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Ricky: Hey everyone, how are you doing?

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My name is Ricky Rigolotto, the
founder of route the service platform.

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It's a sales platform for the
commercial cleaning services industry.

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I am also the owner of Rosato services, a
family owned commercial cleaning company,

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so welcome to clean it and cocktails.

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A show where I get the opportunity
to sit down with cleaning industry

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experts and share stories,
talk shop about the industry.

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So grab your cocktail listening,
and I hope you guys enjoy the show.

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I have myself, the honor of having
some, some great individuals in

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the cleaning industry, if that's
a great software solutions.

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You guys probably know their
names already and know the

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brand, but I've got Mike Brown.

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I'm from sweat.

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I have Katie munchkins intelligent,
so I wanted to really just kick

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off the conversation with Neil.

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Thank you guys for joining me.

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I don't know if this is a really big
w, you know, some people would say

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competitors, but I definitely don't
think that we're all something that

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we can collaborate with each other
and the users and the audience.

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It's going to see the benefit.

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What did the three of us
together like talking shop?

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So I'll start with you.

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Why don't you start

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Mike: off with, introduce yourself

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Ricky: and tell us a little bit about
clean, intelligent, um, and take it away.

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Mike: Myth

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Caden: for sure.

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So, um, I'm not the
founder of clean Teligent.

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Uh, that is, uh, definitely a long
before my time actually going to clean.

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Teligent uh, I've been with clean towels
for about six and a half years, so.

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And, uh, our founding group, the
Jenkins family there, um, the parents

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and the two brothers, Joseph and Mike,
um, they started a cleaning business

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back in the seventies and eighties.

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Um, and there are still a franchise
actually that exists today,

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um, in the mountain West area.

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But clean Teligent was
born, uh, about 2003.

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Um, and actually we went to
market and trade shows and things

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like that starting around 2006.

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Um, so.

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This year, this summer actually
will be 17 years in business.

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Um, so it's been a, it's
been an interesting journey.

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Um, as for myself, um, I definitely,
uh, my route coming to clean Telligen

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and to the position of president is
very unique and a little strange,

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actually, I would openly say.

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But, um, at the same time.

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Um, it's been a truly
rewarding experience.

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It's been super fun, uh, to
just jump in from a technology

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standpoint in an industry.

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Um, honestly, to this day
that is still very far behind.

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You know, you can compare, there's
three of us right here on this call.

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Um, and we represent a good
portion of just even technology

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that exists in this industry.

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You know, compared to.

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The payment processing space
where you have like 1500 companies

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in the United States alone that
compete against each other.

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So, uh, obviously, you know, here
we are, as evidence is very small,

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uh, technology usage and adoption
in this industry to begin with.

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Uh, but clean tech isn't really, uh,
um, through the years has gone through

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many different, uh, focuses actually.

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Um, and as of recent, uh, just kind of
pulling the reins back and making sure we.

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We may remain true to kind of what
our core foundation is that we

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decided to focus on back in 2016.

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That's actually when I first
stepped up into an executive role at

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clean, intelligent, and, um, I said
we're focused on too many things.

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Um, and we can actually follow the
pathway of a couple of other softwares,

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not even in our own industry.

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And if we're going to focus on just
a bunch of different things, we're

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not going to do a single thing.

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Well, um, we're just going to have.

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Things that, uh, we keep, uh, doing
everything, a customer requests.

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And so I pulled the reins back and I
was like, we are the quality control

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platform and let's stick to it.

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If it doesn't follow our, our scope
of what our job family is meant

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to be solving, and then that's
someone else's issue that they

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are more than welcome to solve.

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And so.

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We pulled some things off the market,
we decided to get really focused.

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Um, and, and honestly, the last like four
or five years, we felt, um, and it, not

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that it didn't move out of this phase,
but getting right back to the gritty

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startup mindset phase, the blood thirsty
entrepreneurial mindset has been awesome.

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And, um.

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Among that conversation, you know, we
started a, you guys started popping up in

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the space and I was like, how finally, you
know, more software that's out there, the

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more people will actually get it because
before software comes around, they're

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sticking to manual processes, pen and
paper, uh, which is still a fight today.

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I know that sounds crazy to
modern technology businesses, but

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you know, um, but yeah, that's,
that's clean tells its history.

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That's our brand.

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Something we focused on as
of late is just what does it

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mean to be clean intelligence.

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And that's kind of where
we've been focusing.

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So awesome

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Ricky: man.

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Thank you.

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We're going to, we're getting
to get to get into a lot of

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that throughout the program.

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I got a funny story actually, the lab,
like you get into everything first,

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but um, I remember Cayden's name
when I first got into actually using

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technology for rules, a lateral side.

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And it's crazy cause at that point I want
to say you were the customer success or

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account executive or something where.

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I definitely want to hear a little bit
about that story of how you moved up

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the ranks, because you're right, you're
younger, you know, we're all here.

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That's crazy, right?

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Take it away.

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Mike: Yeah.

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So, um, basically I built and sold a few
service companies, so like a bit about

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me before jumping into sweat, but, um.

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One of those was a cleaning company.

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And that's really how I
kind of got on this journey.

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So,

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Caden: um,

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Mike: what we're really trying to
solve is kinda like what is swept?

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What do we do?

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I think the best way to understand it

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is like, what are we solving for?

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And so when I owned my cleaning company,
uh, I would go in and sell a contract

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and I put my name on it, my word, I
tell them we're going to do a great job.

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And then, you know, a few months later
they call me because our cleaner wasn't

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showing up and I didn't know about it.

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And that made me sick.

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Like I just, I was embarrassed.

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I hated it.

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So I really set out to.

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Build something that would allow me to
understand and manage my business, my

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cleaning business when everyone's remote.

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So, you know, I remember waiting and
you know, just kind of at 10, 11 in

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the morning, like if someone to call a
complaint cause we didn't, you missed

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a garbage can or something went wrong.

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And so like swept.

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Yes, we have check in, checkout,
geo-fence, uh, inspection,

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supply management, scheduling,
all of these other things.

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But at the core of it.

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I wanted to be able to look at my phone
at any point in time and know did someone

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not show up or my contracts, you know,
at risk is there's something going on.

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Do I need to action something like, where
are the fires so I can put them out.

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And, um, that's really what
we've, what we focused on.

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And you know, I went from one
city to a second to a third as a

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cleaning company sold that cause
I realized, um, the software is

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really what this industry needs.

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Like it didn't need
another cleaning company.

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It needed the cleaning
companies need help.

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And you know, as you guys mentioned
it, it is kind of strange.

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You know, people at first will think like,
Oh, there's three software companies.

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They compete.

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Well, I don't think we
do in a lot of ways.

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In fact, at the end of the day
there's more people on pen and paper.

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We need to educate.

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We need to be thought leaders
and bring people and show

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them there is a better path.

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Um, you know, yeah.

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In years from now, either we're
going to be partnered and we'll

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be working against each other,
you know, in terms of competitive.

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But.

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They need us to be competitive.

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They need us to be growing and
be out there, the whole industry.

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So I think it's awesome.

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So just thanks Ricky for
putting this together.

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I

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Ricky: am, and I just, I
like talking to you guys.

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I like talking about technology
and there's just not a lot of,

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there is got a lot of assumptions.

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Katie, you nailed it.

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You probably know more
than both of us here.

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There's been, in the seven
years I've been in business.

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I could name on one hand the software
companies that I looked up research

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and figured out, Hey, I need that one.

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I don't need that one.

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I'm too small for that.

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I'm too big for that.

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But like in a quick, like in a one
sentence description, I could tell people

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is we are, we truly are not competitors.

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Because if you look at it,
I saw the sales, right?

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Front end.

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Caden, you guys do quality control
on a whole nother level, right?

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Mike?

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I use swept right now, right?

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For the main reason it's communication,
but also like, here's three elements

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right here in this conversation though,
you know, we're all solving a certain

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solution that, and there's probably
four or five other ones still in.

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The day to day business
operations, all cleaning companies.

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It's crazy that people
think cleaning is so easy.

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Once you get in the thick of
it, man, there is a lot of

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moving pieces to own a click.

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So let's jump to, um, and you
guys kind of touched on it.

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I don't like you really
gave us a good story.

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Both of you guys said too, is what
made, you know, Michael served with you.

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What made you.

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Truly say, I'm going
to develop a software.

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I want to get into the
technology solution space.

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A, did you know about engineering?

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Did you know what a startup was?

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Did you know when you were
getting yourself into.

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Mike: I had no idea what I was getting
myself into to be quite honest.

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Uh, I'm nontechnical.

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So we really built this product
around me because, um, people are

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scared and concerned, you know,
is it going to be complicated?

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You know, I, you know, is
it going to slow me down?

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I don't have time to learn cause I'm
trying to put out fires and, and so for

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me, it was just, it was really that,
that idea, I want to make an impact.

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More so than on my, my city.

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You know, I wanna, you know, Ricky,
you and I did a webinar recently and

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at the beginning people are tuning
in and saying, hi from South Africa.

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You know, there are people in Europe.

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And I think for me, there was
this kind of twofold I'd already

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built and sold a couple companies.

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Um, I was seeing the success from
using software that nobody else had.

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And so for me, it's like we were
already kind of building that

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technology so that the shift from.

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Switching from a cleaning company
over, we are already running it.

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And I was already seeing people,
competitors calling me and saying,

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you know, what is this software?

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You know, it's not fair.

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I lost a client to you.

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And I was like, this is bizarre behavior.

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And I just realized that the industry
was asking for it, basically.

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So I feel like in some ways they
didn't really have a choice once

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it was kind of uncovered, you
know, we had to just run with it.

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Ricky: What was your first job?

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What drew you to technology space or
technology company in the cleaning space?

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Give us a little bit backdrop.

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Caden: Um, well, I, growing up,
I loved the blue collar work.

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I just loved getting my hands
dirty, whether it was construction

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projects, whatever it was.

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And so.

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Going into the technology space.

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And I actually started as the executive
assistant to the CEO of clean Teligent.

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And, um, I was doing a lot more,
uh, personal things, things related

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to, um, his agenda, but also as
he would involve me in business.

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I was like, man, technology
is just the place to be.

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Now, a clean Teligent nestled
right in the Silicon slopes

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of, uh, Utah with, you know.

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Four or 5,000 tech companies
here in Allen in the Valley.

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Um, and so I was just like, you
know, this is a space to be in and

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to get used to and to figure out,
uh, some problems, um, to get into.

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So it necessarily wasn't, uh, perhaps
cleaning, uh, the cleaning nation

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and technology focused on that.

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I just loved the opportunity to
understand technology better from product

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management and all of those things.

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So I decided just to, to jump in.

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And, uh, I was the executive
assistant for about a year and a half.

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And, uh, Mike, who was the CEO at
the time, I was just like, look,

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I am so much more invested into
the actual product instead of just

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supporting you as an executive, which
has been great, cool opportunity.

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Um, and so I actually became
the director of sales and

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marketing after a short while.

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Um, and I just dove right in
and learning about the industry.

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And I was just like, man,
this industry is old school.

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Mike: This is the coolest opportunity to

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Caden: bring technology, um, to, to light.

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Um, when, um, you know, there,
there's been moments, honestly,

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straight up, I felt like Einstein,

00:12:34.825 --> 00:12:37.995
Mike: some of the solutions, you're
just because they're just like, what?

00:12:38.085 --> 00:12:38.745
And it's just,

00:12:39.105 --> 00:12:42.795
Caden: it's one of those things that,
uh, just puts a smile to my face.

00:12:43.035 --> 00:12:46.155
You know, I often think
about technology companies.

00:12:46.155 --> 00:12:47.355
You know, when Apple started.

00:12:47.699 --> 00:12:49.199
Uh, decades ago.

00:12:49.319 --> 00:12:53.340
Um, and you're just like, man, what it
would have been like, or for Google,

00:12:53.340 --> 00:12:56.970
what would have been like to be at the
beginning stages of their industry.

00:12:57.449 --> 00:12:58.949
And, uh, so I just ate it up.

00:12:58.949 --> 00:13:02.370
I was like, but that's exactly what
technology is for the cleaning industry.

00:13:02.760 --> 00:13:06.209
You know, they're 10, 15, 20 years
behind in some aspects we may think.

00:13:06.630 --> 00:13:08.730
And, um, it's great to be a part of.

00:13:08.730 --> 00:13:10.620
And so, you know, um.

00:13:11.355 --> 00:13:16.125
That's, that's really what kind of
got me super excited about jumping in.

00:13:16.245 --> 00:13:19.875
Um, and you know, putting blood,
sweat and tears against becoming

00:13:19.875 --> 00:13:24.495
the best leader I could be to become
the best a tech leader in the sense

00:13:24.525 --> 00:13:26.355
of understanding how it works.

00:13:26.415 --> 00:13:26.835
And.

00:13:27.255 --> 00:13:30.675
Uh, how to work with development,
um, developers think very differently

00:13:30.675 --> 00:13:33.165
than typically divisionary executives.

00:13:33.165 --> 00:13:33.855
And, and,

00:13:34.125 --> 00:13:34.694
Mike: you know, it's just,

00:13:35.085 --> 00:13:39.435
Caden: um, kind of going on both levels
of, um, finding out how to fine tune

00:13:39.435 --> 00:13:42.975
that make that work has been such
a awesome roller coaster to be on.

00:13:43.005 --> 00:13:43.275
So

00:13:44.295 --> 00:13:46.694
Ricky: I gotta say, I know
I share your sentiments.

00:13:46.694 --> 00:13:47.895
I'm sure Mike, you do too.

00:13:47.954 --> 00:13:49.725
It's been crazy.

00:13:50.055 --> 00:13:53.805
You know, I haven't think back when I
went to the first, I had cessation when I

00:13:53.805 --> 00:13:56.145
took my team to the show here in Chicago.

00:13:56.595 --> 00:13:59.715
They could not have believed
how big the show is, you know?

00:13:59.715 --> 00:14:03.555
And how many different, well, more so
manufacturers coming from companies, you

00:14:03.555 --> 00:14:08.385
know, they, they, they definitely spend
the money to, to make a big wall factor.

00:14:08.445 --> 00:14:08.655
Right.

00:14:09.405 --> 00:14:09.555
Yeah.

00:14:10.185 --> 00:14:15.045
But I, so a lot of the purpose of
the show too, for you guys, I'm

00:14:15.045 --> 00:14:18.465
assuming you guys really understand,
is the small business, right?

00:14:18.465 --> 00:14:23.895
We are, we are looking to empower a small
business, a medium sized business, that

00:14:23.895 --> 00:14:27.555
to say that we can't be a solution for
large business businesses out there, but

00:14:27.555 --> 00:14:29.685
it's the small business mom and pop shop.

00:14:29.835 --> 00:14:31.125
It's the small business.

00:14:31.215 --> 00:14:33.795
10 employees, 1550 100 employees.

00:14:33.795 --> 00:14:34.155
Right?

00:14:35.160 --> 00:14:37.709
They are still just catching
on the technology, right?

00:14:37.709 --> 00:14:37.890
They're

00:14:37.890 --> 00:14:38.280
Mike: just

00:14:39.540 --> 00:14:43.199
Ricky: just turning the time
sheets into actual, you know, using

00:14:43.199 --> 00:14:45.390
ADP, struggling with QuickBooks.

00:14:45.630 --> 00:14:50.130
But I feel like that the more modern we
can make our software and we develop it.

00:14:50.865 --> 00:14:53.715
Everybody's going to use it, they're
going to see the need for it.

00:14:53.775 --> 00:14:54.165
Right.

00:14:54.225 --> 00:15:00.045
So the question I wanted to ask you
guys is, do you consider yourself white?

00:15:00.105 --> 00:15:00.915
We'll start with you.

00:15:01.035 --> 00:15:04.695
Is do you consider yourself
a visionary or pragmatic?

00:15:07.215 --> 00:15:10.305
Mike: Um, that's kind of
an interesting question.

00:15:10.305 --> 00:15:10.725
So.

00:15:11.415 --> 00:15:15.165
When swept was founded, it was kind
of backing off what Kayden was just

00:15:15.165 --> 00:15:19.245
sharing, like the initial reaction to
technology, uh, and especially with

00:15:19.245 --> 00:15:21.795
swept where you can communicate with
your cleaners in a hundred different

00:15:21.795 --> 00:15:23.085
languages and stuff like that.

00:15:23.205 --> 00:15:25.875
People were like, I don't
want to talk to my cleaners.

00:15:26.655 --> 00:15:28.245
It is only four or five years ago.

00:15:28.245 --> 00:15:33.135
And I remember we went to ISA, um, and
it was the first time as the plane was

00:15:33.135 --> 00:15:37.815
landing, I downloaded our app for the
first time in the Apple store because

00:15:37.815 --> 00:15:39.315
we've been using our own version.

00:15:39.315 --> 00:15:42.825
It wasn't the Apple store for our
cleaning camp, and so it was actually

00:15:42.855 --> 00:15:47.985
live and where we were in our booth
at ISA, and everyone's like, yeah, no,

00:15:48.225 --> 00:15:49.725
I don't want to talk to my cleaners.

00:15:49.755 --> 00:15:52.455
And, and I'd ask them, what
software are you using?

00:15:52.485 --> 00:15:53.595
Well, we use QuickBooks.

00:15:53.685 --> 00:15:54.045
I'm like.

00:15:54.630 --> 00:15:55.080
I get it.

00:15:55.110 --> 00:15:57.390
Like accounting is important, but
how are you like managing your team?

00:15:57.390 --> 00:15:59.310
How are you connecting quality
control, all these other things?

00:15:59.310 --> 00:16:00.090
Like how are you doing it?

00:16:00.570 --> 00:16:01.260
Pen and paper.

00:16:01.680 --> 00:16:05.340
Now, a year ago at IMSA, people
were walking up to me and

00:16:05.340 --> 00:16:06.930
saying, I've got five apps.

00:16:07.230 --> 00:16:08.460
I've got this one to talk to people.

00:16:08.460 --> 00:16:09.600
I got this one for inspections.

00:16:09.600 --> 00:16:10.500
I got this one for that.

00:16:10.800 --> 00:16:14.460
And so now, in such a short period
of time, people have just flipped.

00:16:14.460 --> 00:16:17.580
And so, you know, kind of getting
back to your question, am I visionary?

00:16:17.580 --> 00:16:18.420
Like I.

00:16:19.305 --> 00:16:23.025
It's a weird thing to say that,
but realistically, what we created

00:16:23.175 --> 00:16:26.295
disrupted, like the industry,
people were not ready for it.

00:16:26.295 --> 00:16:29.685
They were not even willing, and now
they're just starting to catch up.

00:16:29.715 --> 00:16:32.415
So I feel like we were, we were a
couple of years too early, to be honest.

00:16:32.805 --> 00:16:35.925
Um, there's stuff we're working
on now that I think is going to

00:16:35.925 --> 00:16:37.245
have the same kind of impact.

00:16:37.665 --> 00:16:39.704
Um, but I think people are more ready.

00:16:39.975 --> 00:16:42.584
The other side of it is you have to have.

00:16:42.930 --> 00:16:44.280
The nuts and bolts for the business.

00:16:44.310 --> 00:16:47.280
Just having something that's like super
fascinating or interesting or different.

00:16:47.490 --> 00:16:48.480
There needs to be meat on it.

00:16:48.480 --> 00:16:50.579
So these small businesses, they need to

00:16:50.579 --> 00:16:51.750
Caden: have a

00:16:51.750 --> 00:16:55.380
Mike: solution that allows them to
do a number of things, um, at least

00:16:55.380 --> 00:16:56.880
in a specific area of their company.

00:16:56.880 --> 00:16:57.150
Right.

00:16:57.150 --> 00:16:58.319
It can't be a bell and whistle.

00:16:58.319 --> 00:16:58.949
It has to be.

00:16:58.949 --> 00:16:59.819
There has to be some meat to it.

00:17:01.230 --> 00:17:01.650
Ricky: Great.

00:17:01.650 --> 00:17:02.819
That's awesome.

00:17:05.325 --> 00:17:08.355
That the fact that you can
do multi-language and think,

00:17:08.365 --> 00:17:09.375
yeah, you're nailed it.

00:17:10.335 --> 00:17:13.575
You don't think it's possible,
but nothing is impossible.

00:17:13.635 --> 00:17:14.204
Right?

00:17:14.325 --> 00:17:16.244
I mean, gated you guys.

00:17:16.244 --> 00:17:21.794
I mean, 2003 when we got ahead
of the curve, a lot of the things

00:17:21.794 --> 00:17:23.024
you guys are probably marketing.

00:17:23.730 --> 00:17:27.630
What, so I can say this for you and
for the founders of the company too,

00:17:27.660 --> 00:17:29.850
or just the company culture as a whole.

00:17:30.180 --> 00:17:32.610
Cause I gotta say I love the name right.

00:17:32.610 --> 00:17:33.630
They always stuck to me.

00:17:33.780 --> 00:17:34.380
Intelligent.

00:17:34.380 --> 00:17:35.310
It's like a perfect name.

00:17:35.700 --> 00:17:40.860
Um, but how do you do, maybe not
just yourself, but you the core

00:17:40.980 --> 00:17:45.030
executives of the company in that
the founders, you guys gotta be

00:17:45.060 --> 00:17:46.650
consider yourself missionaries, right?

00:17:46.650 --> 00:17:48.300
Cause you gotta be one of the
verses that were out there.

00:17:49.530 --> 00:17:49.980
Caden: Yeah.

00:17:50.040 --> 00:17:54.690
Um, and it's really fun to live in
the visionary space, and I think it's

00:17:54.690 --> 00:17:58.710
more often not that our development,
uh, department and teams pull us

00:17:58.740 --> 00:18:03.900
to the pragmatic side of those
things and just like, okay, maybe

00:18:03.900 --> 00:18:05.190
that's a few years down the road.

00:18:05.490 --> 00:18:08.880
Um, so yeah, I mean,
especially our ownership group.

00:18:09.930 --> 00:18:15.660
And myself is just, it's fun and
it's, it's a great space to be in.

00:18:15.750 --> 00:18:16.950
Um, for myself.

00:18:16.950 --> 00:18:22.080
I love being that visionary and trying to
build up the mission and how it ties in.

00:18:22.530 --> 00:18:28.920
Um, and yeah, I get pulled back
to reality, uh, probably daily by

00:18:28.950 --> 00:18:33.570
my development team, but, um, no,
there's moments where they've taught

00:18:33.570 --> 00:18:36.510
me how to be a better at, you know.

00:18:36.929 --> 00:18:37.949
Let's be realistic.

00:18:37.949 --> 00:18:41.610
Let's understand strategy and purpose
and, you know, clean, intelligent.

00:18:41.639 --> 00:18:44.699
It wasn't just about, uh,
having an idea as the leader.

00:18:44.879 --> 00:18:48.360
It was, um, I don't know if you
guys have ever heard of the book.

00:18:48.389 --> 00:18:52.770
It's called multipliers by Liz
Wiseman, and that's a leadership book.

00:18:52.860 --> 00:18:57.419
And it just, it really talks about, um,
not always being the idea person as one

00:18:57.419 --> 00:19:00.780
of the things that a diminisher does
is always come forward with the ideas.

00:19:01.199 --> 00:19:03.240
And in the beginning
stages of being a leader.

00:19:03.585 --> 00:19:06.825
Um, I was full of ideas
trying to execute that vision.

00:19:06.825 --> 00:19:09.495
And then I realized that was the
totally wrong way to go about doing it.

00:19:09.945 --> 00:19:14.775
Um, and the team needed buy in and
to help understand, uh, principally

00:19:14.775 --> 00:19:17.535
what we're trying to accomplish
and to focus on the job to be

00:19:17.535 --> 00:19:19.065
done, not the feature to be built.

00:19:19.515 --> 00:19:24.075
And, uh, that's, that's kind of where
now it's a, it's a mix between the two.

00:19:26.145 --> 00:19:28.125
Ricky: That's a perfect segue to.

00:19:29.520 --> 00:19:32.430
You know, Mike, you come from
owning a cleaning business.

00:19:32.490 --> 00:19:35.700
You know, Katie, you've been in this
role so long, they own, you know,

00:19:35.700 --> 00:19:37.110
the founders of the Korean business.

00:19:37.500 --> 00:19:41.280
I feel that, that, that's gotta say
something for our, our companies and our

00:19:41.280 --> 00:19:46.690
solutions in a place that we're really
trying to innovate this industry is we,

00:19:46.690 --> 00:19:48.990
we talk to talk, we can walk the walk.

00:19:49.050 --> 00:19:50.250
We've been in your shoes.

00:19:50.670 --> 00:19:56.130
We know what your paying points so,
so very well is, you know, why not us?

00:19:56.400 --> 00:19:57.270
Why not?

00:19:57.719 --> 00:20:01.199
Our companies would be the companies
that create innovate innovation.

00:20:01.530 --> 00:20:06.270
Maybe not necessarily disruptive all
the time, but improve because there's

00:20:06.270 --> 00:20:07.500
a lot of businesses in our space.

00:20:07.500 --> 00:20:11.129
I've noticed when I'm talking to them,
you know, especially me with, you know,

00:20:11.490 --> 00:20:13.139
Rick, what the hell does it digital walk?

00:20:13.169 --> 00:20:14.250
What are you trying to digitize?

00:20:14.280 --> 00:20:15.439
What the hell am I?

00:20:15.439 --> 00:20:16.469
I know I need pen and paper.

00:20:16.530 --> 00:20:17.459
I need pen and paper.

00:20:18.270 --> 00:20:21.270
So it's like they're so used
to doing certain things.

00:20:21.629 --> 00:20:23.340
It is going to take awhile to educate.

00:20:23.399 --> 00:20:27.419
It is going to take a while to say, you
know, you can text him one format and then

00:20:27.780 --> 00:20:29.970
pops out another language back to you.

00:20:29.970 --> 00:20:30.480
Right.

00:20:30.949 --> 00:20:33.960
I control like there's so many
things we're innovating right now.

00:20:34.500 --> 00:20:35.010
What?

00:20:35.460 --> 00:20:38.310
What do you want some number one thing
that either pops off in your head, Caden,

00:20:38.370 --> 00:20:44.669
or that you say, this is why I love
doing what I do in this innovation space.

00:20:47.399 --> 00:20:50.250
Caden: One thing I love about
innovation is you can't just do it once.

00:20:50.940 --> 00:20:55.650
It, um, you know, clean Teligent,
uh, looking back at times where

00:20:55.650 --> 00:20:58.020
we won, I say innovation awards.

00:20:58.140 --> 00:21:01.590
Some of them are for products
that no longer exists and it's,

00:21:01.590 --> 00:21:07.110
it's really interesting, um, to be
in that position then, um, cause

00:21:07.200 --> 00:21:09.690
innovation is a constant evolution of.

00:21:10.065 --> 00:21:13.245
Uh, the next thing, um,
innovations never done.

00:21:13.455 --> 00:21:18.075
Um, cause once you, once you start it,
um, you're, you got a journey ahead of

00:21:18.075 --> 00:21:22.875
you to constantly listen to users, gather
feedback, innovate on the next job to

00:21:22.875 --> 00:21:24.165
be done that they're trying to solve.

00:21:24.555 --> 00:21:28.005
Um, and see if it fits in within
the, the mission that you're

00:21:28.005 --> 00:21:29.685
trying to solve and to promote.

00:21:30.075 --> 00:21:30.555
So.

00:21:31.380 --> 00:21:36.210
I just love that innovation is, is
never a one stop shop a one time deal.

00:21:36.450 --> 00:21:41.520
It's a constant, every day a new idea
that technology can come out and in

00:21:41.520 --> 00:21:46.620
a day that completely wipes out a
need for another industry or service.

00:21:46.920 --> 00:21:49.800
You know, you can go all the
way back to, you know, CDs used

00:21:49.800 --> 00:21:51.000
to be a thing when I was a kid.

00:21:51.600 --> 00:21:53.910
I still remember cassette tapes, right?

00:21:54.030 --> 00:21:57.030
And you're just like both of those
MP3 players, all those ground, and now

00:21:57.030 --> 00:21:58.380
it's just, Oh no, it's your cell phone.

00:21:58.740 --> 00:21:59.010
You know?

00:21:59.415 --> 00:22:01.485
So, yeah, innovation is a constant.

00:22:04.365 --> 00:22:07.605
Mike: I think for me, what I love
about innovation is, is the aha

00:22:07.635 --> 00:22:10.695
moment watching an experience.

00:22:10.705 --> 00:22:16.815
People who may have been kind of
concerned or scared, uh, that success.

00:22:16.815 --> 00:22:18.165
So I view.

00:22:18.840 --> 00:22:22.590
Software solutions, regardless
of what people want to use,

00:22:22.590 --> 00:22:23.850
like it's an equalizer.

00:22:23.850 --> 00:22:26.700
So as you said, this is about,
you know, our business, this

00:22:26.700 --> 00:22:28.200
industry is about small business.

00:22:28.710 --> 00:22:32.879
You know, the top five companies are only
taking out 6% of the total revenue, which

00:22:32.879 --> 00:22:35.610
means this industry is all mom and pops.

00:22:36.120 --> 00:22:40.350
So you have someone sign up and they
go out and they win an RFP because they

00:22:40.350 --> 00:22:45.030
use technology to look more relevant and
more professional than the large company.

00:22:45.435 --> 00:22:49.725
That to me that when they're like, Oh my
goodness, so you, you can help them win

00:22:49.725 --> 00:22:53.925
a contract and you help them maintain
it, it changes their entire lifestyle.

00:22:54.195 --> 00:23:00.125
And for me, um, it's kind of,
you know, it's, it's innovation.

00:23:00.175 --> 00:23:00.915
It's about the user.

00:23:00.915 --> 00:23:04.845
It's what the person experiencing that
innovation to me is the most exciting.

00:23:09.525 --> 00:23:10.395
I've watched you grow.

00:23:10.395 --> 00:23:12.225
I'll just say again, like you,
you have your cleaning company

00:23:12.225 --> 00:23:13.815
as well, and you guys have grown.

00:23:14.520 --> 00:23:16.110
At such an incredible rate.

00:23:16.110 --> 00:23:17.400
It's like, it's insane.

00:23:17.460 --> 00:23:23.010
I mean, and it's because of your mindset
and you, you've leveraged technology to

00:23:23.310 --> 00:23:27.540
you, correct me if I'm wrong, but maybe
you probably were kind of like hitting

00:23:27.540 --> 00:23:31.140
above your weight at first and then
you grew, you literally grew into it.

00:23:31.480 --> 00:23:31.900
Oh yeah.

00:23:32.020 --> 00:23:32.620
I felt that

00:23:32.620 --> 00:23:34.990
Ricky: pain couple times, two times over.

00:23:35.050 --> 00:23:38.920
I felt that when I got to you guys, it's.

00:23:40.035 --> 00:23:42.645
Innovation is just, it drives me, right?

00:23:42.645 --> 00:23:47.235
Like I got two stories or two stories
or two points is, you know, I came,

00:23:47.235 --> 00:23:50.475
I think I touched on this when we
talked at one point, but it was,

00:23:50.505 --> 00:23:52.485
it's crazy to see what that was.

00:23:52.785 --> 00:23:55.935
I think it was like six
months, nine months ago.

00:23:56.385 --> 00:24:02.385
I fill out an RFP for this large
retailers, a client, and I have done many

00:24:02.385 --> 00:24:05.955
of these before, but as I'm going through
everyday, I see crew intelligence thing.

00:24:06.065 --> 00:24:06.315
I'm like.

00:24:07.860 --> 00:24:10.500
What does this have to do with this is
I'm putting a cleaning thing and here,

00:24:10.530 --> 00:24:11.520
what does this have to do with this?

00:24:11.910 --> 00:24:16.680
There they were telling me that I
had to use intelligent in order to

00:24:16.680 --> 00:24:21.570
perform the, you know, to win their
contract and perform services because

00:24:21.750 --> 00:24:25.800
intelligent for them was a parcel of
the business for them and their clients.

00:24:25.830 --> 00:24:26.070
Right.

00:24:26.835 --> 00:24:27.014
Yeah.

00:24:27.135 --> 00:24:27.675
Amazing.

00:24:27.705 --> 00:24:28.365
That's innovation.

00:24:28.365 --> 00:24:28.784
Right?

00:24:29.145 --> 00:24:34.794
And then one of our largest clients,
you know, this is probably been the

00:24:34.815 --> 00:24:39.195
third facility manager, comes into
the role, and then he comes in and

00:24:39.195 --> 00:24:41.595
he's been around, he's been around
the block, he's been in the industry

00:24:41.595 --> 00:24:46.754
for a while, and he's like, Rick, how
are you able to operate in 13 States?

00:24:46.784 --> 00:24:50.024
Like, I don't even know what
they're doing in Philadelphia.

00:24:50.625 --> 00:24:55.574
I'm like, well, you know, technology,
like, wow, how that doesn't explain it?

00:24:55.574 --> 00:24:56.054
What do you mean?

00:24:56.385 --> 00:24:58.425
He's like, technologies like
Gmail or something like that.

00:24:58.455 --> 00:25:02.205
I'm like, I've got this app that you don't
look at, and I've showed it to him too.

00:25:02.205 --> 00:25:06.975
I was like, I agree that he's talked
to her and I was working calm.

00:25:07.915 --> 00:25:10.304
There's gotta be some
privacy, privacy issues there.

00:25:12.090 --> 00:25:13.350
You know, it's called time and attendance.

00:25:15.780 --> 00:25:17.750
Those types of experiences.

00:25:18.120 --> 00:25:20.010
I'm hoping the audience
hears this and sees like.

00:25:20.550 --> 00:25:22.230
This is how important technology is.

00:25:22.290 --> 00:25:27.149
So this kinda goes to the next question
of, we're not saying that technology

00:25:27.149 --> 00:25:29.389
is going to eliminate everything.

00:25:29.659 --> 00:25:33.719
Everything is going to be on a
touch of a button, because correct

00:25:33.719 --> 00:25:35.149
me if I'm wrong, you know, gated.

00:25:35.159 --> 00:25:35.790
We'll start with you.

00:25:36.780 --> 00:25:41.340
Do you think technology can solve
all problems or what do you, what

00:25:41.340 --> 00:25:42.780
did you say to the people that say.

00:25:43.050 --> 00:25:46.050
You still need to touch.

00:25:47.070 --> 00:25:48.090
Caden: This is a very good point.

00:25:48.179 --> 00:25:51.419
Um, the human element
always has to be there.

00:25:51.899 --> 00:25:55.590
Um, that's fundamental to
our human human interaction.

00:25:56.070 --> 00:26:00.090
I believe technology's mission is to
make that human to human interaction

00:26:00.389 --> 00:26:03.389
more intimate and more personable.

00:26:03.840 --> 00:26:08.189
And a technology is to solve
problems that get in the way.

00:26:08.595 --> 00:26:10.635
Of us as human to humans connecting.

00:26:11.085 --> 00:26:14.505
It's never meant to replace human to
human interactions, meant to, it's

00:26:14.505 --> 00:26:18.735
meant to get the busy work off to the
side off to somewhere else, because at

00:26:18.735 --> 00:26:22.785
the end of the day, set aside business,
you know, our loved ones, our family,

00:26:23.115 --> 00:26:26.505
our friendships are the most important
things that should matter to us in life.

00:26:26.895 --> 00:26:32.685
And I believe technology's role is meant
to have that be the most influential focus

00:26:33.045 --> 00:26:35.385
of what we should be working towards.

00:26:37.770 --> 00:26:38.310
Ricky: Nailed it.

00:26:38.310 --> 00:26:39.780
Mike, you gotta follow that up now?

00:26:42.820 --> 00:26:43.450
Mike: Perfect.

00:26:43.480 --> 00:26:46.540
You know, like set up for us
because it's why we exist.

00:26:46.540 --> 00:26:47.770
Humans are a must.

00:26:47.800 --> 00:26:52.540
You know, when I owned my cleaning
company, we had a virtual assistant who,

00:26:52.660 --> 00:26:54.550
she was our cleaner happiness manager.

00:26:54.940 --> 00:26:57.550
She called cleaners on their birthdays.

00:26:57.880 --> 00:26:58.780
Uh, you know.

00:26:59.105 --> 00:26:59.765
And swept it.

00:26:59.795 --> 00:27:01.355
You can put a sad face or a happy face.

00:27:01.355 --> 00:27:02.315
You get a clear mood.

00:27:02.465 --> 00:27:04.475
So she would reach out to
people if they're unhappy.

00:27:04.475 --> 00:27:08.195
She like every, this is
a business for humans.

00:27:08.285 --> 00:27:12.035
And you know, as Caden said, there's
certain things that technology can assist

00:27:12.035 --> 00:27:13.775
with, but it's really about connecting.

00:27:13.805 --> 00:27:18.455
You know, we have people who play games,
which again, our product was not built

00:27:18.455 --> 00:27:20.615
for this, but they'll hide a poker chip.

00:27:21.090 --> 00:27:25.170
In someone's office and they might have
a team of a number of cleaners going

00:27:25.170 --> 00:27:28.560
in and they'll say, whoever finds the
poker chip tonight, it's 25 bucks.

00:27:28.620 --> 00:27:32.970
Or they'll, they'll play different
games and they interact on the

00:27:32.970 --> 00:27:34.440
message board with the cleaners.

00:27:34.620 --> 00:27:35.790
Your whole team is remote.

00:27:36.120 --> 00:27:38.700
Retention is such a
challenge in this industry.

00:27:38.700 --> 00:27:43.980
So if you can find a way to talk to your,
your team, engage them, share funny news

00:27:43.980 --> 00:27:46.200
or updates or jokes, like technology.

00:27:46.560 --> 00:27:47.610
Um, yeah.

00:27:47.610 --> 00:27:49.200
Like you cannot take away.

00:27:49.575 --> 00:27:50.535
That human element.

00:27:50.655 --> 00:27:53.445
Um, you, you look at COBIT and
all the things that are happening.

00:27:53.805 --> 00:27:56.295
Um, humans are extremely important.

00:27:56.295 --> 00:28:00.315
We need to be working on the, the
high touch points, the areas, and, you

00:28:00.315 --> 00:28:01.935
know, let the robots clean other areas.

00:28:01.935 --> 00:28:06.045
But the area where you need to
use your brain and focus, um,

00:28:06.255 --> 00:28:07.575
let's, let's create that space.

00:28:07.635 --> 00:28:09.645
And humans are not going away
in the cleaning industry.

00:28:10.094 --> 00:28:12.794
No, that,

00:28:14.395 --> 00:28:15.225
Ricky: no, definitely not.

00:28:15.225 --> 00:28:18.104
And you know what, uh,
this just reminded me too.

00:28:18.104 --> 00:28:22.574
Katie talks on a good point where, you
know, we're so as a business operator to

00:28:22.574 --> 00:28:25.754
small business operator, you know, I can
remember the days at the beginning when

00:28:25.754 --> 00:28:28.905
I started, I was working 1820 hour days.

00:28:28.995 --> 00:28:31.064
I was me and my wife, my cousin, right?

00:28:31.064 --> 00:28:37.155
It's was long winded days and it's
when I started to implement technology.

00:28:37.790 --> 00:28:39.760
I started to get some of
that time back, right?

00:28:40.670 --> 00:28:43.050
I had people helping me,
you know, quick books.

00:28:43.050 --> 00:28:45.420
I used to do the invoice
in word document, right?

00:28:45.480 --> 00:28:48.720
QuickBooks help make that go faster.

00:28:48.960 --> 00:28:51.030
Type of attendance was done by people.

00:28:51.030 --> 00:28:52.740
Text messaging me and
told me, Hey, I did it.

00:28:52.770 --> 00:28:53.700
Hey, I got here.

00:28:53.910 --> 00:28:54.810
Hey, I'm gone.

00:28:54.990 --> 00:28:55.950
So what does that do?

00:28:55.980 --> 00:28:58.830
That makes me have to stay up late
to make sure that a restaurant bar

00:28:58.830 --> 00:29:02.400
that gets cleaned up at three in the
morning to 6:00 AM I got to make sure

00:29:02.400 --> 00:29:04.170
it's 6:00 AM he clocked out right?

00:29:04.230 --> 00:29:05.850
Which through a text soul.

00:29:06.375 --> 00:29:09.675
It's things like that, that that's
a good part of it brings your

00:29:09.675 --> 00:29:11.715
life, your work life balance.

00:29:11.715 --> 00:29:14.475
As a business operator, you've
ever stopped learning, but you

00:29:14.475 --> 00:29:18.615
can use these tools that we built
to get your job done faster.

00:29:18.705 --> 00:29:20.145
They can get back to your family.

00:29:20.445 --> 00:29:21.074
Mike: Right.

00:29:21.705 --> 00:29:25.455
You know, one of the other things I'll
share on this is something, again.

00:29:25.875 --> 00:29:29.115
The fun thing about innovating is you
create something, you put it out there

00:29:29.115 --> 00:29:30.975
and people use it differently, right?

00:29:31.255 --> 00:29:34.275
I'm sure you see this Caden that you
built with this, with this intent,

00:29:34.275 --> 00:29:36.805
but someone's going to do X, Y,
Z, and they call you and say what?

00:29:36.825 --> 00:29:38.445
He found an amazing way to use this.

00:29:38.445 --> 00:29:42.765
And, and it happened for us too,
where cleaners are on the message

00:29:42.765 --> 00:29:47.385
board and someone says, I need this
supply, or I can't get in here,

00:29:47.385 --> 00:29:48.855
or something's going wrong here.

00:29:49.065 --> 00:29:51.465
And by the time the manager gets to
it, the cleaners have already fixed it.

00:29:52.050 --> 00:29:57.540
And that to me is like, that's why, you
know, technology, it's assisting us.

00:29:57.540 --> 00:29:58.590
It's not taking over.

00:29:58.830 --> 00:30:00.240
It's allowing us to say, you know what?

00:30:00.270 --> 00:30:01.590
I'm not wiping the service right now.

00:30:01.590 --> 00:30:04.200
I'm actually going to help this
person so they can continue.

00:30:04.379 --> 00:30:07.110
Um, and you look at labor hours
and all the rest like that.

00:30:07.649 --> 00:30:11.790
That bond, um, is so critical
and people are missing out on it.

00:30:11.790 --> 00:30:12.450
On pen and paper.

00:30:13.680 --> 00:30:19.860
Ricky: Mean this is a data driven industry
as much as it helps the businesses.

00:30:20.760 --> 00:30:26.940
So a question that I don't want to be part
of gonna want to hear is, or an answer

00:30:26.940 --> 00:30:29.220
for is how much more can we test about,

00:30:29.700 --> 00:30:29.910
Mike: right?

00:30:29.910 --> 00:30:31.860
Ricky: How much more technology can we do?

00:30:31.980 --> 00:30:36.240
I know we could probably spend hours
talking about this, but like what

00:30:36.240 --> 00:30:39.720
more is there to do, you know, like
gaining weight or you know about that

00:30:39.720 --> 00:30:41.130
you had to share some insight, right?

00:30:41.130 --> 00:30:44.280
But some of the things you guys are
thinking about, like things that

00:30:44.280 --> 00:30:46.320
you guys are thinking about, why
don't you take your first game.

00:30:47.115 --> 00:30:47.534
Sure.

00:30:47.925 --> 00:30:52.875
Caden: Um, so clean, intelligent, um,
especially in the last probably 18

00:30:52.875 --> 00:30:57.195
months, 24 months, um, we've had, I
mean, we've spent quite a bit of money

00:30:57.195 --> 00:30:58.905
in this category of just R and D.

00:30:59.175 --> 00:31:03.625
Um, because at the end of the day,
and this is how we started, and,

00:31:03.625 --> 00:31:06.735
and honestly, it just, it isn't
the way to run a software company.

00:31:07.185 --> 00:31:10.365
Um, years ago it was just whatever
the user asks for, you build

00:31:10.665 --> 00:31:12.104
and you can't build everything.

00:31:12.135 --> 00:31:13.604
You can't take on every request.

00:31:13.604 --> 00:31:15.705
You muck up the database, the code.

00:31:16.035 --> 00:31:19.935
Um, you lose sight of what you
originally were built for, uh,

00:31:19.965 --> 00:31:21.465
from an architecture standpoint.

00:31:21.915 --> 00:31:26.355
Um, so for us it was getting back
to the fundamentals of research and

00:31:26.415 --> 00:31:28.365
what needs are we wanting to solve.

00:31:28.695 --> 00:31:31.995
And then for us, it was looking at what
other needs are being solved elsewhere.

00:31:32.700 --> 00:31:36.090
Like, there's no way I'm going
to go build a financial product

00:31:36.090 --> 00:31:37.260
just for the cleaning industry.

00:31:37.530 --> 00:31:41.070
When QuickBooks has nailed
financial product for SMB

00:31:41.070 --> 00:31:43.200
in general, it's just, it's

00:31:43.439 --> 00:31:43.860
Mike: that,

00:31:44.610 --> 00:31:47.070
Caden: and, and making sure that
they're doing a good job with it.

00:31:47.070 --> 00:31:47.370
Right.

00:31:47.700 --> 00:31:52.139
Um, and they are, and so for
me, I don't want to spend our

00:31:52.139 --> 00:31:55.290
precious time and resources on
something that already works there.

00:31:55.649 --> 00:32:00.030
Um, but as for us, and I've,
and I've had conversations with

00:32:00.030 --> 00:32:01.139
the both of you about this is.

00:32:01.574 --> 00:32:07.304
Um, our ability to get connected, um,
because we already do it as a business.

00:32:07.304 --> 00:32:09.675
We probably have 15 some
odd softwares that we use to

00:32:09.675 --> 00:32:11.715
operate our business, right?

00:32:11.834 --> 00:32:16.364
From a technology standpoint, from how
we're managing our database and our

00:32:16.364 --> 00:32:18.405
projects and all those things integrate.

00:32:19.260 --> 00:32:20.610
But that's the software world.

00:32:20.730 --> 00:32:22.500
It doesn't take so much of management.

00:32:22.890 --> 00:32:28.260
And as we're such young businesses in
the technology space trying to solve

00:32:28.260 --> 00:32:32.640
needs, for us, it's been the next step
of how do we connect to the next 2000

00:32:32.640 --> 00:32:36.120
platforms that are gonna be gonna come in
this space over the next five, 10 years.

00:32:36.480 --> 00:32:36.780
Right.

00:32:36.780 --> 00:32:39.540
Or the other platforms that already
exist out there with financial

00:32:39.540 --> 00:32:42.930
platforms, time-tracking platforms,
inventory management systems.

00:32:43.110 --> 00:32:46.320
Because all of those technologies
are researching that specific

00:32:46.320 --> 00:32:47.250
job and how to do it well.

00:32:47.610 --> 00:32:50.760
And so for clean, intelligent, it
was, Hey, we had to scale back.

00:32:50.760 --> 00:32:54.510
We had to understand what do we do
best and how do we stick to that?

00:32:54.510 --> 00:32:55.919
How do we innovate on top of that?

00:32:56.340 --> 00:33:00.389
And number two, how do we connect to
the other platforms appropriately within

00:33:00.389 --> 00:33:02.700
reason that would make sense to connect?

00:33:02.700 --> 00:33:08.790
And so, uh, that's been huge,
uh, for, um, end of 2019 and

00:33:08.790 --> 00:33:10.409
beginning of 2020 to prep for.

00:33:10.800 --> 00:33:12.690
Uh, our system to be that.

00:33:12.960 --> 00:33:18.810
Now the unfortunate disadvantage for us
is we have 17 years of code, in essence,

00:33:18.840 --> 00:33:23.430
that we've had to go back through and, and
prep for that, uh, technology advancement.

00:33:23.430 --> 00:33:26.010
Because when clean Teligent
was built, that wasn't even

00:33:26.010 --> 00:33:28.590
a, a mindset of a one day.

00:33:28.590 --> 00:33:33.120
This is going to need to connect to a,
what people might consider competing

00:33:33.120 --> 00:33:35.160
products or like-minded products.

00:33:35.670 --> 00:33:38.160
And so for us, that was
our number one focus.

00:33:38.160 --> 00:33:39.450
And still, um.

00:33:40.185 --> 00:33:44.475
Is is in development, uh, with APIs and
connections that are in beta right now.

00:33:44.475 --> 00:33:48.765
And so for us, that's kind of our next
big thing is how do we capitalize our

00:33:48.765 --> 00:33:52.425
product into aspects of businesses and
other products that exist out there

00:33:52.665 --> 00:33:57.075
and increase the efficiency and flow
between product communication between

00:33:57.075 --> 00:33:58.425
one product to another platform.

00:33:58.845 --> 00:34:02.325
So that's kind of been the biggest
thing for us, is to eliminate the

00:34:02.325 --> 00:34:04.515
headache of now what this industry is.

00:34:04.995 --> 00:34:09.315
Going to start experiencing with
more and more of us trying to create

00:34:09.764 --> 00:34:13.455
tools for different sources is how
do you manage which ones you prefer.

00:34:14.054 --> 00:34:17.385
Um, because people want the
best of the best of everything.

00:34:17.685 --> 00:34:21.795
And if they're going to get that, they
have to package everything together,

00:34:22.275 --> 00:34:27.585
um, and be, you know, turning to a
company like Salesforce, that there

00:34:27.585 --> 00:34:30.105
was one piece that Salesforce offered.

00:34:30.105 --> 00:34:32.985
And now Salesforce is
such an integrated suite.

00:34:32.985 --> 00:34:33.525
It's almost.

00:34:34.350 --> 00:34:41.190
Industry standard, um, that everything has
to integrate into Salesforce, um, for them

00:34:41.190 --> 00:34:42.660
to be successful in their business ops.

00:34:42.990 --> 00:34:50.040
So that's kind of been the, the most
immediate, short term vision for

00:34:50.040 --> 00:34:54.090
clean Teligent as far as the longterm
vision for clean, intelligent, um,

00:34:54.690 --> 00:34:58.140
something we really spent, like I'd
mentioned on research the last 18 to

00:34:58.140 --> 00:34:59.850
24 months with something called ODI.

00:35:00.225 --> 00:35:05.055
Which is a, a process, um, call it, uh,
it's stands for outcome driven innovation.

00:35:05.654 --> 00:35:08.415
And, uh, that's what we
really got super focused on.

00:35:08.745 --> 00:35:12.375
We actually launched a, uh,
a research project to last,

00:35:12.465 --> 00:35:13.965
uh, four months of last year.

00:35:14.355 --> 00:35:17.865
Um, got a bunch of survey
respondents to dive in and it

00:35:17.865 --> 00:35:19.065
wasn't related to our product.

00:35:19.065 --> 00:35:23.355
It was just pure industry knowledge
across the end users who were.

00:35:23.775 --> 00:35:25.904
Explaining the problems from their eyes.

00:35:26.355 --> 00:35:30.105
And, uh, that data that we started
sifting through back in February.

00:35:30.404 --> 00:35:32.475
It's just mindblowing is fascinating.

00:35:32.654 --> 00:35:37.575
Some small things, it's fun to go through
and be like, wow, like our technology

00:35:37.575 --> 00:35:41.115
solves a third of the issues that
they currently are complaining about.

00:35:41.445 --> 00:35:45.645
How are we not marketing ourselves or
positioned ourselves to be that solution?

00:35:46.065 --> 00:35:50.955
Um, you know, Michael, you talked about
this of just like, people start using

00:35:50.955 --> 00:35:52.305
your product in ways that you just like.

00:35:53.235 --> 00:35:54.585
I didn't think it would be used that way.

00:35:54.765 --> 00:35:58.575
You know, that's, that's been clean
Teligent for years of just like, I

00:35:58.575 --> 00:36:02.475
had no idea what is ever going to be
intended, but it's still a solution.

00:36:02.475 --> 00:36:03.525
It's still a viable solution.

00:36:03.525 --> 00:36:04.305
It's not a workaround.

00:36:04.545 --> 00:36:05.475
It actually works.

00:36:05.475 --> 00:36:08.595
And so, um, you know, it's
building off of those to

00:36:08.595 --> 00:36:09.884
capitalize on them even more in the

00:36:09.884 --> 00:36:10.245
Mike: future.

00:36:12.315 --> 00:36:12.884
Nice.

00:36:12.975 --> 00:36:13.545
Ricky: Nice.

00:36:14.655 --> 00:36:16.745
What about, uh, what's
your thoughts on that?

00:36:16.745 --> 00:36:20.655
I don't mean you go back and forth
on just what's possible, but.

00:36:21.120 --> 00:36:21.600
Mike: Yeah.

00:36:21.600 --> 00:36:25.380
So I mean, when you look at the cleaning
industry, just for a moment, you

00:36:25.380 --> 00:36:29.670
know, not looking at sweat per se, but
the surface is just being scratched.

00:36:29.760 --> 00:36:33.690
And as we just talked about, the
ISIS, the convention is huge.

00:36:33.720 --> 00:36:35.310
It's a $64 billion industry.

00:36:35.640 --> 00:36:39.600
And I wonder, you know, I, I've thought
about this a lot over the years.

00:36:40.500 --> 00:36:42.810
Are there not a lot of solutions because.

00:36:43.170 --> 00:36:46.240
You know, people don't care about
the industry, they, you know, or,

00:36:46.240 --> 00:36:48.600
or is it the fact that the people
in the industry were not ready?

00:36:48.630 --> 00:36:52.200
So I, you know, there are software
companies that have come before us were

00:36:52.200 --> 00:36:54.150
key and probably for clean intelligence

00:36:54.450 --> 00:36:54.990
Caden: that have like,

00:36:55.320 --> 00:36:58.320
Mike: gone up and gone down and, and
clean tells you, you guys have done

00:36:58.320 --> 00:37:03.990
a great job at, you know, just like
repositioning and like, it's amazing

00:37:03.990 --> 00:37:05.190
because a lot of companies can't do it.

00:37:05.580 --> 00:37:10.020
Um, but the industry to
steel is, it's ready now.

00:37:10.320 --> 00:37:12.470
And so when you take a group that's.

00:37:12.885 --> 00:37:13.935
That's ready for it.

00:37:13.935 --> 00:37:16.995
That their customers, you know,
the office managers, the facility

00:37:16.995 --> 00:37:19.935
managers, start demanding and
saying like, you saw clean Teligent.

00:37:19.935 --> 00:37:23.565
We've had people put swept,
uh, in proposals and RFPs.

00:37:23.565 --> 00:37:27.225
Like, so now your clients
are asking for it.

00:37:27.525 --> 00:37:31.855
Um, you're hearing what your peers, you
know, so swept like our clients, we,

00:37:31.855 --> 00:37:33.615
we, we looked at our data last year.

00:37:34.365 --> 00:37:38.325
They retain their contracts 91%
better than industry standard.

00:37:38.820 --> 00:37:39.570
Why is that?

00:37:39.720 --> 00:37:43.050
Well, because they're using,
they can get ahead of things.

00:37:43.050 --> 00:37:46.050
And so, and I'm guessing that with
clean, intelligent, it's similar that

00:37:46.050 --> 00:37:49.590
you guys said that your, your, your
clients are performing better than

00:37:49.590 --> 00:37:51.780
their peers because they're advancing.

00:37:51.780 --> 00:37:55.230
So when I think about technology
and the industry as a whole, people

00:37:55.230 --> 00:37:57.030
are, are more willing to use it.

00:37:57.360 --> 00:37:59.190
Uh, their clients are demanding it.

00:37:59.550 --> 00:38:02.460
People like us are, you know, thinking
about how we're going to, we're

00:38:02.460 --> 00:38:03.900
thinking about them as the end user.

00:38:04.360 --> 00:38:06.220
The surface is just being scratched.

00:38:06.310 --> 00:38:09.460
It's like it's such an
exciting time because, yep.

00:38:10.630 --> 00:38:11.860
Endless opportunity, basically.

00:38:12.310 --> 00:38:12.910
Yeah, for sure.

00:38:13.840 --> 00:38:17.560
Ricky: And I think you touched on
it earlier in the conversation,

00:38:18.370 --> 00:38:20.290
it's a ecosystem, right?

00:38:20.290 --> 00:38:22.600
I think all three of us that
said that at one point where.

00:38:23.460 --> 00:38:26.970
I, you know, I'm always, I'm out there,
you know, not coaching or mentoring, but

00:38:26.970 --> 00:38:32.790
I'm listening and I'm talking to a lot of
the people in the space and they, they're

00:38:32.799 --> 00:38:38.220
hungry for something, for the solutions,
but they want to do everything right.

00:38:38.220 --> 00:38:39.569
They want to try to use different things.

00:38:40.589 --> 00:38:43.830
It'd be great if I could use this
for that, this, this, you know,

00:38:43.839 --> 00:38:46.440
or it'd be great if there was
one thing for everything, right?

00:38:47.009 --> 00:38:49.890
But if you peel that
onion back and you say.

00:38:50.250 --> 00:38:52.530
Well does one thing have to do everything?

00:38:52.800 --> 00:38:53.190
You know?

00:38:53.400 --> 00:38:57.510
Can there be an ecosystem where
there'll be a joint effort with

00:38:57.520 --> 00:38:58.980
solutions that you said again?

00:38:58.980 --> 00:38:59.610
Right.

00:38:59.820 --> 00:39:01.040
I enrolled a lot of them.

00:39:01.040 --> 00:39:05.340
I use nine, nine different
pieces of softwares.

00:39:05.640 --> 00:39:10.590
Not that me, myself, but the company
like, and we just have to, and it's

00:39:10.590 --> 00:39:12.400
easy and you come to go and do this.

00:39:13.245 --> 00:39:16.455
And there is some manual
processes that get affected by

00:39:16.755 --> 00:39:18.195
not being able to integrate.

00:39:18.195 --> 00:39:22.185
So I think that word integration,
um, is being used a lot.

00:39:22.275 --> 00:39:22.755
And it's.

00:39:23.340 --> 00:39:25.470
And it's people that don't
even need to be tactical.

00:39:25.470 --> 00:39:29.040
Like I'm in a lot of Facebook groups
and I hear them talk about integration.

00:39:29.460 --> 00:39:30.990
They'll throw the word Zapier.

00:39:31.350 --> 00:39:36.330
I'm like, you know what's
happened six months ago?

00:39:37.860 --> 00:39:40.830
So it's, it's coming, it's coming.

00:39:41.190 --> 00:39:42.750
It's, it's the future.

00:39:42.779 --> 00:39:44.009
It's, we have to be ready.

00:39:44.009 --> 00:39:45.060
We have to give for it.

00:39:45.840 --> 00:39:48.900
I mean, it's, I feel like it's the
only way to people to be best at

00:39:48.900 --> 00:39:52.110
what they do and to be great at
what they do instead of being, okay.

00:39:52.140 --> 00:39:53.070
That's the only different things.

00:39:53.640 --> 00:39:58.110
Um, but that, let's talk about a topic
that has been on a lot of people's

00:39:58.110 --> 00:39:59.970
minds, uh, on the cleaning side.

00:40:00.360 --> 00:40:02.940
Um, you know, we are considered
essential services right now.

00:40:03.060 --> 00:40:07.590
I still say we, cause you know, my son
cleaning business, but how has called the

00:40:07.590 --> 00:40:10.590
19 affected you guys in your day to day?

00:40:10.680 --> 00:40:11.910
Um, have you pivoted?

00:40:11.910 --> 00:40:12.510
How have you.

00:40:13.080 --> 00:40:17.130
Use the knowledge content come out there.

00:40:17.450 --> 00:40:19.130
We don't talk about it like mine.

00:40:19.310 --> 00:40:21.160
What have you guys seen on the swept side?

00:40:21.890 --> 00:40:22.880
Even saw you.

00:40:22.910 --> 00:40:24.650
You too, because you're in Canada, right?

00:40:24.650 --> 00:40:27.470
So it's like, is it a little
different than here in the States?

00:40:27.600 --> 00:40:29.480
How are you guys impacted

00:40:29.480 --> 00:40:29.810
Mike: recovery.

00:40:30.375 --> 00:40:32.865
I mean, most of our client base is us.

00:40:33.075 --> 00:40:35.085
We have, you know, we're in Canada.

00:40:35.175 --> 00:40:40.125
Uh, but you know, we've got clients
around the world, Europe and Australia and

00:40:40.125 --> 00:40:46.305
whatnot, but most of it's concentrated in
the U S um, you know, from my customer's

00:40:46.305 --> 00:40:51.045
perspective, the things I'm hearing and,
you know, the webinars, um, you know.

00:40:51.690 --> 00:40:53.490
People were able to
balance out their business.

00:40:53.490 --> 00:40:54.450
A lot of times.

00:40:54.540 --> 00:40:57.720
Um, there's a lot of fear and concern
about how long this is going to last, but

00:40:58.020 --> 00:41:02.400
people are doing disinfected cleanings,
deep cleanings and whatnot there.

00:41:02.910 --> 00:41:07.379
Um, so people are managing, I
think we're managing really well.

00:41:07.379 --> 00:41:10.560
And from swaps perspective, um, you know.

00:41:12.240 --> 00:41:15.840
We made a few adjustments
and in our, in our team.

00:41:16.110 --> 00:41:18.480
And the reason for that is, you
know, we're a software company.

00:41:18.480 --> 00:41:23.030
We're looking to innovate, drive fast,
but there's been so many people over

00:41:23.030 --> 00:41:25.190
the last number of years that said, uh.

00:41:25.590 --> 00:41:29.160
If you know, software companies
go to business, uh, you know,

00:41:29.160 --> 00:41:30.690
we know these things happen.

00:41:30.940 --> 00:41:32.940
They raise money and they spend it.

00:41:32.980 --> 00:41:33.720
They go to business.

00:41:33.720 --> 00:41:38.640
But I'm putting my cleaners, my, you know,
my whole operations into your company.

00:41:38.640 --> 00:41:39.870
You can't go to business.

00:41:40.260 --> 00:41:42.690
Um, and you know, Ricky, like you slept.

00:41:42.690 --> 00:41:46.500
If, if we went away overnight, my
guess is there'd be a couple issues on

00:41:46.500 --> 00:41:49.140
Monday morning when you're trying to
figure out how to manage your business.

00:41:49.485 --> 00:41:50.325
So I take

00:41:50.325 --> 00:41:50.535
Ricky: that.

00:41:53.145 --> 00:41:55.515
Mike: So I take that so seriously.

00:41:55.575 --> 00:41:58.875
And so what we did was we
really positioned, um, we

00:41:58.875 --> 00:42:00.585
scaled back some of our sales.

00:42:00.825 --> 00:42:04.965
Um, and, but we're, we're still investing
in thought leadership and marketing

00:42:04.995 --> 00:42:07.275
and, and especially in Devin product.

00:42:07.275 --> 00:42:12.375
And so the whole idea is my focus
has shifted to my customers.

00:42:12.525 --> 00:42:13.695
How can I help them?

00:42:13.725 --> 00:42:14.985
What do they need?

00:42:15.315 --> 00:42:17.355
Um, so there's been a lot of outreach and.

00:42:17.700 --> 00:42:22.290
I, I think, you know, even as Katie was
mentioning, like he looks back and sees

00:42:22.290 --> 00:42:23.520
the data of what his customers are doing.

00:42:23.520 --> 00:42:28.740
So it's been a positive in the sense that
I've come even closer to my customers.

00:42:29.160 --> 00:42:33.930
Um, and uh, yeah, it's, it's something
I feel like we literally are all

00:42:33.930 --> 00:42:37.080
trying to get through together,
but we're well positioned to do it.

00:42:37.080 --> 00:42:37.640
And I think.

00:42:38.085 --> 00:42:40.815
What I keep hearing from people
is the opportunity in front of us,

00:42:41.085 --> 00:42:43.995
both from software providers, the
people out in the front lines, like

00:42:43.995 --> 00:42:45.705
there's a really big opportunity.

00:42:45.705 --> 00:42:49.185
We're so relevant, is that
we have to get through this.

00:42:49.515 --> 00:42:49.995
Caden: Um,

00:42:50.865 --> 00:42:51.135
Mike: so

00:42:53.865 --> 00:42:55.695
Ricky: you guys are intelligent.

00:42:55.695 --> 00:42:55.965
I think.

00:42:57.195 --> 00:43:01.455
I gotta believe now more than
ever because of Kobe 19 and just

00:43:01.755 --> 00:43:04.545
cleanliness, quality, and service.

00:43:05.145 --> 00:43:08.775
You, I mean, how is this affecting
you guys as a software company,

00:43:08.775 --> 00:43:10.995
but also as your customer base?

00:43:12.055 --> 00:43:12.445
Caden: Sure.

00:43:12.475 --> 00:43:16.705
Um, to start off with our customers,
it's, it's, uh, you know, Mike kind

00:43:16.705 --> 00:43:21.445
of said it is kind of a balancing
act between different, uh, customers.

00:43:21.835 --> 00:43:24.505
We look at some customers and
it depended on their portfolio

00:43:24.505 --> 00:43:25.735
of businesses that they serve.

00:43:26.065 --> 00:43:28.885
Um, and unfortunately we
had some customers that got

00:43:28.885 --> 00:43:30.895
slammed and got hit hard.

00:43:31.285 --> 00:43:34.015
Uh, they went out of business
and it's really, really sad.

00:43:34.455 --> 00:43:37.725
Um, and then we have other
customers that their portfolio was

00:43:37.725 --> 00:43:39.165
diverse and just different things.

00:43:39.464 --> 00:43:44.355
If they were portfolio focused more
on manufacturing side, they doubled

00:43:44.355 --> 00:43:47.834
their business in the last three weeks
because manufacturing needing to stay

00:43:47.834 --> 00:43:51.705
open and they want bathrooms cleaned
14 times a day, it seems like was

00:43:51.705 --> 00:43:53.384
just like as soon as someone uses it.

00:43:53.834 --> 00:43:57.495
Um, so it's, it's definitely a
balanced, um, as far as clean,

00:43:57.495 --> 00:44:01.455
intelligent, um, we've really tried
to focus on making sure our customers

00:44:01.455 --> 00:44:02.444
know that we're here for them.

00:44:02.835 --> 00:44:08.325
Um, you know, we, and it's, you
know, blessing to not have, had

00:44:08.325 --> 00:44:12.615
to make hard decisions with any
staff, uh, at clean, intelligent.

00:44:12.645 --> 00:44:16.305
It's been really, um, truly,
really grateful for, for that.

00:44:16.575 --> 00:44:19.485
Um, and Clinton has also survived
through, and especially as a

00:44:19.485 --> 00:44:23.535
really young startup, um, the 2008,
2009 era in the United States.

00:44:23.835 --> 00:44:29.955
Um, and this is, you know, definitely a
lot, a lot worse than, than that was, um.

00:44:30.915 --> 00:44:33.375
But I feel like in general,
as a software provider to the

00:44:33.375 --> 00:44:36.015
cleaning industry, the cleaning
industry is an essential industry.

00:44:36.435 --> 00:44:41.715
And so, um, people have had to
rely on, uh, our customers staying

00:44:41.715 --> 00:44:43.695
open and trying the best they can.

00:44:44.145 --> 00:44:48.675
Um, and it's, it's a great position
to be in, to be able to help.

00:44:49.125 --> 00:44:52.425
Um, so we've, we've done things,
we have had deals running for,

00:44:52.815 --> 00:44:57.165
uh, new people coming on board of
just free or heavily discounted.

00:44:57.165 --> 00:44:58.665
Or if customers being like, Hey.

00:44:59.384 --> 00:45:01.095
My whole business just like, shut down.

00:45:01.095 --> 00:45:02.475
I just, I need to cancel.

00:45:02.475 --> 00:45:05.115
And we're like, Hey, you got
the next three to six months

00:45:05.115 --> 00:45:06.195
until you're back on your feet,

00:45:06.495 --> 00:45:06.765
Mike: like

00:45:06.825 --> 00:45:07.785
Caden: we're here for you.

00:45:08.205 --> 00:45:11.025
Um, so that's, that's kinda how
clean intelligence responded.

00:45:11.115 --> 00:45:14.085
Um, as well as, I mean, there are so
many other companies that I wish I could

00:45:14.085 --> 00:45:16.245
do as much as some others have done.

00:45:16.665 --> 00:45:17.115
Um.

00:45:17.895 --> 00:45:21.525
But you know, at the end of the
day, uh, doing all we can to support

00:45:21.555 --> 00:45:25.065
them, uh, to let them know we're
here for them, that we love them, um,

00:45:25.185 --> 00:45:26.924
and show our appreciation for them.

00:45:27.165 --> 00:45:29.685
We did, uh, do some
things on social media.

00:45:30.075 --> 00:45:33.555
Uh, we started this heroes of clean
hashtag that we put a lot of emphasis

00:45:33.555 --> 00:45:39.355
on, um, just competitions, recognizing
cleaners, um, just trying to, to

00:45:39.444 --> 00:45:43.605
be, uh, giving the highlight where
it's needed and where it should be.

00:45:43.605 --> 00:45:44.205
Do so.

00:45:44.685 --> 00:45:45.255
Yeah, I

00:45:45.255 --> 00:45:48.615
Ricky: mean, this is definitely the
time that, and this is what I've

00:45:48.615 --> 00:45:52.245
been telling everybody to do, is we
were considered essential, right?

00:45:52.245 --> 00:45:55.125
So, yes, this is a black Swan event.

00:45:55.155 --> 00:45:55.485
This is

00:45:55.485 --> 00:45:55.515
a

00:45:55.515 --> 00:45:56.175
Mike: pandemic.

00:45:56.175 --> 00:45:56.655
There is,

00:45:57.255 --> 00:46:01.245
Ricky: there's no, no really positive
way to look at what's going on.

00:46:01.695 --> 00:46:05.985
But the positivity, I can say that,
that we can share proven spaces.

00:46:07.140 --> 00:46:08.580
This is our time to shine, right?

00:46:08.580 --> 00:46:10.380
This is the time for our customers.

00:46:10.410 --> 00:46:13.980
For me, as you know, it's my
family business to, to stay.

00:46:14.490 --> 00:46:16.210
Uh, now more than ever, we met.

00:46:16.320 --> 00:46:16.590
Right.

00:46:16.590 --> 00:46:21.000
You know, I, I want to put ourselves out
there with the first responders are nurses

00:46:21.000 --> 00:46:22.830
or cops and you know, things like that.

00:46:23.280 --> 00:46:24.630
But we're pretty damn close, right?

00:46:24.630 --> 00:46:29.070
Like if you think about it, report into
spaces, then there's comfort cases.

00:46:29.260 --> 00:46:33.180
You're decontaminating
a comfort case areas.

00:46:33.180 --> 00:46:33.690
So.

00:46:34.185 --> 00:46:36.675
Putting businesses not where
they're at already, to either

00:46:36.855 --> 00:46:39.405
prove the professionalism right.

00:46:39.435 --> 00:46:45.615
Um, you guys, company's gone out of
business that this is a way to improve.

00:46:45.645 --> 00:46:46.485
Take a step back.

00:46:46.605 --> 00:46:47.475
People are closed.

00:46:47.865 --> 00:46:50.955
You know what I'm trying to tell people,
which I'm sure you guys do, is you

00:46:50.955 --> 00:46:52.905
don't check, diversify your business.

00:46:53.085 --> 00:46:56.555
This is what, you know, share the
bad, and you had too many buckets,

00:46:56.555 --> 00:46:59.055
too many eggs in one basket, or
too many things in one bucket.

00:47:00.350 --> 00:47:03.779
Manufacturing, you know, have
some residential, have some

00:47:03.779 --> 00:47:05.700
healthcare, have some hospitality.

00:47:06.960 --> 00:47:09.629
This is an eyeopening situation.

00:47:09.629 --> 00:47:10.259
Like I got to say,

00:47:11.600 --> 00:47:11.750
Mike: yeah.

00:47:11.810 --> 00:47:15.230
One thing I'll, I'll mention Ricky,
you know, for everyone out there who's

00:47:15.230 --> 00:47:19.850
listening to this, um, your clients
are looking to you to be the leader.

00:47:20.280 --> 00:47:21.930
And that can be a little bit scary.

00:47:21.960 --> 00:47:25.860
And you know, we've had past webinars
and I've asked people in a poll, how

00:47:25.860 --> 00:47:28.860
many of you reached out to your clients
in the last three or four weeks?

00:47:29.220 --> 00:47:32.400
And I think there's was
like 65% said they hadn't.

00:47:33.180 --> 00:47:37.170
And you know, my, my guests, and I've
talked to some people afterwards, is

00:47:37.170 --> 00:47:40.650
that people are scared that they reach
out, they don't have the answers.

00:47:40.740 --> 00:47:42.210
Maybe they're going to
lose their contract.

00:47:42.240 --> 00:47:42.960
They're scared that like.

00:47:44.565 --> 00:47:45.735
You are essential.

00:47:45.765 --> 00:47:46.815
People need you.

00:47:46.905 --> 00:47:50.265
And if you don't get out there and
talk to your clients, what's going

00:47:50.265 --> 00:47:53.355
to happen is another cleaning company
is going to come up and they're going

00:47:53.355 --> 00:47:56.865
to tell them about all the wonderful
things that they do that you're probably

00:47:56.865 --> 00:48:00.795
already doing, and they're going to
fire you and hire that other company.

00:48:00.795 --> 00:48:04.125
So sometimes it can be a little bit
scary to be a leader in stand up.

00:48:04.485 --> 00:48:08.115
Um, and oftentimes this industry has
kind of forgotten and in the background.

00:48:08.669 --> 00:48:11.759
And so now that the spotlight's on
you, it can be a little unnerving, but

00:48:11.970 --> 00:48:16.049
you know, reach out to us, reach out
to other people for mentorship, but

00:48:16.049 --> 00:48:18.540
you have to have those conversations.

00:48:18.660 --> 00:48:21.569
Um, it's going to really solidify
the relationships you have with your

00:48:21.569 --> 00:48:25.140
customers, um, and you know, and then just
goes from referrals and everything else.

00:48:25.140 --> 00:48:26.549
But now is our time.

00:48:27.000 --> 00:48:28.950
Ricky: That's a great, great point.

00:48:28.950 --> 00:48:29.310
Where

00:48:33.040 --> 00:48:35.160
all the other software
companies in their spaces.

00:48:35.910 --> 00:48:37.080
We use us.

00:48:37.110 --> 00:48:37.430
Right?

00:48:37.440 --> 00:48:39.390
But we know this space.

00:48:39.480 --> 00:48:40.500
You know, we've been there.

00:48:40.500 --> 00:48:41.730
Well, you know, we've
been there for a while.

00:48:41.730 --> 00:48:44.580
Chronology for many years, might
do all the business, right?

00:48:44.580 --> 00:48:44.790
Is

00:48:45.600 --> 00:48:46.680
Mike: don't be afraid to reach

00:48:46.710 --> 00:48:48.150
Ricky: out to your software solution.

00:48:48.480 --> 00:48:50.700
It'll come to people like us.

00:48:51.510 --> 00:48:55.710
We can give you, you know,
templates, email, hobbies.

00:48:56.100 --> 00:48:58.560
You know how to burn out
of, how to work something.

00:48:58.560 --> 00:49:00.060
You know, how to present it the right way.

00:49:00.509 --> 00:49:03.600
Because you're right, that
we should be speaking to our

00:49:03.600 --> 00:49:05.069
customers in this time, right?

00:49:05.080 --> 00:49:07.049
We shouldn't be sending out,
but I love seeing all those

00:49:07.049 --> 00:49:09.330
reopening programs, right.

00:49:09.330 --> 00:49:13.350
Because that's exactly what it is,
is you're getting your client ready.

00:49:13.740 --> 00:49:14.940
They're reaching out to them.

00:49:15.000 --> 00:49:17.400
You know, you're, are we safe to open?

00:49:17.400 --> 00:49:18.000
What should we do?

00:49:18.000 --> 00:49:19.450
What's the extra test.

00:49:20.265 --> 00:49:21.825
Put it together, put a program together.

00:49:21.825 --> 00:49:25.365
I'm sure each one of you guys have
a template or a presentation you

00:49:25.365 --> 00:49:27.225
could say here, slap your name on it.

00:49:27.285 --> 00:49:27.885
Go ahead.

00:49:28.035 --> 00:49:28.545
Mike: Use it.

00:49:28.575 --> 00:49:28.755
Ricky: Yep.

00:49:29.565 --> 00:49:32.625
That's what we're here for is
not just software solutions,

00:49:33.395 --> 00:49:35.445
but industry related solutions.

00:49:36.135 --> 00:49:36.405
Caden: For sure.

00:49:37.155 --> 00:49:37.845
So

00:49:37.905 --> 00:49:42.345
Ricky: another, another
topic I wanted to touch on.

00:49:42.405 --> 00:49:43.755
You know, this is great stuff guys.

00:49:43.755 --> 00:49:44.355
I hope you guys.

00:49:44.715 --> 00:49:45.225
Love.

00:49:45.295 --> 00:49:46.125
I mean, this is some

00:49:46.245 --> 00:49:47.685
Caden: meat, meat.

00:49:47.805 --> 00:49:48.405
I'll tell you this.

00:49:48.795 --> 00:49:52.995
Ricky: So think about, let's think about
the small business owner right now, right?

00:49:53.355 --> 00:49:55.485
This is, like I said, this is
a time that these, that these

00:49:55.485 --> 00:49:56.565
people could be thinking of.

00:49:56.805 --> 00:49:58.695
How do I fix my operations?

00:49:58.695 --> 00:49:59.895
I might fix my processes.

00:50:00.315 --> 00:50:02.415
Um, how do I get back
to the drawing board?

00:50:02.475 --> 00:50:03.495
What should I improve?

00:50:03.855 --> 00:50:07.005
Well, software solutions are one
of those ways that you can improve.

00:50:07.544 --> 00:50:09.435
But it could be overwhelming, right?

00:50:09.674 --> 00:50:13.185
You see people that, you know, you
could do Slack for this and you swept

00:50:14.654 --> 00:50:19.484
intelligent, but it is what, what's a
proper way you guys think a, let's just

00:50:19.484 --> 00:50:25.004
say 10 employee company as the main
owner who has to wear all the hats.

00:50:25.245 --> 00:50:29.504
How should they implement technology and
what are the steps they should look at?

00:50:29.654 --> 00:50:30.134
Um.

00:50:30.839 --> 00:50:34.950
You know, a general outlook, how
should somebody implement software

00:50:34.950 --> 00:50:37.950
and how should they determine
what is a good solution or not?

00:50:38.399 --> 00:50:39.180
You know, Mike, do you want

00:50:39.180 --> 00:50:39.720
Mike: to start with that?

00:50:40.620 --> 00:50:40.890
Yeah.

00:50:40.919 --> 00:50:44.939
I all answer this, and it might be
a little bit around the boat, but

00:50:45.509 --> 00:50:48.089
so much of it comes down to mindset
because at the end of the day.

00:50:48.810 --> 00:50:51.810
The software that you're trying
to use is too complicated for you,

00:50:52.080 --> 00:50:55.950
you should probably abandon it, um,
because it has to be easy for you.

00:50:55.950 --> 00:51:00.779
So, um, what we've seen is that what
we call like a customer journey, they

00:51:00.779 --> 00:51:04.049
become aware of the need to use software.

00:51:04.080 --> 00:51:06.210
They come in and they try
it and they go through.

00:51:06.210 --> 00:51:09.750
And what happens so
often is people go from.

00:51:10.634 --> 00:51:13.274
You know, being a little scared,
not really sure if they're

00:51:13.274 --> 00:51:14.835
comfortable using it too.

00:51:14.835 --> 00:51:16.725
All of a sudden they get that aha moment.

00:51:16.725 --> 00:51:18.944
As I mentioned earlier, when
they experienced innovation, they

00:51:18.944 --> 00:51:20.265
experienced some positive of it.

00:51:20.535 --> 00:51:24.075
So getting them from being
concerned to that, that feeling of

00:51:24.075 --> 00:51:26.805
like I've got success is, is key.

00:51:27.555 --> 00:51:30.884
But what's so fascinating in this
industry, because it's so far behind, is

00:51:30.884 --> 00:51:35.085
that once they get there, they go another
three months, nine months, 12 months.

00:51:35.640 --> 00:51:38.730
And then all of a sudden they become
experts and they say, you should have

00:51:38.730 --> 00:51:40.170
this feature, you should do this.

00:51:40.440 --> 00:51:40.879
Do that.

00:51:40.890 --> 00:51:44.770
I think a year ago you found the
on pen and paper and you know, and

00:51:44.839 --> 00:51:46.290
you had no concept of this at all.

00:51:46.290 --> 00:51:49.440
But it's, I always appreciate
that and I joke about it, cause

00:51:49.440 --> 00:51:51.720
I'm sure you guys deal with this,
like the feature request thing.

00:51:52.170 --> 00:51:55.350
Um, and Kayden you mentioned earlier you
can't build everything people want, but

00:51:55.620 --> 00:51:58.049
at the end of the day it's so wonderful.

00:51:58.049 --> 00:52:00.660
So, you know, getting back to
your direct question, or if

00:52:00.660 --> 00:52:01.560
you'd like, what should they do?

00:52:02.279 --> 00:52:04.140
They have to be willing.

00:52:04.620 --> 00:52:08.370
To say, this is the wave of the
future, and I want to be part of it.

00:52:08.760 --> 00:52:11.610
Like that one thing, because when
you're demoing someone, you're talking

00:52:11.610 --> 00:52:14.640
to someone and they're, they're
still doubting it or they're scared.

00:52:14.640 --> 00:52:17.910
So their defense mechanism is like,
well, we've done it like this for years.

00:52:17.910 --> 00:52:20.970
I don't think we need this, that
they're dead in the water man.

00:52:21.210 --> 00:52:23.250
They need to say, you know what?

00:52:24.255 --> 00:52:25.035
I don't know how to do this.

00:52:25.035 --> 00:52:27.975
I'm terrified, but my clients want
it, so I'm going to figure it out.

00:52:28.035 --> 00:52:31.035
Because they have, if you have the
capacity to run the business and you

00:52:31.035 --> 00:52:35.475
can figure out technology, um, it's,
it's okay to be scared maybe as the

00:52:35.475 --> 00:52:38.175
thing like, and we've got people
who drive into it and are fine.

00:52:38.175 --> 00:52:41.955
We've got on people who come in timid,
but it's, I find the people who say

00:52:41.955 --> 00:52:45.825
that, you know, you know, we tried it
and, uh, you know, we're gonna leave.

00:52:45.915 --> 00:52:46.815
It's been three months.

00:52:46.815 --> 00:52:47.775
We haven't had any value.

00:52:47.775 --> 00:52:49.305
And you look and they
haven't signed in once.

00:52:50.565 --> 00:52:53.535
That's like, it's like buying a gym
membership and expecting abs and sitting

00:52:53.535 --> 00:52:57.675
home and it's like, I don't care if you
don't buy gym membership and complaint.

00:52:57.675 --> 00:52:58.215
It didn't work.

00:52:58.245 --> 00:52:58.575
Right.

00:53:00.525 --> 00:53:00.735
Yeah.

00:53:01.865 --> 00:53:03.285
That's my take on it, man.

00:53:04.365 --> 00:53:04.785
Caden: Yeah.

00:53:05.940 --> 00:53:08.700
Um, you know, very much similar.

00:53:09.509 --> 00:53:13.920
At the end of the day, if people don't
know what they want and they just want

00:53:13.920 --> 00:53:16.950
technology because they're told to
have it, I can guarantee you already

00:53:16.950 --> 00:53:19.529
know what their future looks like using
technology, it's not going to work

00:53:20.129 --> 00:53:23.819
because technology in and of itself as
a solution, if someone's like, Hey, I'm

00:53:23.819 --> 00:53:27.629
supposed to do inspections, you know how
many clients have called it not clients?

00:53:27.660 --> 00:53:29.190
Potential clients have called and be like.

00:53:29.900 --> 00:53:34.070
Damn clean intelligence is, is in this
RFP, and I have no clue what you guys

00:53:34.070 --> 00:53:36.830
are, but I have to get you because
I can't win this bid without you.

00:53:37.250 --> 00:53:41.030
And you know, honestly, there's, there's
a part of me, I'm like, well, I actually

00:53:41.030 --> 00:53:46.010
don't want you as a client because
they're, you know, I wouldn't necessarily

00:53:46.040 --> 00:53:50.360
say that straight off the bat, but there's
a, there's a level of who they are as a

00:53:50.360 --> 00:53:52.400
business is they aren't looking for it.

00:53:52.670 --> 00:53:56.510
And so I hate to, you know, lead
you into this vision that it's gonna

00:53:56.510 --> 00:53:57.590
solve all your problems because.

00:53:58.405 --> 00:54:01.035
It has to be initiated by you.

00:54:01.425 --> 00:54:02.085
And so

00:54:02.865 --> 00:54:03.495
Mike: there's that.

00:54:03.585 --> 00:54:04.095
Caden: There's that thing.

00:54:04.095 --> 00:54:06.285
I'll tell a client and be
like, well, what's your, what

00:54:06.285 --> 00:54:07.185
are you wanting to accomplish?

00:54:07.185 --> 00:54:07.425
I don't know.

00:54:07.435 --> 00:54:08.505
We need to do inspections.

00:54:08.865 --> 00:54:10.755
And I'm just like, Hey,
we're here to help you.

00:54:11.175 --> 00:54:14.865
Um, but you need to build a quality
control program, not do inspections.

00:54:14.865 --> 00:54:17.145
Doing inspections doesn't mean
you have quality control program.

00:54:17.505 --> 00:54:18.045
And so.

00:54:18.945 --> 00:54:21.705
You know, our approach to quality
control is very much a customized

00:54:21.705 --> 00:54:24.585
approach because every single one of
their clients are very different from

00:54:24.585 --> 00:54:27.435
one another, and they're demanding
things and they want it their way.

00:54:27.435 --> 00:54:29.325
And so they're trying to
accommodate to their client.

00:54:29.775 --> 00:54:34.155
And so, you know, we tell them like,
Hey, you guys need to be in this for the

00:54:34.155 --> 00:54:37.495
long haul because it is not a just click
of a button and all of a sudden you.

00:54:38.175 --> 00:54:39.825
I could be doing
inspections in five minutes.

00:54:39.825 --> 00:54:43.215
I've never used my platform before,
but that's not the purpose of quality

00:54:43.215 --> 00:54:45.885
control is you have to have a strategy.

00:54:45.885 --> 00:54:47.025
What are you trying to get out of it?

00:54:47.175 --> 00:54:48.975
What data is important to the client?

00:54:49.365 --> 00:54:50.745
Um, because a

00:54:50.745 --> 00:54:51.945
Mike: true proactive

00:54:51.945 --> 00:54:56.355
Caden: approach means you have to know
the client so intimately that, uh.

00:54:56.895 --> 00:55:00.975
It's just hands down the best thing
that a client knows that you're

00:55:01.125 --> 00:55:04.875
being taken care of because they know
exactly what you're trying to look for.

00:55:04.905 --> 00:55:10.425
Always watch out for the special attention
given on conference room versus bathrooms.

00:55:10.425 --> 00:55:11.205
What bugs the client?

00:55:11.205 --> 00:55:13.845
Maybe the client has a pet peeve
for paper clips in the bathroom.

00:55:13.845 --> 00:55:14.385
For some reason.

00:55:15.255 --> 00:55:18.945
You want to be able to set up a program
that has making sure to track all the

00:55:18.945 --> 00:55:21.855
things that are important to your client,
not necessarily you as a business.

00:55:22.155 --> 00:55:24.465
Now you're there as a business
to educate them on what should be

00:55:24.465 --> 00:55:25.935
important, what should be best practices.

00:55:26.520 --> 00:55:28.140
But that's what we look for in a client.

00:55:28.170 --> 00:55:31.080
That's what you should be
thinking about and be open.

00:55:31.290 --> 00:55:31.920
At the end of the day.

00:55:31.950 --> 00:55:36.930
We are technology providers who have built
our businesses from the cleaning industry.

00:55:37.110 --> 00:55:39.840
We've gone through these processes,
but you know, the biggest thing in the

00:55:39.840 --> 00:55:43.380
back of all of our wallets is the fact
that we have an entire client base

00:55:43.380 --> 00:55:44.700
that we've helped accomplish this.

00:55:45.390 --> 00:55:49.050
And when we're talking to a
singular client, that's one process.

00:55:49.110 --> 00:55:51.120
We can go back and look through
our experience and be like.

00:55:51.645 --> 00:55:56.234
I got 45 clients in this case study
group that did the exact same thing,

00:55:56.234 --> 00:55:59.384
and you can, you know, they want to
hear that and it should be provided.

00:55:59.384 --> 00:55:59.595
So

00:56:00.855 --> 00:56:03.615
Mike: are you telling me
that they shouldn't just.

00:56:04.230 --> 00:56:04.620
Check.

00:56:04.620 --> 00:56:07.109
Yes, that everything is
perfect and an inspection,

00:56:09.509 --> 00:56:12.089
Caden: if you do every inspection
with a hundred percent you don't

00:56:12.089 --> 00:56:13.799
have a good quality control program.

00:56:15.390 --> 00:56:20.100
Ricky: So funny you guys just
say that because my quick story

00:56:20.100 --> 00:56:23.069
here is I was that person, right?

00:56:23.100 --> 00:56:26.129
So, and we had this conversation right?

00:56:26.129 --> 00:56:30.299
Or four years ago, this is
even before I use sweat, like.

00:56:30.990 --> 00:56:34.020
It is crew intelligible was one of the
first softwares that I was looking at

00:56:34.710 --> 00:56:36.480
and I was like, Oh, I need to have this.

00:56:37.200 --> 00:56:38.370
I own cleaning company.

00:56:38.520 --> 00:56:40.259
Um, I got to do inspections.

00:56:41.279 --> 00:56:43.500
I gotta I have to
purchase it, purchase it.

00:56:43.589 --> 00:56:44.880
They didn't use it for two months.

00:56:45.480 --> 00:56:47.370
Uh, but I was wearing the counting hat.

00:56:47.400 --> 00:56:49.290
I was wearing the sales hat I was wearing.

00:56:49.500 --> 00:56:51.390
I was wearing all the
hats of the business.

00:56:51.630 --> 00:56:55.170
So more than ever, people that are
listed in that are small business

00:56:55.170 --> 00:56:57.000
owners, like you guys nailed it.

00:56:57.000 --> 00:56:57.420
Where.

00:56:57.870 --> 00:56:58.860
Somebody needs to own it.

00:56:59.520 --> 00:56:59.759
You know?

00:56:59.790 --> 00:57:03.750
If you're not owning that solution
for that moment, if the quality

00:57:03.750 --> 00:57:08.700
control is not your job for the next
six months, you don't buy a software.

00:57:08.970 --> 00:57:11.370
If you're not trying to track
time and attendance for the next

00:57:11.370 --> 00:57:13.290
six months, don't use the tool.

00:57:13.470 --> 00:57:14.160
Habit attendance.

00:57:14.610 --> 00:57:18.150
You know, like that is
biggest thing where.

00:57:18.915 --> 00:57:20.325
People need to own it.

00:57:20.325 --> 00:57:25.785
Swipe worked out for us cause I had a guy
that just started it, took it on, ran it.

00:57:26.085 --> 00:57:27.615
Um, I'm using Monday right now.

00:57:28.635 --> 00:57:31.905
I have somebody literally owning
Monday and running it and do it.

00:57:32.205 --> 00:57:35.265
It's like if you're going
to subscribe to a solution.

00:57:35.775 --> 00:57:37.245
And then never clock in and use it.

00:57:37.245 --> 00:57:40.695
Or rather, like you said, three
months later, just cancel.

00:57:41.055 --> 00:57:42.705
That's not, that's not a solution for you.

00:57:42.735 --> 00:57:43.065
Right?

00:57:43.065 --> 00:57:43.275
Right.

00:57:43.305 --> 00:57:45.885
Now we have a quality control director.

00:57:46.095 --> 00:57:48.795
She told me I want to
use clean, intelligent.

00:57:48.855 --> 00:57:49.215
Right?

00:57:49.425 --> 00:57:53.325
So because it's, she's that role, she's
effort that was going to take it out.

00:57:53.355 --> 00:57:53.595
Right.

00:57:53.595 --> 00:57:54.385
So I feel like.

00:57:55.020 --> 00:57:56.490
Just be slow and patient.

00:57:57.000 --> 00:57:59.790
Think about the things that you
need as a small business owner.

00:57:59.790 --> 00:58:01.200
If it's, if it's a common them.

00:58:01.200 --> 00:58:02.700
Okay, start with QuickBooks first.

00:58:03.000 --> 00:58:06.330
You don't need payroll, so then
start with time and attendance.

00:58:06.390 --> 00:58:07.800
Then you need to start inspecting.

00:58:07.800 --> 00:58:08.070
Like

00:58:09.450 --> 00:58:13.980
Mike: one thing I'll share as well,
one thing I'll share for business

00:58:13.980 --> 00:58:16.500
owners, sometimes it's, it's really
challenging to balance your time.

00:58:16.500 --> 00:58:17.610
You're always putting out fires.

00:58:18.120 --> 00:58:21.750
And I'm a business coach, and
he shared what he calls the

00:58:21.750 --> 00:58:23.550
entrepreneurial, uh, timecard.

00:58:23.880 --> 00:58:31.410
Uh, and so you have $10 an hour tasks
and you have a hundred dollar, 505,000.

00:58:31.410 --> 00:58:34.890
5,000 is the strategic time that,
you know, you might get a couple

00:58:34.890 --> 00:58:38.160
hours a week, depending if you're,
if you're really good, you're

00:58:38.160 --> 00:58:40.320
spending a full day on those hours.

00:58:40.740 --> 00:58:44.220
Um, but what happened with the cleaning
business, I find it so reactive.

00:58:44.484 --> 00:58:48.384
They spend most of their time, and I know
I was so guilty of this when I had my

00:58:48.384 --> 00:58:50.575
cleaning company cleaner messages made.

00:58:50.575 --> 00:58:52.825
They ran out of garbage bags
and ran out of something.

00:58:53.035 --> 00:58:56.424
I stop what I'm doing, go down
the road, drop things off.

00:58:56.484 --> 00:59:01.345
That was a, that was a $10 $10 an
hour task, like a minimum wage task.

00:59:01.555 --> 00:59:02.515
There's nothing wrong with doing it.

00:59:02.940 --> 00:59:05.550
But if you're in the business, you need
other people to do those things for you.

00:59:05.700 --> 00:59:09.420
So that if like software and implementing
that, that is kind of like a $5,000

00:59:09.420 --> 00:59:13.110
hour task to come up with a thought,
as Katie said, what do we need?

00:59:13.110 --> 00:59:14.040
What are we solving for?

00:59:14.040 --> 00:59:14.910
What pain do we have?

00:59:15.240 --> 00:59:19.770
And then the implementation is not $10
it's maybe like a hundred dollars but

00:59:19.770 --> 00:59:21.180
there's has to be someone who owns it.

00:59:21.180 --> 00:59:24.360
But you have the strategic side
and you have the very tactical.

00:59:24.675 --> 00:59:28.125
And this industry unfortunately
suffers with people so tactical.

00:59:28.125 --> 00:59:30.915
They can't get out of their own
way and they'll never, you know,

00:59:30.915 --> 00:59:33.255
you talk to me, we were still
cleaning after years and years.

00:59:33.255 --> 00:59:37.035
There's still a person that goes in and
I remember what I got into cleaning and

00:59:37.035 --> 00:59:41.445
I have lots of clients who have got no,
the cleaning themselves, it is an amazing

00:59:41.445 --> 00:59:44.595
feeling, but it's not magic, right?

00:59:44.685 --> 00:59:48.735
It's mindset like Ricky, like it's people
like you who have said, you know what?

00:59:48.735 --> 00:59:50.835
There is a better way and
I'm going to invest in that.

00:59:53.265 --> 00:59:56.955
Ricky: Nah, you guys that
that's, that's the truth, man.

00:59:56.985 --> 01:00:00.194
That's why I feel like there's such a
fragmented market is because a lot of

01:00:00.194 --> 01:00:04.154
these people are, are stuck in that
position of having to do the cleaning

01:00:04.154 --> 01:00:05.535
cause they want to control everything.

01:00:05.625 --> 01:00:09.855
Again, I was guilty of that, but
this is why I'm excited to talk

01:00:10.035 --> 01:00:14.835
to guys like you and other similar
solutions like us in this spaces.

01:00:15.225 --> 01:00:17.745
We are paving the way for everybody to.

01:00:18.660 --> 01:00:24.180
To delegate better, right, to, to,
to a point some of these departments

01:00:24.180 --> 01:00:28.560
with certain solutions and software
to make their job better and be

01:00:28.569 --> 01:00:31.470
able to trust somebody to do that
because it's all about trust.

01:00:31.710 --> 01:00:35.580
As a business owner, I still
sometimes stick my head into

01:00:35.580 --> 01:00:37.080
certain topics and they're like, Oh.

01:00:37.470 --> 01:00:39.780
You're not a part of this
conversation, but why all the company?

01:00:39.780 --> 01:00:43.020
What do you mean it's brick?

01:00:43.020 --> 01:00:43.710
A new button?

01:00:43.770 --> 01:00:46.770
You're coming in not understanding what
we've done in the last three months

01:00:46.770 --> 01:00:50.460
and the process we've put in place
until it is you gotta give a little,

01:00:50.760 --> 01:00:53.970
it's not a get rich quick industry.

01:00:54.240 --> 01:00:59.130
It's a, it's a legacy industry, you know,
like take the proper steps to build this

01:00:59.340 --> 01:00:59.760
Mike: totally

01:01:02.760 --> 01:01:03.600
software as a tool.

01:01:04.110 --> 01:01:07.920
Every one of our software,
it's absolutely useless.

01:01:08.160 --> 01:01:10.080
Dubai swept, clean, intelligent, or out.

01:01:10.080 --> 01:01:13.440
If you're going to just send it on the
shelf and do nothing with it, it's not

01:01:13.440 --> 01:01:16.470
going to, if there's no silver bullet,
you have to put in the work and I

01:01:16.470 --> 01:01:18.210
think when you want to find a partner.

01:01:18.600 --> 01:01:19.650
Yeah, like us.

01:01:19.800 --> 01:01:21.090
Who wants to get you there?

01:01:21.150 --> 01:01:24.270
If they want to take your money every
month and not take your phone call,

01:01:24.990 --> 01:01:26.040
that's might be a warning signal.

01:01:28.920 --> 01:01:30.780
Ricky: So it's been a
little bit over an hour.

01:01:30.780 --> 01:01:34.230
I could keep going, but I did want to end
with a couple, a couple of good points.

01:01:34.290 --> 01:01:41.790
One funny, um, but before the thought is
if you guys could give a tip for a small

01:01:41.790 --> 01:01:46.440
business owner either wanting to grow
or just just starting into the business.

01:01:47.174 --> 01:01:48.765
Uh, you know, Katie, we'll start with you.

01:01:48.765 --> 01:01:49.964
What would you say?

01:01:50.355 --> 01:01:52.964
You know, it could be business, it
could be technology, it could be just,

01:01:53.325 --> 01:01:55.035
you know, them as a, as a person.

01:01:55.275 --> 01:01:58.035
What, what's a tip you would
give them here in 2020?

01:02:00.065 --> 01:02:00.545
Um,

01:02:00.725 --> 01:02:04.595
Caden: you know, I've actually,
not only to my own employees,

01:02:04.654 --> 01:02:10.475
myself, um, and the businesses I've
consultant with, um, at the end of

01:02:10.475 --> 01:02:13.234
the day, uh, get out of your head.

01:02:14.490 --> 01:02:17.490
Like there, there's a solution
for everything out there.

01:02:17.490 --> 01:02:20.970
It seems like someone has built a
process, whether it's manual, pen and

01:02:20.970 --> 01:02:23.280
paper, whatever it is, technology.

01:02:23.940 --> 01:02:25.440
Um, it can be overwhelming.

01:02:25.920 --> 01:02:30.540
And for me personally, uh, I
am, I'm very concerned about the

01:02:30.540 --> 01:02:33.360
mental health of an entrepreneur.

01:02:34.050 --> 01:02:38.760
Um, I unfortunately have been close
to, uh, some really close individuals

01:02:38.760 --> 01:02:40.830
who are no longer on this earth.

01:02:41.310 --> 01:02:43.140
Because they, they burn themselves out.

01:02:44.040 --> 01:02:46.170
And, um, it's sad.

01:02:46.500 --> 01:02:50.970
And in this industry, I've, I've
had some really close relationships

01:02:50.970 --> 01:02:53.910
with good friends that they
are burning themselves out.

01:02:54.750 --> 01:02:57.090
And technology is here to help.

01:02:57.570 --> 01:03:02.130
There are people, specifically human
human relationships that are here to help.

01:03:02.850 --> 01:03:04.650
And that is the most important thing.

01:03:04.650 --> 01:03:05.340
At the end of the day.

01:03:05.955 --> 01:03:09.375
You could have a client chew you
out for missing something, whatever

01:03:09.375 --> 01:03:15.525
it is, but that person doesn't own
you and you'll always bounce back.

01:03:15.675 --> 01:03:17.115
You don't have to be perfect.

01:03:17.715 --> 01:03:22.455
Um, and I, and I wish more people in the
industry, people in this industry are

01:03:22.455 --> 01:03:24.465
dealing with some pretty garbage stuff.

01:03:25.185 --> 01:03:28.154
You know, people yell at them all
day long, maybe look at them a

01:03:28.154 --> 01:03:32.415
little lowlife cause they don't have
this huge career in high towers.

01:03:32.955 --> 01:03:34.185
And that, that really bugs me.

01:03:35.145 --> 01:03:39.735
Um, but at the same time, I'm trying to
spread a little bit of light, you know,

01:03:39.735 --> 01:03:41.445
to those who work in this industry.

01:03:41.945 --> 01:03:45.315
I think that's the one positive that
hopefully comes out of this pandemic,

01:03:45.825 --> 01:03:49.545
is the realization of how important
these individuals are and that they're

01:03:49.545 --> 01:03:52.755
human beings that are just as valuable
as the next human being next year.

01:03:52.755 --> 01:03:57.405
So just remember who you are
and remember that, uh, your life

01:03:57.405 --> 01:03:58.545
isn't meant to be a business.

01:03:58.785 --> 01:04:00.165
It's meant to be lived freely.

01:04:00.165 --> 01:04:00.375
So.

01:04:11.100 --> 01:04:12.450
Mike: what a guy he knew.

01:04:12.450 --> 01:04:15.404
He was like, I'm going to slide
this in at the end and Michael

01:04:15.404 --> 01:04:16.649
Michael can follow up on that.

01:04:19.230 --> 01:04:21.299
So I totally agree.

01:04:21.299 --> 01:04:21.870
Mindset.

01:04:21.870 --> 01:04:24.870
So I'm going to take a different
path cause I, you know, I just

01:04:24.870 --> 01:04:25.890
don't want to try to follow this.

01:04:25.890 --> 01:04:26.879
You did a great job and

01:04:26.879 --> 01:04:27.810
Caden: I totally agree.

01:04:27.899 --> 01:04:28.259
No worries.

01:04:28.875 --> 01:04:32.415
Mike: A tip for a small business, getting
into it and getting things moving.

01:04:32.415 --> 01:04:37.275
I'll say, when I was growing my
business, we cleaned, uh, daycares.

01:04:37.515 --> 01:04:39.015
Uh, we cleaned dentist office.

01:04:39.015 --> 01:04:39.945
So whatever.

01:04:39.975 --> 01:04:40.485
Take a look.

01:04:40.515 --> 01:04:42.345
Maybe it's your first
contract where you have a few.

01:04:43.095 --> 01:04:47.535
What do you know that's really,
uh, special about that, that maybe

01:04:47.535 --> 01:04:48.975
unique that nobody else knows?

01:04:48.975 --> 01:04:53.805
So I started cold calling daycares and
saying, Hey, we're a cleaning company.

01:04:53.805 --> 01:04:55.725
You know, we're interested
in looking at your space.

01:04:55.875 --> 01:04:58.995
We love cleaning the tiny toilets
because daycares have little

01:04:58.995 --> 01:05:00.075
tiny toilets for the kids.

01:05:00.375 --> 01:05:02.955
And they would go, Oh,
you must know my space.

01:05:03.555 --> 01:05:07.005
So once you win a contract
in a certain space.

01:05:08.279 --> 01:05:11.970
Then go to all of their competitors and,
and you know, then you can, so that's a

01:05:11.970 --> 01:05:13.859
way to quickly grow your relevant, right?

01:05:13.859 --> 01:05:17.189
You're trying to call them, and if
you call every generic place and try

01:05:17.189 --> 01:05:20.730
to say to your cleaning company, it's
like, well, I don't care cleaning

01:05:20.730 --> 01:05:21.930
companies call me every week.

01:05:22.529 --> 01:05:25.529
But if you know something special
because you've cleaned the space similar

01:05:25.529 --> 01:05:29.730
to that, that's a really nice in, um,
so take a look at your contracts and

01:05:29.730 --> 01:05:31.830
see what else can you, can you do.

01:05:37.290 --> 01:05:38.100
Ricky: That was great.

01:05:38.190 --> 01:05:39.180
Empowering, right?

01:05:39.210 --> 01:05:41.040
Like that's insightful, right?

01:05:41.040 --> 01:05:45.240
That's, that's a piece of information
that I actually shared the same

01:05:45.240 --> 01:05:50.220
thing as far as relevancy because
you start to feel the comfort of the

01:05:50.220 --> 01:05:54.120
client on the other end when they
say, Oh man, this guy knows my space.

01:05:54.180 --> 01:05:54.660
Holy cow.

01:05:54.690 --> 01:05:58.890
Like my, a lot of the tremors, a
lot of my team members that are

01:05:58.890 --> 01:06:00.270
like, Rick, how do you build things.

01:06:01.185 --> 01:06:04.845
In your head, like how do you, how do you
remember the income from four years ago

01:06:04.845 --> 01:06:05.984
that you walked through when you cook?

01:06:06.075 --> 01:06:07.515
Cause I cleaned it cause I've been there.

01:06:07.515 --> 01:06:08.654
I know what I built, what it is.

01:06:08.654 --> 01:06:08.984
Right.

01:06:10.004 --> 01:06:12.375
But gain it back to the empowering part.

01:06:12.375 --> 01:06:13.334
Like this is why I did.

01:06:13.334 --> 01:06:15.404
This is why I put us together.

01:06:16.064 --> 01:06:17.535
This is why I do what I do too.

01:06:17.535 --> 01:06:22.125
And I know you guys do it too, is I've
been there where I, you know, I've

01:06:22.125 --> 01:06:24.734
been disrespected, looked down upon.

01:06:25.200 --> 01:06:27.660
You know, the, the, the people that
didn't know I was the owner of the

01:06:27.660 --> 01:06:32.310
company sweeping the floor right after
they, you know, had a big party when they

01:06:32.310 --> 01:06:39.720
talk to you and just treat you as a low
income wage, low blue collar position.

01:06:39.720 --> 01:06:40.020
Right.

01:06:40.920 --> 01:06:44.430
And little do they know that I probably
make more money than I'm in some

01:06:44.430 --> 01:06:50.160
cases, but it's like, I mean, it is a
lucrative business if you do it right.

01:06:50.250 --> 01:06:50.790
If you.

01:06:51.225 --> 01:06:54.555
You know, if you approach it very
professionally, if you talk to people like

01:06:54.555 --> 01:06:59.865
you guys, if you reach out for help, you
know, like this is a great, great, it's

01:06:59.865 --> 01:07:04.214
probably one of the best episodes I've
ever been a part of as far as how much

01:07:04.274 --> 01:07:09.455
rich context we've, we've given, not only
to each other, cause I learned a lot.

01:07:09.464 --> 01:07:11.174
I'll just being on this with you guys too.

01:07:13.365 --> 01:07:14.024
Thank you guys.

01:07:14.185 --> 01:07:17.174
I really do appreciate you guys being a
part of this because again, I don't see

01:07:17.174 --> 01:07:19.714
too many people doing this within our.

01:07:20.100 --> 01:07:22.049
You know, industry.

01:07:22.140 --> 01:07:24.630
Um, but I think this is where,
this is where it counts.

01:07:24.779 --> 01:07:27.960
It's not for us, it's for
the small business community.

01:07:28.230 --> 01:07:31.560
Um, but I did want to end up
with something funny, right?

01:07:31.740 --> 01:07:34.350
Like, let's, let's talk about,
especially like, I know you're

01:07:34.350 --> 01:07:38.279
going to have some stuff too, but
Katie, what, what's a funny story?

01:07:38.520 --> 01:07:40.410
Maybe it doesn't have to be
just in the cleaning industry,

01:07:40.560 --> 01:07:41.940
just in life in general.

01:07:42.390 --> 01:07:44.910
You know, people love to
laugh, give us something that,

01:07:45.029 --> 01:07:45.960
that's gonna make us laugh.

01:07:47.325 --> 01:07:51.045
Caden: Well, I'll share one that, you
know, has been a common funny story

01:07:51.045 --> 01:07:54.254
that we actually share, uh, as clean.

01:07:54.254 --> 01:07:55.815
Tellings is what we call ourselves.

01:07:55.815 --> 01:08:01.125
But, um, um, it, it often comes
up in just a sales pitches.

01:08:01.245 --> 01:08:02.924
Just, you know, breaking
the ice a little bit.

01:08:02.924 --> 01:08:05.984
Cause it's a funny story that
happened to early on clientele.

01:08:06.045 --> 01:08:07.004
This must have been years ago.

01:08:07.455 --> 01:08:11.174
Um, so we have a feature in clean
Teligent where you can scan the QR code.

01:08:11.985 --> 01:08:16.095
Um, they're meant to be anonymous,
to gather open ended, uh, source

01:08:16.095 --> 01:08:17.895
feedback from all your facilities.

01:08:18.404 --> 01:08:21.045
Um, so instead of your cleaners
looking out for your Soliz, just

01:08:21.045 --> 01:08:25.035
the entire public, and it's mostly
relevant in massive facilities.

01:08:25.035 --> 01:08:26.505
You're talking to airports, stadiums.

01:08:26.835 --> 01:08:29.985
Um, you wouldn't put it like small
office buildings or things like

01:08:29.985 --> 01:08:33.944
that, but I mean, you could, but, um,
anyways, so we had a client tell us

01:08:33.944 --> 01:08:35.795
one time that at an airport they put.

01:08:36.035 --> 01:08:40.835
They, they coded every single QR code
to every single stall of every single

01:08:40.835 --> 01:08:42.545
bathroom throughout the entire airport.

01:08:43.085 --> 01:08:44.525
And they were on the back of the stall.

01:08:45.425 --> 01:08:49.835
And the idea was that, uh, every
single stall, if something was wrong

01:08:49.835 --> 01:08:53.915
with the stall, whether it be a toilet
or the toilet papers out, like all

01:08:53.915 --> 01:08:58.625
eyes on deck kind of mindset, um,
of using the public as their eyes

01:08:58.625 --> 01:09:00.005
of knowing when things are wrong.

01:09:00.725 --> 01:09:02.555
And again, this was early on, so.

01:09:03.755 --> 01:09:06.585
They launched it and they weren't sure.

01:09:07.215 --> 01:09:09.765
How applicable it was going to be
if people would actually use it.

01:09:10.154 --> 01:09:13.335
And surprisingly enough, especially in
today's day and age, a lot of people are

01:09:13.335 --> 01:09:14.715
on their phones while using the toilet.

01:09:16.455 --> 01:09:20.505
Um, someone ended up scanning the
QR code in that stall cause the

01:09:20.625 --> 01:09:22.125
stall had ran out of toilet paper.

01:09:22.580 --> 01:09:26.690
And two minutes later, their day Porter
team came in and handed pillar paper

01:09:26.690 --> 01:09:32.660
underneath the stall door as the funniest
story that it's just something very real.

01:09:32.870 --> 01:09:37.090
Um, they, you know, it wasn't just our
software that helped accomplish it.

01:09:37.090 --> 01:09:39.350
It was just the idea that the Hughes.

01:09:39.885 --> 01:09:42.255
That moment they knew.

01:09:42.555 --> 01:09:42.855
Yeah.

01:09:42.885 --> 01:09:44.745
They knew exactly which stall it was.

01:09:44.745 --> 01:09:48.305
Cause every QR code is coded
to, to which Stalin purse.

01:09:48.305 --> 01:09:52.665
So yeah, know it's just, it's a
funny small thing that we told the

01:09:52.665 --> 01:09:54.615
story for probably six years now.

01:09:54.615 --> 01:09:56.415
It was the first time I
heard the client said, so.

01:10:01.605 --> 01:10:01.995
Ricky: Yes.

01:10:05.445 --> 01:10:07.365
Mike: Um, funny story.

01:10:07.455 --> 01:10:08.145
Um.

01:10:08.940 --> 01:10:09.840
I have two.

01:10:09.840 --> 01:10:10.860
One's very short.

01:10:11.130 --> 01:10:16.560
When I was cleaning a very early days
and we were doing a house cleaning

01:10:16.590 --> 01:10:21.180
and also a office cleaning, I showed
up to someone's house and I mean,

01:10:21.180 --> 01:10:23.130
I'm a six foot five guy, right?

01:10:23.340 --> 01:10:26.760
And I've got, you know, the vacuum, I've
got all the gear and the woman opens

01:10:26.760 --> 01:10:31.440
the door and then slams it and locks the
door, and she opened the window and says.

01:10:32.235 --> 01:10:33.885
I'm sorry, I'm going to call the owner.

01:10:33.915 --> 01:10:34.995
We're going to send someone else.

01:10:35.025 --> 01:10:36.945
I'm, you know, I'm an older lady.

01:10:36.945 --> 01:10:40.455
I don't want, you know, and I was
like, I actually am the owner.

01:10:40.725 --> 01:10:46.425
And she's like, but it was so funny and
I couldn't believe how many times people

01:10:46.425 --> 01:10:47.925
did not want me to enter their home.

01:10:48.225 --> 01:10:51.555
And I, you know, like my wife
says, well, you're six foot five.

01:10:51.555 --> 01:10:52.665
You're like, you're intimidating.

01:10:52.665 --> 01:10:53.775
I'm like, I'm not intimidating.

01:10:54.465 --> 01:10:56.385
Um, so that was a really funny thing.

01:10:56.385 --> 01:10:59.115
Like, I'm not getting into
people's homes to do the job.

01:10:59.115 --> 01:11:01.395
And the other one is.

01:11:02.100 --> 01:11:06.600
Uh, it was a funny story was we had our
holiday party this before we launched,

01:11:06.600 --> 01:11:07.950
swept just the cleaning company.

01:11:08.280 --> 01:11:13.290
Um, and we pulled everyone together and
we were having dinner and I realized

01:11:13.470 --> 01:11:18.210
people sat down and they'd say,
you're Deborah, you're, you're Harry.

01:11:18.210 --> 01:11:20.520
Cause we had an internal
system which was swept.

01:11:20.880 --> 01:11:24.990
And it was so funny because people are
like, Oh, I thought Joey was 80 years old

01:11:24.990 --> 01:11:27.630
and I watched my team interact in a way.

01:11:28.275 --> 01:11:29.505
They knew each other's names.

01:11:29.505 --> 01:11:30.644
They knew what jobs they worked at.

01:11:30.644 --> 01:11:32.205
They knew all of this
information about gender.

01:11:32.245 --> 01:11:35.144
They worked collaboratively
but never actually met.

01:11:35.445 --> 01:11:36.525
And it was so funny.

01:11:36.674 --> 01:11:41.264
Um, you know, to see people interact
in this, it was kind of like, again,

01:11:41.264 --> 01:11:42.285
it's like kind of like the future.

01:11:42.285 --> 01:11:44.835
They're like, you've built relationships
with some that cover your shifts.

01:11:44.865 --> 01:11:47.174
They've done all these things
and you thought they were 80

01:11:47.174 --> 01:11:48.464
and it's a 22 year old person.

01:11:48.855 --> 01:11:53.535
And it was, it was a hilarious thing,
you know, to think about how, how much

01:11:53.535 --> 01:11:55.394
our lives have changed with technology.

01:11:55.754 --> 01:12:00.495
Um, but yeah, that's one thing that comes
to my mind of just seeing that experience.

01:12:01.184 --> 01:12:01.844
Ricky: Nice.

01:12:01.905 --> 01:12:02.384
Nice.

01:12:02.865 --> 01:12:05.144
Well guys, it's been a pleasure.

01:12:05.235 --> 01:12:06.315
Mike: Uh, I appreciate the

01:12:06.315 --> 01:12:06.674
Ricky: time.

01:12:06.705 --> 01:12:09.615
I mean, we definitely
spend quite a bit of time.

01:12:09.915 --> 01:12:13.695
I always like to end with that, even just
the company itself, but, you know, cause

01:12:13.695 --> 01:12:14.894
it's going to be easy to find you guys.

01:12:15.525 --> 01:12:17.565
We'll tag it on the buckets.

01:12:18.045 --> 01:12:22.785
Well, I'd say even if you guys are
all four, give your your Instagram or

01:12:22.785 --> 01:12:28.185
LinkedIn, you know, hashtag you guys
as a personal, as a person, right?

01:12:28.185 --> 01:12:32.305
Like, people sometimes like to ask us
questions like, you know, Mike, what's

01:12:32.325 --> 01:12:33.795
your, what's your Instagram, Katie?

01:12:33.795 --> 01:12:34.165
What's her?

01:12:34.165 --> 01:12:34.725
It's whatever.

01:12:34.725 --> 01:12:38.175
If you guys use that, or Facebook,
just get, give the audience

01:12:38.175 --> 01:12:42.285
one so they know who the faces
of the companies that they're

01:12:42.285 --> 01:12:42.705
Mike: listening to.

01:12:44.175 --> 01:12:46.905
The best way to find me is
on LinkedIn, Michael Brown.

01:12:46.935 --> 01:12:48.675
Now it's the most generic boring name.

01:12:48.675 --> 01:12:52.455
I apologize, but if you write Michael
Brown swept, there's only one.

01:12:52.845 --> 01:12:54.705
Um, and send a message.

01:12:54.735 --> 01:12:57.495
If there's anything I can do in terms of
connecting you with some of the industry

01:12:57.495 --> 01:13:01.305
helping, mentoring, I'm constantly
connecting with people and I love it.

01:13:01.305 --> 01:13:03.615
It's kind of really the
best part of the job.

01:13:03.945 --> 01:13:06.555
Um, so yeah, please
reach out if I can help.

01:13:06.555 --> 01:13:07.155
I definitely will.

01:13:10.009 --> 01:13:10.490
Caden: Yeah, for sure.

01:13:10.490 --> 01:13:11.299
It's a same thing.

01:13:11.299 --> 01:13:14.900
Kaden Hutchins on LinkedIn, and that's
where a lot of people interact with me.

01:13:15.139 --> 01:13:19.790
Uh, you could also find me on
Facebook, Twitter, um, uh, Instagram

01:13:19.790 --> 01:13:21.679
as well, but definitely from the.

01:13:22.200 --> 01:13:27.180
The advice, uh, consulted consultative,
the background as LinkedIn is going

01:13:27.180 --> 01:13:28.620
to be the best, uh, there for me.

01:13:29.070 --> 01:13:31.890
And, uh, I'm always here
to help answer questions.

01:13:31.980 --> 01:13:33.180
Uh, I'm doing it all the time.

01:13:33.210 --> 01:13:33.630
I love it.

01:13:34.050 --> 01:13:38.310
Um, or if you just need, you know, if you
need someone to vent to, you know, just,

01:13:38.370 --> 01:13:39.930
I'm here as a listening ear as well, so.

01:13:40.550 --> 01:13:41.000
Ricky: Awesome.

01:13:41.030 --> 01:13:41.900
Well, thank you guys.

01:13:42.380 --> 01:13:43.880
Thank you everybody out
there for listening.

01:13:43.970 --> 01:13:48.440
Uh, again, we're calling this
episode, uh, cleaning tech.

01:13:48.915 --> 01:13:50.925
And it's cleaning and
cocktails here, guys.

01:13:51.105 --> 01:13:51.945
Thank you again.

01:13:52.155 --> 01:13:52.305
I

01:13:52.305 --> 01:13:52.975
Mike: bring it up to

01:13:52.975 --> 01:13:53.565
Caden: chance.

01:13:55.695 --> 01:13:56.054
Ricky: What's up?

01:13:57.575 --> 01:13:58.775
Mike: It's cleaning with cocktails.

01:13:58.785 --> 01:14:05.715
You've got to let me plug my cousin
who, okay, so if you enjoy mez County,

01:14:05.715 --> 01:14:07.335
you've never tried it, check it out.

01:14:07.335 --> 01:14:08.264
She's from Mexico.

01:14:08.264 --> 01:14:09.644
This is so authentic.

01:14:09.675 --> 01:14:11.684
You might even not be able to
order it, but check it out online.

01:14:12.285 --> 01:14:12.675
Okay.

01:14:12.884 --> 01:14:14.264
It's family business right.

01:14:20.340 --> 01:14:20.850
Ricky: Awesome.

01:14:20.880 --> 01:14:21.630
Well, thank you guys.

01:14:21.720 --> 01:14:22.770
I appreciate it.

01:14:22.890 --> 01:14:25.290
Uh, everybody will be a little, you
know, hearing more and more about

01:14:25.290 --> 01:14:28.590
us, you know, uh, and look forward
to seeing you guys in person.

01:14:29.250 --> 01:14:29.640
Caden: Alrighty.

01:14:29.940 --> 01:14:30.680
Alright guys, guys.

01:14:31.140 --> 01:14:31.380
We'll see.