0:00:07.520,0:00:10.480
hey everyone how are you doing my name

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is ricky rigoletto

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the founder of route to service platform

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it's a sales platform for the commercial

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cleaning services industry

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i am also the owner of rosalito services

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a family-owned commercial cleaning

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company

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so welcome to cleaning and cocktails a

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show where i get the opportunity to sit

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down with cleaning industry experts

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and share stories talk shop about the

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industry so grab your cocktail

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listen in and i hope you guys enjoy the

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show

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everybody welcome again to another

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episode of cleaning in cocktails uh

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i told you i'd be bringing in a pretty

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cool episode here coming up this is uh

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i know both of these gentlemen uh i'm

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growing to know them very well

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but uh it's a pleasure for me to bring

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them on um

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the show the emphasis right is for the

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small to medium-sized to just a cleaning

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business community

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to to talk to experts talk to

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experienced individuals talk to

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companies that have grown the suppliers

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and manufacturers everybody about the

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cleaning industry

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is what this show is about to bring that

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knowledge

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that you know that understanding and

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those years of experience

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to you guys um and to to give you what

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you need to

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to get off the ground and running to

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continue to grow through your business

0:01:23.920,0:01:26.960
to get over that hump that you're in um

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so today

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it's a great pleasure to bring on ed and

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john selko

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we've got ourselves a father-son duo

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here um

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and i'm gonna let them get into who they

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are right uh that's what we first start

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off guys

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so ed john thank you for thank you for

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being on the show and

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giving us some time here to really kind

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of talk shop

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yeah absolutely thanks for having us so

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i'll uh i'll let ed go first here

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do a little intro for yourself yeah ed

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give us

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uh give us some background for those of

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us who don't know ed salko

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uh i came into the industry uh in the

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1970s

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uh as a uh as a college student

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and uh grew up grew that first company

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uh from there uh from there i went on i

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had sold that company uh

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worked for a series of companies

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and started uh a series of companies

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i've actually been through uh eight

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startups uh

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six where i had an equity stake

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uh and two that i did not and um

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i've also been a senior uh

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uh c-suite fellow on uh

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seven different national companies

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so um that's just a little bit about my

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background and

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uh and and this is just about 47 years

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now

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about 47 years in the industry wow

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that is not too shabby my man

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47 years wow yeah and i've done i've

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done

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i've done buildings from boston to san

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diego and

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seattle to miami and all points in

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between

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awesome awesome man well hey it's going

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to be fun getting into

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into those years and digging deep back

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there for us uh

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john what about yourself you know for

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those of us who don't know john salko

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give us a little background on yourself

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my man

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yeah absolutely so i am the son of ed of

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course

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as you already know um i came into the

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industry when i was

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wearing diapers so

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you know there was that uh first word

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was vacuum

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and when i was in preschool i uh i

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taught my preschool teacher how to clean

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a toilet because she was doing it wrong

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so

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uh yeah i mean that's that was the early

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years you know

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every since um i worked for a couple of

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the largest cleaning companies in the

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world

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um currently i am working for a

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franchising company

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cleaning franchise company been with

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them for about a year and absolutely

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love it

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um you know office probably they got a

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great culture

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uh just just a lot of great stuff going

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on within that company so

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that's where i'm at right now so yeah

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glad to be here well guys you guys have

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a ton that i want to jump into

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and i i'm going to go straight to it

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usually i you know

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we we go up back and forth with a couple

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stories here and there but

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there's uh there's only about 45 minutes

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to an hour here so i want to make sure i

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get as much out of you guys as i can

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so ed let's start with with you

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as far as and this is it's funny because

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you know even before

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creating this this this podcast idea

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that i had i have already had reached

0:04:40.960,0:04:45.120
out to you right john yourself too but

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i i've been talking to text messaging

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you know

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phone calls uh you've been in a while

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you've been a resource for me right so

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and i know

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time is valuable right that was the

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first thing you ever you ever said to me

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is

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hey rick time is time is money time is

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valuable so you know let's

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let's get to the point but then let's

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you know again

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time so with the the amount of time that

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somebody has like yourself

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how how are you becoming a resource for

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others and i'd like to start with i

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guess maybe

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janitorial subcontracting network right

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because that was one thing that stuck

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out to me when i first

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you know found you and heard about you

0:05:19.520,0:05:22.840
is

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there's a misconception on some

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subcontracting um

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and we could talk an hour just on that

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probably but what what is it with

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with this network because i think you're

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one of the first that created a network

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group

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but what is it with this network that is

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your vision is your goal

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if people don't know about it why should

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they know about this this network group

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well the subcontracting network uh was

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an answer to

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the problem of uh local

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janitorial operators uh meeting

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and being able to do work with uh

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regional and national maintenance

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management companies

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um we started out we started out

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actually as a

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as a linkedin group and uh

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and what it grew out of was my own

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experience working at

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a national company uh actually for a

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series of national companies that

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were essentially maintenance management

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uh they performed no services

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uh uh on their own uh everything that

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they did was subcontracted out

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and um as a uh as

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somebody that was in that in a company

0:06:33.919,0:06:36.800
like that

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it was always a problem finding

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subcontractors and i mean a terrible

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problem

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trying to find subcontractors you know

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you've got you know you've got a 10

0:06:42.639,0:06:47.199
million dollar contract

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and you've got you know

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half a dozen uh cities where you

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uh you can't actually perform uh your

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contractual

0:06:53.919,0:06:59.759
obligations and so uh the need for

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subcontractors uh was kind of like life

0:06:59.759,0:07:03.120
and death for those companies and for me

0:07:01.599,0:07:05.680
when i was uh

0:07:03.120,0:07:07.199
uh working in a couple of those

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companies

0:07:07.199,0:07:12.400
so um that was uh uh that that was what

0:07:10.960,0:07:14.560
started it but then

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uh as we went on um in the beginning we

0:07:14.560,0:07:20.800
were about four years into it

0:07:17.360,0:07:23.039
and uh the thing grew like uh

0:07:20.800,0:07:24.240
wildfire it was it was quite amazing

0:07:23.039,0:07:27.199
really

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and um what happened was um at about

0:07:27.199,0:07:33.440
year four we realized

0:07:30.319,0:07:34.880
i had realized that we had done in

0:07:33.440,0:07:37.680
excess of 100 million dollars of

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transactions in the network

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and uh i know that to be the fact

0:07:40.080,0:07:44.800
because

0:07:41.039,0:07:46.080
i did i was called on uh to do the bids

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for a couple of

0:07:46.080,0:07:50.160
uh of national maintenance management

0:07:48.720,0:07:51.840
companies who were just getting into the

0:07:50.160,0:07:54.960
janitorial sector

0:07:51.840,0:07:56.879
so um okay now that's how

0:07:54.960,0:07:58.080
that's how i know that that number was

0:07:56.879,0:08:01.039
was was in fact

0:07:58.080,0:08:03.120
correct but uh we grew uh essentially

0:08:01.039,0:08:04.720
all across the internet

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if you if you type in janitorial

0:08:04.720,0:08:08.479
subcontracting network you'll find us

0:08:06.800,0:08:10.960
all across the internet but we started

0:08:08.479,0:08:13.840
out like i said on a linkedin group

0:08:10.960,0:08:15.360
and from there we went wide and went all

0:08:13.840,0:08:17.360
across the internet and so there was

0:08:15.360,0:08:18.960
subcontract janitorial subcontracting

0:08:17.360,0:08:22.080
networks on twitter

0:08:18.960,0:08:22.560
and google plus and uh facebook and then

0:08:22.080,0:08:26.160
a couple

0:08:22.560,0:08:28.479
others uh also uh so so

0:08:26.160,0:08:30.800
so so we were everywhere on a national

0:08:28.479,0:08:33.839
basis but there was a number of problems

0:08:30.800,0:08:35.440
uh a couple of which we had created we

0:08:33.839,0:08:39.279
actually created some problems

0:08:35.440,0:08:42.320
yeah uh that that hadn't existed before

0:08:39.279,0:08:43.440
and um at one point um it was necessary

0:08:42.320,0:08:46.880
for us to

0:08:43.440,0:08:48.000
uh to uh uh have an alternative to the

0:08:46.880,0:08:50.720
uh free

0:08:48.000,0:08:52.640
uh uh platforms of linkedin and facebook

0:08:50.720,0:08:52.880
and twitter and all these and so we have

0:08:52.640,0:08:55.600
our

0:08:52.880,0:08:56.959
we have our own uh platform now and it's

0:08:55.600,0:09:00.000
it's it's kind of like our own

0:08:56.959,0:09:00.480
little uh uh facebook okay um so it's a

0:09:00.000,0:09:03.920
total

0:09:00.480,0:09:06.640
it's a total uh uh it's a total platform

0:09:03.920,0:09:09.440
uh we just launched a uh we just

0:09:06.640,0:09:10.080
launched a uh a free course for our

0:09:09.440,0:09:14.560
members

0:09:10.080,0:09:18.240
on um on data mining how to turn

0:09:14.560,0:09:18.720
uh uh bits of information how to turn

0:09:18.240,0:09:22.320
data

0:09:18.720,0:09:24.800
into actionable janitorial leads and

0:09:22.320,0:09:26.320
uh so there's there's there's there's

0:09:24.800,0:09:27.839
cloud there's a cl

0:09:26.320,0:09:29.600
the first class is there there'll be

0:09:27.839,0:09:33.120
more and um

0:09:29.600,0:09:35.120
and then also uh we put out probably

0:09:33.120,0:09:37.279
and i haven't gotten a recent count but

0:09:35.120,0:09:39.200
by the end of the by the end of uh

0:09:37.279,0:09:40.560
the year the beginning at the end of uh

0:09:39.200,0:09:42.640
last december

0:09:40.560,0:09:44.160
we had put out in the network

0:09:42.640,0:09:47.279
approximately uh

0:09:44.160,0:09:50.320
uh half a billion square feet of

0:09:47.279,0:09:52.240
uh leads in uh

0:09:50.320,0:09:53.360
approximately 2 000 leads all across the

0:09:52.240,0:09:56.399
united states for

0:09:53.360,0:10:00.080
our subcontracting members and

0:09:56.399,0:10:02.880
what the objective is there is is that a

0:10:00.080,0:10:05.120
a healthy uh a healthy company makes a

0:10:02.880,0:10:07.200
good subcontractor

0:10:05.120,0:10:09.040
so what we're trying to do is we're

0:10:07.200,0:10:12.160
we're trying to build healthy companies

0:10:09.040,0:10:15.920
for our uh maintenance management uh

0:10:12.160,0:10:18.240
partners and um

0:10:15.920,0:10:19.360
and uh that that that's pretty much our

0:10:18.240,0:10:21.680
objective to help

0:10:19.360,0:10:23.600
build strong companies yeah i mean i got

0:10:21.680,0:10:26.000
because and this is a topic that i

0:10:23.600,0:10:27.440
i i talk about a lot within my

0:10:26.000,0:10:29.120
mastermind groups or you know other

0:10:27.440,0:10:31.360
colleagues because

0:10:29.120,0:10:32.320
like i said the the perception when i

0:10:31.360,0:10:34.720
first starting

0:10:32.320,0:10:36.640
when i first became a sub for other

0:10:34.720,0:10:38.000
larger you know prime contractors or

0:10:36.640,0:10:41.120
vice versa now

0:10:38.000,0:10:42.399
you know i work with a lot of i call

0:10:41.120,0:10:43.760
them affiliate partners right i think

0:10:42.399,0:10:44.480
i've told you about this before too

0:10:43.760,0:10:46.560
where

0:10:44.480,0:10:48.560
you know i i work with probably 25

0:10:46.560,0:10:50.000
cleaning companies right now that that

0:10:48.560,0:10:51.600
manage some of the locations for me

0:10:50.000,0:10:53.600
across the country

0:10:51.600,0:10:54.640
because i think you hit it on the on the

0:10:53.600,0:10:56.640
nail

0:10:54.640,0:10:57.920
and when you said you know it what it's

0:10:56.640,0:11:00.640
a problem

0:10:57.920,0:11:02.240
for a small size company when they run

0:11:00.640,0:11:04.079
into an opportunity

0:11:02.240,0:11:06.880
that is you know a multi-state

0:11:04.079,0:11:08.800
opportunity but we're not used to

0:11:06.880,0:11:10.720
you know being able to facilitate that

0:11:08.800,0:11:11.360
kind of work and you end up losing out

0:11:10.720,0:11:14.480
on business

0:11:11.360,0:11:16.240
when you didn't have to if you you know

0:11:14.480,0:11:18.240
join a network like this right or if you

0:11:16.240,0:11:20.000
have other if you're open to working

0:11:18.240,0:11:22.240
with other cleaning companies

0:11:20.000,0:11:23.519
there's a lot of value there to to work

0:11:22.240,0:11:26.000
and i learned a lot of that too

0:11:23.519,0:11:28.320
john actually from from my days with

0:11:26.000,0:11:29.839
cover on the franchise side is

0:11:28.320,0:11:31.519
i kind of look at these things similar

0:11:29.839,0:11:34.880
you guys tell me what you think of

0:11:31.519,0:11:36.959
you know by i look at subcontracting as

0:11:34.880,0:11:38.000
as far as if you're a franchise

0:11:36.959,0:11:39.839
organization

0:11:38.000,0:11:41.040
you're winning business right john and

0:11:39.839,0:11:42.800
then you're looking for other

0:11:41.040,0:11:44.640
franchisees to handle some of those

0:11:42.800,0:11:47.440
accounts for you but at the end of the

0:11:44.640,0:11:49.440
day it's it's the franchiser

0:11:47.440,0:11:51.519
who is almost like a prime contractor

0:11:49.440,0:11:53.760
would you guys say i'm i'm almost

0:11:51.519,0:11:55.519
somewhat accurate with that with that

0:11:53.760,0:11:56.560
kind of assumption where not assumption

0:11:55.519,0:11:57.680
but it's

0:11:56.560,0:11:59.920
you know they're they're in charge of

0:11:57.680,0:12:02.480
the contract and they're finding other

0:11:59.920,0:12:04.000
franchisees but then add on on the

0:12:02.480,0:12:06.800
subcontracting side

0:12:04.000,0:12:07.680
like if you're a prime you're finding

0:12:06.800,0:12:10.240
other

0:12:07.680,0:12:11.680
cleaning companies that would be kind of

0:12:10.240,0:12:12.800
like that i mean am i looking at this

0:12:11.680,0:12:15.120
the right way guys

0:12:12.800,0:12:17.279
it's it's at some point what will happen

0:12:15.120,0:12:18.320
is that uh what we've experienced at

0:12:17.279,0:12:21.200
some point

0:12:18.320,0:12:22.800
uh uh franchise companies run out of

0:12:21.200,0:12:25.760
franchisees

0:12:22.800,0:12:26.880
and uh they've got contracts that uh

0:12:25.760,0:12:30.480
have to be

0:12:26.880,0:12:33.600
uh that have to be serviced and so

0:12:30.480,0:12:36.880
the overflow of uh where

0:12:33.600,0:12:39.839
they are missing uh subcontractors is

0:12:36.880,0:12:41.839
uh where our network picks up okay and

0:12:39.839,0:12:44.160
uh and we've had a couple of real bright

0:12:41.839,0:12:45.440
uh outfits that uh i mean understood

0:12:44.160,0:12:49.200
what we were doing uh

0:12:45.440,0:12:52.320
immediately and uh uh jumped on

0:12:49.200,0:12:53.600
uh uh jumped on the uh i jumped on the

0:12:52.320,0:12:55.760
bandwagon with that

0:12:53.600,0:12:57.839
and so we've been so we've been we've we

0:12:55.760,0:13:01.680
the reason for our existence is

0:12:57.839,0:13:05.200
uh uh is is is is because of these prime

0:13:01.680,0:13:05.680
um contractors who have uh uh who have

0:13:05.200,0:13:08.639
uh

0:13:05.680,0:13:09.440
been the uh uh biggest supporters of it

0:13:08.639,0:13:11.440
yeah

0:13:09.440,0:13:12.560
so it's it's and i and i like that word

0:13:11.440,0:13:14.320
support because

0:13:12.560,0:13:16.000
the success that i've seen with other

0:13:14.320,0:13:18.880
working with other cleaning companies

0:13:16.000,0:13:19.680
is the support is trusting the process

0:13:18.880,0:13:21.360
is

0:13:19.680,0:13:22.800
kind of you know creating a playbook

0:13:21.360,0:13:24.880
that we work with each other

0:13:22.800,0:13:26.399
for you know for the same purpose um you

0:13:24.880,0:13:28.800
know it's just opportunities

0:13:26.399,0:13:29.680
it's opportunities that that you you are

0:13:28.800,0:13:31.760
able to build on

0:13:29.680,0:13:33.120
and grow on well one of the one one of

0:13:31.760,0:13:34.320
the things let me let me just say this

0:13:33.120,0:13:37.760
ricky um

0:13:34.320,0:13:38.480
one of one of the uh major uh uh one of

0:13:37.760,0:13:41.360
the major

0:13:38.480,0:13:42.959
drivers of the subcontracting network is

0:13:41.360,0:13:46.079
that we've gone from

0:13:42.959,0:13:49.360
uh local control uh and

0:13:46.079,0:13:51.760
uh management of uh buildings

0:13:49.360,0:13:52.880
uh to central purchasing companies that

0:13:51.760,0:13:55.839
have a thousand

0:13:52.880,0:13:57.120
uh locations across the country used to

0:13:55.839,0:13:58.399
have a thousand different cleaning

0:13:57.120,0:14:00.480
services

0:13:58.399,0:14:02.560
and um what that meant was a thousand

0:14:00.480,0:14:04.639
checks a thousand invoices and so forth

0:14:02.560,0:14:07.839
and so by going to central purchasing

0:14:04.639,0:14:10.880
um it was a uh a huge cost savings

0:14:07.839,0:14:12.880
uh for them uh to uh uh

0:14:10.880,0:14:14.480
uh you know to go to central purchasing

0:14:12.880,0:14:17.760
so central purchasing

0:14:14.480,0:14:20.399
and uh has been driving the uh

0:14:17.760,0:14:20.880
in the subcontracting network i like

0:14:20.399,0:14:24.079
that

0:14:20.880,0:14:26.320
yeah i like that central purchasing

0:14:24.079,0:14:27.519
i got my notes here too guys all right

0:14:26.320,0:14:29.279
so john

0:14:27.519,0:14:30.720
uh like you said in the beginning you

0:14:29.279,0:14:31.360
got into this space you know from

0:14:30.720,0:14:33.040
diapers

0:14:31.360,0:14:34.639
uh and on and you're probably you know

0:14:33.040,0:14:35.600
like you said teaching your teachers how

0:14:34.639,0:14:37.600
to clean

0:14:35.600,0:14:39.600
now it was inevitable i would believe

0:14:37.600,0:14:42.000
that you would get into this space

0:14:39.600,0:14:44.160
could you give us you know how how did

0:14:42.000,0:14:45.199
you land into the role of you know and i

0:14:44.160,0:14:46.639
want to talk a little bit

0:14:45.199,0:14:48.959
more about your role with office pride

0:14:46.639,0:14:51.120
too technical operations manager

0:14:48.959,0:14:52.639
um you know how did you land the

0:14:51.120,0:14:54.079
position with office pride

0:14:52.639,0:14:55.920
and then give us kind of you know

0:14:54.079,0:14:57.519
because because the world of technology

0:14:55.920,0:15:00.240
you know it's it's ever changing it's

0:14:57.519,0:15:01.519
evolving so

0:15:00.240,0:15:03.279
what what does a day look like for

0:15:01.519,0:15:06.639
technical operations in

0:15:03.279,0:15:09.519
with a with an outfit like office spread

0:15:06.639,0:15:10.000
yeah so um well i'll go ahead and go

0:15:09.519,0:15:12.639
back

0:15:10.000,0:15:13.760
and let you know that it was never my

0:15:12.639,0:15:17.199
intention to uh

0:15:13.760,0:15:17.199
be a part of this industry

0:15:17.440,0:15:20.959
i don't think anybody grows up i wanna i

0:15:19.199,0:15:22.399
wanna school to be a marketing sports

0:15:20.959,0:15:23.120
agent that's what i would school for

0:15:22.399,0:15:26.800
yeah

0:15:23.120,0:15:29.680
i'll be a doctor or something but um

0:15:26.800,0:15:31.199
yeah no so in college uh my father he

0:15:29.680,0:15:33.040
came to me and said hey listen there's a

0:15:31.199,0:15:34.560
telemarketing company that's

0:15:33.040,0:15:36.480
doing this and this and they're charging

0:15:34.560,0:15:40.000
x amount of dollars can you do that

0:15:36.480,0:15:41.759
i'm like well yes i could do that

0:15:40.000,0:15:44.000
because a couple years prior i just did

0:15:41.759,0:15:46.480
some telemarketing um

0:15:44.000,0:15:47.600
you know it was tough to find work um

0:15:46.480,0:15:51.279
you know in the

0:15:47.600,0:15:53.279
early 2000s and so i ended up taking a

0:15:51.279,0:15:55.360
couple telemarketing jobs

0:15:53.279,0:15:57.519
they were they had amazing training

0:15:55.360,0:16:00.639
programs and i was able to just

0:15:57.519,0:16:01.680
learn as much as i could and when the

0:16:00.639,0:16:05.040
opportunity

0:16:01.680,0:16:09.120
came ed was doing consulting

0:16:05.040,0:16:11.759
and so he wanted to feed uh his

0:16:09.120,0:16:13.600
customers his clients uh you know a big

0:16:11.759,0:16:15.199
part of what he was teaching was

0:16:13.600,0:16:19.120
telemarketing was playing a big role and

0:16:15.199,0:16:22.000
so he was essentially just passing along

0:16:19.120,0:16:23.519
his customers and they were utilizing my

0:16:22.000,0:16:25.279
service which was

0:16:23.519,0:16:27.519
at first just telemarketing and then it

0:16:25.279,0:16:31.120
kind of transformed into a

0:16:27.519,0:16:33.120
more of a direct marketing platform

0:16:31.120,0:16:34.800
but it was exclusive for cleaning

0:16:33.120,0:16:36.959
companies

0:16:34.800,0:16:38.880
and down the road you know again a

0:16:36.959,0:16:41.920
couple years down the road i saw

0:16:38.880,0:16:42.800
that there was going to be a decrease in

0:16:41.920,0:16:46.720
the need for

0:16:42.800,0:16:48.720
telemarketing not because

0:16:46.720,0:16:50.399
not because it was ineffective at that

0:16:48.720,0:16:52.800
time but because

0:16:50.399,0:16:54.880
it was too expensive there's too much

0:16:52.800,0:16:56.399
noise going on in the industry and too

0:16:54.880,0:16:58.240
many people

0:16:56.399,0:16:59.839
selling appointments and everybody wants

0:16:58.240,0:17:01.519
appointments and

0:16:59.839,0:17:02.839
you know it's the lifeline of the

0:17:01.519,0:17:04.240
industry and trying to grow your

0:17:02.839,0:17:06.480
business

0:17:04.240,0:17:08.160
and so i moved uh the entire business

0:17:06.480,0:17:11.439
essentially virtually

0:17:08.160,0:17:14.799
put together a training program

0:17:11.439,0:17:18.000
for how to find your own telemarketer

0:17:14.799,0:17:19.439
how to hire them how to train them and

0:17:18.000,0:17:21.679
how to manage them

0:17:19.439,0:17:22.640
and so that was really my opportunity to

0:17:21.679,0:17:26.640
step away

0:17:22.640,0:17:29.840
from that marketing side of the industry

0:17:26.640,0:17:32.960
and i ended up taking a job with

0:17:29.840,0:17:34.400
at the time gca when they were in

0:17:32.960,0:17:37.600
existence

0:17:34.400,0:17:38.960
you know managed over 100 buildings and

0:17:37.600,0:17:41.360
you know learned a lot

0:17:38.960,0:17:44.000
a lot of it was what not to do some of

0:17:41.360,0:17:47.919
it was hey this is a great idea

0:17:44.000,0:17:49.840
you know abm purchased gca and i just

0:17:47.919,0:17:51.760
transferred over with them

0:17:49.840,0:17:53.600
and then just got to a point where you

0:17:51.760,0:17:56.480
know i wasn't happy so i

0:17:53.600,0:17:57.039
started putting applications out there

0:17:56.480,0:17:59.919
again

0:17:57.039,0:18:01.200
not really in the cleaning industry so

0:17:59.919,0:18:03.039
again not

0:18:01.200,0:18:04.320
trying to look for another job in the

0:18:03.039,0:18:07.440
cleaning industry

0:18:04.320,0:18:10.799
and i got a call from at the time the vp

0:18:07.440,0:18:11.280
of office pride who you know first of

0:18:10.799,0:18:13.280
all

0:18:11.280,0:18:14.559
i was before office pride i was

0:18:13.280,0:18:18.000
completely against

0:18:14.559,0:18:20.640
cleaning franchises for various reasons

0:18:18.000,0:18:21.360
and you know when he called me the vp

0:18:20.640,0:18:23.600
called me and

0:18:21.360,0:18:25.679
he was telling me about office pride and

0:18:23.600,0:18:27.280
how he got my application

0:18:25.679,0:18:30.480
and i wasn't probably i don't think i

0:18:27.280,0:18:30.480
was the nicest on the phone

0:18:31.919,0:18:35.679
he talked me into coming in for an

0:18:33.280,0:18:36.880
interview sat down spent a couple hours

0:18:35.679,0:18:39.919
with him and uh

0:18:36.880,0:18:41.360
director of ops i really hit it off

0:18:39.919,0:18:43.919
really bought into what they were

0:18:41.360,0:18:45.679
selling it's completely different from

0:18:43.919,0:18:48.320
your janet kings and your coveralls

0:18:45.679,0:18:50.400
because there's a franchisor they do not

0:18:48.320,0:18:52.000
uh any they do not get contracts they

0:18:50.400,0:18:52.480
may not provide leads or anything like

0:18:52.000,0:18:54.880
that it's

0:18:52.480,0:18:56.480
truly you know when you join office

0:18:54.880,0:18:56.720
pride you're not buying a franchise you

0:18:56.480,0:18:59.760
are

0:18:56.720,0:19:03.440
being awarded a franchise and

0:18:59.760,0:19:05.360
the people that uh come into it they are

0:19:03.440,0:19:06.640
true business owners and they have goals

0:19:05.360,0:19:08.240
and they have dreams and

0:19:06.640,0:19:09.760
it's absolutely just amazing to work

0:19:08.240,0:19:10.559
with them because it's so much fun to

0:19:09.760,0:19:13.039
see them

0:19:10.559,0:19:14.000
uh grow their business and we give them

0:19:13.039,0:19:16.880
the

0:19:14.000,0:19:17.760
support and the coaching to learn and to

0:19:16.880,0:19:20.000
grow their business

0:19:17.760,0:19:20.799
and manage their financials and think of

0:19:20.000,0:19:23.679
new ways of

0:19:20.799,0:19:24.400
getting customers and it's a lot of fun

0:19:23.679,0:19:26.160
um so

0:19:24.400,0:19:28.400
even though it's a clean franchise it is

0:19:26.160,0:19:30.880
in its own class in its own

0:19:28.400,0:19:31.520
realm if you would yeah and actually

0:19:30.880,0:19:33.600
this is

0:19:31.520,0:19:34.640
a great experience yeah this is leading

0:19:33.600,0:19:36.240
into actually

0:19:34.640,0:19:38.000
my follow-up question that i was gonna

0:19:36.240,0:19:40.720
ask you john is i mean you're going

0:19:38.000,0:19:41.120
right into it is how does you know

0:19:40.720,0:19:43.360
because

0:19:41.120,0:19:44.640
i've i've i knew who office pride was

0:19:43.360,0:19:46.000
right i've seen

0:19:44.640,0:19:47.600
the company you guys do great at

0:19:46.000,0:19:50.080
branding and you know when i'm at the

0:19:47.600,0:19:51.120
bsc ai you see the office pride group

0:19:50.080,0:19:53.039
all the time

0:19:51.120,0:19:55.200
so it's like i knew there was something

0:19:53.039,0:19:56.400
different between this franchise versus

0:19:55.200,0:19:58.559
others because like i said you know

0:19:56.400,0:20:00.240
i did come from a franchise organization

0:19:58.559,0:20:01.760
learned a lot got

0:20:00.240,0:20:03.679
you know i actually they gave me the

0:20:01.760,0:20:05.600
tools to what i needed to get to where

0:20:03.679,0:20:07.280
i am now but i had bigger i had bigger

0:20:05.600,0:20:08.320
dreams you know so that's why i ventured

0:20:07.280,0:20:11.600
off on my own

0:20:08.320,0:20:12.159
but with office pride i mean i it's like

0:20:11.600,0:20:14.559
in the name

0:20:12.159,0:20:16.400
i i feel the pride that everybody has

0:20:14.559,0:20:19.360
for their for their company

0:20:16.400,0:20:20.640
and it's and it kind of pours through

0:20:19.360,0:20:21.120
when you're having conversations with

0:20:20.640,0:20:22.880
them

0:20:21.120,0:20:24.400
but if you kind of touched on what's a

0:20:22.880,0:20:26.000
little bit different with from you guys

0:20:24.400,0:20:28.720
and other franchises because there

0:20:26.000,0:20:31.200
there is a bad uh a bad rap that a lot

0:20:28.720,0:20:33.679
of franchise organizations get

0:20:31.200,0:20:35.360
um but i feel like you guys are doing

0:20:33.679,0:20:37.120
something different right i mean what

0:20:35.360,0:20:38.000
what other things are i mean you touched

0:20:37.120,0:20:41.120
on some but what's another

0:20:38.000,0:20:41.120
differentiating factor

0:20:41.360,0:20:45.280
um yeah just equipping the franchisees

0:20:44.799,0:20:48.159
with

0:20:45.280,0:20:49.760
the um the knowledge that's big um the

0:20:48.159,0:20:53.039
second one is you know like i said it

0:20:49.760,0:20:54.480
they award franchises so it's not

0:20:53.039,0:20:56.480
they're not going out there and

0:20:54.480,0:20:57.760
people are like knocking on their doors

0:20:56.480,0:20:59.440
you know hey buy this

0:20:57.760,0:21:00.799
you know five grand you know buy and own

0:20:59.440,0:21:02.960
your own business

0:21:00.799,0:21:05.520
none of that it's hey this is what we

0:21:02.960,0:21:07.600
stand for this is our culture

0:21:05.520,0:21:08.720
this is our vision and we are looking

0:21:07.600,0:21:11.039
for

0:21:08.720,0:21:12.000
true peop people that want to be

0:21:11.039,0:21:13.360
business owners

0:21:12.000,0:21:16.000
and that that's the first because you

0:21:13.360,0:21:17.600
know you can you can teach how to clean

0:21:16.000,0:21:19.360
you can teach how to manage financials

0:21:17.600,0:21:19.840
you can teach all that but it's the

0:21:19.360,0:21:23.039
drive

0:21:19.840,0:21:24.960
it's the it's the passions

0:21:23.039,0:21:27.360
run your own business be your own boss

0:21:24.960,0:21:30.400
yeah that's you can't teach that

0:21:27.360,0:21:33.440
and so that's we don't we only look for

0:21:30.400,0:21:34.720
franchise owners that have that uh have

0:21:33.440,0:21:36.080
that drive

0:21:34.720,0:21:38.320
because we know that that's going to

0:21:36.080,0:21:40.720
make a huge difference

0:21:38.320,0:21:41.840
in their lives everybody that's in the

0:21:40.720,0:21:44.400
network they

0:21:41.840,0:21:46.080
they have bigger dreams and bigger goals

0:21:44.400,0:21:48.240
they just use

0:21:46.080,0:21:49.760
running and owning a business as a

0:21:48.240,0:21:52.400
platform to reach those

0:21:49.760,0:21:54.000
uh dreams which is um like i said before

0:21:52.400,0:21:56.400
it's very rewarding to

0:21:54.000,0:21:58.799
watch it happen before i mean it's it's

0:21:56.400,0:21:59.919
got to feel better for them to win their

0:21:58.799,0:22:01.840
own business like that that

0:21:59.919,0:22:03.360
i just remember that that was a topic

0:22:01.840,0:22:03.760
that me and you discussed before too

0:22:03.360,0:22:04.960
because i

0:22:03.760,0:22:07.120
you know i always had the assumption

0:22:04.960,0:22:07.600
that you know every franchise was the

0:22:07.120,0:22:09.600
same

0:22:07.600,0:22:11.440
and that you know they have the the

0:22:09.600,0:22:12.799
sales team that goes out and bids and

0:22:11.440,0:22:14.960
gets the jobs and then sells the

0:22:12.799,0:22:16.400
contracts to the franchise but that's a

0:22:14.960,0:22:17.600
i guess that is a big differentiating

0:22:16.400,0:22:19.360
factor then that

0:22:17.600,0:22:21.520
that's not how you guys operate business

0:22:19.360,0:22:23.760
then you guys aren't out there

0:22:21.520,0:22:25.120
with the sales force landing contracts

0:22:23.760,0:22:27.120
and then selling the contract to the

0:22:25.120,0:22:28.559
franchisee

0:22:27.120,0:22:30.240
yeah now they're business owners they're

0:22:28.559,0:22:33.039
out there getting their own business

0:22:30.240,0:22:34.640
and that is different where they are so

0:22:33.039,0:22:35.360
they're like okay well i need help

0:22:34.640,0:22:37.360
dating this

0:22:35.360,0:22:38.400
they take a phone give me a call walk

0:22:37.360,0:22:42.159
them through it

0:22:38.400,0:22:44.720
you know different scenarios margin like

0:22:42.159,0:22:45.360
how many hours and then they go back and

0:22:44.720,0:22:47.919
finish

0:22:45.360,0:22:50.240
the sale and give me another call next

0:22:47.919,0:22:51.760
week i got the job i need help

0:22:50.240,0:22:54.320
i feel like that's just a more

0:22:51.760,0:22:56.159
collective collaborative approach

0:22:54.320,0:22:58.159
to winning business because ed you know

0:22:56.159,0:23:00.799
on this topic of bidding and waiting

0:22:58.159,0:23:01.280
jobs right it's i'm not i don't want to

0:23:00.799,0:23:03.200
say that

0:23:01.280,0:23:04.799
it's it's one of the areas that hurts

0:23:03.200,0:23:06.320
the industry and you know low bidding

0:23:04.799,0:23:08.159
and all that but

0:23:06.320,0:23:10.000
i mean underbidding and going in and win

0:23:08.159,0:23:11.600
winning sizeable contracts at a low

0:23:10.000,0:23:14.240
price does end up hurting us

0:23:11.600,0:23:15.600
in the future when those type of clients

0:23:14.240,0:23:16.880
they're just going to get used to those

0:23:15.600,0:23:18.240
low prices right i mean

0:23:16.880,0:23:19.760
and then when you actually try to come

0:23:18.240,0:23:21.200
in and this is going to be a topic at

0:23:19.760,0:23:22.320
the end that i have a good question for

0:23:21.200,0:23:24.159
you guys is

0:23:22.320,0:23:26.480
just you know how the industry is going

0:23:24.159,0:23:29.679
to pivot with everything that's going on

0:23:26.480,0:23:30.320
but i mean i guess you could say some

0:23:29.679,0:23:31.919
you know

0:23:30.320,0:23:34.080
the whole content you know franchise

0:23:31.919,0:23:36.880
organization subcontracting

0:23:34.080,0:23:39.600
i mean pricing is super crucial for that

0:23:36.880,0:23:42.640
relationship to work

0:23:39.600,0:23:45.520
absolutely no two ways about it

0:23:42.640,0:23:46.880
okay so like i said i got a question at

0:23:45.520,0:23:47.200
the end and we're gonna dig deeper on

0:23:46.880,0:23:50.080
that

0:23:47.200,0:23:50.799
but i wanna i wanna switch over to you

0:23:50.080,0:23:53.120
ed

0:23:50.799,0:23:54.320
and talk about this uh scientific

0:23:53.120,0:23:56.559
maintenance corp

0:23:54.320,0:23:58.000
uh i liked your tag line that i saw on

0:23:56.559,0:24:00.320
one i forgot where i saw it but

0:23:58.000,0:24:01.760
just the fact that you it's a facility

0:24:00.320,0:24:04.559
service approach

0:24:01.760,0:24:05.200
with robotics being involved uh did i

0:24:04.559,0:24:07.679
say that right

0:24:05.200,0:24:09.200
i mean could you what is what is

0:24:07.679,0:24:10.640
scientific maintenance corporate yeah we

0:24:09.200,0:24:13.679
were the we we

0:24:10.640,0:24:15.039
were the uh the very first uh facility

0:24:13.679,0:24:18.880
services company

0:24:15.039,0:24:20.799
that incorporated robotics and uh

0:24:18.880,0:24:23.279
as a matter of fact john was with me uh

0:24:20.799,0:24:26.320
we launched about five years ago

0:24:23.279,0:24:27.760
um but um this goes way before that um

0:24:26.320,0:24:31.200
i've been following

0:24:27.760,0:24:32.000
uh uh robotics and cleaning uh for a

0:24:31.200,0:24:33.600
very very very

0:24:32.000,0:24:36.000
long time as a matter of fact in the mid

0:24:33.600,0:24:38.720
1980s i wrote an article

0:24:36.000,0:24:40.480
uh for the property management uh

0:24:38.720,0:24:42.240
commercial property management community

0:24:40.480,0:24:44.080
about cleaning robots

0:24:42.240,0:24:46.159
um so i've been watching this for a very

0:24:44.080,0:24:48.000
very long time there was a

0:24:46.159,0:24:49.360
there was a leader in the industry at

0:24:48.000,0:24:52.480
one point

0:24:49.360,0:24:53.679
um and uh you know 15 years ago i walked

0:24:52.480,0:24:56.640
into their office just

0:24:53.679,0:24:57.760
you know so i knew what was going on um

0:24:56.640,0:25:00.080
i was an engineering

0:24:57.760,0:25:02.240
major uh when i came to the uh

0:25:00.080,0:25:04.480
janitorial industry so

0:25:02.240,0:25:06.320
um this was not a this was not a big

0:25:04.480,0:25:09.039
stretch for me

0:25:06.320,0:25:09.600
but um i followed robotics all the way

0:25:09.039,0:25:12.240
through

0:25:09.600,0:25:14.000
uh uh all the way through the years and

0:25:12.240,0:25:17.200
so forth and uh

0:25:14.000,0:25:20.080
finally when there was a uh a viable uh

0:25:17.200,0:25:20.559
technology uh that was when we launched

0:25:20.080,0:25:23.039
okay

0:25:20.559,0:25:25.520
uh unfortunately unfortunately part of

0:25:23.039,0:25:28.799
part of part of our part of our plan

0:25:25.520,0:25:32.000
uh was to uh utilize uh

0:25:28.799,0:25:35.760
the uh what at the time was the leader

0:25:32.000,0:25:38.880
in the robe cleaning robot business

0:25:35.760,0:25:43.679
with a essentially a floor cleaning uh

0:25:38.880,0:25:46.960
robot and um the rest of it was

0:25:43.679,0:25:50.559
that we were going to uh have our own

0:25:46.960,0:25:52.080
uh robot that emptied uh desk side trash

0:25:50.559,0:25:54.480
cans

0:25:52.080,0:25:56.000
and uh and this this required

0:25:54.480,0:25:59.120
approximately four million dollars

0:25:56.000,0:26:00.080
of startup capital uh which i was not

0:25:59.120,0:26:03.840
successful

0:26:00.080,0:26:04.400
in raising so i i know the fundraising

0:26:03.840,0:26:07.919
world

0:26:04.400,0:26:10.080
yeah it's not easy man well you know

0:26:07.919,0:26:11.600
the mistake was that i did it john john

0:26:10.080,0:26:14.960
would have done a better job

0:26:11.600,0:26:16.400
you know that was my mistake was

0:26:14.960,0:26:18.080
you know there's this there's this old

0:26:16.400,0:26:21.279
guy that's you know

0:26:18.080,0:26:25.360
45 years in a janitor's closet and uh

0:26:21.279,0:26:26.320
you know john's got a finance background

0:26:25.360,0:26:28.640
and uh

0:26:26.320,0:26:30.000
uh and and was and was closer to their

0:26:28.640,0:26:31.120
you know closer to their age and so

0:26:30.000,0:26:32.880
forth so that that was

0:26:31.120,0:26:34.559
like on my part we had we had an

0:26:32.880,0:26:37.279
incredible team though uh it was an

0:26:34.559,0:26:37.279
amazing team

0:26:37.440,0:26:41.760
so ed um it similar to i mean like now

0:26:40.080,0:26:43.919
you do see somebody's cleaning robots

0:26:41.760,0:26:47.600
that are out i even saw

0:26:43.919,0:26:48.159
i went to a workshop i think it was soft

0:26:47.600,0:26:50.880
pink

0:26:48.159,0:26:51.440
they've got the whiz yes as a matter of

0:26:50.880,0:26:53.600
fact yes

0:26:51.440,0:26:55.279
i've been working very closely with the

0:26:53.600,0:26:57.120
folks at softbank yeah

0:26:55.279,0:26:58.880
i mean i think they they've got a pretty

0:26:57.120,0:27:01.200
strong initiative right now i mean i

0:26:58.880,0:27:02.159
i've talked to the guys all the time and

0:27:01.200,0:27:03.520
they're you know even

0:27:02.159,0:27:05.279
because it's a lease program i think

0:27:03.520,0:27:07.919
what they're doing yeah

0:27:05.279,0:27:09.279
they got it they got it figured out okay

0:27:07.919,0:27:10.159
it seems like they do yeah out of

0:27:09.279,0:27:12.159
anybody

0:27:10.159,0:27:13.520
i mean you're they they're talking about

0:27:12.159,0:27:14.720
deployment they're using good

0:27:13.520,0:27:16.720
terminology

0:27:14.720,0:27:18.399
they're looking out for you know like i

0:27:16.720,0:27:20.799
have a large healthcare client that

0:27:18.399,0:27:22.480
you know the gentleman i think keith who

0:27:20.799,0:27:24.640
i talked to overnight softbank

0:27:22.480,0:27:25.919
he's like you know rick let's deploy 15

0:27:24.640,0:27:29.840
20 robots

0:27:25.919,0:27:32.240
let you guys wow look at that mug

0:27:29.840,0:27:32.880
look at that mug well you said cocktails

0:27:32.240,0:27:34.960
right right

0:27:32.880,0:27:36.320
yes oh that deserves a chairs right

0:27:34.960,0:27:39.520
there man

0:27:36.320,0:27:40.720
look at that mug john you

0:27:39.520,0:27:42.559
probably know what kind of monkey's got

0:27:40.720,0:27:45.279
but this guy's got a toilet

0:27:42.559,0:27:46.559
as a mug that's it that's a stopped me

0:27:45.279,0:27:49.919
in my tracks right there

0:27:46.559,0:27:53.520
in my middle of my my talk shop session

0:27:49.919,0:27:55.200
um so i was saying so like these guys

0:27:53.520,0:27:57.520
uh they're talking about deployment you

0:27:55.200,0:27:58.320
know because i think people get afraid

0:27:57.520,0:27:59.440
of robots

0:27:58.320,0:28:02.320
because they think they're gonna take

0:27:59.440,0:28:04.000
over our job but it's like no

0:28:02.320,0:28:05.440
you know there's so much more human

0:28:04.000,0:28:08.320
touch that we let's

0:28:05.440,0:28:09.520
allow humans to focus on detail work let

0:28:08.320,0:28:11.600
the robots

0:28:09.520,0:28:14.000
handle you know 20 000 square feet of

0:28:11.600,0:28:15.520
floor that all is the same layout

0:28:14.000,0:28:17.120
and they can do that right is that what

0:28:15.520,0:28:18.880
you see as the future of

0:28:17.120,0:28:21.279
you know listen the the listen these

0:28:18.880,0:28:22.720
these these these beers are exactly the

0:28:21.279,0:28:25.440
same fears

0:28:22.720,0:28:26.159
um that i remember very very very

0:28:25.440,0:28:29.520
clearly

0:28:26.159,0:28:30.480
about wrote about computers um i'm old

0:28:29.520,0:28:32.720
enough to remember

0:28:30.480,0:28:35.279
when you know people would just scratch

0:28:32.720,0:28:38.399
their head and they'd say like well

0:28:35.279,0:28:40.080
why would a normal person need or use a

0:28:38.399,0:28:42.880
computer for

0:28:40.080,0:28:44.240
you know and uh and and that was one of

0:28:42.880,0:28:45.600
that was one of the big uh

0:28:44.240,0:28:47.360
that was one of the big subjects was

0:28:45.600,0:28:48.799
well computers are gonna you know it's

0:28:47.360,0:28:51.840
gonna end their jobs and

0:28:48.799,0:28:53.360
uh uh you know we're we're we're

0:28:51.840,0:28:55.120
we're heading for you know elvis

0:28:53.360,0:28:58.240
huxley's brave new world

0:28:55.120,0:29:01.600
and uh you know and and this entire

0:28:58.240,0:29:05.120
negative uh uh negative uh

0:29:01.600,0:29:06.480
uh vibe about uh technology and when you

0:29:05.120,0:29:09.440
look back at what happened

0:29:06.480,0:29:10.399
uh with the computer revolution um it

0:29:09.440,0:29:13.360
created

0:29:10.399,0:29:14.960
you know you know many many many many

0:29:13.360,0:29:18.320
many more jobs

0:29:14.960,0:29:20.720
than it destroyed yes

0:29:18.320,0:29:21.360
yes and your robotics are going to be

0:29:20.720,0:29:22.720
the same

0:29:21.360,0:29:25.039
we're going to be doing higher level

0:29:22.720,0:29:27.039
stuff um one of the things that i'm real

0:29:25.039,0:29:30.240
big on is um

0:29:27.039,0:29:33.200
has to do with education okay uh

0:29:30.240,0:29:34.480
and uh you know it's it it's it's fairly

0:29:33.200,0:29:36.320
simple to uh

0:29:34.480,0:29:37.840
you know start a cleaning company but uh

0:29:36.320,0:29:39.520
in order to to

0:29:37.840,0:29:41.600
to stay on top of this industry it's

0:29:39.520,0:29:42.480
going to take uh it's going to take a

0:29:41.600,0:29:44.399
commitment to

0:29:42.480,0:29:45.520
learning uh and that's something

0:29:44.399,0:29:48.240
fortunately that

0:29:45.520,0:29:50.399
uh that i've had all through the years

0:29:48.240,0:29:51.039
and so i've constantly evolved and

0:29:50.399,0:29:53.919
learned

0:29:51.039,0:29:55.039
along the way and and and and others are

0:29:53.919,0:29:56.640
going to have to do

0:29:55.039,0:29:58.720
or those that are going to survive and

0:29:56.640,0:30:00.080
thrive and do well are going to have to

0:29:58.720,0:30:01.760
do that also

0:30:00.080,0:30:03.760
yeah i mean you're talking like learning

0:30:01.760,0:30:06.559
adopting training training training

0:30:03.760,0:30:09.520
because look at the clean that we knew

0:30:06.559,0:30:11.279
you know two months ago is different now

0:30:09.520,0:30:14.000
right so it's like you have to you know

0:30:11.279,0:30:15.360
i i sent my team back to another two

0:30:14.000,0:30:18.159
week training course

0:30:15.360,0:30:19.200
um and all that like not that they a lot

0:30:18.159,0:30:20.880
of the things they knew

0:30:19.200,0:30:23.200
but they're like the two main things we

0:30:20.880,0:30:25.039
took away rick we weren't doing

0:30:23.200,0:30:26.559
you know like that itself right there

0:30:25.039,0:30:29.279
was worth the time

0:30:26.559,0:30:31.279
because now we have new methods new

0:30:29.279,0:30:33.200
terminology new verbiage

0:30:31.279,0:30:35.120
a new understanding to the difference

0:30:33.200,0:30:37.039
between clean and disinfect

0:30:35.120,0:30:38.399
and you know rinsing and so many things

0:30:37.039,0:30:40.320
that

0:30:38.399,0:30:41.840
i mean i think you know again now

0:30:40.320,0:30:43.120
because of what's happening with kova 19

0:30:41.840,0:30:45.200
you know that was inevitable that we

0:30:43.120,0:30:48.240
would talk about that right now is

0:30:45.200,0:30:50.159
you know we it is our time to shine

0:30:48.240,0:30:51.840
but we've got to shine with intelligence

0:30:50.159,0:30:54.399
right i mean we've

0:30:51.840,0:30:55.200
we've how do you guys feel about you

0:30:54.399,0:30:56.880
know

0:30:55.200,0:30:58.799
it's kind of like the wild wild west out

0:30:56.880,0:31:01.919
there with a lot of companies

0:30:58.799,0:31:02.399
um what do you you kind of said it that

0:31:01.919,0:31:04.159
is

0:31:02.399,0:31:06.240
the ones that are going to last and stay

0:31:04.159,0:31:07.679
here and grow and expand

0:31:06.240,0:31:10.000
are going to be the ones that teach and

0:31:07.679,0:31:11.679
educate themselves how do you guys look

0:31:10.000,0:31:14.080
at what's going on in the landscape

0:31:11.679,0:31:14.080
right now

0:31:14.960,0:31:18.159
john you got you got a really good view

0:31:16.720,0:31:20.240
of this john why don't you why don't you

0:31:18.159,0:31:23.840
once you take this one

0:31:20.240,0:31:26.080
okay so yeah i mean it's uh

0:31:23.840,0:31:27.600
it's all over the place really i mean i

0:31:26.080,0:31:30.080
was watching this thing

0:31:27.600,0:31:30.720
you know january 1st just watching the

0:31:30.080,0:31:33.519
videos

0:31:30.720,0:31:35.440
that being released from china and i'm

0:31:33.519,0:31:37.039
i'm here like looking at i'm like oh man

0:31:35.440,0:31:38.559
this is not this is crazy

0:31:37.039,0:31:40.880
thinking like all right well can it

0:31:38.559,0:31:44.480
really hit us and lo and behold

0:31:40.880,0:31:45.600
did and really the the companies that

0:31:44.480,0:31:48.080
are out there

0:31:45.600,0:31:49.519
some of them are doing it correctly some

0:31:48.080,0:31:52.640
are just out there

0:31:49.519,0:31:54.159
you know capitalizing on the opportunity

0:31:52.640,0:31:56.960
and in six months they're going to be

0:31:54.159,0:31:58.640
gone they don't understand disinfection

0:31:56.960,0:32:00.399
they're going in they're thinking that

0:31:58.640,0:32:02.799
they're doctors when they have one of

0:32:00.399,0:32:04.720
those electrostatic sprayers or

0:32:02.799,0:32:06.799
any type of special equipment they come

0:32:04.720,0:32:07.840
in you know and they come in just start

0:32:06.799,0:32:10.480
spraying stuff and

0:32:07.840,0:32:11.039
run out and cash their check and it's

0:32:10.480,0:32:12.480
you know

0:32:11.039,0:32:14.159
it's unfortunate because it gives

0:32:12.480,0:32:16.159
everybody else

0:32:14.159,0:32:18.159
you know it makes the rest of us look

0:32:16.159,0:32:20.799
you know look bad

0:32:18.159,0:32:22.399
and so yeah it goes back to education

0:32:20.799,0:32:24.480
it's understanding

0:32:22.399,0:32:26.399
you know the process what's the proper

0:32:24.480,0:32:28.640
process to disaffect

0:32:26.399,0:32:29.840
and you know it's one of those things i

0:32:28.640,0:32:32.080
this isn't going to

0:32:29.840,0:32:33.279
go away anytime soon i think of it might

0:32:32.080,0:32:36.640
die down

0:32:33.279,0:32:37.840
uh hopefully but it's it's every year

0:32:36.640,0:32:38.480
it's gonna be something new it could be

0:32:37.840,0:32:41.279
the flu

0:32:38.480,0:32:42.320
it could be a norovirus it could be

0:32:41.279,0:32:45.120
anything and

0:32:42.320,0:32:46.159
the impact that it has the financial

0:32:45.120,0:32:49.360
impact that they have

0:32:46.159,0:32:49.919
on a business when a sickness hits or if

0:32:49.360,0:32:52.640
a school

0:32:49.919,0:32:53.360
you know the impact there it's a lot of

0:32:52.640,0:32:55.360
money

0:32:53.360,0:32:56.880
and so to invest in a cleaning company

0:32:55.360,0:33:00.799
that can properly

0:32:56.880,0:33:04.000
disinfect and protect your facility

0:33:00.799,0:33:04.399
you know i think this is the opportunity

0:33:04.000,0:33:06.559
that

0:33:04.399,0:33:08.320
this industry has been waiting for

0:33:06.559,0:33:10.080
because it's our chance to say hey

0:33:08.320,0:33:11.519
listen this is how we do it we are the

0:33:10.080,0:33:14.399
experts

0:33:11.519,0:33:15.679
and this is the value that we bring okay

0:33:14.399,0:33:16.799
this is the value so before you know

0:33:15.679,0:33:18.240
we're fighting against people that are

0:33:16.799,0:33:20.640
going in bidding at 15

0:33:18.240,0:33:21.760
an hour well you know you're going to

0:33:20.640,0:33:23.120
get what you pay for that's what we

0:33:21.760,0:33:24.240
always said but the customer never

0:33:23.120,0:33:25.919
really cared

0:33:24.240,0:33:27.519
but now we're in a position where you

0:33:25.919,0:33:31.120
know we're important we're vital

0:33:27.519,0:33:34.399
to door health and there's safety

0:33:31.120,0:33:37.360
and that takes money to operate

0:33:34.399,0:33:38.399
an organization that does that correctly

0:33:37.360,0:33:40.399
and so

0:33:38.399,0:33:42.320
hopefully my my hope is that we don't

0:33:40.399,0:33:45.039
see this whole

0:33:42.320,0:33:46.240
you know lowballing and undervaluing

0:33:45.039,0:33:48.320
what we do as an

0:33:46.240,0:33:50.080
industry and you know take this

0:33:48.320,0:33:53.360
opportunity and really uh

0:33:50.080,0:33:55.919
change the landscape um for the next

0:33:53.360,0:33:57.760
decade decades exactly i mean you got

0:33:55.919,0:33:58.640
you you said it john as far as the value

0:33:57.760,0:34:01.360
of clean and

0:33:58.640,0:34:02.399
i take that statement where i remember

0:34:01.360,0:34:05.840
three years ago

0:34:02.399,0:34:06.320
here in chicago i went to an event at um

0:34:05.840,0:34:08.000
i mean

0:34:06.320,0:34:09.520
i call it kaminsky parks though and i

0:34:08.000,0:34:10.159
think it's a guaranteed rate now or

0:34:09.520,0:34:12.879
something

0:34:10.159,0:34:14.480
but i was at the sox field uh tenant was

0:34:12.879,0:34:16.560
having an event

0:34:14.480,0:34:18.079
and i had to say was there right and you

0:34:16.560,0:34:19.520
know the value of the clean the value of

0:34:18.079,0:34:21.839
clean the value of clean

0:34:19.520,0:34:22.800
and i i would always listen and i was i

0:34:21.839,0:34:25.520
would always

0:34:22.800,0:34:26.240
you know absorb the the education and

0:34:25.520,0:34:28.560
all the

0:34:26.240,0:34:29.760
the content but i was like man at the

0:34:28.560,0:34:32.000
end of the day i'm like

0:34:29.760,0:34:33.520
but my client just doesn't care you know

0:34:32.000,0:34:34.800
like so most of the time i was like man

0:34:33.520,0:34:37.679
the client just

0:34:34.800,0:34:38.960
they don't they don't know absenteeism

0:34:37.679,0:34:40.879
you know they don't look at the

0:34:38.960,0:34:42.079
statistics the percentage of sickness

0:34:40.879,0:34:45.200
and sick days

0:34:42.079,0:34:46.079
but holy cow in the last two months have

0:34:45.200,0:34:48.800
my clients

0:34:46.079,0:34:49.119
more than ever asked about chemicals you

0:34:48.800,0:34:52.159
know

0:34:49.119,0:34:54.000
epa registrations uh cdc

0:34:52.159,0:34:55.919
you know what's on the label what's

0:34:54.000,0:34:59.280
dwell time rick what like

0:34:55.919,0:35:00.880
it is come to the forefront of i we are

0:34:59.280,0:35:02.560
having discussions we're having tuned

0:35:00.880,0:35:04.720
calls we're having huddle ups

0:35:02.560,0:35:05.839
and man shit if we're not if we don't

0:35:04.720,0:35:07.359
educate ourselves they're going to

0:35:05.839,0:35:09.280
become more educated than us

0:35:07.359,0:35:10.640
and now it's like why am i paying for

0:35:09.280,0:35:13.040
you to be the expert

0:35:10.640,0:35:14.320
and build a program for me if i know

0:35:13.040,0:35:16.640
more than you so

0:35:14.320,0:35:18.320
you guys are right it's this it is all

0:35:16.640,0:35:19.839
about education and there's a lack of

0:35:18.320,0:35:22.079
education out there right now

0:35:19.839,0:35:23.440
i mean there really is you know it's

0:35:22.079,0:35:26.079
there's not enough

0:35:23.440,0:35:27.359
so you know it's it's cool to hear you

0:35:26.079,0:35:29.040
talk about you know i know you've got

0:35:27.359,0:35:30.480
this i think growth solutions

0:35:29.040,0:35:31.599
is something that you've come up with

0:35:30.480,0:35:33.359
and i've been following a little bit

0:35:31.599,0:35:36.400
where

0:35:33.359,0:35:38.320
we need as much education as possible

0:35:36.400,0:35:39.760
because that is gonna that is gonna

0:35:38.320,0:35:43.119
bring the value of us

0:35:39.760,0:35:44.640
bring bring the benchmark from john you

0:35:43.119,0:35:46.560
said i say that number all the time too

0:35:44.640,0:35:49.920
50 bucks an hour 15 bucks an hour

0:35:46.560,0:35:51.359
it's no we are charging 30 35 40

0:35:49.920,0:35:53.280
but it's not because we want to charge

0:35:51.359,0:35:54.240
to be high it's because there's a lot

0:35:53.280,0:35:56.079
that goes into that

0:35:54.240,0:35:58.560
you know let us train our trainers let

0:35:56.079,0:36:01.119
us you know build an inspection team

0:35:58.560,0:36:02.560
a lot of times these these clients they

0:36:01.119,0:36:04.320
won't you know i don't charge my clients

0:36:02.560,0:36:06.160
for inspections you know i do them for

0:36:04.320,0:36:08.960
the better quality of my company

0:36:06.160,0:36:10.320
but like why you know i'd talk about

0:36:08.960,0:36:12.720
more education for us

0:36:10.320,0:36:13.839
you know this growth solutions well well

0:36:12.720,0:36:16.560
let me let me let me give you

0:36:13.839,0:36:17.680
let me give you an example okay um one

0:36:16.560,0:36:21.119
of the big examples

0:36:17.680,0:36:22.800
uh uh of course comes from the uh

0:36:21.119,0:36:24.320
from the commercial real estate industry

0:36:22.800,0:36:26.720
which is really the

0:36:24.320,0:36:27.599
mother's milk of the cleaning business

0:36:26.720,0:36:29.839
okay

0:36:27.599,0:36:31.839
um you know we don't hear this from

0:36:29.839,0:36:34.000
anybody in the industry i think i'm kind

0:36:31.839,0:36:37.119
of the lone voice on this

0:36:34.000,0:36:38.720
um and somebody told me that uh that

0:36:37.119,0:36:40.560
that pretty well summed it up but

0:36:38.720,0:36:42.079
commercial real estate commercial real

0:36:40.560,0:36:43.280
estate is the mother's milk of the

0:36:42.079,0:36:46.640
cleaning industry

0:36:43.280,0:36:48.560
the cleaning industry grows based on

0:36:46.640,0:36:50.800
what the commercial real estate industry

0:36:48.560,0:36:52.560
does now when there's nothing being

0:36:50.800,0:36:55.119
built

0:36:52.560,0:36:57.040
we're just trading buildings around

0:36:55.119,0:36:59.760
there's no actual growth

0:36:57.040,0:37:02.240
the growth of the industry is tied to

0:36:59.760,0:37:04.079
development

0:37:02.240,0:37:05.359
okay so watching what's happening in the

0:37:04.079,0:37:06.640
development if you care about the

0:37:05.359,0:37:08.079
cleaning business and you're going to be

0:37:06.640,0:37:09.760
around for a while

0:37:08.079,0:37:11.599
watching what happens in the development

0:37:09.760,0:37:14.320
community is a

0:37:11.599,0:37:15.359
uh is a critical uh it's a critical

0:37:14.320,0:37:17.680
thing to be on

0:37:15.359,0:37:19.359
on uh forward thinking building service

0:37:17.680,0:37:22.640
contractors radar

0:37:19.359,0:37:25.520
so more cranes more cleaning i can it it

0:37:22.640,0:37:26.880
it's it's directly related it is direct

0:37:25.520,0:37:29.839
directly related

0:37:26.880,0:37:31.599
okay so so um i would i would throw the

0:37:29.839,0:37:34.800
question back

0:37:31.599,0:37:39.280
in the commercial real estate world um

0:37:34.800,0:37:41.119
the uh the move is to uh smart buildings

0:37:39.280,0:37:43.599
what does that mean to us and what is

0:37:41.119,0:37:47.280
our role

0:37:43.599,0:37:49.040
okay big question and very few very few

0:37:47.280,0:37:50.079
people now i'm in touch with a couple of

0:37:49.040,0:37:52.640
folks but

0:37:50.079,0:37:53.839
you know um you know these are these are

0:37:52.640,0:37:54.560
you know the folks that are thinking

0:37:53.839,0:37:57.680
about this

0:37:54.560,0:38:00.320
are are the people that are doing uh

0:37:57.680,0:38:02.560
in excess of 100 million dollars and and

0:38:00.320,0:38:04.640
and 200 and 300 million dollars they're

0:38:02.560,0:38:07.280
the ones that see this and understand

0:38:04.640,0:38:07.839
uh what i'm talking about here but for

0:38:07.280,0:38:10.560
the small

0:38:07.839,0:38:12.240
for the small independent contractor um

0:38:10.560,0:38:14.000
you know one of the things to do is to

0:38:12.240,0:38:15.839
pay attention to what's happening with

0:38:14.000,0:38:19.040
smart buildings now where

0:38:15.839,0:38:20.160
do we fit in particularly now uh with

0:38:19.040,0:38:24.079
robotics coming

0:38:20.160,0:38:26.720
uh of of age and and we are of age now

0:38:24.079,0:38:28.320
uh i mean there are more cleaning robots

0:38:26.720,0:38:30.480
in operation the united states than

0:38:28.320,0:38:32.960
anybody right now would guess

0:38:30.480,0:38:34.160
and uh and that's only going to grow

0:38:32.960,0:38:38.320
over the next

0:38:34.160,0:38:41.760
uh uh two years okay um

0:38:38.320,0:38:43.280
so now what about some so i want to

0:38:41.760,0:38:44.960
you know let me let me jump in real

0:38:43.280,0:38:47.119
quick cleaning robots and this could be

0:38:44.960,0:38:48.480
for both you and john too because

0:38:47.119,0:38:50.000
so when you when when a small to

0:38:48.480,0:38:51.920
medium-sized business thinks about a

0:38:50.000,0:38:52.720
cleaning robot like i had before it's a

0:38:51.920,0:38:54.640
big investment

0:38:52.720,0:38:56.160
you know it's a it's a new thing for me

0:38:54.640,0:38:58.480
to try to invest in

0:38:56.160,0:39:00.880
should we look at look at this as an

0:38:58.480,0:39:02.400
opportunity to present a program to

0:39:00.880,0:39:04.000
maybe a commercial real estate property

0:39:02.400,0:39:05.599
management firm that we're trying to bid

0:39:04.000,0:39:06.960
on right or a large client that we're

0:39:05.599,0:39:10.160
trying to bid with

0:39:06.960,0:39:13.359
should we put the cost of the robot

0:39:10.160,0:39:15.680
on the client or should we encore that

0:39:13.359,0:39:17.200
cost and then build it into a program

0:39:15.680,0:39:18.480
what what's a what what do you guys

0:39:17.200,0:39:18.960
think is a good approach because if

0:39:18.480,0:39:20.720
you're

0:39:18.960,0:39:22.480
a smaller medium time business man i

0:39:20.720,0:39:23.760
mean it this is not a backpack vacuum

0:39:22.480,0:39:24.400
which you should be doing which would

0:39:23.760,0:39:27.520
you know the

0:39:24.400,0:39:29.920
the proper way to look at this is um to

0:39:27.520,0:39:31.680
by incorporating robots how do how do i

0:39:29.920,0:39:34.160
decrease the cost of service to my

0:39:31.680,0:39:36.560
clients

0:39:34.160,0:39:39.280
how do i pass the savings on that's the

0:39:36.560,0:39:43.839
smart way to look at it

0:39:39.280,0:39:43.839
how do i pass these steps

0:39:45.760,0:39:49.440
so production rate right guys absolutely

0:39:47.760,0:39:50.400
it's always about production that's only

0:39:49.440,0:39:52.000
what this is

0:39:50.400,0:39:53.520
you know the other the other the other

0:39:52.000,0:39:55.280
uh

0:39:53.520,0:39:57.280
in some quarters is something called ed

0:39:55.280,0:40:00.079
isms which are things that i said that

0:39:57.280,0:40:00.079
are repeatable

0:40:00.720,0:40:03.280
but it's going to be the name the

0:40:01.920,0:40:04.240
narrative that's the name of the the

0:40:03.280,0:40:06.560
show right here

0:40:04.240,0:40:07.599
well well you know the you know the the

0:40:06.560,0:40:09.200
the other thing and

0:40:07.599,0:40:12.160
and i have suggested that i will get a

0:40:09.200,0:40:15.119
tattooed on my head

0:40:12.160,0:40:17.280
is that the business of cleaning is only

0:40:15.119,0:40:20.240
about numbers

0:40:17.280,0:40:20.720
it's not about viruses and rags and

0:40:20.240,0:40:22.480
spread

0:40:20.720,0:40:23.760
it's not about any of that it's only

0:40:22.480,0:40:25.920
about numbers

0:40:23.760,0:40:27.359
the business of cleaning is only about

0:40:25.920,0:40:30.400
numbers

0:40:27.359,0:40:32.560
so um if we start with that uh if we

0:40:30.400,0:40:35.760
start with that as a foundational

0:40:32.560,0:40:38.640
uh idea of of what we're doing

0:40:35.760,0:40:39.760
okay incorporate uh what's happening

0:40:38.640,0:40:42.160
with technology

0:40:39.760,0:40:44.000
and let me just say what's what's uh uh

0:40:42.160,0:40:45.520
what what's gonna happen is that

0:40:44.000,0:40:47.119
the cleaning the cleaning companies are

0:40:45.520,0:40:48.960
gonna get bypassed

0:40:47.119,0:40:50.240
i mean um one of the biggest real estate

0:40:48.960,0:40:52.240
companies on the planet

0:40:50.240,0:40:53.760
just bought one of the largest cleaning

0:40:52.240,0:40:57.200
companies on the planet

0:40:53.760,0:40:59.200
think about that for a second wow okay

0:40:57.200,0:41:00.720
so now you're you're you're now you're

0:40:59.200,0:41:04.640
competing against

0:41:00.720,0:41:07.119
uh the people who uh uh uh

0:41:04.640,0:41:08.800
uh develop the land built the building

0:41:07.119,0:41:09.359
maintained every single system in the

0:41:08.800,0:41:11.119
building

0:41:09.359,0:41:12.640
and they cleaned the and they cleaned

0:41:11.119,0:41:14.160
the building so okay

0:41:12.640,0:41:16.160
so there's no spot for you there's no

0:41:14.160,0:41:18.079
place for you uh this is all

0:41:16.160,0:41:19.599
this man i could talk hours about this

0:41:18.079,0:41:20.000
here right because john you're on the

0:41:19.599,0:41:21.680
technical

0:41:20.000,0:41:23.119
side too so this is a good question or a

0:41:21.680,0:41:23.680
good topic for all three of us here

0:41:23.119,0:41:26.240
because

0:41:23.680,0:41:27.520
how i look at it guys too is so what you

0:41:26.240,0:41:29.200
know about three years ago there was a

0:41:27.520,0:41:29.680
company called managed by q that jumped

0:41:29.200,0:41:32.640
in

0:41:29.680,0:41:34.319
right and they were a a marketplace a

0:41:32.640,0:41:37.119
office marketplace platform

0:41:34.319,0:41:38.640
right so in the beginning i i had fellow

0:41:37.119,0:41:39.520
colleagues who would be like oh you know

0:41:38.640,0:41:40.800
rick

0:41:39.520,0:41:42.240
you know why are you working with them

0:41:40.800,0:41:43.359
you know what you know they're just like

0:41:42.240,0:41:45.760
a middleman

0:41:43.359,0:41:47.040
well guess what they're they're a smart

0:41:45.760,0:41:50.160
technology platform

0:41:47.040,0:41:50.960
that a entire building can get almost

0:41:50.160,0:41:52.880
like a menu

0:41:50.960,0:41:54.079
just order services for the building

0:41:52.880,0:41:56.720
that they need

0:41:54.079,0:41:58.400
and i'm i better be one of those partner

0:41:56.720,0:42:01.200
vendors on that platform

0:41:58.400,0:42:02.800
to be able to be of service to uh it's

0:42:01.200,0:42:04.160
like a lead gen for me right so i looked

0:42:02.800,0:42:06.720
at it as a legion

0:42:04.160,0:42:07.760
so years are passing now and you know

0:42:06.720,0:42:09.440
you guys know right

0:42:07.760,0:42:11.440
i mean i i'm working on a software

0:42:09.440,0:42:14.160
myself where it's

0:42:11.440,0:42:15.680
i am completely giving in to technology

0:42:14.160,0:42:18.319
not that it's going to replace us

0:42:15.680,0:42:19.280
you know but it's it you said it and

0:42:18.319,0:42:21.599
smart buildings

0:42:19.280,0:42:22.640
they are going to want everything

0:42:21.599,0:42:25.440
seamless

0:42:22.640,0:42:26.800
streamlined you know the work platform

0:42:25.440,0:42:27.520
is going to be a part of everything you

0:42:26.800,0:42:29.599
know they

0:42:27.520,0:42:30.880
they are going to leverage technology

0:42:29.599,0:42:32.960
for every single decision

0:42:30.880,0:42:34.400
they make for their assets and their

0:42:32.960,0:42:38.240
asset is the building

0:42:34.400,0:42:41.359
you know so we better catch up so i mean

0:42:38.240,0:42:44.480
i mean so what do you what do you say

0:42:41.359,0:42:46.480
about this platform approach where

0:42:44.480,0:42:48.240
we are now becoming vendors on this

0:42:46.480,0:42:48.960
platform for these commercial real

0:42:48.240,0:42:51.280
estate

0:42:48.960,0:42:53.280
yeah well well i mean this is this is

0:42:51.280,0:42:54.560
this is part of the uh this is part of

0:42:53.280,0:42:58.000
the uh

0:42:54.560,0:43:00.160
narcissism of the millennial generation

0:42:58.000,0:43:01.839
you know i heard somebody private i

0:43:00.160,0:43:04.960
heard somebody describe it

0:43:01.839,0:43:06.560
i'm a millennial come on yeah come on

0:43:04.960,0:43:08.720
i had one of them tell me i had one of

0:43:06.560,0:43:10.000
them tell me i said you know we when we

0:43:08.720,0:43:12.160
were talking about management

0:43:10.000,0:43:13.680
because i've been watching by q extr

0:43:12.160,0:43:17.200
very very very closely

0:43:13.680,0:43:20.079
since it started okay and uh and and

0:43:17.200,0:43:20.880
in absolute disbelief they said man with

0:43:20.079,0:43:26.079
manage by

0:43:20.880,0:43:28.400
q you can order a salad for lunch

0:43:26.079,0:43:29.599
the truth you know okay all right but

0:43:28.400,0:43:32.000
look i mean let's listen

0:43:29.599,0:43:32.880
there's there's some of us old guys that

0:43:32.000,0:43:36.880
were doing that

0:43:32.880,0:43:38.800
20 years ago okay and

0:43:36.880,0:43:40.000
we didn't just send we didn't just send

0:43:38.800,0:43:42.319
you a box

0:43:40.000,0:43:43.680
you know a styrofoam box with a salad in

0:43:42.319,0:43:46.800
it we take you out

0:43:43.680,0:43:49.200
and we buy you drinks the

0:43:46.800,0:43:50.160
whole idea that that that that that you

0:43:49.200,0:43:53.280
know a salad

0:43:50.160,0:43:54.079
would appear because uh of of this

0:43:53.280,0:43:57.119
platform

0:43:54.079,0:44:00.079
uh i i think was completely uh missing

0:43:57.119,0:44:01.119
missing the boat yeah but i think you

0:44:00.079,0:44:02.640
definitely have to

0:44:01.119,0:44:04.480
because i mean that's i think why we

0:44:02.640,0:44:07.680
flourished with that opportunity

0:44:04.480,0:44:09.760
is we became ingrained with the client

0:44:07.680,0:44:11.599
still allowed for the communication to

0:44:09.760,0:44:13.599
happen between the back end and you know

0:44:11.599,0:44:15.119
we were a vendor of the platform and so

0:44:13.599,0:44:17.040
forth but

0:44:15.119,0:44:18.880
man we took it and ran with it you know

0:44:17.040,0:44:19.599
our client the clients loved us you know

0:44:18.880,0:44:21.119
and

0:44:19.599,0:44:22.880
you know now that you know a company

0:44:21.119,0:44:23.359
like that isn't around we're still

0:44:22.880,0:44:24.800
around

0:44:23.359,0:44:26.720
right and it's because of government

0:44:24.800,0:44:28.880
services think about think think

0:44:26.720,0:44:29.760
very carefully about what you just said

0:44:28.880,0:44:31.839
okay because

0:44:29.760,0:44:34.480
what you just said was one of the keys

0:44:31.839,0:44:38.000
the client loved us

0:44:34.480,0:44:41.760
okay not not not the little program

0:44:38.000,0:44:43.839
okay not the ipad okay not the phone

0:44:41.760,0:44:45.200
they loved you because of the service so

0:44:43.839,0:44:46.480
there was you know

0:44:45.200,0:44:48.319
there there's there's there's some

0:44:46.480,0:44:51.040
presuppositions there that

0:44:48.319,0:44:52.800
uh we're presupposing that there is a

0:44:51.040,0:44:55.680
relationship that's being built

0:44:52.800,0:44:56.000
yes you guys met through uh some sort of

0:44:55.680,0:44:59.040
a

0:44:56.000,0:45:00.960
technical platform uh uh uh

0:44:59.040,0:45:02.960
you know a service platform okay but

0:45:00.960,0:45:04.319
there's many of those out there

0:45:02.960,0:45:05.599
there now there was something that was

0:45:04.319,0:45:06.560
but i mean there was a real there was a

0:45:05.599,0:45:08.960
relationship

0:45:06.560,0:45:09.680
and and that's what's not new i mean

0:45:08.960,0:45:12.160
that's what

0:45:09.680,0:45:12.960
drove the business uh i mean that's what

0:45:12.160,0:45:14.880
controls

0:45:12.960,0:45:16.880
the central business district in every

0:45:14.880,0:45:18.480
single city in the united states

0:45:16.880,0:45:20.640
it's is relationship relationship

0:45:18.480,0:45:24.480
relationships yeah

0:45:20.640,0:45:27.520
okay duly duly noted

0:45:24.480,0:45:30.400
now guys taking it to

0:45:27.520,0:45:31.440
to back back to kobit 19 right now right

0:45:30.400,0:45:35.119
back to where where

0:45:31.440,0:45:38.640
the the situation that we're in today um

0:45:35.119,0:45:39.760
with the increased spotlight of cleaning

0:45:38.640,0:45:42.960
today

0:45:39.760,0:45:44.880
um what what are you guys

0:45:42.960,0:45:47.040
what's the next six months look like you

0:45:44.880,0:45:48.640
know what does the next year look like

0:45:47.040,0:45:50.720
um you know ed you've got a lot of years

0:45:48.640,0:45:53.280
and you've probably seen some of these

0:45:50.720,0:45:54.560
you know i wouldn't say pandemics you

0:45:53.280,0:45:56.480
know this is the probably the biggest

0:45:54.560,0:45:58.319
pandemic we've ever been

0:45:56.480,0:46:00.400
involved with but there's been a lot of

0:45:58.319,0:46:02.720
ups and downs but what do you

0:46:00.400,0:46:04.800
feel what do you guys feel like the next

0:46:02.720,0:46:08.079
six months to a year looks like for the

0:46:04.800,0:46:08.079
commercial cleaning industry

0:46:08.640,0:46:13.119
i'll go on this one um it's a popularity

0:46:11.839,0:46:15.520
contest

0:46:13.119,0:46:16.880
all right so you know before this covid

0:46:15.520,0:46:19.200
stuff happened

0:46:16.880,0:46:20.720
you know what was what was a mister what

0:46:19.200,0:46:23.040
was the electrostatic sprayer it was

0:46:20.720,0:46:25.920
just an overpriced delivery system right

0:46:23.040,0:46:27.520
nobody really thought twice about it now

0:46:25.920,0:46:29.839
you go out you buy it because

0:46:27.520,0:46:31.119
let's face it i mean i think it was what

0:46:29.839,0:46:33.200
march you're kind of

0:46:31.119,0:46:34.400
you kind of had to you want to compete

0:46:33.200,0:46:35.520
so you go out you cross

0:46:34.400,0:46:37.680
you know your customers saying that this

0:46:35.520,0:46:38.400
is what they want so you go out you buy

0:46:37.680,0:46:39.839
this machine

0:46:38.400,0:46:41.520
you start using it you realize that

0:46:39.839,0:46:42.720
you're making a lot of money and people

0:46:41.520,0:46:46.000
are coming to you

0:46:42.720,0:46:48.480
okay so the way i see it

0:46:46.000,0:46:50.240
is that customers now are going to

0:46:48.480,0:46:52.720
expect that and as a business owner if

0:46:50.240,0:46:54.160
you're running a small cleaning company

0:46:52.720,0:46:56.000
you know they're not going to be

0:46:54.160,0:46:58.240
satisfied with just the sprayer

0:46:56.000,0:46:59.280
it's now the norm you know we look back

0:46:58.240,0:47:00.960
and say okay well

0:46:59.280,0:47:03.359
you clean uh green clean you know that

0:47:00.960,0:47:06.240
was always that was a thing that was big

0:47:03.359,0:47:07.440
now it's okay great now it's screen

0:47:06.240,0:47:10.640
certified

0:47:07.440,0:47:13.119
um it's just standard it's not like

0:47:10.640,0:47:14.400
anything special anymore it doesn't get

0:47:13.119,0:47:16.800
anybody's attention

0:47:14.400,0:47:18.560
the sprayers in the past four months and

0:47:16.800,0:47:20.400
i think down the road in six months it's

0:47:18.560,0:47:22.000
still going to hold people's attention

0:47:20.400,0:47:24.000
but then it's going to be standard again

0:47:22.000,0:47:25.599
so what's next you know what's going to

0:47:24.000,0:47:27.040
come after that what what piece of

0:47:25.599,0:47:29.520
equipment

0:47:27.040,0:47:30.480
what technology is going to be used to

0:47:29.520,0:47:34.000
set yourself

0:47:30.480,0:47:35.280
apart um you know looking at the wiz the

0:47:34.000,0:47:38.160
softbank robot

0:47:35.280,0:47:39.440
you know that's an option that's huge

0:47:38.160,0:47:42.000
especially if you're in

0:47:39.440,0:47:43.440
buildings that you know are really a

0:47:42.000,0:47:46.800
great fit

0:47:43.440,0:47:49.680
and i actually just had a call with

0:47:46.800,0:47:50.800
somebody from wasn't softbank but it was

0:47:49.680,0:47:54.319
another company that

0:47:50.800,0:47:55.599
distributes them and you know he was

0:47:54.319,0:47:58.800
going through

0:47:55.599,0:48:00.880
the information on operational cost

0:47:58.800,0:48:02.480
and it's it's pretty much you got you

0:48:00.880,0:48:04.480
got somebody

0:48:02.480,0:48:05.599
vacuuming high traffic areas for two and

0:48:04.480,0:48:07.520
a half hours

0:48:05.599,0:48:08.720
you know on average per night five days

0:48:07.520,0:48:09.680
a week

0:48:08.720,0:48:11.839
you know you're going to start saving

0:48:09.680,0:48:12.160
money if you bring a robot in no yeah i

0:48:11.839,0:48:14.240
mean

0:48:12.160,0:48:16.559
it's kind of a it's a no-brainer there

0:48:14.240,0:48:18.480
yeah i agree

0:48:16.559,0:48:21.680
yeah so it's right there so i i see it

0:48:18.480,0:48:25.440
as it's going to be the race to

0:48:21.680,0:48:25.440
who has the new shiny toy

0:48:26.000,0:48:29.040
yeah that's kind of where i see it going

0:48:28.000,0:48:31.520
because

0:48:29.040,0:48:32.319
and that's why i'm really keeping my eye

0:48:31.520,0:48:35.119
on that

0:48:32.319,0:48:35.680
that kind of a robot myself just because

0:48:35.119,0:48:38.480
if

0:48:35.680,0:48:41.119
if they do if clients and that if i mean

0:48:38.480,0:48:43.680
they already have been requesting us to

0:48:41.119,0:48:45.440
to just detail clean hit high touch

0:48:43.680,0:48:47.839
points like we've never hit before all

0:48:45.440,0:48:48.960
of a sudden now we are more of a evs

0:48:47.839,0:48:50.160
type of approach

0:48:48.960,0:48:52.800
for like a lot of our healthcare

0:48:50.160,0:48:54.319
facilities right where we used to clean

0:48:52.800,0:48:55.920
you know overnight but now they may want

0:48:54.319,0:48:58.160
us to be during the day

0:48:55.920,0:49:00.079
where now you know we are touching

0:48:58.160,0:49:03.520
services more and more often

0:49:00.079,0:49:05.359
where then overnight a let's just say a

0:49:03.520,0:49:05.839
robot is in place and knows the layout

0:49:05.359,0:49:08.319
and

0:49:05.839,0:49:09.359
just does that work again simultaneously

0:49:08.319,0:49:11.839
it's like

0:49:09.359,0:49:12.559
man production rate is just going to get

0:49:11.839,0:49:14.400
better

0:49:12.559,0:49:16.640
uh and the client is going to get the

0:49:14.400,0:49:18.800
best type of service possible

0:49:16.640,0:49:20.079
um but it's but we have to adapt right

0:49:18.800,0:49:23.280
we have to absorb

0:49:20.079,0:49:26.160
that that is the future um then

0:49:23.280,0:49:29.440
you know it's roi it's basically gonna

0:49:26.160,0:49:32.079
be roi and how we calculate that

0:49:29.440,0:49:33.520
yeah i mean everybody wants this better

0:49:32.079,0:49:35.040
service this deep cleaning and

0:49:33.520,0:49:36.640
disinfection and

0:49:35.040,0:49:38.079
you know are you are you going to be

0:49:36.640,0:49:41.119
able to

0:49:38.079,0:49:42.559
deliver on that maintaining your margins

0:49:41.119,0:49:44.480
and without jacking the price up for

0:49:42.559,0:49:44.960
your customer yeah and the answer to

0:49:44.480,0:49:48.319
that is

0:49:44.960,0:49:49.359
it's no so we it's it's up for the

0:49:48.319,0:49:51.680
equipment people

0:49:49.359,0:49:52.960
you know what can you deliver what are

0:49:51.680,0:49:54.880
you going to bring to me that's going to

0:49:52.960,0:49:56.480
be able to help me deliver what the

0:49:54.880,0:49:58.880
customer wants at the price point that

0:49:56.480,0:50:01.440
they can afford and at the efficiency

0:49:58.880,0:50:01.440
that i need

0:50:01.920,0:50:05.920
yeah ed so what about pricing though

0:50:04.720,0:50:07.520
right so what

0:50:05.920,0:50:08.960
you know it's easy to just come in and

0:50:07.520,0:50:10.240
like you know john you were saying you

0:50:08.960,0:50:11.839
know people are

0:50:10.240,0:50:13.920
are getting paid more than ever to

0:50:11.839,0:50:16.319
perform somebody's services

0:50:13.920,0:50:17.440
so you know you you might say wow you

0:50:16.319,0:50:18.400
know i just want to keep making this

0:50:17.440,0:50:20.559
kind of revenue

0:50:18.400,0:50:22.079
but it's just this isn't going to last

0:50:20.559,0:50:24.319
that part of it as far as

0:50:22.079,0:50:25.440
let's treat the customer with you know

0:50:24.319,0:50:27.440
let's be professional

0:50:25.440,0:50:28.640
build these build a program instead of a

0:50:27.440,0:50:31.920
one-off

0:50:28.640,0:50:33.520
but how how do we how does pricing and

0:50:31.920,0:50:36.800
come into consideration for these

0:50:33.520,0:50:38.720
clients when they are going to expect

0:50:36.800,0:50:40.880
you know disinfecting more often

0:50:38.720,0:50:43.040
cleaning to another level

0:50:40.880,0:50:44.079
how do you how do we dictate pricing now

0:50:43.040,0:50:45.359
like how does that

0:50:44.079,0:50:47.760
you know this is you know this is where

0:50:45.359,0:50:50.559
i depart from some of the

0:50:47.760,0:50:53.040
uh some of the other uh folks that

0:50:50.559,0:50:56.240
pontificate about the cleaning industry

0:50:53.040,0:50:57.040
um i am um you know when it comes to

0:50:56.240,0:50:59.839
pricing

0:50:57.040,0:51:01.119
uh once again uh i'm gonna say it again

0:50:59.839,0:51:02.480
uh the business of cleaning is just

0:51:01.119,0:51:05.119
about numbers

0:51:02.480,0:51:07.359
and uh when we're talking about pricing

0:51:05.119,0:51:08.079
the thing to concentrate on for a small

0:51:07.359,0:51:11.280
company

0:51:08.079,0:51:14.559
is concentrate on production

0:51:11.280,0:51:17.920
concentrate on production how do you

0:51:14.559,0:51:21.680
produce more clean space

0:51:17.920,0:51:21.680
for a lower cost

0:51:21.839,0:51:26.079
okay um i will tell you that uh uh i

0:51:25.200,0:51:28.720
mean there's

0:51:26.079,0:51:29.440
there's an awful lot of work uh that

0:51:28.720,0:51:32.559
goes

0:51:29.440,0:51:34.960
to uh the low bidder and uh

0:51:32.559,0:51:36.079
and that doesn't necessarily always mean

0:51:34.960,0:51:38.559
that there is a

0:51:36.079,0:51:40.079
uh it doesn't always translate into a

0:51:38.559,0:51:45.119
dirty building

0:51:40.079,0:51:49.280
okay um i had uh i was the low bidder

0:51:45.119,0:51:52.800
on uh numerous uh uh uh

0:51:49.280,0:51:55.680
uh high-rise uh skyscrapers downtown

0:51:52.800,0:51:56.319
okay and you know what i never once

0:51:55.680,0:51:58.400
cried

0:51:56.319,0:51:59.359
over being the low bidder after winning

0:51:58.400,0:52:01.680
one of those

0:51:59.359,0:52:04.000
yeah i never did didn't make me sad at

0:52:01.680,0:52:07.040
all what it did do though

0:52:04.000,0:52:08.240
was uh we concentrated on production we

0:52:07.040,0:52:11.280
learned production

0:52:08.240,0:52:14.480
you know we've gone from we've gone from

0:52:11.280,0:52:16.240
kind of a standard uh a start a standard

0:52:14.480,0:52:18.480
industry production rate

0:52:16.240,0:52:19.920
and i'm talking about office cleaning of

0:52:18.480,0:52:24.079
um

0:52:19.920,0:52:25.040
uh 3 500 square feet to where um i was

0:52:24.079,0:52:28.319
in union

0:52:25.040,0:52:30.960
union buildings okay union buildings

0:52:28.319,0:52:32.000
uh that were absolutely beautiful and

0:52:30.960,0:52:35.440
spotless

0:52:32.000,0:52:35.440
at seven thousand square feet

0:52:36.800,0:52:43.119
so 3 500 being the average

0:52:39.839,0:52:46.720
you increase point not to 7 000

0:52:43.119,0:52:47.119
not anymore yeah you know i mean right

0:52:46.720,0:52:49.200
now

0:52:47.119,0:52:50.480
um downtown um i think you'd be

0:52:49.200,0:52:52.160
hard-pressed to find anything that

0:52:50.480,0:52:54.800
wasn't being produced that

0:52:52.160,0:52:57.040
uh uh in excess of 6 000 square feet an

0:52:54.800,0:52:58.480
hour

0:52:57.040,0:53:01.839
i think i really do i think you'd be

0:52:58.480,0:53:01.839
hard-pressed okay

0:53:01.920,0:53:07.920
so as far as as far as the pricing goes

0:53:05.040,0:53:10.480
you know what i always uh again you know

0:53:07.920,0:53:13.440
what what i what i always do is point to

0:53:10.480,0:53:14.400
um you know don't worry about uh uh

0:53:13.440,0:53:16.480
don't worry about

0:53:14.400,0:53:17.440
the the pricing concentrate on

0:53:16.480,0:53:19.200
production

0:53:17.440,0:53:21.200
and so that's where technology comes in

0:53:19.200,0:53:24.720
that's where robots come in that's where

0:53:21.200,0:53:26.640
um the um the other really big deal for

0:53:24.720,0:53:29.040
us was the backpack vacuum cleaner

0:53:26.640,0:53:31.440
i mean that was a hugely powered for us

0:53:29.040,0:53:33.839
okay was the backpack vacuum cleaner

0:53:31.440,0:53:35.839
okay going from upright vacuums to

0:53:33.839,0:53:38.720
backpack vacuums was a big deal

0:53:35.839,0:53:40.000
for us and increased uh production rates

0:53:38.720,0:53:43.440
oh ed what about

0:53:40.000,0:53:46.240
the battery battery backpack vacuums how

0:53:43.440,0:53:47.359
high price point is high but again now

0:53:46.240,0:53:48.800
you're talking about production right

0:53:47.359,0:53:50.720
thank you for focusing

0:53:48.800,0:53:52.160
always always always always talking

0:53:50.720,0:53:56.000
about production and look

0:53:52.160,0:53:59.119
there is there is risk in innovation

0:53:56.000,0:54:02.160
okay there is there there is risk

0:53:59.119,0:54:03.359
okay um you know at one point i mean i i

0:54:02.160,0:54:05.040
was somebody that would try

0:54:03.359,0:54:06.800
new stuff you know if it would if it

0:54:05.040,0:54:08.160
would allow me or enable me to clean

0:54:06.800,0:54:11.280
faster i would try it

0:54:08.160,0:54:13.359
it didn't matter so at one point in in

0:54:11.280,0:54:16.800
in our in our warehouse i mean it was a

0:54:13.359,0:54:18.240
big pile of stuff that didn't work

0:54:16.800,0:54:20.319
i got a couple of those too yeah i'm

0:54:18.240,0:54:20.960
like oh man this thing is the next best

0:54:20.319,0:54:23.440
thing

0:54:20.960,0:54:25.920
well you know listen i i i needed that

0:54:23.440,0:54:29.200
uh that that that talking wet floor sign

0:54:25.920,0:54:29.200
you know at the time i thought

0:54:30.559,0:54:34.559
oh my god there is risk to innovation

0:54:33.200,0:54:38.640
yeah no you're tr that's

0:54:34.559,0:54:41.520
right risk to not innovating

0:54:38.640,0:54:42.880
there's a bigger risk to not innovate

0:54:41.520,0:54:46.079
okay

0:54:42.880,0:54:47.440
man again guys because i'm looking at

0:54:46.079,0:54:49.599
the time i don't want to take up much

0:54:47.440,0:54:51.599
more of your time i got one more

0:54:49.599,0:54:52.880
one more good actually two points two

0:54:51.599,0:54:56.400
points here guys

0:54:52.880,0:54:59.119
um and add to this if you can

0:54:56.400,0:55:00.079
or yeah just add to it but i'm look from

0:54:59.119,0:55:02.000
what i've heard

0:55:00.079,0:55:03.280
and you've seen me writing notes here i

0:55:02.000,0:55:07.119
know john you can't see me

0:55:03.280,0:55:08.960
um but some takeaways i have for

0:55:07.119,0:55:12.480
the small to medium-sized business owner

0:55:08.960,0:55:16.160
is leverage technology

0:55:12.480,0:55:19.520
don't focus on price focus on production

0:55:16.160,0:55:21.839
and service service to your client

0:55:19.520,0:55:22.559
i'm taking those three away right now

0:55:21.839,0:55:25.040
what other

0:55:22.559,0:55:25.920
tidbit would you say is another bullet

0:55:25.040,0:55:27.599
point

0:55:25.920,0:55:29.440
for these business owners because these

0:55:27.599,0:55:31.599
are going to be trying times to

0:55:29.440,0:55:32.960
yes some are making a lot of money now

0:55:31.599,0:55:35.359
but how do we

0:55:32.960,0:55:36.480
we want to improve longevity for these

0:55:35.359,0:55:38.640
business owners

0:55:36.480,0:55:40.319
so what other point or did i nail it

0:55:38.640,0:55:41.599
with those three or what anything else

0:55:40.319,0:55:44.079
you guys can add

0:55:41.599,0:55:45.440
in my opinion you nailed it okay um

0:55:44.079,0:55:47.680
there's one added

0:55:45.440,0:55:48.640
um there's only one other point that i

0:55:47.680,0:55:51.839
would add

0:55:48.640,0:55:55.680
um and that is uh uh

0:55:51.839,0:56:00.480
it was always my biggest advantage over

0:55:55.680,0:56:03.280
my competition was was was creativity

0:56:00.480,0:56:05.520
and being willing to try something uh be

0:56:03.280,0:56:08.960
be willing to try stuff

0:56:05.520,0:56:10.720
and don't be afraid to fail try it

0:56:08.960,0:56:12.160
if it has to do with if it has to do

0:56:10.720,0:56:15.359
with increasing

0:56:12.160,0:56:17.280
service levels uh uh service delivery

0:56:15.359,0:56:20.720
improving service delivery

0:56:17.280,0:56:22.799
uh uh uh you know i mean you know

0:56:20.720,0:56:25.200
jump out there give it give it give it a

0:56:22.799,0:56:25.680
try i mean i'm i'm seeing some amazing

0:56:25.200,0:56:28.000
things

0:56:25.680,0:56:30.400
all across now i talked to hundreds and

0:56:28.000,0:56:32.880
hundreds of cleaning contractors

0:56:30.400,0:56:35.280
over a relatively short period of time

0:56:32.880,0:56:37.839
and i see amazing stuff

0:56:35.280,0:56:39.119
i see great stuff and amazing stuff but

0:56:37.839,0:56:41.359
it and it's a result of

0:56:39.119,0:56:43.119
they're creative creative they're

0:56:41.359,0:56:44.799
they're they're taking

0:56:43.119,0:56:46.480
you know yeah and it's a risk creativity

0:56:44.799,0:56:49.200
is a risk so

0:56:46.480,0:56:49.200
john what about you

0:56:49.760,0:56:54.079
uh i think i think you you hit all the

0:56:52.319,0:56:56.880
points the only thing i would add is uh

0:56:54.079,0:57:00.079
education you know just keep learning

0:56:56.880,0:57:01.200
and there's tons of resources out there

0:57:00.079,0:57:03.599
you're gonna have a lot of people out

0:57:01.200,0:57:04.960
there you know throwing stuff around

0:57:03.599,0:57:07.040
saying hey this is this is the best

0:57:04.960,0:57:08.960
advice this is free

0:57:07.040,0:57:10.720
just understand i mean you gotta invest

0:57:08.960,0:57:13.440
in yourself and if that

0:57:10.720,0:57:14.160
if that means spending the money like by

0:57:13.440,0:57:16.960
all means like

0:57:14.160,0:57:18.480
just do it like there's nothing you're

0:57:16.960,0:57:20.000
not going to regret investing in

0:57:18.480,0:57:22.480
yourself

0:57:20.000,0:57:23.760
you're just not so awesome join that

0:57:22.480,0:57:26.160
organization

0:57:23.760,0:57:27.200
you know buy that book take that class

0:57:26.160,0:57:29.440
do what you can

0:57:27.200,0:57:30.319
but yeah don't ever stop learning

0:57:29.440,0:57:32.240
awesome guys

0:57:30.319,0:57:34.720
this is awesome stuff man i appreciate

0:57:32.240,0:57:35.359
it so much i like to end you guys with

0:57:34.720,0:57:36.799
one

0:57:35.359,0:57:39.119
one point that i like to end with is a

0:57:36.799,0:57:41.520
funny story so

0:57:39.119,0:57:42.160
john i'm gonna let yous take this away

0:57:41.520,0:57:44.400
give me

0:57:42.160,0:57:46.720
a funny story from you in the cleaning

0:57:44.400,0:57:46.720
field

0:57:48.240,0:57:51.440
okay i'm trying to i gotta think of one

0:57:51.040,0:57:55.839
that's

0:57:51.440,0:57:55.839
uh not inappropriate

0:57:57.280,0:58:03.599
all right so i probably had one let's

0:57:59.440,0:58:05.760
see a couple years ago i had an employee

0:58:03.599,0:58:07.440
was out in the field called me like

0:58:05.760,0:58:09.599
listen hey i i

0:58:07.440,0:58:11.520
i kind of scraped the wall with the

0:58:09.599,0:58:13.440
chariot uh right on

0:58:11.520,0:58:14.880
i'm like all right that's not a big deal

0:58:13.440,0:58:16.480
that's fine we'll just i'm sure it's

0:58:14.880,0:58:19.280
just wallpaper that's ripped

0:58:16.480,0:58:20.319
yeah i kind of fixed it he's like but i

0:58:19.280,0:58:23.280
still want you to come here

0:58:20.319,0:58:24.240
right so i get there uh he's gone but at

0:58:23.280,0:58:25.760
this point he's gone

0:58:24.240,0:58:27.200
so i go up and i'm looking for the

0:58:25.760,0:58:27.760
scratch and i call him like hey what's

0:58:27.200,0:58:30.079
going on

0:58:27.760,0:58:31.520
where's that he's like oh it's uh it's

0:58:30.079,0:58:32.720
over there by the bathroom

0:58:31.520,0:58:34.960
i go over there and he took out an

0:58:32.720,0:58:36.240
entire wall oh but

0:58:34.960,0:58:38.640
i'm gonna i'm gonna give him credit

0:58:36.240,0:58:43.920
because he used masking tape

0:58:38.640,0:58:45.520
to hold up the whole ball oh my god

0:58:43.920,0:58:47.200
yeah so the client came in the next day

0:58:45.520,0:58:48.480
i told them you know it was their first

0:58:47.200,0:58:50.880
thing they saw in the morning their

0:58:48.480,0:58:53.200
email and uh text messages and they

0:58:50.880,0:58:54.480
they had a good laugh over it luckily

0:58:53.200,0:58:58.400
but uh

0:58:54.480,0:59:01.040
yeah that's the most funniest and clean

0:58:58.400,0:59:02.079
experience of the industry that's

0:59:01.040,0:59:05.760
hilarious

0:59:02.079,0:59:08.480
and what about you oh uh

0:59:05.760,0:59:09.680
that was probably uh the uh the time

0:59:08.480,0:59:11.680
when there was uh and

0:59:09.680,0:59:14.000
and and i'm i'm having difficulty

0:59:11.680,0:59:16.640
envisioning exactly how it happened but

0:59:14.000,0:59:18.240
yeah and it came in came in you know

0:59:16.640,0:59:20.799
client calls me and

0:59:18.240,0:59:21.680
and uh says looks not sure exactly what

0:59:20.799,0:59:25.440
went on here

0:59:21.680,0:59:27.200
but uh you know the the toilet is broken

0:59:25.440,0:59:29.359
i said what do you mean broken he's he

0:59:27.200,0:59:33.440
says look i'm i'm saying like

0:59:29.359,0:59:36.480
it's like completely smashed you know

0:59:33.440,0:59:38.480
and um you know

0:59:36.480,0:59:40.079
the the of course they were suspecting

0:59:38.480,0:59:41.680
that it was the uh

0:59:40.079,0:59:43.599
they suspected that it was a cleaning

0:59:41.680,0:59:46.319
circle people it's always our fault

0:59:43.599,0:59:47.599
but but but but they couldn't be sure

0:59:46.319,0:59:49.760
because they didn't have anything to go

0:59:47.599,0:59:49.760
on

0:59:50.319,0:59:54.240
i got too many i've already told all my

0:59:52.160,0:59:56.400
stories this is eighth episode

0:59:54.240,0:59:58.079
i've you don't even want to know how

0:59:56.400,1:00:01.440
many stories i've got

0:59:58.079,1:00:02.319
but you guys i again i thank you guys so

1:00:01.440,1:00:04.799
much

1:00:02.319,1:00:06.400
um i always end with the cheers john you

1:00:04.799,1:00:08.000
you know give us a uh

1:00:06.400,1:00:11.040
you can give us a over the phone cheers

1:00:08.000,1:00:13.599
but ed let me get a cheers here my man

1:00:11.040,1:00:15.200
here we go this has been great stuff you

1:00:13.599,1:00:16.799
guys i appreciate it you guys don't

1:00:15.200,1:00:20.799
understand how many nuggets this

1:00:16.799,1:00:20.799
is i'm gonna swing here real quick here

1:00:22.319,1:00:25.760
well guys appreciate it again like i

1:00:24.720,1:00:27.280
said

1:00:25.760,1:00:29.680
john i know i'll be i'll be seeing you

1:00:27.280,1:00:32.079
at the issa show or the bsci show here

1:00:29.680,1:00:33.200
in chicago ed i hope you come but i know

1:00:32.079,1:00:36.160
i've asked you a couple times you're

1:00:33.200,1:00:38.160
like rick i've been there so many times

1:00:36.160,1:00:40.079
if you do come listen if it's my

1:00:38.160,1:00:41.839
hometown though it's my hometown come on

1:00:40.079,1:00:44.720
listen if i never have to go through tsa

1:00:41.839,1:00:44.720
again man i'll be just

1:00:45.359,1:00:49.119
i did an awful lot of traveling all

1:00:47.520,1:00:51.440
right guys well hey

1:00:49.119,1:00:53.040
thank you again guys i appreciate it

1:00:51.440,1:00:53.520
it's been an awesome time here with you

1:00:53.040,1:00:55.520
guys

1:00:53.520,1:00:57.760
a lot of nuggets i'll talk to you guys

1:00:55.520,1:01:00.400
in the future as we always do

1:00:57.760,1:01:03.599
but until then enjoy the weekend and uh

1:01:00.400,1:01:03.599
thank you guys i appreciate it