clean the offices and 0:12:50.079,0:12:53.600 the common areas because that was 0:12:51.040,0:12:55.120 included in their rent and uh about six 0:12:53.600,0:12:56.880 months into it i got a phone call from 0:12:55.120,0:12:57.680 their purchasing manager downtown and 0:12:56.880,0:12:58.639 he's like timmy goes 0:12:57.680,0:13:00.079 you got to come down here because i'm 0:12:58.639,0:13:02.399 having problems and i thought i messed 0:13:00.079,0:13:05.040 up and i'm going to lose this account 0:13:02.399,0:13:06.079 and so i drove downtown going to his 0:13:05.040,0:13:07.360 office i said you know what's the 0:13:06.079,0:13:07.839 problem because i'm getting complaints 0:13:07.360,0:13:09.279 from 0:13:07.839,0:13:10.959 from the staff i'm getting complaints 0:13:09.279,0:13:12.240 from the patients that are sitting in 0:13:10.959,0:13:12.639 there i'm so sorry i don't know what to 0:13:12.240,0:13:13.839 do 0:13:12.639,0:13:15.440 he goes no no he goes i'm not getting 0:13:13.839,0:13:17.200 complaints about you because i'm getting 0:13:15.440,0:13:18.560 complaints in the treatment room 0:13:17.200,0:13:20.399 he goes because they're sitting in their 0:13:18.560,0:13:21.760 chairs for dialysis for you know three 0:13:20.399,0:13:23.839 hours at a time and they're looking at 0:13:21.760,0:13:25.360 dirty floors and it's a problem because 0:13:23.839,0:13:25.680 so i need you to figure out what you 0:13:25.360,0:13:27.360 need 0:13:25.680,0:13:29.519 to get certified so you can clean 0:13:27.360,0:13:31.680 medical and 0:13:29.519,0:13:32.800 you know so you can do this for us all 0:13:31.680,0:13:34.720 right great so tim how 0:13:32.800,0:13:36.800 uh let how old were you at when that was 0:13:34.720,0:13:39.199 going on that was probably 0:13:36.800,0:13:40.880 i was probably 20 21. so think about 0:13:39.199,0:13:42.720 that right like anybody who's listening 0:13:40.880,0:13:44.399 and you know watching right now is he's 0:13:42.720,0:13:45.519 21 years old 0:13:44.399,0:13:47.120 and you're dealing with purchasing 0:13:45.519,0:13:47.440 managers right you're dealing with this 0:13:47.120,0:13:49.199 is 0:13:47.440,0:13:51.120 i mean dallas the centers they probably 0:13:49.199,0:13:52.480 have if you have a purchasing manager 0:13:51.120,0:13:53.279 you're a big company absolutely if you 0:13:52.480,0:13:56.480 have procurement 0:13:53.279,0:13:58.560 yeah so 20 21 years old again 0:13:56.480,0:14:00.079 at that age i mean you would think that 0:13:58.560,0:14:00.880 they have did you have trouble people 0:14:00.079,0:14:02.560 taking you 0:14:00.880,0:14:04.079 professionally in the beginning i did 0:14:02.560,0:14:07.040 begin once a t got 0:14:04.079,0:14:08.800 uh when there was a client they gave us 0:14:07.040,0:14:10.800 a a letter a referral 0:14:08.800,0:14:12.480 so now i'm walking around i've got a you 0:14:10.800,0:14:15.279 know a letter of reference 0:14:12.480,0:14:16.000 from a fortune 100 company that opened 0:14:15.279,0:14:18.079 some doors 0:14:16.000,0:14:20.639 you know so that that changed things um 0:14:18.079,0:14:21.839 and then when this this dialysis company 0:14:20.639,0:14:24.160 who later got bought up by one of the 0:14:21.839,0:14:26.880 big national companies but they had 0:14:24.160,0:14:29.040 um i think they had 18 locations in 0:14:26.880,0:14:30.560 chicago and went from uh 0:14:29.040,0:14:32.399 gurney was the furthest north and it 0:14:30.560,0:14:34.320 went as far as south holland 0:14:32.399,0:14:35.839 and again they just felt like dominoes 0:14:34.320,0:14:36.320 and we end up cleaning every location 0:14:35.839,0:14:38.320 for them 0:14:36.320,0:14:39.519 wow and that's i mean that's a great 0:14:38.320,0:14:41.519 feeling 0:14:39.519,0:14:42.959 you know you have that type of client 0:14:41.519,0:14:44.720 and that's why i'm always big on when 0:14:42.959,0:14:46.199 people say how do you grow and scale 0:14:44.720,0:14:47.920 you need some of those you need 0:14:46.199,0:14:50.240 multi-location 0:14:47.920,0:14:51.839 absolutely because that expands your 0:14:50.240,0:14:52.320 reach right but i had no idea what i was 0:14:51.839,0:14:54.639 doing 0:14:52.320,0:14:57.120 yeah i was like this is there's like 90 0:14:54.639,0:14:58.320 miles between these locations 0:14:57.120,0:14:59.600 i don't even know what to do to cover 0:14:58.320,0:15:00.480 them because then it's logistics right 0:14:59.600,0:15:02.639 right yeah 0:15:00.480,0:15:03.839 yeah so i was fortunate one of the guys 0:15:02.639,0:15:05.839 that i hired 0:15:03.839,0:15:07.920 um he's like he goes um he goes i can 0:15:05.839,0:15:09.519 find people for he's like i'll i can 0:15:07.920,0:15:11.360 you know run him through i can train him 0:15:09.519,0:15:14.959 and uh and he worked for me for 0:15:11.360,0:15:16.720 a long time and really that was um 0:15:14.959,0:15:18.079 he helped me in the area where i had no 0:15:16.720,0:15:20.320 clue what i would have done otherwise 0:15:18.079,0:15:21.360 okay it worked out really well so now so 0:15:20.320,0:15:24.160 this is the 0:15:21.360,0:15:24.720 the beginning years now talk about image 0:15:24.160,0:15:26.720 one yeah 0:15:24.720,0:15:28.639 when does when did image one come into 0:15:26.720,0:15:29.920 into play how was it birthed where does 0:15:28.639,0:15:33.120 the name come from right 0:15:29.920,0:15:34.079 stories like that so continued to grow 0:15:33.120,0:15:36.079 all through high school all through 0:15:34.079,0:15:37.839 college and uh you know i graduated 0:15:36.079,0:15:39.279 college in 1992 0:15:37.839,0:15:41.680 got married later that year to my wife 0:15:39.279,0:15:43.519 maria we celebrated 28 years just a 0:15:41.680,0:15:45.600 couple weeks ago yeah thank you 0:15:43.519,0:15:47.120 that's huge and um so you know we just 0:15:45.600,0:15:48.320 kept growing the business you know and 0:15:47.120,0:15:50.079 uh was she involved 0:15:48.320,0:15:51.440 a little bit you know i mean when we 0:15:50.079,0:15:53.440 were dating because we started dating we 0:15:51.440,0:15:54.959 were like 18 19 years old and 0:15:53.440,0:15:56.160 so she'd go and go to work with me in 0:15:54.959,0:15:57.600 the nights you know because the faster i 0:15:56.160,0:15:59.440 was done cleaning yeah then the more 0:15:57.600,0:16:01.759 time we got something 0:15:59.440,0:16:03.040 yeah so and when we first got married it 0:16:01.759,0:16:04.720 was you know she and i were doing 0:16:03.040,0:16:06.639 a lot of the cleaning and you know when 0:16:04.720,0:16:09.600 we you know first had kids 0:16:06.639,0:16:10.880 um you know she'd stay home with with 0:16:09.600,0:16:12.480 our son and you know i'd go out and i 0:16:10.880,0:16:14.160 would do the cleaning and stuff 0:16:12.480,0:16:16.240 and uh it was really it was a family 0:16:14.160,0:16:18.079 operation you know you guys say that 0:16:16.240,0:16:19.600 that's that to me that's a great feeling 0:16:18.079,0:16:21.600 when your wife or your 0:16:19.600,0:16:22.720 mom or your cousin or sister like when 0:16:21.600,0:16:24.480 they're working with you 0:16:22.720,0:16:25.360 and your wife can stay home right right 0:16:24.480,0:16:25.920 because what are you doing you're 0:16:25.360,0:16:28.800 building 0:16:25.920,0:16:30.160 a legacy business exactly exactly and it 0:16:28.800,0:16:31.279 so really it was built as a family 0:16:30.160,0:16:32.800 business i never 0:16:31.279,0:16:34.480 never imagined that it would ever turn 0:16:32.800,0:16:37.199 into a franchise 0:16:34.480,0:16:38.720 that was never on the on the radar and 0:16:37.199,0:16:39.199 uh you know one day i got a letter in 0:16:38.720,0:16:40.560 the mail 0:16:39.199,0:16:41.600 and i used to get letters all the time 0:16:40.560,0:16:42.320 you know people want a buyer how many 0:16:41.600,0:16:44.000 people want to you know 0:16:42.320,0:16:44.880 sell you their company or whatever it is 0:16:44.000,0:16:46.240 and i was just tossing them in the 0:16:44.880,0:16:48.000 garbage but one day for whatever reason 0:16:46.240,0:16:48.800 i opened this one up i read it 0:16:48.000,0:16:50.720 i was like you know i'm going to see 0:16:48.800,0:16:52.320 what this guy has to offer and see what 0:16:50.720,0:16:53.519 he has to say and uh so it was a letter 0:16:52.320,0:16:55.040 that said basically he had bought the 0:16:53.519,0:16:56.639 rights for a master franchise for the 0:16:55.040,0:16:58.079 chicago market but he knew nothing about 0:16:56.639,0:16:59.600 the janitorial industry so he's looking 0:16:58.079,0:17:01.040 for people to partner with 0:16:59.600,0:17:03.519 that knew the chicago market knew about 0:17:01.040,0:17:04.720 cleaning so i'm gonna go check this out 0:17:03.519,0:17:06.240 and see what this guy has to say so we 0:17:04.720,0:17:08.959 did a 10-year agreement 0:17:06.240,0:17:10.559 with a national franchise and when that 0:17:08.959,0:17:14.160 agreement expired 0:17:10.559,0:17:15.760 and at the end of 2010 0:17:14.160,0:17:17.439 um we decided that we want to do things 0:17:15.760,0:17:19.039 differently because 0:17:17.439,0:17:20.799 all the national franchises kind of 0:17:19.039,0:17:22.079 operate the same way and i wanted to do 0:17:20.799,0:17:24.319 something that was different 0:17:22.079,0:17:25.439 so you're still working or you were a 0:17:24.319,0:17:26.880 franchisor 0:17:25.439,0:17:28.559 of a franchise right so we were we were 0:17:26.880,0:17:30.320 a master franchise so we had bought a 0:17:28.559,0:17:32.880 franchise and then we were selling unit 0:17:30.320,0:17:34.960 franchises in the chicago market 0:17:32.880,0:17:36.000 and so when that expired that's when 0:17:34.960,0:17:38.000 image one was born 0:17:36.000,0:17:39.360 okay and uh we're going to celebrate 10 0:17:38.000,0:17:41.200 years actually we're incorporated 0:17:39.360,0:17:41.679 october of 2010. so it's not that it's 0:17:41.200,0:17:45.600 been 0:17:41.679,0:17:46.880 10 years it's fairly not new yeah 0:17:45.600,0:17:48.160 so it's been 10 years that we've been 0:17:46.880,0:17:49.360 franchising almost 10 years we've been 0:17:48.160,0:17:51.360 franchising under the image 0:17:49.360,0:17:52.880 image one okay and we're in six states 0:17:51.360,0:17:54.000 now um you know chicago is our 0:17:52.880,0:17:56.559 stronghold this is where we've been 0:17:54.000,0:17:59.760 forever since 1985. 0:17:56.559,0:18:00.799 and um you know we're in florida and uh 0:17:59.760,0:18:04.640 michigan 0:18:00.799,0:18:07.760 ohio uh tennessee colorado 0:18:04.640,0:18:08.799 and um texas so and we've got a couple 0:18:07.760,0:18:09.440 other ones that are that are looking 0:18:08.799,0:18:11.360 good that are 0:18:09.440,0:18:13.120 um going to be a couple new expansions 0:18:11.360,0:18:14.320 hopefully right towards the end of this 0:18:13.120,0:18:17.360 year but again next year 0:18:14.320,0:18:19.120 nice and and you guys too this i brought 0:18:17.360,0:18:20.880 him on for a reason too and that 0:18:19.120,0:18:22.320 you know he's a great guy already as you 0:18:20.880,0:18:24.880 can see and you can hear the story 0:18:22.320,0:18:26.320 but uh franchises i get a lot of 0:18:24.880,0:18:27.840 questions about 0:18:26.320,0:18:30.160 franchise should i franchise who should 0:18:27.840,0:18:32.480 i franchise with well i mean 0:18:30.160,0:18:34.240 you'll learn more as we continue but 0:18:32.480,0:18:35.840 this is a great example of a franchise 0:18:34.240,0:18:37.760 that operates a little differently 0:18:35.840,0:18:39.760 right so let's talk about differently 0:18:37.760,0:18:41.520 like what you know there's there's a 0:18:39.760,0:18:42.880 co-trademark that i saw on your website 0:18:41.520,0:18:46.000 the teleclean system 0:18:42.880,0:18:47.200 right but explain that explain what 0:18:46.000,0:18:48.240 differentiates is that what 0:18:47.200,0:18:49.440 differentiates you guys 0:18:48.240,0:18:51.039 there's there's so much that 0:18:49.440,0:18:51.360 differentiates us you know one of the 0:18:51.039,0:18:54.559 things 0:18:51.360,0:18:56.799 and the intelliclean processes um 0:18:54.559,0:18:58.000 it's an entire systematic process for 0:18:56.799,0:19:00.720 for developing 0:18:58.000,0:19:02.799 uh customized quotes for the um for the 0:19:00.720,0:19:03.440 clients um and we've got an ipad app 0:19:02.799,0:19:05.600 that that 0:19:03.440,0:19:06.880 interacts with that um that we developed 0:19:05.600,0:19:08.080 and that was really the beginning of our 0:19:06.880,0:19:09.280 technology and that's one of the things 0:19:08.080,0:19:10.960 that really sets us apart is our 0:19:09.280,0:19:12.480 technology i mean as you know which is 0:19:10.960,0:19:14.559 another reason why i brought them on 0:19:12.480,0:19:15.600 this guy loves tech like we do so it's 0:19:14.559,0:19:17.280 it was 0:19:15.600,0:19:18.640 when you showed us that at the at the 0:19:17.280,0:19:20.480 show too it's like 0:19:18.640,0:19:22.080 uh rick but it's proprietary so it's for 0:19:20.480,0:19:24.240 you guys right we're like we're trying 0:19:22.080,0:19:25.760 to be commercialized but it's you've got 0:19:24.240,0:19:27.760 the same vision yeah you know that's 0:19:25.760,0:19:29.280 you know speak on it yeah technology is 0:19:27.760,0:19:30.480 huge you know it started with with just 0:19:29.280,0:19:33.520 a single 0:19:30.480,0:19:34.080 um a single ipad app just to gather the 0:19:33.520,0:19:35.919 data 0:19:34.080,0:19:37.520 when you're walking through a client's 0:19:35.919,0:19:39.919 facility and 0:19:37.520,0:19:41.039 you know back in this was 2011 and i 0:19:39.919,0:19:42.320 went to the apple store and said hey i 0:19:41.039,0:19:43.840 want to build an app i said 0:19:42.320,0:19:45.760 i can't do it myself you know who do i 0:19:43.840,0:19:47.919 call and the the 0:19:45.760,0:19:49.039 the business rep there he's like well 0:19:47.919,0:19:50.559 i'll give you three 0:19:49.039,0:19:52.320 three options you can basically call two 0:19:50.559,0:19:55.679 guys in a garage and 0:19:52.320,0:19:57.360 um you can get like a a good app for you 0:19:55.679,0:19:58.960 know five thousand dollars or you can 0:19:57.360,0:20:00.080 get this middle range company it'll 0:19:58.960,0:20:01.120 probably cost you about twenty five 0:20:00.080,0:20:02.159 thousand or you can go with like one of 0:20:01.120,0:20:03.520 the companies that build them for big 0:20:02.159,0:20:04.080 companies because you're gonna spend 50 0:20:03.520,0:20:06.640 grand 0:20:04.080,0:20:07.919 you just call all three so i did and i 0:20:06.640,0:20:08.960 met with the guys that were 0:20:07.919,0:20:11.120 you know the two guys in the garage 0:20:08.960,0:20:12.720 which should they weren't in the garage 0:20:11.120,0:20:14.559 they were actually renting space in the 0:20:12.720,0:20:17.039 back of a um 0:20:14.559,0:20:18.799 an attorney's office okay but i met with 0:20:17.039,0:20:21.280 them and i thought you know what 0:20:18.799,0:20:22.880 it's five grand that was a lot of money 0:20:21.280,0:20:24.559 at the time but i was like you know what 0:20:22.880,0:20:26.400 it's a lot less than what the other guys 0:20:24.559,0:20:27.120 would do and i've wasted more than that 0:20:26.400,0:20:29.120 on 0:20:27.120,0:20:30.240 on worse ideas so i yeah i had a good 0:20:29.120,0:20:31.919 feeling about them and 0:20:30.240,0:20:33.679 and so they developed the app for us and 0:20:31.919,0:20:34.000 it was great nice and so you know we 0:20:33.679,0:20:36.400 started 0:20:34.000,0:20:37.679 walking in again 10 years ago walking 0:20:36.400,0:20:41.760 into client facilities 0:20:37.679,0:20:43.039 and the um even now i mean 0:20:41.760,0:20:44.320 when most competitors go out they're 0:20:43.039,0:20:44.960 going out there with a legal pad and a 0:20:44.320,0:20:46.400 pencil 0:20:44.960,0:20:47.200 paper and they're writing stuff down and 0:20:46.400,0:20:48.799 probably when they go back to their 0:20:47.200,0:20:51.840 office they're using abacus 0:20:48.799,0:20:52.880 to uh to calculate so 0:20:51.840,0:20:55.039 they don't even have a calculator you 0:20:52.880,0:20:57.200 have a calculator so that's yeah 0:20:55.039,0:20:58.320 so we we were big on the technology you 0:20:57.200,0:21:00.559 know so it's like you know we 0:20:58.320,0:21:02.000 we um you know when the laser measuring 0:21:00.559,0:21:03.679 came out we were like immediately jump 0:21:02.000,0:21:05.039 on the the laser measures because it's 0:21:03.679,0:21:06.960 it's just it's more professional than 0:21:05.039,0:21:08.240 counting ceiling tiles or or using the 0:21:06.960,0:21:08.799 wheel or things like that even though 0:21:08.240,0:21:10.559 those are 0:21:08.799,0:21:12.080 those methods work but yeah it's just 0:21:10.559,0:21:12.640 it's not as efficient it's it's not as 0:21:12.080,0:21:15.520 professional 0:21:12.640,0:21:16.000 as polished yeah exactly and um so the 0:21:15.520,0:21:17.679 the 0:21:16.000,0:21:19.039 app by the time you finish walking 0:21:17.679,0:21:20.080 through the client's facility you've got 0:21:19.039,0:21:22.480 a price 0:21:20.080,0:21:23.600 and there's no no work to do so you can 0:21:22.480,0:21:25.840 bounce the number off of 0:21:23.600,0:21:27.039 the client and you know if you're in the 0:21:25.840,0:21:28.320 right ballpark if they didn't want to 0:21:27.039,0:21:29.600 share their budget you can tell them hey 0:21:28.320,0:21:30.240 it's going to be 2 300 bucks they're 0:21:29.600,0:21:32.720 gonna say oh 0:21:30.240,0:21:34.400 you're way over or wow you're right out 0:21:32.720,0:21:35.440 but you know before you even walk out 0:21:34.400,0:21:37.280 which is good 0:21:35.440,0:21:38.559 and if they say no it's too high we can 0:21:37.280,0:21:39.280 say all right well you know we can go 0:21:38.559,0:21:41.120 through 0:21:39.280,0:21:42.960 and customize it maybe eliminate some 0:21:41.120,0:21:44.080 things that we recommend you do but if 0:21:42.960,0:21:45.840 we eliminate them we can get it down to 0:21:44.080,0:21:47.120 your budget of 1900 or you know whatever 0:21:45.840,0:21:47.760 but we're doing apples apples yeah 0:21:47.120,0:21:50.080 exactly 0:21:47.760,0:21:51.039 exactly and so that was the first app 0:21:50.080,0:21:52.480 and that was you know where it all 0:21:51.039,0:21:53.120 started and then we you know we decided 0:21:52.480,0:21:55.440 to uh 0:21:53.120,0:21:57.200 just to keep building on that and we'd 0:21:55.440,0:21:58.960 use some other company software but 0:21:57.200,0:22:00.240 we had you know you've got a crm and 0:21:58.960,0:22:00.960 you've got inspection software and 0:22:00.240,0:22:03.280 you've got 0:22:00.960,0:22:04.320 the mapping software there's like 17 0:22:03.280,0:22:05.679 different things it's like 0:22:04.320,0:22:06.799 we have all these different logins and 0:22:05.679,0:22:08.159 all these different things that was just 0:22:06.799,0:22:09.200 confusing that's like i just want it all 0:22:08.159,0:22:10.640 to be in one 0:22:09.200,0:22:12.400 in one place and because we are a 0:22:10.640,0:22:13.679 franchise branding is important 0:22:12.400,0:22:15.679 and i said you know i just i want to 0:22:13.679,0:22:18.159 have proprietary software for us 0:22:15.679,0:22:18.799 that everything is under one one 0:22:18.159,0:22:21.120 umbrella 0:22:18.799,0:22:22.799 and it's ours you know we own it yeah 0:22:21.120,0:22:24.240 and so we went back to those developers 0:22:22.799,0:22:25.280 and said can you do this and they said 0:22:24.240,0:22:26.880 yeah you know 0:22:25.280,0:22:28.480 we can do anything yeah you know because 0:22:26.880,0:22:30.080 by that time now they've grown 0:22:28.480,0:22:33.039 they've grown into a big company yeah 0:22:30.080,0:22:36.480 yeah and um so they developed an entire 0:22:33.039,0:22:38.880 uh portfolio of of software for us 0:22:36.480,0:22:40.240 so we do our proposals um our 0:22:38.880,0:22:42.480 inspections uh 0:22:40.240,0:22:43.520 customer relations uh prospecting 0:22:42.480,0:22:45.919 management 0:22:43.520,0:22:47.200 um it's all done in one place and then 0:22:45.919,0:22:48.880 on top of that we do all the accounting 0:22:47.200,0:22:50.159 in the same software okay so we do all 0:22:48.880,0:22:50.480 of our billing all of our collections 0:22:50.159,0:22:52.880 our 0:22:50.480,0:22:54.640 um our collection or our billing 0:22:52.880,0:22:55.440 department does that all in-house here i 0:22:54.640,0:22:57.919 mean so i gotta 0:22:55.440,0:22:58.559 it's a they do it all it's a franchise 0:22:57.919,0:23:00.000 dream 0:22:58.559,0:23:02.080 yeah like for because because i could 0:23:00.000,0:23:03.840 see how it is difficult to have so many 0:23:02.080,0:23:05.840 different you know solutions and 0:23:03.840,0:23:07.679 software that you have to use but for 0:23:05.840,0:23:08.400 you guys it's just one less step the 0:23:07.679,0:23:09.760 franchisee 0:23:08.400,0:23:12.400 that's that's exactly well yeah i 0:23:09.760,0:23:13.280 remember and i'm almost embarrassed to 0:23:12.400,0:23:15.280 admit it 0:23:13.280,0:23:17.600 that you know there were jobs when i was 0:23:15.280,0:23:19.120 small um that we went out and we did we 0:23:17.600,0:23:19.600 never even sent a bill never got paid 0:23:19.120,0:23:21.679 for it 0:23:19.600,0:23:23.840 because i was so busy i didn't do it and 0:23:21.679,0:23:26.080 then by the time i realized that 0:23:23.840,0:23:28.480 i was embarrassed to spend like you know 0:23:26.080,0:23:30.080 later no more like six months later 0:23:28.480,0:23:31.600 you know there was a big job that we did 0:23:30.080,0:23:32.640 it was out at edwards hospital in 0:23:31.600,0:23:34.720 naperville 0:23:32.640,0:23:36.000 uh when they were renovating and we went 0:23:34.720,0:23:37.440 and we stripped and waxed a whole bunch 0:23:36.000,0:23:39.039 of floors from and it was it was several 0:23:37.440,0:23:42.880 thousand dollars oh my god 0:23:39.039,0:23:42.880 never even build them for it it's on us 0:23:43.200,0:23:46.720 you know what though people pay 0:23:44.960,0:23:47.919 thousands and thousands of dollars to go 0:23:46.720,0:23:49.200 to college 0:23:47.919,0:23:51.039 so you know when there's a mistake when 0:23:49.200,0:23:52.080 there's an error that we make i chalk it 0:23:51.039,0:23:54.240 up to you know it's like 0:23:52.080,0:23:56.240 paying for a class yeah you know it's 0:23:54.240,0:23:57.600 it's it's less expensive than what a 0:23:56.240,0:23:59.200 semester at college is true 0:23:57.600,0:24:00.960 true so i don't have an issue with that 0:23:59.200,0:24:03.360 another thing i wanted to touch on 0:24:00.960,0:24:05.279 uh because i feel like the so you've got 0:24:03.360,0:24:06.240 sales is one big part of our industry 0:24:05.279,0:24:08.720 right but 0:24:06.240,0:24:09.919 uh human capital management training 0:24:08.720,0:24:11.200 right so 0:24:09.919,0:24:12.960 when you're when you're picking 0:24:11.200,0:24:15.120 franchisees or you're you know people 0:24:12.960,0:24:17.600 are coming to you to start a business 0:24:15.120,0:24:19.039 under your umbrella you know how how big 0:24:17.600,0:24:19.600 is training like what does training look 0:24:19.039,0:24:21.600 like for him 0:24:19.600,0:24:23.440 training is huge you know and again 0:24:21.600,0:24:24.720 branding is so important for us that we 0:24:23.440,0:24:27.200 we did all of our own 0:24:24.720,0:24:28.960 um training videos they're all available 0:24:27.200,0:24:29.840 on our software so that uh when a 0:24:28.960,0:24:31.120 franchise owner 0:24:29.840,0:24:32.720 is getting trained they can view them 0:24:31.120,0:24:33.760 all there they can have all their 0:24:32.720,0:24:36.559 employees log in 0:24:33.760,0:24:38.240 it it shows who's watched the videos 0:24:36.559,0:24:38.880 that they've watched the entire video so 0:24:38.240,0:24:42.080 that 0:24:38.880,0:24:43.200 so they know that it's done 0:24:42.080,0:24:44.880 no it actually shows the amount of time 0:24:43.200,0:24:46.000 that was spent on the video and 0:24:44.880,0:24:49.039 everything is right 0:24:46.000,0:24:50.480 exactly exactly um so it tracks all that 0:24:49.039,0:24:51.760 so it keeps track of um 0:24:50.480,0:24:53.679 that they know that their employees have 0:24:51.760,0:24:55.039 actually gone through it um you know 0:24:53.679,0:24:56.480 and and when we do training you know 0:24:55.039,0:24:57.440 we'll bring someone into chicago they'll 0:24:56.480,0:25:00.159 spend a week 0:24:57.440,0:25:00.720 here learning about everything from 0:25:00.159,0:25:03.200 sales 0:25:00.720,0:25:04.480 and operations to telemarketing to you 0:25:03.200,0:25:05.919 know walking out and cold calling you 0:25:04.480,0:25:07.200 know joining your local chamber doing 0:25:05.919,0:25:08.480 all the things that we know you need to 0:25:07.200,0:25:09.360 do to grow a business but you know 0:25:08.480,0:25:10.960 people are new 0:25:09.360,0:25:13.440 don't don't necessarily understand that 0:25:10.960,0:25:14.640 yeah and so we train them on all of that 0:25:13.440,0:25:16.080 and then after they're done with their 0:25:14.640,0:25:17.279 their week in chicago and they go out 0:25:16.080,0:25:18.240 and they work with the local franchise 0:25:17.279,0:25:20.240 owner here 0:25:18.240,0:25:21.840 to clean a car dealership or a specific 0:25:20.240,0:25:23.760 one of each location 0:25:21.840,0:25:25.279 exactly so they kind of get hands-on 0:25:23.760,0:25:26.799 they really know what they're doing 0:25:25.279,0:25:28.559 and then after that then we go out to 0:25:26.799,0:25:30.400 their market and we'll spend a week in 0:25:28.559,0:25:32.640 their market doing sales with them 0:25:30.400,0:25:34.159 side by side hand in hand walking door 0:25:32.640,0:25:35.440 to door going to networking events 0:25:34.159,0:25:37.120 whatever they need 0:25:35.440,0:25:38.559 and you know we'll spend a week there 0:25:37.120,0:25:39.760 the first month and then 0:25:38.559,0:25:41.360 the next month we'll go and we'll spend 0:25:39.760,0:25:42.799 another week with them and you know some 0:25:41.360,0:25:44.559 franchise owners if they really need it 0:25:42.799,0:25:45.760 we'll go every month we'll spend a week 0:25:44.559,0:25:46.240 there every single month for the first 0:25:45.760,0:25:47.440 year 0:25:46.240,0:25:49.120 i mean so you're really good you're 0:25:47.440,0:25:50.400 you're involved oh we got tonight 0:25:49.120,0:25:52.000 they're heavily involved 0:25:50.400,0:25:54.320 way more than one yeah way more than 0:25:52.000,0:25:55.360 what most franchisors do for for any 0:25:54.320,0:25:56.400 franchise company not just in the 0:25:55.360,0:25:58.159 cleaning business but 0:25:56.400,0:25:59.440 yeah than in any industry well i mean 0:25:58.159,0:26:01.600 because i got about that's 0:25:59.440,0:26:03.520 this their success is your success 0:26:01.600,0:26:04.159 that's exactly it that's exactly now how 0:26:03.520,0:26:05.440 does 0:26:04.159,0:26:07.360 you know because you know in the 0:26:05.440,0:26:09.279 industry turnover is bad 0:26:07.360,0:26:10.480 right so like how is turnover for you 0:26:09.279,0:26:12.000 guys done so 0:26:10.480,0:26:13.840 obviously how do you look at turnover 0:26:12.000,0:26:15.840 for the franchisee 0:26:13.840,0:26:17.039 um our franchisor stick with us a long 0:26:15.840,0:26:18.799 time i've got guys that have been with 0:26:17.039,0:26:22.960 us since 2003. 0:26:18.799,0:26:24.320 um for them for their their employees 0:26:22.960,0:26:26.080 it's a challenge it's just like any 0:26:24.320,0:26:27.760 other traditional janitorial company 0:26:26.080,0:26:28.880 you got to find the right people you 0:26:27.760,0:26:29.679 have to treat them right you have to pay 0:26:28.880,0:26:31.919 them right 0:26:29.679,0:26:32.960 um and then if it's a good person and 0:26:31.919,0:26:33.919 you're treating them good they're 0:26:32.960,0:26:34.559 hopefully they're going to stick around 0:26:33.919,0:26:36.159 a long time 0:26:34.559,0:26:37.360 yeah but there's always going to be 0:26:36.159,0:26:38.320 turnover in our industry which is kind 0:26:37.360,0:26:40.000 of the nature of 0:26:38.320,0:26:42.080 nature of the beast and you know you 0:26:40.000,0:26:43.279 hear scary statistics that you know 0:26:42.080,0:26:44.559 sometimes it's you know three four 0:26:43.279,0:26:47.120 hundred percent 0:26:44.559,0:26:48.720 turnover and that's insane and i know 0:26:47.120,0:26:49.120 that our franchise owners don't don't 0:26:48.720,0:26:52.640 have 0:26:49.120,0:26:54.159 anything near that um you know so i 0:26:52.640,0:26:56.320 don't know if that's just a 0:26:54.159,0:26:57.760 you know a pretend statistic that 0:26:56.320,0:26:59.760 doesn't exist or if it's true 0:26:57.760,0:27:01.120 i'd love to know if someone could ever 0:26:59.760,0:27:02.960 really dial into that 0:27:01.120,0:27:04.720 and get the data behind behind that 0:27:02.960,0:27:06.880 statistic so tim what about 0:27:04.720,0:27:08.400 uh so this is something i tell a lot of 0:27:06.880,0:27:08.640 you know anybody i talked to and you 0:27:08.400,0:27:10.400 know 0:27:08.640,0:27:12.320 in facebook groups and just at the 0:27:10.400,0:27:15.440 conventions um 0:27:12.320,0:27:17.600 i i felt i feel like the success i had 0:27:15.440,0:27:20.000 was because i first two years i was 0:27:17.600,0:27:21.919 doing it all i was wearing every hat 0:27:20.000,0:27:23.520 i know you guys you may not tell 0:27:21.919,0:27:25.120 franchisees this but like 0:27:23.520,0:27:27.120 do you give them advice to say hey you 0:27:25.120,0:27:28.720 guys really need to you know perform a 0:27:27.120,0:27:30.640 lot of these services yourself 0:27:28.720,0:27:32.240 or if you want to learn carpet cleaning 0:27:30.640,0:27:34.080 learn it yourself first 0:27:32.240,0:27:35.360 right is that something that you yeah 0:27:34.080,0:27:36.080 they they need to understand everything 0:27:35.360,0:27:38.960 that they're doing 0:27:36.080,0:27:40.720 absolutely so that you know they um some 0:27:38.960,0:27:43.840 franchise owners will jump into it and 0:27:40.720,0:27:45.760 if they've if they've got a you know a 0:27:43.840,0:27:47.440 large amount of capital to invest 0:27:45.760,0:27:48.960 they'll start big and they'll hire a 0:27:47.440,0:27:50.320 sales person right away they'll hire an 0:27:48.960,0:27:51.679 operations manager 0:27:50.320,0:27:53.520 to start managing accounts as they're 0:27:51.679,0:27:55.120 getting them um 0:27:53.520,0:27:56.799 but that's typically that's the 0:27:55.120,0:27:57.360 exception yeah that's that's not the 0:27:56.799,0:27:59.200 norm 0:27:57.360,0:28:00.399 usually people they start out they'll do 0:27:59.200,0:28:02.240 the sales they'll start cleaning those 0:28:00.399,0:28:03.360 accounts if they understand it 0:28:02.240,0:28:05.600 because they really do need to 0:28:03.360,0:28:06.559 understand how long it takes to perform 0:28:05.600,0:28:08.559 a job and 0:28:06.559,0:28:10.000 you know so they know that if if they 0:28:08.559,0:28:11.520 get a you know a 0:28:10.000,0:28:13.120 6 000 square foot office building and 0:28:11.520,0:28:15.440 they they think it's going to take 0:28:13.120,0:28:16.880 based on industry standards let's say 0:28:15.440,0:28:18.159 two hours to clean it 0:28:16.880,0:28:19.760 but their employees saying it's taking 0:28:18.159,0:28:20.960 them three hours yeah and they don't 0:28:19.760,0:28:22.080 know so they'll say all right well i'll 0:28:20.960,0:28:23.360 pay you for three hours well now all of 0:28:22.080,0:28:24.080 a sudden it's not a profitable account 0:28:23.360,0:28:26.080 yeah because 0:28:24.080,0:28:27.840 it was bid right but they've got a an 0:28:26.080,0:28:29.440 employee that's telling them it's not 0:28:27.840,0:28:30.799 and they don't know because they haven't 0:28:29.440,0:28:32.159 they don't have enough time invested to 0:28:30.799,0:28:33.200 understand it yep 0:28:32.159,0:28:34.320 but again that's some of the stuff we 0:28:33.200,0:28:36.159 help them with and we'll we'll walk 0:28:34.320,0:28:37.039 through the the steps in the process 0:28:36.159,0:28:38.399 with that and 0:28:37.039,0:28:40.399 and help get that stuff back into 0:28:38.399,0:28:43.039 alignment if necessary awesome man 0:28:40.399,0:28:44.159 awesome so another so topic i wanted to 0:28:43.039,0:28:47.200 discuss is 0:28:44.159,0:28:49.120 obviously covet right so we can go on 0:28:47.200,0:28:51.360 and on about that but like where 0:28:49.120,0:28:53.440 you know in the mastermind group that 0:28:51.360,0:28:54.799 we're in you you brought up some gr some 0:28:53.440,0:28:56.720 great examples of 0:28:54.799,0:28:58.000 products that you're using and processes 0:28:56.720,0:28:59.679 that you're doing right 0:28:58.000,0:29:02.799 um can you share a little bit about that 0:28:59.679,0:29:06.159 oh absolutely so you know early 0:29:02.799,0:29:08.000 early into the the whole covid situation 0:29:06.159,0:29:08.880 you know i i 0:29:08.000,0:29:11.440 saw and i thought you know i don't think 0:29:08.880,0:29:13.520 it's gonna be as bad 0:29:11.440,0:29:14.960 is what some people think but we got to 0:29:13.520,0:29:16.320 be prepared for it we got to see what we 0:29:14.960,0:29:17.760 can do so i immediately ordered 0:29:16.320,0:29:19.039 electrostatic sprayers 0:29:17.760,0:29:20.640 um because i had seen those over the 0:29:19.039,0:29:22.080 years but that's never everywhere never 0:29:20.640,0:29:24.240 had a need for them yeah 0:29:22.080,0:29:25.600 never bought one never owned one until 0:29:24.240,0:29:26.480 until that hit and then we ordered a 0:29:25.600,0:29:28.159 bunch 0:29:26.480,0:29:30.080 and i'm glad we did because when we got 0:29:28.159,0:29:31.600 them i tried to order uh more like two 0:29:30.080,0:29:33.600 weeks later and they were they were gone 0:29:31.600,0:29:35.360 i mean nobody had them any place nation 0:29:33.600,0:29:37.600 everybody's charging twice as much yeah 0:29:35.360,0:29:38.720 yeah yeah um so but that was our pivot 0:29:37.600,0:29:39.840 you know it was like okay we're gonna 0:29:38.720,0:29:41.039 have this so that we're prepared we're 0:29:39.840,0:29:42.240 going to train our franchise owners on 0:29:41.039,0:29:43.039 going out and doing electrostatic 0:29:42.240,0:29:44.320 spraying 0:29:43.039,0:29:46.559 and then we start doing more and more 0:29:44.320,0:29:48.080 research and 0:29:46.559,0:29:50.000 you know i think our industry the 0:29:48.080,0:29:51.760 cleaning industry is really 0:29:50.000,0:29:54.000 not recognized for for the knowledge 0:29:51.760,0:29:55.120 that so many of us have 0:29:54.000,0:29:56.720 because we've done a lot of the research 0:29:55.120,0:29:58.480 we've done done our homework on the the 0:29:56.720,0:30:01.440 products that are out there and and 0:29:58.480,0:30:02.000 um you know the all the issues that are 0:30:01.440,0:30:04.640 there 0:30:02.000,0:30:05.440 um but now we're in the spotlight yeah 0:30:04.640,0:30:08.080 now now 0:30:05.440,0:30:08.720 i gotta i always say this too is clients 0:30:08.080,0:30:10.960 are 0:30:08.720,0:30:12.559 educating me now sometimes on the labels 0:30:10.960,0:30:14.960 of the chemicals and i'm like well 0:30:12.559,0:30:15.679 you know you know the epa listen they 0:30:14.960,0:30:18.080 know so 0:30:15.679,0:30:19.679 yeah so we have to know right you better 0:30:18.080,0:30:20.799 know but it's stuff they never ever 0:30:19.679,0:30:22.399 looked at in the past 0:30:20.799,0:30:24.480 now they now they know yeah you know 0:30:22.399,0:30:26.399 they know that that they're they're 0:30:24.480,0:30:29.120 they know certain questions to ask and 0:30:26.399,0:30:29.679 to me education is so important you know 0:30:29.120,0:30:32.399 and it's 0:30:29.679,0:30:33.600 really it's always a bit about educating 0:30:32.399,0:30:37.120 our customers 0:30:33.600,0:30:38.480 um our industry for years and years and 0:30:37.120,0:30:41.120 years we've always heard 0:30:38.480,0:30:43.279 that we try to explain to the clients 0:30:41.120,0:30:45.200 that we should be cleaning for health 0:30:43.279,0:30:46.720 and that's been really an important 0:30:45.200,0:30:47.679 cornerstone in the industry for a long 0:30:46.720,0:30:49.600 time but 0:30:47.679,0:30:50.880 the clients for years and years and 0:30:49.600,0:30:52.320 years have pushed back on that and they 0:30:50.880,0:30:53.200 said you know we just we want it clean 0:30:52.320,0:30:54.640 for appearance 0:30:53.200,0:30:56.799 yeah you know they didn't care about 0:30:54.640,0:30:57.279 health and that's unfortunate because 0:30:56.799,0:30:58.320 then 0:30:57.279,0:30:59.279 there's a there's a big difference 0:30:58.320,0:31:00.559 between cleaning for appearance and 0:30:59.279,0:31:02.559 cleaning for health oh yeah 0:31:00.559,0:31:04.159 and now i think the spotlight is on 0:31:02.559,0:31:05.600 cleaning and people do understand hey we 0:31:04.159,0:31:06.960 really do need to clean for health 0:31:05.600,0:31:08.960 whether it's a school or a daycare 0:31:06.960,0:31:10.880 center or a health you know health and 0:31:08.960,0:31:12.000 fitness a gym a doctor's office you know 0:31:10.880,0:31:13.760 whatever it is 0:31:12.000,0:31:15.120 um and i think that you know the 0:31:13.760,0:31:16.159 cleaning industry is finally getting 0:31:15.120,0:31:18.000 some of the 0:31:16.159,0:31:19.760 um recognition the recognition that it 0:31:18.000,0:31:20.799 deserves yeah um 0:31:19.760,0:31:21.919 and the people that are on the front 0:31:20.799,0:31:23.360 lines are getting the recognition that 0:31:21.919,0:31:25.360 they deserve um 0:31:23.360,0:31:26.720 because you know i think prior to this 0:31:25.360,0:31:28.399 people looked at people 0:31:26.720,0:31:29.760 that were doing cleaning is you know 0:31:28.399,0:31:31.600 it's just cleaning yeah they're just 0:31:29.760,0:31:34.000 janitors and that's a bad attitude 0:31:31.600,0:31:35.120 i've never looked at people you know a 0:31:34.000,0:31:38.640 funny story when 0:31:35.120,0:31:40.640 my wife and i went to her her uh 0:31:38.640,0:31:43.039 class reunion i i can't remember from 0:31:40.640,0:31:45.600 her 10-year high school reunion or 0:31:43.039,0:31:46.480 um yeah it was probably probably her 0:31:45.600,0:31:49.039 10-year 0:31:46.480,0:31:49.600 class reunion and she made some comment 0:31:49.039,0:31:50.799 to me like 0:31:49.600,0:31:53.360 what are you going to tell people you do 0:31:50.799,0:31:54.960 i'm going to tell them i'm a janitor 0:31:53.360,0:31:56.480 i'm a janitor i got a plumber in the 0:31:54.960,0:31:57.600 office and she's like you better not and 0:31:56.480,0:32:00.000 i said why i said you know you're 0:31:57.600,0:32:01.840 pulling up in a brand new escalade 0:32:00.000,0:32:03.120 you know we're doing very well it's it's 0:32:01.840,0:32:04.559 my business you know it's 0:32:03.120,0:32:06.320 we're doing good and she's like yeah 0:32:04.559,0:32:07.039 you're right and you know the business 0:32:06.320,0:32:09.039 has grown 0:32:07.039,0:32:10.799 exactly the business has grown so much 0:32:09.039,0:32:11.039 beyond that you know at this point you 0:32:10.799,0:32:12.720 know 0:32:11.039,0:32:15.519 and it doesn't have that same stigmatism 0:32:12.720,0:32:17.279 to her but but you know even 0:32:15.519,0:32:19.200 even you know her at that point you know 0:32:17.279,0:32:20.799 it was just like jesus i'm not so sure 0:32:19.200,0:32:22.799 yeah yeah but i think that's that's the 0:32:20.799,0:32:23.760 consensus of people as a whole in a lot 0:32:22.799,0:32:26.320 of cases oh yeah 0:32:23.760,0:32:27.200 and and it shouldn't be that way but 0:32:26.320,0:32:28.320 again i think with 0:32:27.200,0:32:30.159 everything that's happened it's getting 0:32:28.320,0:32:31.519 better and people recognize this i mean 0:32:30.159,0:32:33.200 it's not a glamorous situation 0:32:31.519,0:32:34.720 no it's not it's not but look at we're 0:32:33.200,0:32:35.440 having fun right now absolutely some 0:32:34.720,0:32:37.519 cocktails 0:32:35.440,0:32:38.480 talking about cleaning yeah and it's 0:32:37.519,0:32:41.200 it's how we 0:32:38.480,0:32:42.799 perceive it right right so that's why i 0:32:41.200,0:32:45.519 love the industry i love what i love 0:32:42.799,0:32:46.240 what we do and tim what do you so i mean 0:32:45.519,0:32:48.080 you're you're 0:32:46.240,0:32:49.360 a guy with so many years of experience 0:32:48.080,0:32:51.360 um kudos for 0:32:49.360,0:32:53.279 always staying with it too a couple 0:32:51.360,0:32:54.480 things is i mean where do you see it 0:32:53.279,0:32:57.200 this going in five 0:32:54.480,0:32:58.720 10 15 years as far as the industry like 0:32:57.200,0:32:59.840 obviously we know technology is a big 0:32:58.720,0:33:01.279 piece but 0:32:59.840,0:33:03.039 i mean there's so many topics we could 0:33:01.279,0:33:04.799 say but you from your personal 0:33:03.039,0:33:07.039 experience seeing the last 0:33:04.799,0:33:07.840 10 20 years of what's happened what's 0:33:07.039,0:33:09.519 the future 0:33:07.840,0:33:10.880 right right yeah you know there's been a 0:33:09.519,0:33:12.559 lot of changes over 0:33:10.880,0:33:14.240 you know the the 35 years i've been in 0:33:12.559,0:33:16.080 the industry um you know 0:33:14.240,0:33:17.760 the the big technology you know a long 0:33:16.080,0:33:19.360 time ago i think was in the mid 80s was 0:33:17.760,0:33:21.279 when backpack vacuums first came out 0:33:19.360,0:33:22.799 that was that was like hi 0:33:21.279,0:33:23.760 you know i used to laugh because you 0:33:22.799,0:33:24.799 know i'd put it on when i was going 0:33:23.760,0:33:25.600 around to places when i was doing 0:33:24.799,0:33:26.799 cleaning and they'd like 0:33:25.600,0:33:28.320 you know you look like ghostbusters 0:33:26.799,0:33:29.120 ghostbusters everyone always said that 0:33:28.320,0:33:32.000 you know 0:33:29.120,0:33:32.559 and i think even now people say that um 0:33:32.000,0:33:34.559 you know and then 0:33:32.559,0:33:36.720 the big step then was battery-powered 0:33:34.559,0:33:38.240 backpacks and the cost was 0:33:36.720,0:33:40.799 super expensive and i was like i'll 0:33:38.240,0:33:42.399 never buy those and then i tried one 0:33:40.799,0:33:44.080 and i was like this is awesome it's such 0:33:42.399,0:33:46.080 freedom to be able to like run in around 0:33:44.080,0:33:48.000 cubicles and not get your cord stuck and 0:33:46.080,0:33:50.320 not have to trace your steps backwards 0:33:48.000,0:33:51.200 so that was huge technology and i think 0:33:50.320,0:33:54.240 um 0:33:51.200,0:33:55.600 robotics is is going to be a huge huge 0:33:54.240,0:33:57.039 change in our industry and i think it's 0:33:55.600,0:33:58.720 i think it's a necessity 0:33:57.039,0:34:00.399 uh because labor is becoming more and 0:33:58.720,0:34:02.960 more difficult to get to 0:34:00.399,0:34:04.080 to do a lot of these jobs so if you can 0:34:02.960,0:34:07.279 eliminate 0:34:04.080,0:34:08.399 um you know one person 0:34:07.279,0:34:10.560 that you would normally have to have as 0:34:08.399,0:34:11.599 your crew and and still have two in the 0:34:10.560,0:34:13.280 building that are doing the other things 0:34:11.599,0:34:14.639 that you know the robot can't do 0:34:13.280,0:34:16.240 um i think that that's that's really 0:34:14.639,0:34:17.520 where the future is is going to change 0:34:16.240,0:34:19.200 our industry again 0:34:17.520,0:34:21.040 um that's funny you say that i have uh 0:34:19.200,0:34:22.240 the softbank guys the whiz 0:34:21.040,0:34:23.919 they're comfortable commenting coming to 0:34:22.240,0:34:25.679 the office thursday this week they're 0:34:23.919,0:34:27.679 flying in from san francisco 0:34:25.679,0:34:29.040 uh they just delivered two machines that 0:34:27.679,0:34:30.720 i just got them today 0:34:29.040,0:34:32.480 but yeah robotics yeah you know like you 0:34:30.720,0:34:34.000 would never think i was 0:34:32.480,0:34:35.919 same as you with the battery backpack i 0:34:34.000,0:34:37.520 was like nah he's not paying 1200 for 0:34:35.919,0:34:39.520 that thing are you crazy 0:34:37.520,0:34:40.800 and then the with this the rope these 0:34:39.520,0:34:43.839 robots come out 0:34:40.800,0:34:44.960 again i said no but then i started to 0:34:43.839,0:34:47.359 understand that 0:34:44.960,0:34:48.079 it increases productivity right and it's 0:34:47.359,0:34:50.399 like 0:34:48.079,0:34:52.320 if you win big business and you've got a 0:34:50.399,0:34:52.720 concert you're like man if i can only 0:34:52.320,0:34:55.359 shave 0:34:52.720,0:34:57.839 30 minutes right you know times five 0:34:55.359,0:34:59.200 times four weeks in a month 0:34:57.839,0:35:01.119 you that's money on the bottom right 0:34:59.200,0:35:02.160 absolutely so it's almost like we got to 0:35:01.119,0:35:03.680 put our guard down 0:35:02.160,0:35:05.359 you know they're not going to replace 0:35:03.680,0:35:08.480 technicians right we're going to 0:35:05.359,0:35:10.160 manage those robotics so what about now 0:35:08.480,0:35:11.680 let's talk about that person who's been 0:35:10.160,0:35:12.560 in the business for 20 years yeah right 0:35:11.680,0:35:13.920 covet hits 0:35:12.560,0:35:15.920 right you might have lost a lot of 0:35:13.920,0:35:17.200 business but remember when it's bad 0:35:15.920,0:35:19.599 times there's opportunity 0:35:17.200,0:35:20.560 right so like what would you say to them 0:35:19.599,0:35:22.720 as far as 0:35:20.560,0:35:23.839 how to how to have a positive outlook 0:35:22.720,0:35:27.200 right you know again 0:35:23.839,0:35:28.960 it depends on the individual um 0:35:27.200,0:35:30.480 you know some people it affected their 0:35:28.960,0:35:31.920 business drastically and they kind of 0:35:30.480,0:35:34.320 shriveled up 0:35:31.920,0:35:35.520 and they may not recover from it you 0:35:34.320,0:35:38.320 know other people 0:35:35.520,0:35:38.640 like you like me are franchise owners 0:35:38.320,0:35:40.160 they 0:35:38.640,0:35:41.359 they embraced change they went out and 0:35:40.160,0:35:43.040 they started doing electrostatic 0:35:41.359,0:35:45.280 spraying they started doing disinfection 0:35:43.040,0:35:47.599 services all these different things 0:35:45.280,0:35:48.960 that they that they added to their to 0:35:47.599,0:35:49.920 their list of services that they didn't 0:35:48.960,0:35:51.680 do before 0:35:49.920,0:35:53.040 um so they may have actually grown their 0:35:51.680,0:35:54.400 business 0:35:53.040,0:35:56.560 in a time that everyone else's business 0:35:54.400,0:35:59.200 was shrinking yeah um so you know that's 0:35:56.560,0:36:01.200 the one thing i think any business no 0:35:59.200,0:36:03.680 matter what your industry no matter 0:36:01.200,0:36:04.880 you know what you're doing um you need 0:36:03.680,0:36:07.839 to be able to pivot 0:36:04.880,0:36:09.680 when there's a change yeah you know you 0:36:07.839,0:36:11.440 know if ibm didn't pivot from the 0:36:09.680,0:36:12.240 typewriter oh yeah 0:36:11.440,0:36:14.240 they would have been out of business 0:36:12.240,0:36:14.800 there would be no ibm right no accuracy 0:36:14.240,0:36:16.800 because 0:36:14.800,0:36:18.079 i don't think there are many typewriters 0:36:16.800,0:36:20.320 out there anymore 0:36:18.079,0:36:21.760 so so so that's that's the key and i 0:36:20.320,0:36:22.000 would say that to anybody and again you 0:36:21.760,0:36:24.720 know 0:36:22.000,0:36:25.839 there's some some some businesses where 0:36:24.720,0:36:27.440 they hit a ceiling and they don't know 0:36:25.839,0:36:29.040 how to get to the next level 0:36:27.440,0:36:32.560 you know so that they can join you know 0:36:29.040,0:36:33.839 bscai or the issa or a small peer group 0:36:32.560,0:36:34.640 and and they may get all the answers 0:36:33.839,0:36:36.960 that they want 0:36:34.640,0:36:38.400 you know there's other people that i've 0:36:36.960,0:36:39.599 got one that i'm talking to right now a 0:36:38.400,0:36:40.240 guy that's been in the business for 10 0:36:39.599,0:36:41.680 years 0:36:40.240,0:36:43.359 and he was struggling and he called me 0:36:41.680,0:36:44.160 up and um he actually wants to buy a 0:36:43.359,0:36:45.760 franchise 0:36:44.160,0:36:48.320 and he's going to rebrand his company 0:36:45.760,0:36:49.920 and um and and because he knows that we 0:36:48.320,0:36:51.440 have the systems and the processes to 0:36:49.920,0:36:52.079 help him get his business to the next 0:36:51.440,0:36:53.680 level 0:36:52.079,0:36:55.200 because he was struggling to do it yeah 0:36:53.680,0:36:57.280 and that's awesome and and i 0:36:55.200,0:36:58.880 i love being able to help people to do 0:36:57.280,0:37:00.640 that because it's confidence too yeah 0:36:58.880,0:37:02.240 like it all anything that builds 0:37:00.640,0:37:03.920 confidence helps you 0:37:02.240,0:37:05.440 just be a better business owner be a 0:37:03.920,0:37:06.560 better person just be better at 0:37:05.440,0:37:09.680 everything definitely 0:37:06.560,0:37:11.119 so we always end tim and you you jumped 0:37:09.680,0:37:14.160 on a funny story earlier 0:37:11.119,0:37:16.560 but give us a funny story of tim 0:37:14.160,0:37:17.680 maybe in the early ages or recently uh 0:37:16.560,0:37:19.119 in the field 0:37:17.680,0:37:21.359 either performing cleaning all right 0:37:19.119,0:37:23.599 what a client what do you think well 0:37:21.359,0:37:25.040 it's probably the worst story okay which 0:37:23.599,0:37:26.079 i can laugh at it now i've got some bad 0:37:25.040,0:37:29.119 ones that i've already 0:37:26.079,0:37:30.640 i can laugh at it now but at the time it 0:37:29.119,0:37:35.040 wasn't funny 0:37:30.640,0:37:35.040 uh this goes back to probably like 0:37:35.520,0:37:39.200 the 1998-99 reason i know that is 0:37:36.400,0:37:41.680 because it was a 97 van and i had a 0:37:39.200,0:37:44.560 i had a old cargo van that had died the 0:37:41.680,0:37:45.839 transmission went out on it so i gave 0:37:44.560,0:37:48.160 to one of the guys that was doing work 0:37:45.839,0:37:51.280 for me 0:37:48.160,0:37:52.800 my brand new 97 extra van that i used 0:37:51.280,0:37:55.920 for my family 0:37:52.800,0:37:58.079 and um all of a sudden the guy 0:37:55.920,0:38:01.680 disappeared 0:37:58.079,0:38:03.440 and so i called the police and said i 0:38:01.680,0:38:04.960 think my vehicle has been stolen i gave 0:38:03.440,0:38:06.400 the license plate number 0:38:04.960,0:38:08.560 and they said oh you're the second 0:38:06.400,0:38:11.760 person today to report it's stolen 0:38:08.560,0:38:14.960 come on oh so he got he got it 0:38:11.760,0:38:17.119 so well he reported it stolen it was 0:38:14.960,0:38:18.320 it was uh it was after new year's eve 0:38:17.119,0:38:20.800 and as it turned out 0:38:18.320,0:38:21.599 when i got the vehicle back it um turned 0:38:20.800,0:38:23.040 out that the 0:38:21.599,0:38:25.200 the employee who had been a model 0:38:23.040,0:38:27.920 employee up to this point 0:38:25.200,0:38:30.720 um supposedly the van was traded for a 0:38:27.920,0:38:32.800 rock of crack cocaine come on 0:38:30.720,0:38:34.400 you can't yeah so there were gang 0:38:32.800,0:38:35.920 symbols burned into the headliner of the 0:38:34.400,0:38:38.079 truck it was smashed on the front in the 0:38:35.920,0:38:41.599 back it was a mess it was a disaster 0:38:38.079,0:38:43.680 yeah yeah again now i can i can 0:38:41.599,0:38:45.520 20 years later i can laugh at the time i 0:38:43.680,0:38:47.359 was i was like devastated brand new 0:38:45.520,0:38:49.920 vehicle we had just gotten it and 0:38:47.359,0:38:50.880 oh my god yeah yeah but strange things 0:38:49.920,0:38:52.160 happen when you're when you're in 0:38:50.880,0:38:54.960 business for yourself 0:38:52.160,0:38:55.839 well hey let's cheers tim thank you so 0:38:54.960,0:38:58.160 much 0:38:55.839,0:38:58.880 i hope everybody appreciated this if you 0:38:58.160,0:39:02.079 guys you know 0:38:58.880,0:39:03.440 please subscribe to the to the podcast 0:39:02.079,0:39:05.119 to the youtube channel we'll have it 0:39:03.440,0:39:08.079 down at the bottom of uh 0:39:05.119,0:39:09.200 of the link and tim again thank you man 0:39:08.079,0:39:13.520 i appreciate it thank you 0:39:09.200,0:39:13.520 and uh all right guys till next time