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[Music]

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hey everyone thanks for joining us for

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the cleaning and cocktails podcast

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this is where i get the opportunity to

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speak with fellow cleaning business

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owners

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small medium and large we take the time

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to let them share their stories on the

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ups and downs in the industry

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i also speak with other experts and

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professionals in the industry

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from your manufacturers your suppliers

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trainers

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as well as other types of entrepreneurs

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my mission is to empower our cleaning

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industry

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to inspire and motivate each and every

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one of you i want you guys to reach new

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heights of success and learn from one

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another

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my goal is to have you walk away with

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some tips secrets advice

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and opinions that are relevant to all of

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us in our day-to-day hustle and grind

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while we're out there in the field

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working every single day so sit back and

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share a cocktail with us

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and enjoy the show

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[Music]

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hey everyone welcome to another episode

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of cleaning

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cocktails you know me ricky reglatto

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from route roselle services and your

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host here with cleanity cocktails

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cocktails

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it's a show about entrepreneurs cleaning

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industry

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facility services industry suppliers

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to uh anybody who's in tech

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manufacturing

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our our goal with the show is to empower

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this industry right

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so what i wanted to do was share stories

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and what i'm going to do today

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is share an awesome story with a good

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friend of mine that i've known

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since i got into the industry we're

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right here in my hometown of chicago

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right outside of chicago to be exact in

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maywood it's a company called seaway

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supply

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with tom and gorgon he is the ceo the

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founder been in the business for a while

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a very good friend of mine and i'm just

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super stoked to share his story because

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i you know i know it and i think the

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rest of you should know it

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so tom cheers my man cheers ricky

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thank you for coming on man and to just

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start why don't just

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get into who tom is after you drink

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after all right well welcome everyone

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and

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ricky

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we're drinking some blue label here you

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guys you guys can't see

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but tom took care of us today so i i'd

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like to say thanks for coming out thanks

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for having me on the show

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and also thanks for being the first uh

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to have a drink with me in this room

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i've waited over 10 years

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to have a drink in this room and uh this

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is supposed to be the little clubhouse

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here and

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it just hasn't been used correctly well

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because you had to wait for the right

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time i had to wait for the right time

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this is the right time

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so uh this is the right time i'm glad

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you're here i'm glad you're uh

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interested in sharing my story with your

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audience and the group of people who

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tune in and watch i've watched some of

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the videos and i love them

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you've had some great uh businesses on

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already

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some of the people i know and uh they

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did a great job on the show

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and i'm flattered to be here awesome

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well

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you know one of the first questions tom

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i always touch in is is you know

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cleaning supplies i'm almost positive

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you didn't start

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directly in the supply industry share us

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you know you don't have to say how how

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long to go if you don't want to but

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i think it's very you know that's

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helpful for industry for everybody to

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know how long you've been in the space

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but

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did it start with you starting in the

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supply industry or

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how did you get into the cleaning

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industry

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so i got into the cleaning industry

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because i was really into distribution

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and i worked at a couple different

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distributors as a salesperson and sales

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manager

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and i started to form ideas about what i

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thought was the best way to service

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customers

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regardless of the product um so i

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started looking for a business to be in

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so i

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rather than build a better mousetrap i

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thought i'd have a

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better level of service and be able to

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understand what people needed

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and there was a supply company

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owned by a husband and wife team and

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they basically um

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were at the end of their line they were

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great people they had a great career

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but it was just too much the world was

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changing too much

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and they were ready to shut down and

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they bought what they had

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and started seaway under my

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guidance um about 26 years ago

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wow yeah and i had to learn what a

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vacuum was and what drive act

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because like some of my customers i

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didn't know either yeah

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so so i mean i you know even before we

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started this episode right now

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uh we had the pleasure to walk through

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your space right and and walk and talk

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you know and i think you know thank you

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for that actually too is

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i think it's super important for

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everybody to see what goes on behind the

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scenes

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in a supply you know warehouse in a

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supply office with a supplier

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because there's so much more than just

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the supplies itself uh i mean it's

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logistics

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right like you've got you've got a

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logistical operations back here

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yeah so touch on when when you first

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started too like

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was it here was it in this space or have

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you

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have you grown has it progressed from a

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smaller space to where we're at today

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yeah so we've progressed from a very

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small space when i bought

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i started out out of my house i thought

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i have to go into business i have to

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make that leap

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and i told my wife i quit my job and i'm

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starting a company and here we go

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and she said where are you going to work

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and i said in the front part of the

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living room

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so like i got a garage yeah

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under the bed we were downtown too and

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we didn't have any storage so you know

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when customers say

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i have to have that product will you

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promise me you have it on the floor

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i'm like i don't have a warehouse to

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like put it under your bed

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you know so i

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started out very humbly uh ended up

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realizing that really was too humble and

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was able to buy that supply company that

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was a husband and wife team that

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had some really great brands and that

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was very important to me they had

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spartan chemical

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they had advanced equipment and in the

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cleaning industry those were two markers

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yes uh

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so i see them back there now so i mean

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you you've been

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i since day one since day one uh

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i sat with the advanced uh

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representative and he said i

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need you to sign your distributor

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agreement and i said sure

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he says well right here's where you

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promised to buy over 200 000

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a year from us and i said well what was

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purchased last year

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and he said fifteen hundred dollars and

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i'm like

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well that's a big jump yeah it's a big

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commitment oh my god

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so we worked through it together and

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we've been um

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through their changes as well they were

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bought by uh an international company

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nilfisk

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uh which is worldwide and billions and

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billions in sales and

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they're number one in the world in

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cleaning equipment

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and they've changed with the times and

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they they've kept advance as their

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premier brand in the u.s and they've put

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a lot of support uh

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into the brand and they've always had

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great representatives

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uh so we've been um fortunate to be an

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advanced distributor and

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the additional brands that they bought

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over the years

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and so we have the familiarity we have

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the foundation we have the technology

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uh we touched a little bit during the

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tour on what it takes to keep

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things going yeah and uh when i started

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we had a micro fish and i know how to

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use it

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so when someone needed a part and you

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had a look on this film and

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it was incredible i did not want any

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part of that but now

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we've got software and type in part

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numbers and

0:07:42.319,0:07:45.840
click on numbers on a schematic and you

0:07:45.440,0:07:48.800
know

0:07:45.840,0:07:50.800
it's it's so fast it's so easy uh it

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makes our service level so high

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so that's yeah i was gonna jump on that

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later but since you're touching on it i

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mean it's

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you know again there's the the personal

0:07:57.440,0:07:59.759
relationship

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in the one-on-one field that i know i

0:07:59.759,0:08:03.199
get when i when i come to c-way or any

0:08:01.680,0:08:04.400
of my team members come you know first

0:08:03.199,0:08:06.720
name basis

0:08:04.400,0:08:08.720
uh just just the the confidence in

0:08:06.720,0:08:11.280
knowing you're always looking out for us

0:08:08.720,0:08:12.560
right and you're looking out for we are

0:08:11.280,0:08:13.599
the client but you're looking out for

0:08:12.560,0:08:17.360
our clients too

0:08:13.599,0:08:18.800
yeah right now but the technology piece

0:08:17.360,0:08:20.639
you've seen how you know everything's

0:08:18.800,0:08:22.720
evolving now and you've got a big

0:08:20.639,0:08:24.800
operation back there

0:08:22.720,0:08:26.639
so how do you keep things in stock like

0:08:24.800,0:08:29.199
how do you know like

0:08:26.639,0:08:30.160
to to keep things stockpiled back here i

0:08:29.199,0:08:32.399
mean what what

0:08:30.160,0:08:33.599
what are indicators for you that that

0:08:32.399,0:08:36.320
helps you

0:08:33.599,0:08:36.800
understand that so we've done a few

0:08:36.320,0:08:38.159
things

0:08:36.800,0:08:40.399
and a lot of it has to do with

0:08:38.159,0:08:42.000
experience and we watch other

0:08:40.399,0:08:43.839
manufacturers we watch other

0:08:42.000,0:08:47.279
distributors we're part of a group

0:08:43.839,0:08:49.040
called the united group and we have

0:08:47.279,0:08:50.720
i have friends who have companies like

0:08:49.040,0:08:52.880
mine around the country

0:08:50.720,0:08:54.080
and i talk to them about their processes

0:08:52.880,0:08:57.600
and their software

0:08:54.080,0:09:00.560
that they use to run their business

0:08:57.600,0:09:02.640
so we kind of have a blend of things we

0:09:00.560,0:09:04.240
certainly rely on the computer

0:09:02.640,0:09:06.240
and it gives us a lot of great

0:09:04.240,0:09:07.839
information i mean all our sales all our

0:09:06.240,0:09:08.880
purchases everything runs through the

0:09:07.839,0:09:10.959
computer

0:09:08.880,0:09:12.000
our usages are all right there we can

0:09:10.959,0:09:14.800
categorize

0:09:12.000,0:09:15.440
we can do a lot but it doesn't hurt that

0:09:14.800,0:09:17.360
we're

0:09:15.440,0:09:19.600
up from behind our desk into the

0:09:17.360,0:09:22.080
warehouse a bunch of times a day

0:09:19.600,0:09:24.000
and we're very aware of when someone

0:09:22.080,0:09:26.240
places a large order that might put us

0:09:24.000,0:09:27.760
at a a risk of running out two or three

0:09:26.240,0:09:29.839
weeks later

0:09:27.760,0:09:32.560
because everything we buy is in big

0:09:29.839,0:09:34.880
volume and it has lead times

0:09:32.560,0:09:37.360
and we have to manage that we have to

0:09:34.880,0:09:39.760
manage multiple items with

0:09:37.360,0:09:41.120
lead times with multiple customers it's

0:09:39.760,0:09:43.360
complex

0:09:41.120,0:09:45.200
so we do look yeah and you know what i

0:09:43.360,0:09:47.040
don't just rely on the computer yeah

0:09:45.200,0:09:48.640
no that's that's that's a good point you

0:09:47.040,0:09:49.360
know and this made me think of something

0:09:48.640,0:09:50.959
too is

0:09:49.360,0:09:52.480
you know the audience is is small

0:09:50.959,0:09:55.920
business right but

0:09:52.480,0:09:57.200
again medium large there's a variety of

0:09:55.920,0:09:58.480
people that watch the show and are

0:09:57.200,0:10:00.560
listening to the show

0:09:58.480,0:10:02.480
but for the most part small business so

0:10:00.560,0:10:04.959
what i like to tell them and whenever

0:10:02.480,0:10:06.880
you know anybody calls me for any advice

0:10:04.959,0:10:07.440
or opinion on supplies or supplies and

0:10:06.880,0:10:10.160
equipment

0:10:07.440,0:10:10.880
or you know a supplier i said you have

0:10:10.160,0:10:12.959
to leverage

0:10:10.880,0:10:13.920
your supplier because nine times out of

0:10:12.959,0:10:16.399
ten us

0:10:13.920,0:10:19.120
is small business owners we don't have

0:10:16.399,0:10:22.240
the buying power we don't have capacity

0:10:19.120,0:10:24.560
right to get the best price on an item

0:10:22.240,0:10:26.000
because we're not buying all the time

0:10:24.560,0:10:28.880
you just said it where you guys

0:10:26.000,0:10:29.839
buy in bulk right like another reason

0:10:28.880,0:10:31.680
for me to say

0:10:29.839,0:10:32.880
team up with your local supplier team up

0:10:31.680,0:10:35.440
with somebody because

0:10:32.880,0:10:37.040
you're actually our buying power right

0:10:35.440,0:10:37.519
like is that yeah is that how we should

0:10:37.040,0:10:39.760
look at it

0:10:37.519,0:10:42.880
you should look at it that way and we

0:10:39.760,0:10:45.040
are very conscious i know you and i

0:10:42.880,0:10:47.279
uh are very concerned about what things

0:10:45.040,0:10:48.640
cost but we're also more concerned with

0:10:47.279,0:10:51.760
how well our business goes

0:10:48.640,0:10:54.079
yeah so though we look at the cost

0:10:51.760,0:10:57.600
we also don't want to lose business

0:10:54.079,0:11:00.480
because we were foolish about the price

0:10:57.600,0:11:01.680
so cost is is forefront in my mind too

0:11:00.480,0:11:04.079
so

0:11:01.680,0:11:06.160
quite often we don't charge for delivery

0:11:04.079,0:11:08.399
uh it's not in every case but

0:11:06.160,0:11:09.200
the ideal situation is when people order

0:11:08.399,0:11:10.800
from us

0:11:09.200,0:11:12.839
and we put it on our truck and it's a

0:11:10.800,0:11:15.440
bunch of items and we delivered at no

0:11:12.839,0:11:16.399
charge and that's a real value to the

0:11:15.440,0:11:19.519
customer because

0:11:16.399,0:11:21.200
in the world of online ordering

0:11:19.519,0:11:23.760
and freight charges and right now the

0:11:21.200,0:11:26.480
whole freight

0:11:23.760,0:11:28.320
environment is out of control yeah fedex

0:11:26.480,0:11:29.040
said hey we don't want any more amazon

0:11:28.320,0:11:31.040
packages

0:11:29.040,0:11:32.959
and there's a backup in the ports from

0:11:31.040,0:11:33.920
china and they can't get stuff out into

0:11:32.959,0:11:36.480
the uh

0:11:33.920,0:11:36.959
marketplace uh freight's a gigantic

0:11:36.480,0:11:39.279
issue

0:11:36.959,0:11:40.160
uh rates have gone up tremendously and

0:11:39.279,0:11:41.839
we don't and as

0:11:40.160,0:11:43.200
as small as in the small business world

0:11:41.839,0:11:45.120
you don't know that right you know

0:11:43.200,0:11:46.720
you know to an extent but you only know

0:11:45.120,0:11:48.079
what like the news tells you or when you

0:11:46.720,0:11:50.560
look at online where

0:11:48.079,0:11:51.680
again you guys are in the back right the

0:11:50.560,0:11:54.000
back side of that you

0:11:51.680,0:11:54.720
you know how how much it costs for

0:11:54.000,0:11:56.399
something to get

0:11:54.720,0:11:57.760
shipped and landed in your doorstep

0:11:56.399,0:12:00.000
right and we know

0:11:57.760,0:12:00.959
when we order a truckload of spartan

0:12:00.000,0:12:04.160
chemical we know

0:12:00.959,0:12:06.800
it'll be here in 48 hours almost as

0:12:04.160,0:12:08.000
night follows day there's certain things

0:12:06.800,0:12:09.519
that we know and then there's other

0:12:08.000,0:12:11.839
things we know where we might buy five

0:12:09.519,0:12:13.440
pallets from the mop manufacturer

0:12:11.839,0:12:15.839
and it might take a full week just

0:12:13.440,0:12:18.160
because it's a less than truckload order

0:12:15.839,0:12:19.519
and it goes from this town to this town

0:12:18.160,0:12:21.519
to this town

0:12:19.519,0:12:22.800
and you know sometimes it misses the

0:12:21.519,0:12:24.560
outbound truck yeah

0:12:22.800,0:12:26.560
you know it's just it's not as

0:12:24.560,0:12:28.880
controlled so

0:12:26.560,0:12:30.320
something i want to ask is what it's a

0:12:28.880,0:12:32.800
very fragmented industry

0:12:30.320,0:12:34.160
right as you know yes what is a

0:12:32.800,0:12:35.680
competitive advantage

0:12:34.160,0:12:37.200
which i could say one for sure for you

0:12:35.680,0:12:38.880
but what is a competitive advantage that

0:12:37.200,0:12:41.519
you say

0:12:38.880,0:12:43.040
seaway supply has with their you know

0:12:41.519,0:12:45.839
let's talk about cleaning contractors

0:12:43.040,0:12:46.880
right now right today right now um i

0:12:45.839,0:12:49.200
know one for me

0:12:46.880,0:12:50.240
is that you are flexible yeah you know

0:12:49.200,0:12:53.120
because you don't

0:12:50.240,0:12:54.480
have a corporate structure or you know

0:12:53.120,0:12:57.519
red tape or anything like that

0:12:54.480,0:12:58.320
right but what else do you think people

0:12:57.519,0:13:00.639
should know about

0:12:58.320,0:13:01.680
seaway and tom and how you guys operate

0:13:00.639,0:13:03.680
in this space

0:13:01.680,0:13:05.360
to give you uh because it's very

0:13:03.680,0:13:07.600
competitive right in the space

0:13:05.360,0:13:10.079
especially with online e-commerce yes so

0:13:07.600,0:13:13.680
i think the most important thing is

0:13:10.079,0:13:15.760
for us is to value the customer um

0:13:13.680,0:13:18.480
that's our value proposition we value

0:13:15.760,0:13:20.160
you you as a customer really our guest

0:13:18.480,0:13:21.680
we want to treat you well we want to

0:13:20.160,0:13:24.720
make sure you know

0:13:21.680,0:13:28.240
you're satisfied you're pleased we we

0:13:24.720,0:13:29.920
exceeded your expectations um

0:13:28.240,0:13:31.680
you know we're not crazy and we don't

0:13:29.920,0:13:35.440
expect our customers to be crazy

0:13:31.680,0:13:38.079
we expected a fair honest transaction

0:13:35.440,0:13:40.480
and you know we touched on it a second

0:13:38.079,0:13:42.240
ago and i'm going to go back to that

0:13:40.480,0:13:44.560
so when we have a customer like yourself

0:13:42.240,0:13:46.959
and you order 14 different things of

0:13:44.560,0:13:48.000
some variety and then they all get

0:13:46.959,0:13:49.839
delivered the next day

0:13:48.000,0:13:51.040
which most of our orders get delivered

0:13:49.839,0:13:54.399
the next day

0:13:51.040,0:13:56.240
they come in they go out and if we uh

0:13:54.399,0:13:57.920
get an order early enough in the day and

0:13:56.240,0:13:59.519
the truck's going that way we put it on

0:13:57.920,0:14:01.279
the truck so you might get your order

0:13:59.519,0:14:04.399
you know within two hours

0:14:01.279,0:14:06.079
of placing it and that's phenomenal so i

0:14:04.399,0:14:08.639
know amazon's got a lot of

0:14:06.079,0:14:10.399
next day next day or second day and

0:14:08.639,0:14:11.120
you've got to join a membership to get

0:14:10.399,0:14:13.519
that

0:14:11.120,0:14:14.399
you know we're pretty much doing what

0:14:13.519,0:14:17.199
people would hope

0:14:14.399,0:14:18.320
could be done without even really having

0:14:17.199,0:14:20.320
that as a request

0:14:18.320,0:14:21.760
yeah we've set the standards for

0:14:20.320,0:14:24.720
ourselves to

0:14:21.760,0:14:25.519
do a good job uh make sure the customer

0:14:24.720,0:14:27.920
is like

0:14:25.519,0:14:29.199
wow this is great and whether it's the

0:14:27.920,0:14:31.279
quick service

0:14:29.199,0:14:32.320
whether it's the value of the item

0:14:31.279,0:14:35.360
meaning it's a long

0:14:32.320,0:14:36.880
lasting durable product for the amount

0:14:35.360,0:14:38.560
of money that they're paying

0:14:36.880,0:14:40.079
whether there's training and expertise

0:14:38.560,0:14:41.519
that went along with it that make it

0:14:40.079,0:14:43.120
invaluable

0:14:41.519,0:14:46.079
like some commercials would say

0:14:43.120,0:14:47.920
priceless yeah

0:14:46.079,0:14:49.920
so we really want to be that we want

0:14:47.920,0:14:50.399
customers to say you know what that's

0:14:49.920,0:14:52.480
good

0:14:50.399,0:14:53.839
yeah and so over the years we've grown

0:14:52.480,0:14:56.839
our business

0:14:53.839,0:14:58.000
primarily because we don't really lose

0:14:56.839,0:15:01.360
customers

0:14:58.000,0:15:03.279
they value us like we value them and

0:15:01.360,0:15:05.680
each year just builds more volume we're

0:15:03.279,0:15:08.000
not just churning customers and

0:15:05.680,0:15:09.519
and burning bridges and looking for new

0:15:08.000,0:15:11.360
relationships

0:15:09.519,0:15:12.959
we're nurturing the relationships we

0:15:11.360,0:15:16.720
have we're waiting

0:15:12.959,0:15:18.480
for everybody's success ours theirs and

0:15:16.720,0:15:20.000
we're working towards it yeah you know

0:15:18.480,0:15:21.680
and i could have tested it right like i

0:15:20.000,0:15:23.600
know when we talk all the time and you

0:15:21.680,0:15:24.079
know we have our annual conversations of

0:15:23.600,0:15:25.920
you know

0:15:24.079,0:15:27.279
price points and where things got to be

0:15:25.920,0:15:29.519
yes i know in the beginning

0:15:27.279,0:15:31.199
i used to always try to beat you up on

0:15:29.519,0:15:32.000
price right and you should the nature of

0:15:31.199,0:15:34.399
the game [ __ ]

0:15:32.000,0:15:35.839
that's right i think a good topic for

0:15:34.399,0:15:38.399
you know because again

0:15:35.839,0:15:39.279
from the outside looking in you know not

0:15:38.399,0:15:40.720
only do

0:15:39.279,0:15:43.199
cleaning contractors have to deal with

0:15:40.720,0:15:44.560
their customers on making decisions on

0:15:43.199,0:15:46.240
price

0:15:44.560,0:15:48.320
you too where we're you know we're

0:15:46.240,0:15:51.279
trying i could buy it cheaper over here

0:15:48.320,0:15:52.639
and what what do you what else should

0:15:51.279,0:15:54.480
somebody be thinking about when they're

0:15:52.639,0:15:58.000
buying supplies other than just

0:15:54.480,0:15:59.600
price so really a price is very

0:15:58.000,0:16:01.360
important but i guess it's how you

0:15:59.600,0:16:02.959
arrive at price

0:16:01.360,0:16:08.160
when you just look at the price of an

0:16:02.959,0:16:11.040
item just a transactional cost um

0:16:08.160,0:16:12.560
this glass costs two dollars and then

0:16:11.040,0:16:15.120
you want to beat the price on the two

0:16:12.560,0:16:17.360
dollar glass i mean that makes sense

0:16:15.120,0:16:19.600
um but you might have to and i'll give

0:16:17.360,0:16:21.680
you a quick example if i say that

0:16:19.600,0:16:22.959
i remember once i had to buy a fuse for

0:16:21.680,0:16:25.519
a repair

0:16:22.959,0:16:26.560
and the service guy said the fuse was 22

0:16:25.519,0:16:30.000
dollars

0:16:26.560,0:16:32.959
refuses don't cost 22.

0:16:30.000,0:16:33.839
i'm not paying 22 for a fuse i'm

0:16:32.959,0:16:36.240
stubborn

0:16:33.839,0:16:36.959
so i went off to try and find that fuse

0:16:36.240,0:16:40.160
for not

0:16:36.959,0:16:40.880
22 so at the end of the day i could not

0:16:40.160,0:16:44.320
find

0:16:40.880,0:16:46.560
that fuse for a lower price

0:16:44.320,0:16:48.560
could not find that fuse could not buy

0:16:46.560,0:16:50.959
the one fuse you would have to buy

0:16:48.560,0:16:53.040
a thousand fuses and then the price

0:16:50.959,0:16:55.839
difference really wasn't even worth it

0:16:53.040,0:16:57.519
from the 22 so at the end of the day

0:16:55.839,0:16:59.759
that 22 dollars

0:16:57.519,0:17:01.920
would have been the smart thing to do

0:16:59.759,0:17:03.440
and because i'm a little bit stubborn

0:17:01.920,0:17:05.520
and i wanted to beat that prize and i

0:17:03.440,0:17:07.679
thought it shouldn't cost that

0:17:05.520,0:17:09.039
um i didn't realize how specialized that

0:17:07.679,0:17:11.199
fuse was

0:17:09.039,0:17:12.880
and a lot of the things we sell there

0:17:11.199,0:17:14.880
there's a little bit of a specialty to

0:17:12.880,0:17:16.640
it or a little bit of a story to it

0:17:14.880,0:17:18.240
and maybe that price is built into it

0:17:16.640,0:17:21.199
when you have technology

0:17:18.240,0:17:22.319
or a microsoft license you know do you

0:17:21.199,0:17:23.439
really have to spend three hundred

0:17:22.319,0:17:25.520
dollars for that

0:17:23.439,0:17:28.720
i mean they've already sold it yeah yeah

0:17:25.520,0:17:28.720
haven't they gotten their money yet

0:17:29.600,0:17:33.120
the technology is there so the price is

0:17:31.600,0:17:35.520
not only in that

0:17:33.120,0:17:37.039
it's also in future technology it's in r

0:17:35.520,0:17:38.960
d it's in the service level

0:17:37.039,0:17:40.559
yeah so there's a lot that goes into the

0:17:38.960,0:17:41.440
price so it's not just two dollars for a

0:17:40.559,0:17:43.200
glass

0:17:41.440,0:17:44.799
it's the ongoing relationship it's

0:17:43.200,0:17:46.400
knowing will be there it's knowing that

0:17:44.799,0:17:48.320
you can count on us

0:17:46.400,0:17:50.480
when you need that thing on a saturday

0:17:48.320,0:17:52.640
when you you call and you ask and

0:17:50.480,0:17:54.799
and it gets accomplished and you say i'm

0:17:52.640,0:17:57.200
glad i'm a customer of this guy because

0:17:54.799,0:17:58.240
yeah other people might not take care of

0:17:57.200,0:18:00.880
me yeah and i

0:17:58.240,0:18:02.640
and again in the beginning when you know

0:18:00.880,0:18:04.320
i would see price and be like okay and i

0:18:02.640,0:18:06.559
could find it myself somewhere else

0:18:04.320,0:18:09.520
just like your story i feel like we

0:18:06.559,0:18:11.679
forget to think to put a value to time

0:18:09.520,0:18:12.640
right because you spend a lot of time

0:18:11.679,0:18:14.960
trying to find

0:18:12.640,0:18:16.000
the right deals yeah it's like what

0:18:14.960,0:18:17.200
about the time you could

0:18:16.000,0:18:18.960
you could have used that time doing

0:18:17.200,0:18:20.799
something else yes where at least with

0:18:18.960,0:18:22.960
you guys like hey here's the price

0:18:20.799,0:18:25.039
right we know it's right it's click of a

0:18:22.960,0:18:25.679
button it's pick up the phone or it's an

0:18:25.039,0:18:28.480
email

0:18:25.679,0:18:29.039
pick this up we already know our costs

0:18:28.480,0:18:31.760
it

0:18:29.039,0:18:33.360
it feels better to know i save time

0:18:31.760,0:18:35.200
right to make this decision

0:18:33.360,0:18:36.799
you know like exactly you forget about

0:18:35.200,0:18:37.600
that because again you're always trying

0:18:36.799,0:18:41.520
to find deals

0:18:37.600,0:18:42.240
yeah so so go ahead that is the value

0:18:41.520,0:18:44.400
that is

0:18:42.240,0:18:45.840
you save time you're not worried about

0:18:44.400,0:18:48.000
where your delivery is you're not

0:18:45.840,0:18:49.360
wondering if you're going to get it

0:18:48.000,0:18:51.120
you're not wondering if you're going to

0:18:49.360,0:18:51.919
get someone to talk to if you have an

0:18:51.120,0:18:54.960
issue

0:18:51.919,0:18:57.360
we answer the phones we call back the

0:18:54.960,0:18:59.840
people we respond to emails

0:18:57.360,0:19:00.799
um we're not just some call center

0:18:59.840,0:19:03.360
somewhere

0:19:00.799,0:19:03.919
we're very tuned in to your needs what

0:19:03.360,0:19:06.880
do you

0:19:03.919,0:19:08.400
uh so for for the person that's just

0:19:06.880,0:19:11.120
started their cleaning business

0:19:08.400,0:19:12.559
they're hitting the refresh button what

0:19:11.120,0:19:14.640
i mean we talked about it earlier the

0:19:12.559,0:19:17.679
starter kits right like what are

0:19:14.640,0:19:20.000
supplies or equipment that you would say

0:19:17.679,0:19:21.600
you can't go cheap on and you've got to

0:19:20.000,0:19:24.559
have good quality

0:19:21.600,0:19:25.600
equipment or supplies to do the best job

0:19:24.559,0:19:27.440
for your client

0:19:25.600,0:19:29.280
are there a few that stick out for you

0:19:27.440,0:19:32.720
you know um

0:19:29.280,0:19:35.039
i've tried to sort that funnel that um

0:19:32.720,0:19:37.039
common knowledge that people should have

0:19:35.039,0:19:38.640
that it could impart upon them

0:19:37.039,0:19:40.240
and this is just such an interesting

0:19:38.640,0:19:41.280
business where there's so many different

0:19:40.240,0:19:42.559
scenarios

0:19:41.280,0:19:45.120
different types of flooring different

0:19:42.559,0:19:47.520
types of customers different types of

0:19:45.120,0:19:48.400
just so many different needs it's hard

0:19:47.520,0:19:51.679
to say so

0:19:48.400,0:19:52.000
rather than say well you know you need

0:19:51.679,0:19:54.000
to have

0:19:52.000,0:19:55.280
this kind of vacuum or you know a swing

0:19:54.000,0:19:56.720
machine submerged

0:19:55.280,0:19:58.799
most first little piece of cleaning

0:19:56.720,0:20:00.880
equipment you could have

0:19:58.799,0:20:02.480
and there are things like that where if

0:20:00.880,0:20:04.159
you only had to buy one cleaner or you

0:20:02.480,0:20:06.000
only had to buy one piece of machine we

0:20:04.159,0:20:09.200
could do that we could say

0:20:06.000,0:20:12.000
buy this but it's just

0:20:09.200,0:20:12.720
so not the case everybody has a special

0:20:12.000,0:20:16.240
need

0:20:12.720,0:20:19.120
and i know um when you're

0:20:16.240,0:20:20.320
a company that wants to achieve success

0:20:19.120,0:20:22.320
with your customers

0:20:20.320,0:20:23.280
you're looking to do special things yeah

0:20:22.320,0:20:23.919
you don't want to say we don't do

0:20:23.280,0:20:25.520
windows

0:20:23.919,0:20:27.760
well that was that was going to be my

0:20:25.520,0:20:30.159
next my next question is like

0:20:27.760,0:20:32.000
you know you saw us when we came in we

0:20:30.159,0:20:34.400
started adding services

0:20:32.000,0:20:35.039
do you when you see contractors that

0:20:34.400,0:20:37.760
come in

0:20:35.039,0:20:40.080
and you know not that they're just

0:20:37.760,0:20:41.679
sticking to janitorial cleaning but

0:20:40.080,0:20:43.600
uh you know you've got carpet cleaners

0:20:41.679,0:20:45.039
back there you've got stripping wax

0:20:43.600,0:20:47.440
you know strip and refinish machines

0:20:45.039,0:20:50.480
you've got the the floor scrubbers

0:20:47.440,0:20:51.440
do you do you think we we as cleaning

0:20:50.480,0:20:53.039
contractors

0:20:51.440,0:20:55.039
should always be thinking about adding

0:20:53.039,0:20:57.679
services even if we're not knowledgeable

0:20:55.039,0:20:59.440
like is that because nobody would think

0:20:57.679,0:21:00.480
that i can go to my supplier for advice

0:20:59.440,0:21:03.200
on that

0:21:00.480,0:21:05.039
how do you feel about saying hey i can

0:21:03.200,0:21:07.280
actually add value here

0:21:05.039,0:21:08.880
and let you know that you know you

0:21:07.280,0:21:11.120
should or shouldn't what do you think

0:21:08.880,0:21:13.039
about adding services as a

0:21:11.120,0:21:15.280
cleaning contractor so i think there's

0:21:13.039,0:21:18.000
two things there

0:21:15.280,0:21:19.840
one thing is i'm kind of big on focus

0:21:18.000,0:21:21.679
even though i'm all over the place

0:21:19.840,0:21:22.960
it's all over the place in a range do

0:21:21.679,0:21:25.760
you think i got focus

0:21:22.960,0:21:26.960
i do i do ricky and i know you and i

0:21:25.760,0:21:30.320
know you do

0:21:26.960,0:21:32.799
um so i think what happens

0:21:30.320,0:21:33.440
and this is the other part of that right

0:21:32.799,0:21:36.159
is

0:21:33.440,0:21:38.000
the customers know you and they really

0:21:36.159,0:21:40.400
want to do business with you because

0:21:38.000,0:21:42.480
how well you've performed in the area

0:21:40.400,0:21:45.039
that they asked you to perform in

0:21:42.480,0:21:46.880
they say hey how about this and you say

0:21:45.039,0:21:48.640
well that's really not my thing

0:21:46.880,0:21:50.480
which happens all the time right and

0:21:48.640,0:21:52.400
then they say you know what

0:21:50.480,0:21:53.760
it will be your thing and we'll we'll

0:21:52.400,0:21:55.280
help you get through it

0:21:53.760,0:21:57.200
and we'll be with you so you'll have

0:21:55.280,0:21:58.640
that thing and this thing

0:21:57.200,0:22:00.480
because we want to do business with

0:21:58.640,0:22:00.880
someone who cares about us that's a good

0:22:00.480,0:22:03.200
point

0:22:00.880,0:22:05.039
and yeah yeah i guess they're buying

0:22:03.200,0:22:07.520
into you yes they're buying into you

0:22:05.039,0:22:08.559
so then it's almost they're allowing you

0:22:07.520,0:22:10.320
to learn

0:22:08.559,0:22:11.760
the other survey right and add that

0:22:10.320,0:22:12.640
because they know again at the end of

0:22:11.760,0:22:14.799
the day it's a service

0:22:12.640,0:22:15.840
and you'll be outstanding yeah and once

0:22:14.799,0:22:17.039
you get the hang of it

0:22:15.840,0:22:18.559
because you're not going to give up till

0:22:17.039,0:22:20.559
you get the hang of it yeah and you're

0:22:18.559,0:22:23.280
going to make sure they're satisfied and

0:22:20.559,0:22:25.120
the situation is set correctly and

0:22:23.280,0:22:28.480
that's why they wanted you to do it

0:22:25.120,0:22:30.240
yeah so yes i i think

0:22:28.480,0:22:32.400
on one hand you know you want to do what

0:22:30.240,0:22:34.159
you do well and then on the other hand

0:22:32.400,0:22:35.039
when opportunity presents itself where

0:22:34.159,0:22:37.840
you've got a good

0:22:35.039,0:22:39.360
customer client who says i need you to

0:22:37.840,0:22:40.640
come into this area for us it's

0:22:39.360,0:22:42.799
underserved

0:22:40.640,0:22:44.400
and you'd be the perfect person we've

0:22:42.799,0:22:46.799
had that through the years where

0:22:44.400,0:22:48.320
someone says this is what i i'm thinking

0:22:46.799,0:22:49.280
of doing and yeah you listen to him and

0:22:48.320,0:22:51.200
they say well

0:22:49.280,0:22:53.280
thanks for telling me about it yeah he's

0:22:51.200,0:22:54.960
like well you're doing it with me

0:22:53.280,0:22:56.400
yeah and it's it's it's it's cool

0:22:54.960,0:22:58.320
because like i remember so many times

0:22:56.400,0:23:00.480
you would tell us about certain machines

0:22:58.320,0:23:02.480
about certain services and it you know

0:23:00.480,0:23:04.320
me and marley would be like oh yeah

0:23:02.480,0:23:06.559
could we do that uh well maybe not right

0:23:04.320,0:23:08.400
now and then tony would come and say hey

0:23:06.559,0:23:10.240
tom just told me about we're going to do

0:23:08.400,0:23:12.640
this and i'm like all right well

0:23:10.240,0:23:14.400
okay sure but again it's that point

0:23:12.640,0:23:17.840
where you're getting to know

0:23:14.400,0:23:20.480
right the contractors so on that notion

0:23:17.840,0:23:23.039
do you because you've seen many coming

0:23:20.480,0:23:24.799
come and go and walk in the doors

0:23:23.039,0:23:27.039
is there a certain point or do you do

0:23:24.799,0:23:29.120
you think it is in the best interest of

0:23:27.039,0:23:30.080
us as business owners or anybody that's

0:23:29.120,0:23:31.919
in management for

0:23:30.080,0:23:33.120
for cleaning or maintenance service

0:23:31.919,0:23:35.760
companies

0:23:33.120,0:23:37.520
that they should dedicate an individual

0:23:35.760,0:23:41.039
to supplies and equipment

0:23:37.520,0:23:44.400
either ordering managing or

0:23:41.039,0:23:45.600
being that expert in-house so that's a

0:23:44.400,0:23:47.679
great question

0:23:45.600,0:23:48.840
and i think it's the most relevant

0:23:47.679,0:23:51.840
question right

0:23:48.840,0:23:53.520
um for me people who are

0:23:51.840,0:23:55.279
my friends who are distributors around

0:23:53.520,0:23:58.320
the country you know the always

0:23:55.279,0:24:00.880
the the the uh the wise comment

0:23:58.320,0:24:02.320
is don't work in your business work on

0:24:00.880,0:24:05.039
your business

0:24:02.320,0:24:05.760
so you know i interpreted your question

0:24:05.039,0:24:07.120
as

0:24:05.760,0:24:08.960
should you have somebody doing

0:24:07.120,0:24:10.960
specifically that

0:24:08.960,0:24:12.799
as opposed to somebody who's part of all

0:24:10.960,0:24:14.740
these other things

0:24:12.799,0:24:16.559
and i would say it evolves from

0:24:14.740,0:24:19.279
[Music]

0:24:16.559,0:24:20.640
a certain size to another size and the

0:24:19.279,0:24:23.200
needs change

0:24:20.640,0:24:25.679
i watched um one of the segments where

0:24:23.200,0:24:27.840
there was a business owner

0:24:25.679,0:24:29.360
and many of your segments have business

0:24:27.840,0:24:30.240
owners who have grown and scaled their

0:24:29.360,0:24:32.320
business

0:24:30.240,0:24:33.919
and it's always the similar story right

0:24:32.320,0:24:36.159
not that it's scripted

0:24:33.919,0:24:37.520
but you know they started and then it

0:24:36.159,0:24:39.039
started to get better

0:24:37.520,0:24:40.799
but they were still doing this and then

0:24:39.039,0:24:43.520
they had to get somebody to do that

0:24:40.799,0:24:46.320
and you know so i think when you find

0:24:43.520,0:24:48.559
the right person to trust with certain

0:24:46.320,0:24:49.919
components of your business you're okay

0:24:48.559,0:24:52.640
to let that go

0:24:49.919,0:24:54.559
so when you see someone in your group

0:24:52.640,0:24:56.480
that has

0:24:54.559,0:24:58.000
really good insight not just the lowest

0:24:56.480,0:25:01.120
price purchase

0:24:58.000,0:25:02.640
but a continuity of supply got the item

0:25:01.120,0:25:04.000
during the shortage

0:25:02.640,0:25:05.760
you know there's all these things to

0:25:04.000,0:25:07.360
consider when you see

0:25:05.760,0:25:08.880
somebody doing a better job than you

0:25:07.360,0:25:10.559
think you would have done

0:25:08.880,0:25:12.480
you're happy to say to that person you

0:25:10.559,0:25:14.480
know what let's make this your primary

0:25:12.480,0:25:16.000
responsibility yeah and so

0:25:14.480,0:25:18.000
i don't know if it's so it's almost like

0:25:16.000,0:25:20.080
it it'll it'll

0:25:18.000,0:25:21.039
present itself yes right that's right

0:25:20.080,0:25:22.240
because i think

0:25:21.039,0:25:24.159
and that's why i brought the question up

0:25:22.240,0:25:25.360
too is you know i i know i talk to a lot

0:25:24.159,0:25:26.840
of

0:25:25.360,0:25:28.480
contractors that are like man i get

0:25:26.840,0:25:31.120
overwhelmed and you know

0:25:28.480,0:25:33.200
we forget to order supplies or we don't

0:25:31.120,0:25:33.679
know how to order supplies efficiently

0:25:33.200,0:25:35.600
and

0:25:33.679,0:25:37.600
i start to think like man that's that's

0:25:35.600,0:25:38.240
like a job in itself to stay on top of

0:25:37.600,0:25:41.520
that

0:25:38.240,0:25:43.279
know your costs know your expenses but

0:25:41.520,0:25:44.640
you're right actually it because it for

0:25:43.279,0:25:47.440
us it evolved

0:25:44.640,0:25:47.919
it almost the job created itself because

0:25:47.440,0:25:49.919
we got

0:25:47.919,0:25:51.679
so like there was just too much going on

0:25:49.919,0:25:54.080
you bring up a good point

0:25:51.679,0:25:57.279
and and the point is the technology and

0:25:54.080,0:25:58.720
the reordering of supplies and i forgot

0:25:57.279,0:26:00.640
because it's one of the things i think

0:25:58.720,0:26:03.200
is most common

0:26:00.640,0:26:05.360
and we talked about technology a little

0:26:03.200,0:26:06.320
bit and how it's changed and where it's

0:26:05.360,0:26:07.760
going

0:26:06.320,0:26:10.159
i have to tell you one of the things i

0:26:07.760,0:26:12.080
think that i'd like to develop and you

0:26:10.159,0:26:15.200
know with your technology and

0:26:12.080,0:26:17.200
and software so it's almost a reorder

0:26:15.200,0:26:19.760
point so many of our customers

0:26:17.200,0:26:21.520
and pre-pandemic you know we'll talk

0:26:19.760,0:26:24.799
about this we'll talk about this offline

0:26:21.520,0:26:26.799
okay no good as uh

0:26:24.799,0:26:28.400
the reorder points you know if you're uh

0:26:26.799,0:26:29.919
an office building and you have three

0:26:28.400,0:26:31.679
thousand people a day

0:26:29.919,0:26:33.200
that work in it and another thousand

0:26:31.679,0:26:34.720
that come visit you know it's four

0:26:33.200,0:26:36.640
thousand people a day

0:26:34.720,0:26:37.760
it's the same number of thousand tissues

0:26:36.640,0:26:39.440
you know sometimes the

0:26:37.760,0:26:41.360
reorder point is here or there depending

0:26:39.440,0:26:43.440
on whether the guy remembered or not

0:26:41.360,0:26:45.360
but when you average it out for the most

0:26:43.440,0:26:47.600
part you can start to see

0:26:45.360,0:26:49.679
actual what the inventory should be and

0:26:47.600,0:26:51.919
what the order quantity should be

0:26:49.679,0:26:53.279
and wouldn't it be nice if i sent them a

0:26:51.919,0:26:55.200
text message

0:26:53.279,0:26:56.640
that said just confirming this is your

0:26:55.200,0:26:58.480
order or

0:26:56.640,0:27:00.240
email or whatever so you're saying like

0:26:58.480,0:27:02.400
from you as the supplier

0:27:00.240,0:27:03.679
for the contractor yes artificial

0:27:02.400,0:27:05.919
intelligence oh yeah

0:27:03.679,0:27:06.960
which is really you know i'm going to uh

0:27:05.919,0:27:08.559
tell you that

0:27:06.960,0:27:10.480
when i first got into the business a lot

0:27:08.559,0:27:12.640
of people talked edi

0:27:10.480,0:27:14.000
which is electronic data interchange oh

0:27:12.640,0:27:15.760
yeah well i mean that's what supplier

0:27:14.000,0:27:16.400
manufacture edi is a big thing yeah it's

0:27:15.760,0:27:18.240
a big thing

0:27:16.400,0:27:22.159
but you know i mean what's so

0:27:18.240,0:27:22.159
complicated hey this is what i need yeah

0:27:22.880,0:27:28.399
so you would like to be able to think

0:27:26.480,0:27:29.520
it's really not that complex where you

0:27:28.399,0:27:30.640
have to have two

0:27:29.520,0:27:33.760
engineers write a whole bunch of

0:27:30.640,0:27:34.000
software to me so we just recently did

0:27:33.760,0:27:36.320
an

0:27:34.000,0:27:37.679
api for our business software with our

0:27:36.320,0:27:40.000
catalog

0:27:37.679,0:27:42.080
where we take a step out of the process

0:27:40.000,0:27:44.080
but you know i'm not so sure we really

0:27:42.080,0:27:46.240
took the step out we did

0:27:44.080,0:27:47.120
i shouldn't say it that way but we're

0:27:46.240,0:27:50.080
still watching

0:27:47.120,0:27:51.840
we're still concerned so the actual

0:27:50.080,0:27:53.760
order entry parts out

0:27:51.840,0:27:55.520
but the steps still and away still in a

0:27:53.760,0:27:58.480
way there yes

0:27:55.520,0:27:59.120
so one of the things we would like to do

0:27:58.480,0:28:00.960
is

0:27:59.120,0:28:02.880
help the customer make sure they're

0:28:00.960,0:28:03.360
never out of product we'd like to remind

0:28:02.880,0:28:05.440
them

0:28:03.360,0:28:06.559
you've ordered this from us all the time

0:28:05.440,0:28:08.559
like this

0:28:06.559,0:28:11.279
now it says your time and believe it or

0:28:08.559,0:28:11.760
not i wake up and say i haven't heard

0:28:11.279,0:28:14.640
from

0:28:11.760,0:28:16.159
so and so in a while and then we'll see

0:28:14.640,0:28:18.480
the order from them

0:28:16.159,0:28:20.320
and it's almost like you know you wake

0:28:18.480,0:28:21.840
up at six o'clock every day

0:28:20.320,0:28:23.520
you know so-and-so is going to order

0:28:21.840,0:28:24.880
every third week or you know so-and-so

0:28:23.520,0:28:27.919
is going to order every second

0:28:24.880,0:28:30.000
good predictive yeah right so

0:28:27.919,0:28:31.520
there's something there so we need some

0:28:30.000,0:28:32.799
ai software

0:28:31.520,0:28:34.320
where we can go out and tell our

0:28:32.799,0:28:36.320
customers these are the things you buy

0:28:34.320,0:28:38.000
this is your history and this is our

0:28:36.320,0:28:39.919
expectation for you should we go ahead

0:28:38.000,0:28:42.000
and bring it yeah i mean

0:28:39.919,0:28:43.919
now you're almost doing the job for them

0:28:42.000,0:28:44.480
yes so that person doesn't have to

0:28:43.919,0:28:46.640
remember

0:28:44.480,0:28:47.600
yes it's already done okay so yes that's

0:28:46.640,0:28:49.120
exactly this

0:28:47.600,0:28:50.640
we will be talking about i don't know if

0:28:49.120,0:28:51.200
i communicated it well but i think it's

0:28:50.640,0:28:52.799
not

0:28:51.200,0:28:54.720
a million dollar idea well i know you

0:28:52.799,0:28:56.080
guys have you know you you guys have the

0:28:54.720,0:28:58.880
catalog

0:28:56.080,0:29:00.159
whereas us contractors can purchase from

0:28:58.880,0:29:02.159
but i like the part where

0:29:00.159,0:29:03.600
because again it skips the part of human

0:29:02.159,0:29:06.880
error sometimes where

0:29:03.600,0:29:08.399
we we get busy in the business

0:29:06.880,0:29:09.919
right where so many things could be

0:29:08.399,0:29:12.799
automated right right

0:29:09.919,0:29:14.000
yes i like it yeah i like it all right

0:29:12.799,0:29:17.120
we're gonna talk about that

0:29:14.000,0:29:19.760
so tom what about uh

0:29:17.120,0:29:20.559
to step away from technology and go back

0:29:19.760,0:29:22.399
to

0:29:20.559,0:29:24.159
your clients and your relationships

0:29:22.399,0:29:26.720
right is

0:29:24.159,0:29:29.200
what what is a characteristic that you

0:29:26.720,0:29:30.320
would say because you see so many i mean

0:29:29.200,0:29:32.240
it's throwing a number out there how

0:29:30.320,0:29:34.640
many contractors do you

0:29:32.240,0:29:35.679
do you have as clients probably a few

0:29:34.640,0:29:38.960
hundred you know

0:29:35.679,0:29:39.600
uh in chicagoland uh and they vary in

0:29:38.960,0:29:41.919
size

0:29:39.600,0:29:43.039
you know some are large uh some are

0:29:41.919,0:29:44.960
medium-sized

0:29:43.039,0:29:47.120
and some are small just working out of

0:29:44.960,0:29:49.919
their houses or their trucks

0:29:47.120,0:29:52.720
uh what what's what's the characteristic

0:29:49.919,0:29:54.880
of those though that you would say

0:29:52.720,0:29:55.760
like it you know when somebody's gonna

0:29:54.880,0:29:58.159
grow like

0:29:55.760,0:29:59.520
like is there because i'm always trying

0:29:58.159,0:30:01.760
to talk to

0:29:59.520,0:30:02.640
everybody who gets into space and i get

0:30:01.760,0:30:04.480
because it's not all

0:30:02.640,0:30:05.679
rainbows right it's not all it's not

0:30:04.480,0:30:08.159
easy like

0:30:05.679,0:30:10.000
owning a cleaning company there is many

0:30:08.159,0:30:11.919
facets of that business

0:30:10.000,0:30:13.520
for you to have to reach like we talk

0:30:11.919,0:30:15.600
about all the time 90

0:30:13.520,0:30:16.880
of the industry is working at a

0:30:15.600,0:30:18.480
millionaire under revenue

0:30:16.880,0:30:20.880
yes and people want to break that

0:30:18.480,0:30:22.000
threshold right what would you say since

0:30:20.880,0:30:23.440
you're around so many

0:30:22.000,0:30:25.600
sticks out to you when you see some of

0:30:23.440,0:30:28.799
these contractors coming in to buy

0:30:25.600,0:30:28.799
so i would say the

0:30:29.120,0:30:34.240
the characteristic of the contractor

0:30:32.159,0:30:36.080
that's going to grow his business

0:30:34.240,0:30:38.080
is the contractor that's interested in

0:30:36.080,0:30:40.960
learning what the equipment does

0:30:38.080,0:30:43.200
and how it will be productive for him so

0:30:40.960,0:30:46.320
they ask good questions

0:30:43.200,0:30:46.720
uh they understand that they have to not

0:30:46.320,0:30:48.080
only

0:30:46.720,0:30:50.640
have the equipment but they have to know

0:30:48.080,0:30:52.880
how to use it and they have to look for

0:30:50.640,0:30:54.159
different channel applications for it

0:30:52.880,0:30:56.880
it's not

0:30:54.159,0:30:58.480
you know one type of customer or one

0:30:56.880,0:31:00.880
place only

0:30:58.480,0:31:02.880
they have to know how to be in business

0:31:00.880,0:31:04.000
with that piece of equipment

0:31:02.880,0:31:07.519
because typically the piece of

0:31:04.000,0:31:07.519
equipment's paid for quite quickly

0:31:07.600,0:31:10.799
but what they need to do to be really

0:31:09.600,0:31:12.640
profitable

0:31:10.799,0:31:14.320
is continue using that piece of

0:31:12.640,0:31:16.399
equipment and

0:31:14.320,0:31:19.360
find accounts that they have that could

0:31:16.399,0:31:21.760
use that service or find new accounts

0:31:19.360,0:31:22.960
that um they could use that service to

0:31:21.760,0:31:26.159
get into

0:31:22.960,0:31:27.760
yeah so typically it's the enthusiasm

0:31:26.159,0:31:29.039
and the initiative

0:31:27.760,0:31:30.880
to take what they have and make

0:31:29.039,0:31:32.880
something out of it yeah you know what

0:31:30.880,0:31:36.000
that makes me think of

0:31:32.880,0:31:38.559
like it's we we try to

0:31:36.000,0:31:39.919
think like it's such a complex situation

0:31:38.559,0:31:42.399
or a complex approach

0:31:39.919,0:31:43.919
but if you get the right supply and the

0:31:42.399,0:31:46.000
right piece of equipment

0:31:43.919,0:31:48.080
and you have the right trainer or person

0:31:46.000,0:31:50.159
showing you how to use this

0:31:48.080,0:31:51.440
you what's our number one goal increase

0:31:50.159,0:31:54.880
productivity yes right

0:31:51.440,0:31:56.080
reduce time being spent on an account

0:31:54.880,0:31:58.640
so then at the end of the day you make

0:31:56.080,0:32:00.720
more money right like that

0:31:58.640,0:32:02.640
floor floor services like if you are

0:32:00.720,0:32:04.880
manually mopping the floor

0:32:02.640,0:32:06.000
in your mop bucket with a mop stick and

0:32:04.880,0:32:08.720
a mop head

0:32:06.000,0:32:11.279
you refill you have to go you know 800

0:32:08.720,0:32:13.600
feet across the building to re

0:32:11.279,0:32:14.320
if you're doing that there's nothing

0:32:13.600,0:32:16.159
wrong with it

0:32:14.320,0:32:17.760
but if you wanted to get them if you

0:32:16.159,0:32:20.480
wanted to maximize the most

0:32:17.760,0:32:22.399
out of that technician and increase your

0:32:20.480,0:32:23.440
profitability

0:32:22.399,0:32:26.000
that's when you're talking about

0:32:23.440,0:32:28.799
equipment the flat mop system

0:32:26.000,0:32:29.200
the scrubbers like right but again it

0:32:28.799,0:32:31.519
it's

0:32:29.200,0:32:34.240
it needs to match the the load like if

0:32:31.519,0:32:36.240
it's a 2 000 square foot facility

0:32:34.240,0:32:38.240
you don't need a 20 inch floor scrubber

0:32:36.240,0:32:39.279
right but those are things we should be

0:32:38.240,0:32:41.919
asking

0:32:39.279,0:32:43.840
you guys right like doing research

0:32:41.919,0:32:45.600
ourselves but

0:32:43.840,0:32:47.039
that's the business you're in you guys

0:32:45.600,0:32:47.360
are going to point us in that direction

0:32:47.039,0:32:52.000
right

0:32:47.360,0:32:53.840
yes all right uh

0:32:52.000,0:32:55.840
because i could talk for three more

0:32:53.840,0:32:57.440
hours here right but i like to keep this

0:32:55.840,0:33:00.480
around 30 to 45 minutes

0:32:57.440,0:33:01.600
okay but i i do think i'd love the

0:33:00.480,0:33:03.440
audience

0:33:01.600,0:33:05.200
to to just get some more nuggets from

0:33:03.440,0:33:06.640
you tom sure you've been in this space

0:33:05.200,0:33:10.640
for so long

0:33:06.640,0:33:13.440
uh you know and you've been through 2008

0:33:10.640,0:33:15.440
coveted just happened the pandemic uh

0:33:13.440,0:33:18.480
what do you what do you see

0:33:15.440,0:33:20.080
coming in the next five to ten years

0:33:18.480,0:33:21.679
in the cleaning industry that you would

0:33:20.080,0:33:23.440
say hey

0:33:21.679,0:33:25.519
if you're in this business if you just

0:33:23.440,0:33:27.200
started or you're hitting the refresh

0:33:25.519,0:33:28.640
or you're second generation coming in

0:33:27.200,0:33:30.480
taking over you know your father your

0:33:28.640,0:33:32.640
mother the legacy

0:33:30.480,0:33:34.559
what should we be looking out for from a

0:33:32.640,0:33:38.399
supplies and equipment standpoint

0:33:34.559,0:33:39.519
so i think the way the industry's

0:33:38.399,0:33:41.120
evolved the way the

0:33:39.519,0:33:43.200
the world has evolved the way the

0:33:41.120,0:33:45.679
country has evolved it's it's

0:33:43.200,0:33:46.720
moving forward people are needing to

0:33:45.679,0:33:49.840
learn things

0:33:46.720,0:33:51.919
there's new technologies um there's new

0:33:49.840,0:33:53.679
procedures there's new habits there

0:33:51.919,0:33:55.279
there's so many things that are forever

0:33:53.679,0:33:56.640
changing you know you don't want to jump

0:33:55.279,0:33:58.559
for every fad

0:33:56.640,0:34:00.240
uh tic toc is a big thing i really don't

0:33:58.559,0:34:03.519
get it yet

0:34:00.240,0:34:05.200
um doesn't mean i i don't get instagram

0:34:03.519,0:34:08.079
or facebook or linkedin

0:34:05.200,0:34:08.800
or you know any of these other social

0:34:08.079,0:34:12.560
media

0:34:08.800,0:34:15.280
type platforms

0:34:12.560,0:34:16.560
we've got a lot of online selling you

0:34:15.280,0:34:18.960
know

0:34:16.560,0:34:20.560
there's amazon there's alibaba maybe

0:34:18.960,0:34:21.839
it's going to be google at some time

0:34:20.560,0:34:24.720
there's ebay

0:34:21.839,0:34:25.280
there's bitcoin there's so there's a lot

0:34:24.720,0:34:27.280
there's

0:34:25.280,0:34:30.560
so you really can't try to do everything

0:34:27.280,0:34:32.480
right but for the cleaning space itself

0:34:30.560,0:34:34.000
and the field services space right i

0:34:32.480,0:34:35.919
mean that's a whole other topic of

0:34:34.000,0:34:38.560
conversation right but

0:34:35.919,0:34:39.520
what should we be looking out for as as

0:34:38.560,0:34:41.440
contractors

0:34:39.520,0:34:43.440
so as contractors i think the most

0:34:41.440,0:34:45.280
important thing you want to do

0:34:43.440,0:34:46.960
is you want to train your people you

0:34:45.280,0:34:48.480
want to take care of your people

0:34:46.960,0:34:50.320
you want to make sure they're safe

0:34:48.480,0:34:51.839
they're healthy you want to make sure

0:34:50.320,0:34:53.280
they take care of your clients in the

0:34:51.839,0:34:54.240
same manner that they're safe and

0:34:53.280,0:34:57.280
healthy

0:34:54.240,0:34:59.200
you know we touched on

0:34:57.280,0:35:01.359
well in a different conversation we've

0:34:59.200,0:35:02.720
touched on safety in the environment and

0:35:01.359,0:35:05.839
the earth

0:35:02.720,0:35:07.680
and um some time ago

0:35:05.839,0:35:09.119
you know uh green cleaning was going to

0:35:07.680,0:35:11.359
be a thing

0:35:09.119,0:35:12.480
and it takes a long time for things to

0:35:11.359,0:35:14.480
happen yeah

0:35:12.480,0:35:16.400
you know i thought when i was a little

0:35:14.480,0:35:17.440
kid i thought i'd be liking the jetsons

0:35:16.400,0:35:19.119
i thought i was gonna have a little

0:35:17.440,0:35:22.000
spaceship and go on yeah by now

0:35:19.119,0:35:24.000
yeah everything seems to be changing at

0:35:22.000,0:35:27.200
a pretty rapid pace

0:35:24.000,0:35:29.280
and things do change and things are

0:35:27.200,0:35:30.720
definitely different but certain things

0:35:29.280,0:35:32.000
are the same people are still taking a

0:35:30.720,0:35:34.000
toilet swab

0:35:32.000,0:35:35.520
and moving it around the toilet and

0:35:34.000,0:35:37.359
every now and then there's something new

0:35:35.520,0:35:41.280
or something different

0:35:37.359,0:35:43.839
um but there's some very basics and even

0:35:41.280,0:35:46.480
like in sports to make the uh you know

0:35:43.839,0:35:48.960
x's and o's to football or or block and

0:35:46.480,0:35:50.079
tackle i mean there's certain basics

0:35:48.960,0:35:51.680
there's a lot of fundamentals of

0:35:50.079,0:35:52.800
foundation that will never change will

0:35:51.680,0:35:54.640
never change and

0:35:52.800,0:35:56.000
tom i'm always telling people too is

0:35:54.640,0:35:58.240
robotics

0:35:56.000,0:36:00.960
art they're coming to the space but you

0:35:58.240,0:36:03.839
got to think of it as and i forgot

0:36:00.960,0:36:05.839
where i heard it from but uh it those

0:36:03.839,0:36:07.440
those type of pieces of technology

0:36:05.839,0:36:09.200
are there to help right like you're

0:36:07.440,0:36:11.839
never going to replace the human

0:36:09.200,0:36:12.800
touch in our space in the industry you

0:36:11.839,0:36:14.079
need

0:36:12.800,0:36:15.760
there is always going to be a human

0:36:14.079,0:36:17.040
behind the services that are being

0:36:15.760,0:36:19.200
performed

0:36:17.040,0:36:20.160
but these robots and the robotics that

0:36:19.200,0:36:22.800
are coming out

0:36:20.160,0:36:24.640
they're there to to co-work right right

0:36:22.800,0:36:27.680
like let them do

0:36:24.640,0:36:30.160
the 300 000 square feet of floor that

0:36:27.680,0:36:30.800
you shouldn't try to do yourself

0:36:30.160,0:36:33.280
manually

0:36:30.800,0:36:34.240
yeah you focused on the details yes so

0:36:33.280,0:36:36.320
years ago

0:36:34.240,0:36:38.320
processing it's processing and years ago

0:36:36.320,0:36:40.560
i wanted to get into the robotics be

0:36:38.320,0:36:42.960
you know the first guy i'm an ambitious

0:36:40.560,0:36:45.599
businessman i want to be the guy who

0:36:42.960,0:36:47.200
brings the new idea to market and and

0:36:45.599,0:36:49.920
has success

0:36:47.200,0:36:51.520
and you know they weren't able to do

0:36:49.920,0:36:54.079
this or they only did that

0:36:51.520,0:36:55.920
there were real shortcomings and just to

0:36:54.079,0:36:57.920
date myself the first time i went to buy

0:36:55.920,0:37:00.560
a computer because i wanted to be

0:36:57.920,0:37:01.520
like with it i said to the guy in radio

0:37:00.560,0:37:02.960
shack which is

0:37:01.520,0:37:04.800
you know going to date this a little bit

0:37:02.960,0:37:05.359
i don't know is there any more radio

0:37:04.800,0:37:08.079
shots

0:37:05.359,0:37:09.359
what does this do and he says what do

0:37:08.079,0:37:11.599
you mean he says well

0:37:09.359,0:37:13.119
like what can it do and he says whatever

0:37:11.599,0:37:15.599
you wanted to do i said well

0:37:13.119,0:37:17.280
have it tell me all 50 states and he

0:37:15.599,0:37:18.400
says well you have to put in all 50

0:37:17.280,0:37:20.000
states

0:37:18.400,0:37:22.240
so why would i want to put in all 50

0:37:20.000,0:37:23.599
states to have it tell me all 50 states

0:37:22.240,0:37:26.160
because that's how it works you put the

0:37:23.599,0:37:29.440
information in then you can look at it

0:37:26.160,0:37:29.440
a little home that's too much

0:37:30.000,0:37:34.000
so anyway now software and you know

0:37:32.800,0:37:37.359
initially it was on

0:37:34.000,0:37:40.240
like cds or dvds and the floppy

0:37:37.359,0:37:40.880
disks yeah so everything's just evolved

0:37:40.240,0:37:43.839
now and

0:37:40.880,0:37:44.320
my new desktop has got a processor

0:37:43.839,0:37:46.000
that's

0:37:44.320,0:37:47.760
super strong and it's the size of a big

0:37:46.000,0:37:49.920
textbook

0:37:47.760,0:37:51.119
so everything's just phenomenal in terms

0:37:49.920,0:37:54.240
of advancement in

0:37:51.119,0:37:56.160
some regard uh and now you can just say

0:37:54.240,0:37:57.599
hey google what's this and if i said

0:37:56.160,0:38:00.800
okay google my phone would

0:37:57.599,0:38:03.520
respond yeah um so it's come

0:38:00.800,0:38:05.200
yeah it's really there where you can

0:38:03.520,0:38:06.400
pull up a youtube video how do you do

0:38:05.200,0:38:10.400
this

0:38:06.400,0:38:12.079
see google's talking to me you hear that

0:38:10.400,0:38:13.599
so there's a lot of good things so what

0:38:12.079,0:38:14.320
we want to do is we want to incorporate

0:38:13.599,0:38:17.440
the

0:38:14.320,0:38:20.079
technology that's new and easy

0:38:17.440,0:38:21.280
like the robotics now to remember what

0:38:20.079,0:38:24.880
we were talking about

0:38:21.280,0:38:27.280
advance now as a machine out

0:38:24.880,0:38:28.560
where they brought it in here they

0:38:27.280,0:38:30.240
programmed it we

0:38:28.560,0:38:32.880
went around our showroom we did the

0:38:30.240,0:38:33.839
floor you can put a qr code up on the

0:38:32.880,0:38:36.000
wall

0:38:33.839,0:38:38.079
which shows the computer this is the

0:38:36.000,0:38:39.440
program for this room

0:38:38.079,0:38:41.040
it's become user friendly it's great

0:38:39.440,0:38:41.440
yeah it's crazy so like here's the road

0:38:41.040,0:38:43.599
map

0:38:41.440,0:38:45.440
oh yeah here's the map of the location

0:38:43.599,0:38:46.079
yeah i mean i love it and i appreciate

0:38:45.440,0:38:48.400
it so now

0:38:46.079,0:38:49.599
it's not too hard now when you go out

0:38:48.400,0:38:52.640
and you say to your account

0:38:49.599,0:38:54.400
hey you know what i know what we can do

0:38:52.640,0:38:56.000
we can take a computer and we can clean

0:38:54.400,0:38:57.200
these hallways and we can do these

0:38:56.000,0:38:59.200
things

0:38:57.200,0:39:00.800
and then we can take the guy who used to

0:38:59.200,0:39:02.480
run the auto scrubber and we can put

0:39:00.800,0:39:03.440
them in these applications

0:39:02.480,0:39:05.839
and you're going to have a cleaner

0:39:03.440,0:39:08.480
building more consistently exactly

0:39:05.839,0:39:09.280
that's it it allows you to focus on more

0:39:08.480,0:39:11.839
i mean

0:39:09.280,0:39:12.560
that is what we should we should um

0:39:11.839,0:39:16.560
embrace it

0:39:12.560,0:39:19.599
yes right yeah so time to end

0:39:16.560,0:39:20.480
yes awesome conversation right again

0:39:19.599,0:39:22.560
just

0:39:20.480,0:39:23.839
excited to be able to share your story

0:39:22.560,0:39:26.079
and share

0:39:23.839,0:39:27.040
just everything about seaway supply

0:39:26.079,0:39:29.200
because it's

0:39:27.040,0:39:32.000
you know i i started in the industry you

0:39:29.200,0:39:35.119
guys like literally year one

0:39:32.000,0:39:36.480
i met tom and i and i found this place

0:39:35.119,0:39:38.320
and i would me and marley would come

0:39:36.480,0:39:41.680
here what like almost like once a week

0:39:38.320,0:39:44.800
at the beginning right and it's uh

0:39:41.680,0:39:45.200
what what is the vision for the for five

0:39:44.800,0:39:48.800
years

0:39:45.200,0:39:50.880
10 years 15 years for tom and seaway

0:39:48.800,0:39:54.480
so ricky it seems like just yesterday we

0:39:50.880,0:39:56.640
said hey look ricky and marley are here

0:39:54.480,0:39:58.560
and you know we were always everybody

0:39:56.640,0:40:00.560
you know pleased to work with you and

0:39:58.560,0:40:01.200
finding out what you wanted and figure

0:40:00.560,0:40:04.240
it out

0:40:01.200,0:40:07.760
and we enjoy that on a day-to-day basis

0:40:04.240,0:40:09.520
uh you know i know work is work um

0:40:07.760,0:40:11.200
but we enjoy it we have a nice time here

0:40:09.520,0:40:13.680
we have a nice team

0:40:11.200,0:40:14.560
uh many of the team has been here quite

0:40:13.680,0:40:18.319
a while

0:40:14.560,0:40:20.400
we work well together we work hard

0:40:18.319,0:40:22.720
i mean that's part of it right everybody

0:40:20.400,0:40:25.200
carries their weight and then some

0:40:22.720,0:40:26.880
and um we enjoy each other we help each

0:40:25.200,0:40:28.960
other out so it's really not

0:40:26.880,0:40:30.720
too much like work yeah even though it's

0:40:28.960,0:40:34.079
working you know we've gotta

0:40:30.720,0:40:36.000
do the work things like collect money or

0:40:34.079,0:40:38.079
have a hard discussion about you know

0:40:36.000,0:40:40.720
expectations and then

0:40:38.079,0:40:42.079
meeting and fulfilling expectations so

0:40:40.720,0:40:45.200
occasionally you know

0:40:42.079,0:40:47.599
those conversations are more difficult

0:40:45.200,0:40:48.880
to have than just hey i need 10 of these

0:40:47.599,0:40:50.560
okay great thanks here

0:40:48.880,0:40:52.079
that transactional stuff is very

0:40:50.560,0:40:54.319
pleasant very easy very

0:40:52.079,0:40:56.400
fun and in a way that's a reward for

0:40:54.319,0:40:58.000
some of the hard work we put in where

0:40:56.400,0:40:59.200
we're teaching and we're training and

0:40:58.000,0:41:00.880
the people leave and they haven't

0:40:59.200,0:41:02.560
purchased anything right

0:41:00.880,0:41:04.400
you spent the team in a day and you've

0:41:02.560,0:41:06.640
done all these things and then

0:41:04.400,0:41:08.160
well what did we do today yeah what did

0:41:06.640,0:41:09.599
we sell today that's what my grandmother

0:41:08.160,0:41:10.880
used to say to me ricky when i first

0:41:09.599,0:41:12.960
started in south

0:41:10.880,0:41:14.640
what'd you sell this week yeah you're

0:41:12.960,0:41:16.319
only as good as your

0:41:14.640,0:41:18.319
your last date that's it doesn't matter

0:41:16.319,0:41:21.839
what you did last year yes

0:41:18.319,0:41:23.599
cool well tom thank you so much man

0:41:21.839,0:41:24.960
i appreciate you taking the time to sit

0:41:23.599,0:41:27.520
down with me and

0:41:24.960,0:41:29.520
again you know share share some wisdom i

0:41:27.520,0:41:31.520
know this industry need you know it

0:41:29.520,0:41:33.599
it thrives on people like you it thrives

0:41:31.520,0:41:35.920
on the wisdom that you have and

0:41:33.599,0:41:37.599
the experience that you have you guys

0:41:35.920,0:41:39.440
know you know

0:41:37.599,0:41:40.640
clean and cocktails what do we do we

0:41:39.440,0:41:42.079
empower the space

0:41:40.640,0:41:43.680
this is how i do it is by sharing

0:41:42.079,0:41:45.920
people's stories like tom

0:41:43.680,0:41:47.520
and the company seaway supplies you'll

0:41:45.920,0:41:49.520
have more information on them

0:41:47.520,0:41:50.800
down below in the description you'll

0:41:49.520,0:41:52.800
have the website

0:41:50.800,0:41:54.720
tom will share your linkedin we'll share

0:41:52.800,0:41:56.640
all their contact information especially

0:41:54.720,0:41:58.880
if you guys are in chicago

0:41:56.640,0:42:00.240
near chicago in the midwest even

0:41:58.880,0:42:03.119
nationally

0:42:00.240,0:42:04.480
please reach out check these guys out uh

0:42:03.119,0:42:06.480
they're they're just a great

0:42:04.480,0:42:08.079
great company to to work with and deal

0:42:06.480,0:42:10.400
with uh and

0:42:08.079,0:42:11.680
please don't forget to subscribe drop

0:42:10.400,0:42:14.079
some comments

0:42:11.680,0:42:16.160
and thank you again tom so much cheers

0:42:14.079,0:42:19.119
look at that last drop

0:42:16.160,0:42:22.160
of my blue label because hey this guy

0:42:19.119,0:42:22.160
took care of us today guys

0:42:22.640,0:42:27.599
until next time thanks ricky thanks

0:42:24.960,0:42:27.599
everybody