0:00:04.910,0:00:09.120
[Music]

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

0:00:09.120,0:00:12.080
is ricky rigoletto

0:00:10.480,0:00:13.840
the founder of route the service

0:00:12.080,0:00:15.599
platform it's a sales platform for the

0:00:13.840,0:00:17.359
commercial cleaning services industry

0:00:15.599,0:00:18.960
i am also the owner of rosaliado

0:00:17.359,0:00:20.160
services a family-owned commercial

0:00:18.960,0:00:22.800
cleaning company

0:00:20.160,0:00:24.320
so welcome to cleaning and cocktails a

0:00:22.800,0:00:26.640
show where i get the opportunity to sit

0:00:24.320,0:00:29.359
down with cleaning industry experts

0:00:26.640,0:00:31.359
and share stories talk shop about the

0:00:29.359,0:00:33.280
industry so grab your cocktail

0:00:31.359,0:00:35.520
listen in and i hope you guys enjoy the

0:00:33.280,0:00:35.520
show

0:00:37.410,0:00:42.719
[Music]

0:00:39.680,0:00:43.600
so with me today is a friend of mine a

0:00:42.719,0:00:46.239
colleague

0:00:43.600,0:00:47.039
josh has a couple different companies

0:00:46.239,0:00:50.000
that he

0:00:47.039,0:00:51.840
he represents he is a brand himself

0:00:50.000,0:00:54.559
right we'll get into that right now

0:00:51.840,0:00:55.039
so josh without further ado uh introduce

0:00:54.559,0:00:56.879
yourself

0:00:55.039,0:00:58.320
give us a you know short story we'll get

0:00:56.879,0:01:00.399
into each of the companies

0:00:58.320,0:01:02.160
uh but just tell everybody you know why

0:01:00.399,0:01:05.519
cleaning who are you

0:01:02.160,0:01:07.520
uh yeah what actually first

0:01:05.519,0:01:09.119
first oh yeah first things first you

0:01:07.520,0:01:10.000
gotta cheers man this is kennedy

0:01:09.119,0:01:11.840
cocktails

0:01:10.000,0:01:15.040
yeah the white claw i got myself a

0:01:11.840,0:01:15.040
jacket coat all right

0:01:15.119,0:01:19.920
ah tasty well before i get well thanks

0:01:18.080,0:01:20.960
for uh the opportunity to uh hop on

0:01:19.920,0:01:22.240
ricky i've been uh

0:01:20.960,0:01:24.880
you know we've been friends for a bit

0:01:22.240,0:01:26.799
and uh anxious to talk shop here but

0:01:24.880,0:01:29.040
before i share my story just wanted to

0:01:26.799,0:01:29.600
uh give you props on you sharing your

0:01:29.040,0:01:31.600
story

0:01:29.600,0:01:32.799
um one thing you know that i've always

0:01:31.600,0:01:36.240
prided myself on

0:01:32.799,0:01:37.360
is is is being a master of my craft and

0:01:36.240,0:01:39.360
a student of the game

0:01:37.360,0:01:41.200
and uh it's admirable what you've done

0:01:39.360,0:01:44.000
as far as building your own company

0:01:41.200,0:01:44.880
launching a tech platform and hosting

0:01:44.000,0:01:46.640
you know a bunch of

0:01:44.880,0:01:48.320
subject matter experts out there to

0:01:46.640,0:01:49.920
share the story so uh

0:01:48.320,0:01:52.079
hats off to you for for doing what

0:01:49.920,0:01:54.720
you're doing and appreciate that you're

0:01:52.079,0:01:57.840
raising the level of the image of our

0:01:54.720,0:02:01.360
of our industry so thank you awesome uh

0:01:57.840,0:02:04.880
yeah for sure so uh i'm josh brown aka

0:02:01.360,0:02:05.840
dr green clean uh been in the uh jan sam

0:02:04.880,0:02:08.239
industry for

0:02:05.840,0:02:10.560
a little over 20 years and i was

0:02:08.239,0:02:12.480
actually born into the industry

0:02:10.560,0:02:15.120
my dad worked for a small you know

0:02:12.480,0:02:16.800
family-owned company

0:02:15.120,0:02:19.440
never really had any hopes and dreams of

0:02:16.800,0:02:21.760
going in and selling toilet paper

0:02:19.440,0:02:23.440
but you know like many youngsters

0:02:21.760,0:02:26.080
growing up i had dreams of playing

0:02:23.440,0:02:28.000
pro baseball and uh you know

0:02:26.080,0:02:29.280
unfortunately that didn't work out

0:02:28.000,0:02:31.519
so i had to figure out what i wanted to

0:02:29.280,0:02:33.280
do when i grew up and my dad was on a

0:02:31.519,0:02:34.640
company trip with his company

0:02:33.280,0:02:36.319
and we were just there hanging out on

0:02:34.640,0:02:37.680
the beach having a good time and hit it

0:02:36.319,0:02:38.720
off real well with the owner and vice

0:02:37.680,0:02:40.080
president

0:02:38.720,0:02:42.160
got back from the trip and they offered

0:02:40.080,0:02:42.800
me a job and you know i said you know

0:02:42.160,0:02:45.599
why not

0:02:42.800,0:02:46.560
and uh embraced it went in full steam

0:02:45.599,0:02:47.920
ahead

0:02:46.560,0:02:50.080
and i think one of the biggest things

0:02:47.920,0:02:52.480
that made me successful early on

0:02:50.080,0:02:54.319
and still today was was my work ethic

0:02:52.480,0:02:55.840
you know i was a 21 year old

0:02:54.319,0:02:57.760
kid right out of college that didn't

0:02:55.840,0:02:59.280
know the difference between toilet paper

0:02:57.760,0:03:01.920
and toilet bowl cleaner

0:02:59.280,0:03:03.599
uh but what made me successful is uh you

0:03:01.920,0:03:04.080
know my dad instilled into me a work

0:03:03.599,0:03:06.720
ethic

0:03:04.080,0:03:07.440
that he always said hard work will beat

0:03:06.720,0:03:10.080
talent

0:03:07.440,0:03:11.040
when talent doesn't work so hard uh so

0:03:10.080,0:03:13.200
it was just a

0:03:11.040,0:03:14.080
a way to get into a recession-proof

0:03:13.200,0:03:16.480
industry

0:03:14.080,0:03:18.640
uh wasn't very sexy and glamorous but it

0:03:16.480,0:03:19.519
was something that uh i felt i could

0:03:18.640,0:03:21.680
embrace

0:03:19.519,0:03:23.040
learn and make friends and solve

0:03:21.680,0:03:26.640
problems

0:03:23.040,0:03:27.440
awesome yeah and uh and today you know i

0:03:26.640,0:03:29.280
do represent

0:03:27.440,0:03:30.720
you know my personal brand which is dr

0:03:29.280,0:03:32.480
green clean uh

0:03:30.720,0:03:34.799
work for a family owned a regional

0:03:32.480,0:03:37.920
operated company called western paper

0:03:34.799,0:03:39.040
we operate in colorado new mexico and

0:03:37.920,0:03:41.920
arizona

0:03:39.040,0:03:43.120
and we um pride ourselves on helping

0:03:41.920,0:03:45.040
people

0:03:43.120,0:03:47.680
awesome man well thank you for that you

0:03:45.040,0:03:49.840
know what i was going to say too is

0:03:47.680,0:03:51.280
since 21 so it's like you think about

0:03:49.840,0:03:53.439
people when they get out of college

0:03:51.280,0:03:54.640
uh you know again they're not nobody

0:03:53.439,0:03:56.080
says they're hey

0:03:54.640,0:03:58.159
i'm graduating from the cleaning

0:03:56.080,0:03:59.680
industry yeah

0:03:58.159,0:04:01.360
and for you to be sticking around and

0:03:59.680,0:04:03.680
still doing this means

0:04:01.360,0:04:04.799
you know there's opportunity uh it's

0:04:03.680,0:04:07.519
it's lucrative

0:04:04.799,0:04:08.879
it's there's longevity in it so i mean

0:04:07.519,0:04:10.239
again it talks a lot about

0:04:08.879,0:04:12.000
i didn't know these things about the

0:04:10.239,0:04:13.680
cleaning industry either man when

0:04:12.000,0:04:15.680
yeah people talk about we don't what are

0:04:13.680,0:04:18.880
you what are you doing why are you

0:04:15.680,0:04:22.320
you want to clean you're doing what yeah

0:04:18.880,0:04:24.080
yeah technology toilet

0:04:22.320,0:04:26.160
yeah i'm like well man everybody needs

0:04:24.080,0:04:27.759
cleaning it is

0:04:26.160,0:04:29.440
you said it almost close to a

0:04:27.759,0:04:32.880
recession-proof industry

0:04:29.440,0:04:34.880
that i've ever seen um and that's what

0:04:32.880,0:04:36.960
i i came from the mortgage industry at

0:04:34.880,0:04:37.600
the time when i when i transitioned into

0:04:36.960,0:04:39.840
it so

0:04:37.600,0:04:42.400
talk about a non-recession-proof

0:04:39.840,0:04:42.400
industry

0:04:46.400,0:04:49.840
a little bit you got the look you

0:04:48.240,0:04:51.600
pointed out logo

0:04:49.840,0:04:52.880
let's talk about dr green clean right

0:04:51.600,0:04:55.440
like yeah for sure

0:04:52.880,0:04:56.479
it's it's i love it it's what drew me to

0:04:55.440,0:04:58.320
you um

0:04:56.479,0:04:59.759
share to to the audience you know give

0:04:58.320,0:05:01.520
us a little feedback on

0:04:59.759,0:05:03.840
you know why'd you why'd you why'd you

0:05:01.520,0:05:06.000
jump into this journey of dr green clean

0:05:03.840,0:05:07.199
uh absolutely so it's a great question

0:05:06.000,0:05:09.520
so you know i've been

0:05:07.199,0:05:11.520
dabbling into personal branding for the

0:05:09.520,0:05:12.320
last couple years but never really with

0:05:11.520,0:05:14.560
a name

0:05:12.320,0:05:16.320
behind it you know i've was dabbling in

0:05:14.560,0:05:18.800
putting content out there

0:05:16.320,0:05:20.560
you know trying to be an industry uh

0:05:18.800,0:05:22.479
subject matter expert

0:05:20.560,0:05:24.880
but really what what clicked was about a

0:05:22.479,0:05:27.680
year ago this time

0:05:24.880,0:05:29.039
i was moving from colorado to arizona

0:05:27.680,0:05:30.960
for western paper

0:05:29.039,0:05:33.520
to expand their business in the

0:05:30.960,0:05:36.240
institutional space which we consider

0:05:33.520,0:05:37.680
building service contractors class a

0:05:36.240,0:05:40.560
office buildings

0:05:37.680,0:05:41.919
education accounts and government so i

0:05:40.560,0:05:44.080
was thinking about hey i'm coming down

0:05:41.919,0:05:45.840
to a new market and i don't know anybody

0:05:44.080,0:05:47.120
and some people may not know who western

0:05:45.840,0:05:49.520
paper is

0:05:47.120,0:05:50.560
and before people are going to buy into

0:05:49.520,0:05:52.960
western paper

0:05:50.560,0:05:53.600
i got to get them to buy into me so i'm

0:05:52.960,0:05:55.520
like

0:05:53.600,0:05:57.680
how can i do that and one of the things

0:05:55.520,0:05:59.759
that that pulled me to western paper

0:05:57.680,0:06:01.360
was the company motta which we live by

0:05:59.759,0:06:03.120
is is we're here to help

0:06:01.360,0:06:04.720
so as i was thinking about you know

0:06:03.120,0:06:05.440
building a business getting to know

0:06:04.720,0:06:06.960
people

0:06:05.440,0:06:09.199
you know building a brand i'm like how

0:06:06.960,0:06:11.600
can i build a brand within a brand

0:06:09.199,0:06:13.600
that that fulfills our company's

0:06:11.600,0:06:16.479
initiative of we're here to help

0:06:13.600,0:06:17.840
so who better to help than a doctor um

0:06:16.479,0:06:21.120
you know so when i meet with

0:06:17.840,0:06:22.639
my you know patients or clients

0:06:21.120,0:06:24.000
i don't come with any preconceived

0:06:22.639,0:06:25.039
notions and say hey ricky you know

0:06:24.000,0:06:27.520
here's what you need

0:06:25.039,0:06:29.280
um you know i ask a lot of questions on

0:06:27.520,0:06:30.639
what are your apes what are your pains

0:06:29.280,0:06:32.560
you know what's something that's on your

0:06:30.639,0:06:34.080
your ward board that i might be able to

0:06:32.560,0:06:35.919
take off your list

0:06:34.080,0:06:37.199
and then through my 20 years of industry

0:06:35.919,0:06:39.120
experience in my

0:06:37.199,0:06:41.360
prescription pad maybe have some

0:06:39.120,0:06:43.759
remedies to consider that may alleviate

0:06:41.360,0:06:44.880
some of those headaches so it was really

0:06:43.759,0:06:47.520
an opportunity

0:06:44.880,0:06:48.080
to build a brand within a brand uh

0:06:47.520,0:06:51.360
because

0:06:48.080,0:06:53.360
western is different and and so am i

0:06:51.360,0:06:55.120
uh and it's easy for me to say that but

0:06:53.360,0:06:56.080
until people give me a chance to sit

0:06:55.120,0:06:57.919
down with them and

0:06:56.080,0:06:59.759
have some conversations and get to get

0:06:57.919,0:07:02.080
to know each other

0:06:59.759,0:07:04.960
it's hard for that to come across so the

0:07:02.080,0:07:07.280
the doctor mentality of helping people

0:07:04.960,0:07:08.880
uh really fit into our brand and then

0:07:07.280,0:07:09.840
the green cleaning kind of came about

0:07:08.880,0:07:11.520
with

0:07:09.840,0:07:13.759
my past experience of being in the

0:07:11.520,0:07:16.240
colorado market for 12 years

0:07:13.759,0:07:17.360
uh you know one of the hubs from

0:07:16.240,0:07:18.800
sustainability

0:07:17.360,0:07:21.360
uh being good stewards of the

0:07:18.800,0:07:23.360
environment so not that i ever pushed

0:07:21.360,0:07:26.000
green products but i always

0:07:23.360,0:07:26.400
gravitated to that and if it made sense

0:07:26.000,0:07:28.479
uh

0:07:26.400,0:07:30.880
i would suggest that and for making

0:07:28.479,0:07:33.120
sense it's quality's got to be there

0:07:30.880,0:07:34.720
price has to be at or below and there's

0:07:33.120,0:07:36.319
got to be some good green story or

0:07:34.720,0:07:39.280
sustainable message

0:07:36.319,0:07:40.000
around that so dr green clean is really

0:07:39.280,0:07:42.000
your

0:07:40.000,0:07:43.360
personal liaison to reduce your

0:07:42.000,0:07:44.319
headaches and aches and pains around

0:07:43.360,0:07:45.840
your you know

0:07:44.319,0:07:47.520
cleaning your cleaning and maintaining

0:07:45.840,0:07:49.360
your building dude

0:07:47.520,0:07:51.039
i got to tell you i love it man i love

0:07:49.360,0:07:53.280
it because i mean it's

0:07:51.039,0:07:54.240
it resonates with like you said you know

0:07:53.280,0:07:56.240
when you need help

0:07:54.240,0:07:57.520
or you don't feel good or you know think

0:07:56.240,0:07:59.360
about these things are with business

0:07:57.520,0:08:01.199
right your businesses

0:07:59.360,0:08:02.400
you're you know you've had a bad month

0:08:01.199,0:08:05.039
you're losing money

0:08:02.400,0:08:06.639
these are aches and pains yeah from the

0:08:05.039,0:08:07.360
doctor green clean right so that's right

0:08:06.639,0:08:10.000
buddy

0:08:07.360,0:08:10.960
yep i love it because it's people are

0:08:10.000,0:08:14.639
buying into

0:08:10.960,0:08:16.080
trust you know trust is you trust brands

0:08:14.639,0:08:17.919
right they have a story behind them they

0:08:16.080,0:08:19.039
have a mission there's you know there's

0:08:17.919,0:08:21.759
something there

0:08:19.039,0:08:22.240
where you're not just some guy off the

0:08:21.759,0:08:24.319
street

0:08:22.240,0:08:26.240
somebody selling snake oil things that

0:08:24.319,0:08:28.080
it's especially now more than ever i

0:08:26.240,0:08:28.960
mean i'm getting emails left and right

0:08:28.080,0:08:30.720
from

0:08:28.960,0:08:32.479
people i'm like you you're in the

0:08:30.720,0:08:35.760
chemical industry like what what what

0:08:32.479,0:08:37.680
yeah with me right now so yeah i i

0:08:35.760,0:08:39.039
commend you for for building that brand

0:08:37.680,0:08:40.640
because it's

0:08:39.039,0:08:42.640
especially when you know in my first

0:08:40.640,0:08:43.919
years of business i didn't know

0:08:42.640,0:08:45.360
right from wrong i didn't know what i

0:08:43.919,0:08:46.880
was buying i didn't know that if i

0:08:45.360,0:08:48.800
bought this chemical it would ruin that

0:08:46.880,0:08:51.120
floor it would ruin that surface

0:08:48.800,0:08:52.839
so there's there is a lot to know with

0:08:51.120,0:08:54.080
chemicals and not just chemicals so

0:08:52.839,0:08:57.040
let's

0:08:54.080,0:08:58.399
let's dig deeper into that word jan sam

0:08:57.040,0:08:59.839
because again okay

0:08:58.399,0:09:02.160
i had no idea what that was until

0:08:59.839,0:09:04.560
probably year four of my company

0:09:02.160,0:09:06.959
so it's like what what is what does

0:09:04.560,0:09:09.360
jansen stand for what does it mean

0:09:06.959,0:09:11.040
uh why should somebody look for a josh

0:09:09.360,0:09:13.360
brown as a chance and partner

0:09:11.040,0:09:14.959
um or around their area locally or you

0:09:13.360,0:09:16.800
know yep

0:09:14.959,0:09:18.480
but what it means is you know i think

0:09:16.800,0:09:20.080
for for people getting into their

0:09:18.480,0:09:22.160
the business you got to know where the

0:09:20.080,0:09:23.839
industry came from and jan san is

0:09:22.160,0:09:24.959
basically you know two words kind of

0:09:23.839,0:09:27.360
coming together of

0:09:24.959,0:09:28.959
you know janitorial and and sanitary or

0:09:27.360,0:09:31.360
sanitation

0:09:28.959,0:09:32.240
and what janstan does is it really kind

0:09:31.360,0:09:34.480
of narrows

0:09:32.240,0:09:36.399
the the vertical or what i call swim

0:09:34.480,0:09:38.399
lane or subject matter expert

0:09:36.399,0:09:40.000
you know in a world where you can buy

0:09:38.399,0:09:40.640
products from anybody whether it's

0:09:40.000,0:09:44.080
online

0:09:40.640,0:09:47.600
in stores uh broadliners that carry

0:09:44.080,0:09:49.200
everything for everybody why jansen

0:09:47.600,0:09:50.959
and and probably the best way to narrow

0:09:49.200,0:09:54.080
this down for this topic is

0:09:50.959,0:09:55.519
a specific scenario of covid

0:09:54.080,0:09:57.200
you know if you're getting into the

0:09:55.519,0:09:59.760
business or you're trying to

0:09:57.200,0:10:00.399
refine your business there's a lot of

0:09:59.760,0:10:03.440
things

0:10:00.399,0:10:04.000
that we don't know right now and you

0:10:03.440,0:10:05.519
want to be

0:10:04.000,0:10:07.680
partnered with people who are subject

0:10:05.519,0:10:09.839
matter experts so if if you come to me

0:10:07.680,0:10:12.720
and say hey josh you know i want a

0:10:09.839,0:10:14.560
disinfecting you know program your jan

0:10:12.720,0:10:15.839
san or subject matter expert is going to

0:10:14.560,0:10:16.240
be able to sit down with you and it's

0:10:15.839,0:10:18.000
okay

0:10:16.240,0:10:19.600
ricky here are the different products

0:10:18.000,0:10:21.920
that you can pick from

0:10:19.600,0:10:24.800
here are the different tools to use here

0:10:21.920,0:10:26.399
are the processes here's the ppe

0:10:24.800,0:10:28.880
where if you're just going to a

0:10:26.399,0:10:30.480
broadliner or going into a store

0:10:28.880,0:10:33.440
you're going to be more treated as a

0:10:30.480,0:10:35.760
customer than a client or a partner

0:10:33.440,0:10:36.720
so your jam san is really going to be

0:10:35.760,0:10:38.399
your subject matter

0:10:36.720,0:10:40.079
expert of the products that it takes to

0:10:38.399,0:10:41.279
clean or maintain your building

0:10:40.079,0:10:42.959
just like if you were to ask me

0:10:41.279,0:10:44.399
something about a you know a light bulb

0:10:42.959,0:10:45.200
or an air filter or something like that

0:10:44.399,0:10:47.920
you know that's

0:10:45.200,0:10:48.320
not my area of expertise i would you

0:10:47.920,0:10:51.600
know

0:10:48.320,0:10:52.720
defer that to a different company but if

0:10:51.600,0:10:54.480
it's something around cleaning or

0:10:52.720,0:10:56.160
maintaining your building or you know

0:10:54.480,0:10:57.839
healthy happy employees

0:10:56.160,0:11:00.079
that's something that that we and my

0:10:57.839,0:11:00.800
fellow you know tribe members in our

0:11:00.079,0:11:02.320
industry

0:11:00.800,0:11:04.079
we live and breathe every day and that's

0:11:02.320,0:11:07.200
how we try to be be different

0:11:04.079,0:11:07.920
by you know consulting um with our

0:11:07.200,0:11:10.959
clients

0:11:07.920,0:11:12.399
so josh would you recommend um

0:11:10.959,0:11:13.680
because you know we're in these groups

0:11:12.399,0:11:14.000
together you know i mean you're in a

0:11:13.680,0:11:16.320
couple

0:11:14.000,0:11:17.040
of them yeah linkedin on linkedin

0:11:16.320,0:11:19.200
together too

0:11:17.040,0:11:20.480
but i'm always seeing a lot of questions

0:11:19.200,0:11:22.160
on you know

0:11:20.480,0:11:25.040
what chemical do i use what do i do

0:11:22.160,0:11:28.079
about this do i include this into my bid

0:11:25.040,0:11:29.600
uh do you recommend that every every

0:11:28.079,0:11:31.200
cleaning business owner should have some

0:11:29.600,0:11:32.160
kind of connection with what a giant

0:11:31.200,0:11:35.279
sand partner

0:11:32.160,0:11:36.880
um to ask questions when they can email

0:11:35.279,0:11:38.560
text message bring you into a

0:11:36.880,0:11:39.680
walk-through bring you involve you into

0:11:38.560,0:11:41.360
an rfp

0:11:39.680,0:11:43.360
where a lot of business owners probably

0:11:41.360,0:11:43.920
feel like they're on their own right

0:11:43.360,0:11:46.000
i've seen

0:11:43.920,0:11:47.360
i think a lot of people think they're on

0:11:46.000,0:11:48.880
their own and that's why they asked so

0:11:47.360,0:11:51.120
many questions

0:11:48.880,0:11:52.160
where that's you know again this happens

0:11:51.120,0:11:54.560
this show this

0:11:52.160,0:11:56.000
whole emphasis on building an ecosystem

0:11:54.560,0:11:59.040
for having the right people

0:11:56.000,0:12:00.800
involved do what do you recommend

0:11:59.040,0:12:02.240
uh small business owners cleaning

0:12:00.800,0:12:04.800
companies

0:12:02.240,0:12:06.399
do when they when they are hit with

0:12:04.800,0:12:09.040
these rfps that

0:12:06.399,0:12:11.600
i know now more than ever are going to

0:12:09.040,0:12:14.399
ask specific questions that

0:12:11.600,0:12:16.079
google just can't help you with well the

0:12:14.399,0:12:16.959
first thing that i that i would say and

0:12:16.079,0:12:18.959
i live by

0:12:16.959,0:12:21.120
is be smart enough to know what you

0:12:18.959,0:12:23.279
don't know um

0:12:21.120,0:12:24.639
you know stay in your swim lane so as

0:12:23.279,0:12:26.160
you go and whether it's your current

0:12:24.639,0:12:26.959
provider or you're looking at other you

0:12:26.160,0:12:29.440
know partners

0:12:26.959,0:12:30.560
out there is you know finding somebody

0:12:29.440,0:12:32.079
that you can trust

0:12:30.560,0:12:34.000
that's going to help you not only manage

0:12:32.079,0:12:36.000
your business but grow your business

0:12:34.000,0:12:37.760
you know so for me if you invite me on a

0:12:36.000,0:12:38.959
walk through i'm going to be your eyes

0:12:37.760,0:12:41.519
and ears

0:12:38.959,0:12:42.320
and be able to present to you uh kind of

0:12:41.519,0:12:44.000
an a and a b

0:12:42.320,0:12:45.920
program to say okay ricky if we pick

0:12:44.000,0:12:47.200
this up in the next 30 days

0:12:45.920,0:12:49.120
we're going to plug and play and we're

0:12:47.200,0:12:50.240
just going to you know fill these types

0:12:49.120,0:12:52.800
of items

0:12:50.240,0:12:53.440
but we're also going to present um maybe

0:12:52.800,0:12:55.760
some

0:12:53.440,0:12:57.360
some solutions to elevate their image or

0:12:55.760,0:12:59.040
to reduce costs

0:12:57.360,0:13:01.360
uh and those are things that you know

0:12:59.040,0:13:02.079
jan sand specialists you know can focus

0:13:01.360,0:13:04.639
on

0:13:02.079,0:13:05.279
um because the last thing that that that

0:13:04.639,0:13:06.959
a

0:13:05.279,0:13:08.720
and rep gets frustrated about is you

0:13:06.959,0:13:10.320
call me the day before say hey josh i

0:13:08.720,0:13:12.079
just picked up this building

0:13:10.320,0:13:14.240
you know then i'm having to walk it and

0:13:12.079,0:13:16.399
do order guides and startups i would say

0:13:14.240,0:13:19.519
the more that we can be involved

0:13:16.399,0:13:22.720
the more value we can only bring to you

0:13:19.519,0:13:24.560
but i think if i'm your potential client

0:13:22.720,0:13:25.519
and you bring in your supplier that's

0:13:24.560,0:13:27.279
your subject matter

0:13:25.519,0:13:29.519
expert and you showed it as a

0:13:27.279,0:13:30.079
partnership i think that that's going to

0:13:29.519,0:13:32.839
make you

0:13:30.079,0:13:34.399
look better by bringing in additional

0:13:32.839,0:13:37.920
resources you know

0:13:34.399,0:13:41.120
you know to the opportunity um

0:13:37.920,0:13:42.639
and i think one those walkthroughs are

0:13:41.120,0:13:43.279
never comfortable and when you have a

0:13:42.639,0:13:46.160
buddy there

0:13:43.279,0:13:47.279
or a partner it kind of makes it a fun

0:13:46.160,0:13:49.440
atmosphere

0:13:47.279,0:13:50.560
and and you and you may be able to pick

0:13:49.440,0:13:53.040
up things that

0:13:50.560,0:13:54.800
that or i may be able to pick up things

0:13:53.040,0:13:55.680
that you didn't or vice versa and we can

0:13:54.800,0:13:58.880
come out of there

0:13:55.680,0:14:01.360
and put a true program together

0:13:58.880,0:14:03.680
uh or a continuous improvement plan uh

0:14:01.360,0:14:06.079
to present to to your potential client

0:14:03.680,0:14:07.680
oh josh that's a great point too because

0:14:06.079,0:14:09.120
that act this actually

0:14:07.680,0:14:11.040
real life story happened to me about

0:14:09.120,0:14:12.720
three weeks ago where

0:14:11.040,0:14:14.560
i i was doing a walkthrough with the

0:14:12.720,0:14:16.720
gentleman and

0:14:14.560,0:14:18.639
i actually happened to bring my karcher

0:14:16.720,0:14:22.079
rep you know and my partner

0:14:18.639,0:14:24.240
say right and he he had caught some

0:14:22.079,0:14:25.199
some elements and areas of the floor and

0:14:24.240,0:14:26.959
the way the

0:14:25.199,0:14:28.720
layout of the floor was where he was

0:14:26.959,0:14:30.320
already thinking machines

0:14:28.720,0:14:32.480
yeah i'm worried about you know

0:14:30.320,0:14:34.320
servicing the customer and you know

0:14:32.480,0:14:35.680
i've got you know route doing the walk

0:14:34.320,0:14:36.800
through i've got yeah

0:14:35.680,0:14:39.360
it right there i'm trying to make eye

0:14:36.800,0:14:41.279
contact but at the same time like you

0:14:39.360,0:14:42.240
said bring in that second set of eyes

0:14:41.279,0:14:44.480
and ears

0:14:42.240,0:14:46.399
by the time we were done he already had

0:14:44.480,0:14:48.639
mapped out everything to say

0:14:46.399,0:14:50.320
let's use a 17-inch scrubber that's

0:14:48.639,0:14:51.760
gonna eliminate product it's gonna

0:14:50.320,0:14:53.440
increase productivity

0:14:51.760,0:14:56.079
um you're gonna be able to charge a

0:14:53.440,0:14:58.480
little bit less because of productivity

0:14:56.079,0:14:59.360
you know what and then chemical this

0:14:58.480,0:15:01.040
chemical should go

0:14:59.360,0:15:02.240
here with this floor type but you're

0:15:01.040,0:15:04.079
what you're going to want to do this

0:15:02.240,0:15:05.600
with these surfaces like

0:15:04.079,0:15:07.440
i didn't have time to do a lot of that

0:15:05.600,0:15:08.399
like i was more worried about what's the

0:15:07.440,0:15:10.480
scope

0:15:08.399,0:15:11.440
yeah what you know what's their budget

0:15:10.480,0:15:13.600
who you know how many

0:15:11.440,0:15:15.120
people have walked this space with them

0:15:13.600,0:15:16.560
what was their pain points before like

0:15:15.120,0:15:18.160
there's a lot we got to worry about in a

0:15:16.560,0:15:21.040
walk through i mean the walkthrough

0:15:18.160,0:15:22.079
is has been is so overlooked by a lot of

0:15:21.040,0:15:23.680
people where

0:15:22.079,0:15:27.040
that's where you win business you know

0:15:23.680,0:15:27.040
they and then when they

0:15:28.639,0:15:31.199
what are you doing here i'm like man i'm

0:15:29.839,0:15:33.120
building a program i'm building a

0:15:31.199,0:15:35.279
program for you that's what i'm doing

0:15:33.120,0:15:36.880
well and to that i would say it's also

0:15:35.279,0:15:39.199
where you could lose business

0:15:36.880,0:15:40.240
uh you know if you're not doing the walk

0:15:39.199,0:15:42.000
through

0:15:40.240,0:15:43.360
you know and you're bidding it from afar

0:15:42.000,0:15:45.279
and there's so many things you don't

0:15:43.360,0:15:45.680
know about the dna of the building as

0:15:45.279,0:15:47.839
far as

0:15:45.680,0:15:49.600
you know what are the pain points today

0:15:47.839,0:15:50.800
because you know as you walk a building

0:15:49.600,0:15:52.320
and looking at you know do they have the

0:15:50.800,0:15:54.880
right mats are there stains on the

0:15:52.320,0:15:56.320
floors are there odors in the restrooms

0:15:54.880,0:15:58.320
you know unless you're getting in there

0:15:56.320,0:16:00.480
to see what's going on

0:15:58.320,0:16:01.839
uh you're really not putting your best

0:16:00.480,0:16:04.240
foot forward

0:16:01.839,0:16:05.279
and then when you bring in that partner

0:16:04.240,0:16:06.880
you know at the end of the day you want

0:16:05.279,0:16:08.560
to win that business but you want to win

0:16:06.880,0:16:09.759
the business on something that you can

0:16:08.560,0:16:11.360
stand behind

0:16:09.759,0:16:13.759
and when you've got the right tools and

0:16:11.360,0:16:15.920
technology that can give you

0:16:13.759,0:16:18.079
better quack better quicker faster

0:16:15.920,0:16:18.959
results is it does enable you to be more

0:16:18.079,0:16:21.199
competitive

0:16:18.959,0:16:23.199
because you've got you you've got tools

0:16:21.199,0:16:26.240
and equipment to do the job

0:16:23.199,0:16:26.560
um so i you know i encourage you know

0:16:26.240,0:16:28.320
you

0:16:26.560,0:16:29.600
and people in the industry to find a

0:16:28.320,0:16:32.720
partner and

0:16:29.600,0:16:34.240
and and take them on walk throughs and

0:16:32.720,0:16:36.320
see where they may be able to point out

0:16:34.240,0:16:38.079
opportunities for not only

0:16:36.320,0:16:40.399
you know you and your business but

0:16:38.079,0:16:41.680
opportunities for your client to improve

0:16:40.399,0:16:44.639
their image

0:16:41.680,0:16:45.360
um or you know reduce costs by you know

0:16:44.639,0:16:48.000
different

0:16:45.360,0:16:49.440
uh different systems or solutions yeah

0:16:48.000,0:16:52.000
josh you know what dude this

0:16:49.440,0:16:52.639
so the last uh gentleman that i had on

0:16:52.000,0:16:55.040
it was a

0:16:52.639,0:16:56.320
pair it was uh john and ed salko right

0:16:55.040,0:16:58.480
yeah you know them

0:16:56.320,0:17:00.639
that yup janitorial subcontracting

0:16:58.480,0:17:02.399
network yeah he touched on some great

0:17:00.639,0:17:04.079
points where it was like

0:17:02.399,0:17:05.439
people are so worried about underbidding

0:17:04.079,0:17:06.160
or over bidding and things like that

0:17:05.439,0:17:08.079
where

0:17:06.160,0:17:09.919
he's like rick man people should be

0:17:08.079,0:17:12.400
worried about win the job

0:17:09.919,0:17:14.160
you win the job then become per then now

0:17:12.400,0:17:16.240
worry about how am i going to

0:17:14.160,0:17:18.000
be productive in this space i've got it

0:17:16.240,0:17:19.039
i've got the contract i start in two

0:17:18.000,0:17:20.959
weeks

0:17:19.039,0:17:22.319
bring your jansen bring your your

0:17:20.959,0:17:25.039
equipment like

0:17:22.319,0:17:25.679
figure out how do you make profit here

0:17:25.039,0:17:28.319
how do you

0:17:25.679,0:17:28.799
increase productivity uh and that's like

0:17:28.319,0:17:30.320
you said

0:17:28.799,0:17:32.480
i love what you said i've never heard it

0:17:30.320,0:17:34.320
before is the dna of a building

0:17:32.480,0:17:36.160
yeah don't feel free to use that that's

0:17:34.320,0:17:38.799
that that's doctor approved

0:17:36.160,0:17:41.120
i want you to doctor approved it yet the

0:17:38.799,0:17:43.360
truth man it is the dna of a building

0:17:41.120,0:17:45.200
if you don't know it and understand it

0:17:43.360,0:17:45.600
you're not that you're gonna fail but

0:17:45.200,0:17:47.360
you

0:17:45.600,0:17:48.640
there's going to be misses if you don't

0:17:47.360,0:17:50.720
truly understand

0:17:48.640,0:17:53.679
well into that you know a building is a

0:17:50.720,0:17:55.679
living breathing organism and it changes

0:17:53.679,0:17:57.360
even like you know now with you know

0:17:55.679,0:18:00.000
some of your

0:17:57.360,0:18:01.600
your your clients clients you know

0:18:00.000,0:18:02.080
reducing their footprint or moving

0:18:01.600,0:18:04.400
around

0:18:02.080,0:18:05.600
you know their office spaces that's

0:18:04.400,0:18:07.760
going to require your

0:18:05.600,0:18:08.960
your cleaning programs to change and

0:18:07.760,0:18:11.840
unless you're

0:18:08.960,0:18:13.360
you know building customizable solutions

0:18:11.840,0:18:15.919
for each building at the end of the day

0:18:13.360,0:18:16.720
cleaning is cleaning but each building

0:18:15.919,0:18:18.720
is different

0:18:16.720,0:18:21.200
um so i think the more time that you

0:18:18.720,0:18:23.360
invest in the front end work

0:18:21.200,0:18:24.960
to do that walk through and bring in

0:18:23.360,0:18:27.520
your support people

0:18:24.960,0:18:28.320
um i i think it's going to set you up

0:18:27.520,0:18:31.120
for

0:18:28.320,0:18:32.559
success not only initially but give you

0:18:31.120,0:18:34.720
that roadmap of

0:18:32.559,0:18:35.679
continuous improvement plans to to work

0:18:34.720,0:18:38.880
on over the next

0:18:35.679,0:18:42.400
you know 12 18 24 months

0:18:38.880,0:18:44.240
yeah awesome man this this

0:18:42.400,0:18:46.000
exact again i always touch on this at

0:18:44.240,0:18:48.400
one point of the episode it's just this

0:18:46.000,0:18:49.840
is why i do this is because

0:18:48.400,0:18:51.280
you know i don't know those answers i

0:18:49.840,0:18:52.480
don't know somebody's content that we're

0:18:51.280,0:18:54.880
that we're pushing out here

0:18:52.480,0:18:56.480
where it's just this is just helpful for

0:18:54.880,0:18:59.280
for anybody in the business

0:18:56.480,0:19:00.880
so let's talk so now let's talk about

0:18:59.280,0:19:02.480
you know i am a small business owner i

0:19:00.880,0:19:05.280
am a medium size i

0:19:02.480,0:19:06.960
you know is western paper gonna care

0:19:05.280,0:19:08.640
about me is josh going to care about me

0:19:06.960,0:19:10.960
i am a small

0:19:08.640,0:19:12.080
maybe thousand twenty thousand dollars a

0:19:10.960,0:19:14.720
year

0:19:12.080,0:19:15.760
supply deal for him because i feel like

0:19:14.720,0:19:18.080
that's what a lot of these

0:19:15.760,0:19:19.280
smaller businesses think is we don't buy

0:19:18.080,0:19:20.799
enough so i'm not gonna

0:19:19.280,0:19:22.720
waste time on trying to develop a

0:19:20.799,0:19:25.039
relationship

0:19:22.720,0:19:26.080
i would say that is probably the worst

0:19:25.039,0:19:28.880
way to look at this

0:19:26.080,0:19:29.679
is i mean you tell me like i mean does

0:19:28.880,0:19:33.280
do you care

0:19:29.679,0:19:36.080
if a a potential bsc

0:19:33.280,0:19:37.440
is only a 10 000 a year buyer versus a

0:19:36.080,0:19:40.000
hundred thousand a year i know

0:19:37.440,0:19:40.480
numbers are important but what how do

0:19:40.000,0:19:42.160
you

0:19:40.480,0:19:44.000
what's your answer to these guys and

0:19:42.160,0:19:46.320
girls that think they're they're not

0:19:44.000,0:19:48.559
going to care about me

0:19:46.320,0:19:50.320
and uh and for me really that the

0:19:48.559,0:19:52.480
numbers are important but really

0:19:50.320,0:19:53.600
it's going to boil down to to do they

0:19:52.480,0:19:55.280
care about me

0:19:53.600,0:19:57.280
and and are they going to buy into the

0:19:55.280,0:19:58.799
value that i bring to the table

0:19:57.280,0:20:00.880
and the reason that i ask that is when

0:19:58.799,0:20:01.520
customers work with me my time is

0:20:00.880,0:20:03.679
valuable

0:20:01.520,0:20:05.280
and and if i make that investment i'm

0:20:03.679,0:20:08.159
going to give them all that i have

0:20:05.280,0:20:09.360
because i know you know if you're

0:20:08.159,0:20:11.120
starting out today

0:20:09.360,0:20:12.799
and you allow me to be part of your

0:20:11.120,0:20:15.360
business and to help you

0:20:12.799,0:20:16.480
is i'm going to grow as you grow and you

0:20:15.360,0:20:20.159
may go from

0:20:16.480,0:20:20.960
you know 10 employees to 20 to 200. so

0:20:20.159,0:20:23.200
i'm definitely

0:20:20.960,0:20:24.640
willing you know in westernist to make

0:20:23.200,0:20:26.640
those investments

0:20:24.640,0:20:28.559
but a lot of that comes on the front end

0:20:26.640,0:20:31.600
you know consultation of

0:20:28.559,0:20:32.960
are we the right fit um and it kind of

0:20:31.600,0:20:34.640
goes boils down to

0:20:32.960,0:20:37.280
your first question about what's what's

0:20:34.640,0:20:37.919
jansen so i think if somebody's just out

0:20:37.280,0:20:41.440
there just

0:20:37.919,0:20:43.679
you know looking for a uh you know just

0:20:41.440,0:20:45.039
buying product and cheapest price and

0:20:43.679,0:20:47.120
things like that then

0:20:45.039,0:20:48.880
then to be honest i and we are probably

0:20:47.120,0:20:50.960
not your best bet but if you're like you

0:20:48.880,0:20:52.480
know hey josh i'm looking to grow i'm

0:20:50.960,0:20:54.640
looking for a partner

0:20:52.480,0:20:56.559
uh i don't know what i don't know you

0:20:54.640,0:20:58.640
know i know that you bring value

0:20:56.559,0:21:00.000
i'm going to need training and support

0:20:58.640,0:21:02.080
consulting

0:21:00.000,0:21:03.200
you'll grow as we grow those are things

0:21:02.080,0:21:05.440
that we embrace

0:21:03.200,0:21:07.520
every day all day uh but it's got to be

0:21:05.440,0:21:10.159
a mutually beneficial

0:21:07.520,0:21:11.360
you know win-win you know scenario oh

0:21:10.159,0:21:13.840
absolutely

0:21:11.360,0:21:14.720
uh so now let's all let's talk let's

0:21:13.840,0:21:16.480
talk about

0:21:14.720,0:21:18.559
because i went on the website i checked

0:21:16.480,0:21:19.280
out the doctor clint the dr green clean

0:21:18.559,0:21:21.840
right is

0:21:19.280,0:21:23.520
yeah what it's a two-part question where

0:21:21.840,0:21:25.919
tell us what what is a visit

0:21:23.520,0:21:26.559
a dr green clean visit which i love by

0:21:25.919,0:21:28.720
the way

0:21:26.559,0:21:30.880
what is that visit entail and then on

0:21:28.720,0:21:31.600
top of that tell me what that help

0:21:30.880,0:21:34.320
method is

0:21:31.600,0:21:36.320
you know okay what that what that is and

0:21:34.320,0:21:38.640
in a combo response

0:21:36.320,0:21:39.840
so so there's a number of different ways

0:21:38.640,0:21:41.919
the doctor visits

0:21:39.840,0:21:44.000
goes so it's similar to like if you were

0:21:41.919,0:21:46.480
just go to the to the doctor sometimes

0:21:44.000,0:21:48.159
you go in with a very specific problem

0:21:46.480,0:21:49.200
and sometimes you go in for a yearly

0:21:48.159,0:21:52.159
checkup

0:21:49.200,0:21:54.159
so the first example of a doctor's visit

0:21:52.159,0:21:57.200
would be you may have a specific

0:21:54.159,0:21:58.960
problem or a want or a need so i'm gonna

0:21:57.200,0:21:59.760
ask lots of questions about okay you

0:21:58.960,0:22:01.600
know hey ricky

0:21:59.760,0:22:02.960
help me understand what are your aches

0:22:01.600,0:22:04.799
what are your pains what are you hoping

0:22:02.960,0:22:05.760
to accomplish what have you tried that

0:22:04.799,0:22:08.000
hasn't worked

0:22:05.760,0:22:08.880
what are you doing now that does work uh

0:22:08.000,0:22:11.760
and then through that

0:22:08.880,0:22:13.520
be able to piggyback off of things that

0:22:11.760,0:22:15.440
you like and just do more of that

0:22:13.520,0:22:17.360
better or if you've tried things that

0:22:15.440,0:22:19.919
haven't worked be able to present some

0:22:17.360,0:22:22.080
remedies that might work you know for

0:22:19.919,0:22:23.600
you so it's a collaboration

0:22:22.080,0:22:24.880
similar when you work with you know a

0:22:23.600,0:22:27.039
doctor as far as what's the right

0:22:24.880,0:22:29.679
prescription for that specific

0:22:27.039,0:22:30.559
ache or pain so that's kind of if you

0:22:29.679,0:22:32.159
come in with a

0:22:30.559,0:22:34.240
you know hey here's my problem whether

0:22:32.159,0:22:35.440
it's you know disinfecting or sticky

0:22:34.240,0:22:38.559
tacky floors or

0:22:35.440,0:22:40.559
i need help reducing budget we ask lots

0:22:38.559,0:22:42.480
of questions and things like that

0:22:40.559,0:22:44.480
the help method is really if it's a

0:22:42.480,0:22:46.080
general kind of introduction call

0:22:44.480,0:22:48.640
of you know you come to me and say okay

0:22:46.080,0:22:51.280
hey you know josh go give me your story

0:22:48.640,0:22:52.640
and i'm like you know ricky up my goal

0:22:51.280,0:22:53.520
is to help but i don't know if i can

0:22:52.640,0:22:55.520
help

0:22:53.520,0:22:58.320
so what we've developed is the help

0:22:55.520,0:23:01.120
method where each letter of help

0:22:58.320,0:23:02.960
signifies a universal business need so

0:23:01.120,0:23:03.760
whether you're cleaning a class a office

0:23:02.960,0:23:07.440
building

0:23:03.760,0:23:10.000
a hotel a school everybody has similar

0:23:07.440,0:23:12.159
aches and pains but your aches and pains

0:23:10.000,0:23:14.320
are a lot different than this building

0:23:12.159,0:23:15.520
so ricky you know i'm going to tell you

0:23:14.320,0:23:17.760
what each one of these

0:23:15.520,0:23:19.200
stand for and then you tell me what's

0:23:17.760,0:23:21.679
most important to you

0:23:19.200,0:23:23.440
and then based upon your priorities i'm

0:23:21.679,0:23:24.240
going to prescribe some some options for

0:23:23.440,0:23:27.919
you to consider

0:23:24.240,0:23:31.039
so h help stands for health and hygiene

0:23:27.919,0:23:32.880
e stands for environment sustainability

0:23:31.039,0:23:36.720
in green

0:23:32.880,0:23:40.240
l stands for lower total cost and then p

0:23:36.720,0:23:42.080
is people process and productivity

0:23:40.240,0:23:44.480
so if it's just our general introduction

0:23:42.080,0:23:46.159
101 call or maybe a yearly checkup it's

0:23:44.480,0:23:47.279
like okay ricky

0:23:46.159,0:23:49.279
i'm not coming in here with any

0:23:47.279,0:23:50.240
preconceived notions i'm not going to

0:23:49.279,0:23:51.760
just put push

0:23:50.240,0:23:53.840
product on you and say hey you got to

0:23:51.760,0:23:54.480
try this you know in order for me to

0:23:53.840,0:23:56.240
help

0:23:54.480,0:23:58.480
i need to know where do you want need

0:23:56.240,0:24:00.320
help so out of these four letters

0:23:58.480,0:24:02.400
and then i have people literally write

0:24:00.320,0:24:04.720
down one two three and four

0:24:02.400,0:24:06.640
and then you say okay josh you know

0:24:04.720,0:24:08.240
lower total cost is important to me okay

0:24:06.640,0:24:10.640
great that's number one

0:24:08.240,0:24:12.080
over the next 30 or 45 days let's dive

0:24:10.640,0:24:13.679
in and focus on

0:24:12.080,0:24:15.440
what does that mean and how can i help

0:24:13.679,0:24:17.120
you lower your total cost of doing

0:24:15.440,0:24:20.320
business

0:24:17.120,0:24:23.039
nice dude i mean that talk about

0:24:20.320,0:24:24.720
if people take something away that is a

0:24:23.039,0:24:26.400
takeaway right there right because

0:24:24.720,0:24:28.880
now more than ever i got to tell you and

0:24:26.400,0:24:30.640
this is something personal for us is

0:24:28.880,0:24:32.240
on the rosellato side of business we're

0:24:30.640,0:24:34.640
going through uh an

0:24:32.240,0:24:35.600
audit right where supplies has been a

0:24:34.640,0:24:37.919
topic of

0:24:35.600,0:24:39.120
of you know not issue but it's a topic

0:24:37.919,0:24:40.559
to talk about like yep

0:24:39.120,0:24:42.480
well who can buy better them as a

0:24:40.559,0:24:44.240
company us as a bsc

0:24:42.480,0:24:45.760
you know sometimes the bsc buys better

0:24:44.240,0:24:47.120
than the client right it depends on your

0:24:45.760,0:24:50.240
buying power depends on

0:24:47.120,0:24:53.039
who your supplier is now

0:24:50.240,0:24:54.720
can we talk about i mean again this is

0:24:53.039,0:24:57.120
this may be a tough question

0:24:54.720,0:24:59.200
uh i love it bring it yeah so many

0:24:57.120,0:25:01.600
scenarios and variables but

0:24:59.200,0:25:02.720
i know one thing i know like us with you

0:25:01.600,0:25:04.320
know within route

0:25:02.720,0:25:06.320
when we're creating that estimator tool

0:25:04.320,0:25:08.159
right so one of the the

0:25:06.320,0:25:09.679
line items that i care so much about

0:25:08.159,0:25:12.720
because people forget

0:25:09.679,0:25:13.600
is supply cost is that supply percentage

0:25:12.720,0:25:15.440
that they should

0:25:13.600,0:25:17.120
markup margin whatever you want to call

0:25:15.440,0:25:19.840
it as far as

0:25:17.120,0:25:20.559
account for it so if somebody doesn't

0:25:19.840,0:25:22.880
know

0:25:20.559,0:25:24.080
which dude this is probably 95 of the

0:25:22.880,0:25:27.120
industry is when you're

0:25:24.080,0:25:28.960
bidding a you know 10 000 square foot

0:25:27.120,0:25:31.600
healthcare facility

0:25:28.960,0:25:32.080
and you have to include supply costs

0:25:31.600,0:25:34.480
like

0:25:32.080,0:25:35.919
yeah how do what would you recommend a

0:25:34.480,0:25:37.360
bsc

0:25:35.919,0:25:39.279
you know is it a three percent five

0:25:37.360,0:25:41.600
percent is it five cents per square feet

0:25:39.279,0:25:44.320
like do you have so much some samples of

0:25:41.600,0:25:45.200
what's baseline like metrics that they

0:25:44.320,0:25:48.000
should use

0:25:45.200,0:25:49.679
to incorporate in their bid well that's

0:25:48.000,0:25:50.240
a great question and it is a hard

0:25:49.679,0:25:53.919
question

0:25:50.240,0:25:56.400
because the industry has changed so much

0:25:53.919,0:25:57.679
um you know prior to covet i would say

0:25:56.400,0:26:01.200
there was anywhere from

0:25:57.679,0:26:02.880
five to 25 you know markup on there

0:26:01.200,0:26:04.960
and what i have seen is you know a lot

0:26:02.880,0:26:08.000
of building service contractors were so

0:26:04.960,0:26:09.440
lean on the uh the labor side of things

0:26:08.000,0:26:12.480
that they tried to make their money

0:26:09.440,0:26:14.240
on the janitorial spend and that's

0:26:12.480,0:26:16.159
historically what's just what's happened

0:26:14.240,0:26:17.520
that's kind of how the you know the game

0:26:16.159,0:26:19.919
was played

0:26:17.520,0:26:21.279
my concern for people that may have you

0:26:19.919,0:26:22.000
know a little bit too much meat on the

0:26:21.279,0:26:24.480
bone there

0:26:22.000,0:26:25.679
is because of covet and budget cuts is i

0:26:24.480,0:26:27.600
do think

0:26:25.679,0:26:29.279
some of the building service contractors

0:26:27.600,0:26:31.120
people that have been funneling supplies

0:26:29.279,0:26:32.320
through their their bsc partner

0:26:31.120,0:26:35.120
are going to start to take a look at

0:26:32.320,0:26:37.679
some of those things so while

0:26:35.120,0:26:38.559
you do men that's happening right now

0:26:37.679,0:26:40.000
yeah

0:26:38.559,0:26:41.440
so i think you know at the end of the

0:26:40.000,0:26:43.279
day it goes back to a partnership

0:26:41.440,0:26:43.600
conversation with who your your client

0:26:43.279,0:26:45.279
is

0:26:43.600,0:26:47.679
you know at the end of the day they

0:26:45.279,0:26:48.640
understand and depends on who and how

0:26:47.679,0:26:50.559
you buy

0:26:48.640,0:26:52.720
um you know if you're competing if

0:26:50.559,0:26:53.440
you're servicing some national customers

0:26:52.720,0:26:56.000
like a

0:26:53.440,0:26:57.279
cbre or a transwestern or a cushman

0:26:56.000,0:27:00.159
wakefield that have

0:26:57.279,0:27:01.840
large robust national contracts that may

0:27:00.159,0:27:03.440
be hard to compete against but if you've

0:27:01.840,0:27:05.840
got a local or regional

0:27:03.440,0:27:08.240
you know portfolio business so it

0:27:05.840,0:27:10.640
there's no right answer to that

0:27:08.240,0:27:11.679
um but i think when those conversations

0:27:10.640,0:27:13.120
come up

0:27:11.679,0:27:14.799
you know at the end of the day you're

0:27:13.120,0:27:16.720
the one carrying the risk and you're

0:27:14.799,0:27:19.200
you're carrying the

0:27:16.720,0:27:20.480
the terms on that with your supplier so

0:27:19.200,0:27:22.720
there has to be

0:27:20.480,0:27:23.679
a percentage in there of what they think

0:27:22.720,0:27:26.799
is is fair

0:27:23.679,0:27:28.720
and that they can work with yeah um so i

0:27:26.799,0:27:29.600
think a lot of it just comes down to

0:27:28.720,0:27:32.240
having those

0:27:29.600,0:27:34.080
those questions with the customer uh

0:27:32.240,0:27:37.360
don't get caught speeding

0:27:34.080,0:27:39.360
uh but i think back you working with the

0:27:37.360,0:27:40.720
right jan sand partner is rather than

0:27:39.360,0:27:42.799
having just kind of a set

0:27:40.720,0:27:44.880
markup that you traditionally had of hey

0:27:42.799,0:27:46.960
i put 20 or 25 on it

0:27:44.880,0:27:48.720
you may be able to do some site audits

0:27:46.960,0:27:51.200
and say okay

0:27:48.720,0:27:52.399
abc facility was spending a thousand

0:27:51.200,0:27:54.960
dollars a month

0:27:52.399,0:27:56.480
well let me bring in my jan san supply

0:27:54.960,0:27:57.120
expert and take a look at what they're

0:27:56.480,0:27:58.880
doing

0:27:57.120,0:28:00.960
and can we introduce some new

0:27:58.880,0:28:03.279
innovations or technology

0:28:00.960,0:28:05.039
that we can lower the total amount of

0:28:03.279,0:28:07.279
products that are being used

0:28:05.039,0:28:09.279
while in theory would lower their cost

0:28:07.279,0:28:12.399
on products so you may be able to make

0:28:09.279,0:28:14.480
a little bit more margin also providing

0:28:12.399,0:28:16.240
a cost reduction to the customer so i'd

0:28:14.480,0:28:18.559
say if you're getting beat up

0:28:16.240,0:28:20.559
on price you're not going to win that

0:28:18.559,0:28:22.960
game you need to switch the game

0:28:20.559,0:28:24.960
and go in and consult and try to provide

0:28:22.960,0:28:27.520
cost saving solutions

0:28:24.960,0:28:29.120
and you need to do that through your jnc

0:28:27.520,0:28:32.159
and partner and expert

0:28:29.120,0:28:35.360
okay okay fair enough now what about

0:28:32.159,0:28:36.559
if it's a one-off client that you have

0:28:35.360,0:28:38.320
to worry about

0:28:36.559,0:28:40.320
you know you're buying the startup kit

0:28:38.320,0:28:41.760
mop bucket brooms

0:28:40.320,0:28:43.279
chemicals to clean with they don't want

0:28:41.760,0:28:44.720
to pay for anything they're telling you

0:28:43.279,0:28:46.480
to pay for it

0:28:44.720,0:28:47.919
what about that part what about like if

0:28:46.480,0:28:49.120
it's if it's a one-off client and you

0:28:47.919,0:28:51.440
have to say hey

0:28:49.120,0:28:52.720
i'm bidding this five day a week yeah

0:28:51.440,0:28:54.399
restaurant clean

0:28:52.720,0:28:55.919
that i have to buy floor cleaner i have

0:28:54.399,0:28:56.640
to buy two mop buckets i have to buy

0:28:55.919,0:28:59.039
some

0:28:56.640,0:28:59.840
what what about that like that's that

0:28:59.039,0:29:01.919
was right that's

0:28:59.840,0:29:03.360
that's really the one that i think our

0:29:01.919,0:29:04.880
audience

0:29:03.360,0:29:07.120
right away will benefit from because

0:29:04.880,0:29:08.240
again that is the small business

0:29:07.120,0:29:10.320
approach to

0:29:08.240,0:29:12.960
you know if you forget to include it you

0:29:10.320,0:29:16.320
thought your profit was x it's really

0:29:12.960,0:29:19.919
z because you spent 180 on a startup kit

0:29:16.320,0:29:20.320
to get gold no great question i think

0:29:19.919,0:29:21.600
that

0:29:20.320,0:29:23.200
hits home because you know a lot of

0:29:21.600,0:29:24.799
people whether it's it's new that are

0:29:23.200,0:29:25.440
starting out or looking to expand the

0:29:24.799,0:29:27.760
businesses

0:29:25.440,0:29:29.120
is the reality of if you've got cost to

0:29:27.760,0:29:30.640
pick up new business

0:29:29.120,0:29:32.799
and the bigger the business is the

0:29:30.640,0:29:34.880
bigger that investment is um

0:29:32.799,0:29:36.720
and what i've always you know lived by

0:29:34.880,0:29:38.159
is cash is king

0:29:36.720,0:29:40.640
so what a lot of my building service

0:29:38.159,0:29:43.840
contractors do through their jansen

0:29:40.640,0:29:45.520
expert is when those startups come on is

0:29:43.840,0:29:47.039
we bundle those purchases

0:29:45.520,0:29:48.960
and and and run that through a

0:29:47.039,0:29:50.960
third-party leasing company

0:29:48.960,0:29:52.559
so for example if you come to me and say

0:29:50.960,0:29:55.039
okay josh i need a

0:29:52.559,0:29:57.760
scrubber and a mop bucket and etc etc

0:29:55.039,0:30:00.240
and my startup cost can be 10 grand

0:29:57.760,0:30:01.600
you may not break profitability until

0:30:00.240,0:30:03.200
six or nine months because you have to

0:30:01.600,0:30:04.480
pay for all of that and there's the

0:30:03.200,0:30:06.320
upfront cost

0:30:04.480,0:30:08.080
where if you look at leasing that you

0:30:06.320,0:30:10.320
don't have that outlay of cash

0:30:08.080,0:30:11.200
right away you go from spending ten

0:30:10.320,0:30:13.760
thousand dollars

0:30:11.200,0:30:15.279
right away to maybe you know two to five

0:30:13.760,0:30:15.600
hundred dollars a month that's a lot

0:30:15.279,0:30:17.919
more

0:30:15.600,0:30:19.279
manageable um and if you get with a good

0:30:17.919,0:30:20.640
leasing company continue

0:30:19.279,0:30:22.640
as you grow your business and add

0:30:20.640,0:30:23.200
accounts you continue to to layer that

0:30:22.640,0:30:25.840
on

0:30:23.200,0:30:27.360
and have a lease program and you can

0:30:25.840,0:30:30.480
spec that in where

0:30:27.360,0:30:32.320
you can either have that set price or

0:30:30.480,0:30:33.520
every three or four years as your

0:30:32.320,0:30:35.200
equipment becomes

0:30:33.520,0:30:37.360
you know run down and whatever you can

0:30:35.200,0:30:39.840
either turn that in

0:30:37.360,0:30:40.720
uh reinvest into new equipment or buy

0:30:39.840,0:30:43.919
that out for

0:30:40.720,0:30:46.880
you know a low price so i think for

0:30:43.919,0:30:48.799
for com companies that are starting out

0:30:46.880,0:30:51.440
uh or looking to grow

0:30:48.799,0:30:54.159
look at finding a partner and then

0:30:51.440,0:30:57.279
finding a resource that you can

0:30:54.159,0:30:59.840
can manage cash flow a little bit more

0:30:57.279,0:31:01.519
strategically josh i never actually

0:30:59.840,0:31:02.960
thought of plugging that but i'm gonna

0:31:01.519,0:31:06.399
have to talk to them but

0:31:02.960,0:31:09.600
i use marlin financial right

0:31:06.399,0:31:11.279
factory sweeper here in chicago

0:31:09.600,0:31:12.799
that's a good point yeah like i remember

0:31:11.279,0:31:14.320
i three years ago that's

0:31:12.799,0:31:17.200
exactly what i did without knowing that

0:31:14.320,0:31:19.760
i did it i leased a couple machines

0:31:17.200,0:31:21.600
it was like a two three year lease i the

0:31:19.760,0:31:24.720
contract was a three year contract

0:31:21.600,0:31:27.279
i i got to profitability to be uh

0:31:24.720,0:31:28.799
profitability quicker than i probably

0:31:27.279,0:31:29.679
would have if i would have paid all cash

0:31:28.799,0:31:32.320
up front

0:31:29.679,0:31:34.080
so yep very good and yeah and i think

0:31:32.320,0:31:34.960
what it does it alleviates some of the

0:31:34.080,0:31:37.519
stress

0:31:34.960,0:31:38.480
it allows you to come out of the gates

0:31:37.519,0:31:40.960
and and to

0:31:38.480,0:31:42.159
to be as focused as possible because you

0:31:40.960,0:31:43.519
know a lot of times when you're

0:31:42.159,0:31:46.559
nitty-gritty a lot of people

0:31:43.519,0:31:48.320
you know limp in or skimp into things uh

0:31:46.559,0:31:50.399
and try to do things as cost effective

0:31:48.320,0:31:52.720
as possible and it may create

0:31:50.399,0:31:53.440
problems by you know trying to do

0:31:52.720,0:31:56.080
shortcuts

0:31:53.440,0:31:57.200
so i think if if you build a scope that

0:31:56.080,0:31:59.120
you can adhere to

0:31:57.200,0:32:01.440
and then build that program in with the

0:31:59.120,0:32:03.679
right products and processes

0:32:01.440,0:32:04.480
and maximum mechanization where you

0:32:03.679,0:32:06.559
mentioned that

0:32:04.480,0:32:08.880
17 inch scrubber or whatever it is get

0:32:06.559,0:32:11.760
the right tools for the right job

0:32:08.880,0:32:12.519
offset some of your cash i think it just

0:32:11.760,0:32:17.039
makes it a

0:32:12.519,0:32:20.240
a less stressful onboarding experience

0:32:17.039,0:32:23.679
for for you and your business um agreed

0:32:20.240,0:32:27.600
100 so let's go

0:32:23.679,0:32:29.679
now let's let's say you know

0:32:27.600,0:32:31.440
how do you leave this industry with some

0:32:29.679,0:32:34.559
or everybody that's in this industry

0:32:31.440,0:32:36.720
right now give us you know some some

0:32:34.559,0:32:38.720
ending talking points or a good piece of

0:32:36.720,0:32:40.320
advice you would give to

0:32:38.720,0:32:42.960
to anybody that's in the business right

0:32:40.320,0:32:45.200
now that you know covered aside just

0:32:42.960,0:32:46.880
yeah in the industry in general right

0:32:45.200,0:32:48.399
what do you think are some important

0:32:46.880,0:32:50.559
points that they should be worried about

0:32:48.399,0:32:54.480
in their business as a bsc so

0:32:50.559,0:32:54.960
you know yes so i would reiterate some

0:32:54.480,0:32:56.880
of the

0:32:54.960,0:32:58.159
the the things that we've been you know

0:32:56.880,0:33:01.440
hammering on with

0:32:58.159,0:33:03.440
you know find a jan san supplier uh

0:33:01.440,0:33:04.559
somebody that you can trust that's gonna

0:33:03.440,0:33:08.399
help you

0:33:04.559,0:33:10.240
manage and grow your business um

0:33:08.399,0:33:12.240
and then i would say from an overarching

0:33:10.240,0:33:14.240
thing embrace change

0:33:12.240,0:33:15.760
um you know i've been in the business

0:33:14.240,0:33:17.360
you know 20 years

0:33:15.760,0:33:19.679
and one thing that i can count on is

0:33:17.360,0:33:20.880
change is happening and will continue to

0:33:19.679,0:33:22.880
happen

0:33:20.880,0:33:24.559
and and it just happens faster and

0:33:22.880,0:33:26.559
faster

0:33:24.559,0:33:28.559
so i think if you go into into your

0:33:26.559,0:33:30.080
business and if you

0:33:28.559,0:33:31.200
always do what you've always done you're

0:33:30.080,0:33:33.360
always going to get what you've always

0:33:31.200,0:33:34.799
got it's kind of definition of insanity

0:33:33.360,0:33:37.279
so the cool thing with our industry is

0:33:34.799,0:33:39.120
we are rapidly progressing

0:33:37.279,0:33:40.799
and the more that you embrace you know

0:33:39.120,0:33:43.600
tools and technology

0:33:40.799,0:33:44.960
like for example in your world uh you

0:33:43.600,0:33:45.600
know a couple things that i'd like you

0:33:44.960,0:33:48.240
know

0:33:45.600,0:33:49.840
ricky is is vacuuming your labor most

0:33:48.240,0:33:50.640
labor-intensive tasks at some of your

0:33:49.840,0:33:53.440
buildings

0:33:50.640,0:33:54.559
and i would say for for most bscs

0:33:53.440,0:33:56.159
vacuuming

0:33:54.559,0:33:57.600
and most of their clients is probably or

0:33:56.159,0:33:58.240
most of their buildings is probably the

0:33:57.600,0:34:01.760
biggest

0:33:58.240,0:34:04.159
labor intensive task so so if

0:34:01.760,0:34:06.640
so if we switch from you know buying off

0:34:04.159,0:34:09.119
of the lowest cost to the right piece of

0:34:06.640,0:34:10.480
equipment for the long term we may look

0:34:09.119,0:34:13.359
at switching from

0:34:10.480,0:34:14.240
an upright vacuum to not only a battery

0:34:13.359,0:34:16.560
powered

0:34:14.240,0:34:18.320
backpack where i'm going to cut my i'm

0:34:16.560,0:34:19.520
going to increase my productivity by 50

0:34:18.320,0:34:21.839
percent

0:34:19.520,0:34:23.919
uh i just did that i just did that let's

0:34:21.839,0:34:26.800
see how that goes

0:34:23.919,0:34:27.440
that's true yep so on that you know the

0:34:26.800,0:34:30.159
the

0:34:27.440,0:34:30.879
what's going to make it sticky is one

0:34:30.159,0:34:33.839
selling that

0:34:30.879,0:34:34.879
to the user that you're going to help

0:34:33.839,0:34:37.679
make their job

0:34:34.879,0:34:38.639
easier and quicker and faster because

0:34:37.679,0:34:41.520
you may take a

0:34:38.639,0:34:42.720
a person who is vacuuming four hours a

0:34:41.520,0:34:43.919
you know a shift

0:34:42.720,0:34:45.919
and they're going to be able to do it in

0:34:43.919,0:34:47.359
two hours and what it's going to allow

0:34:45.919,0:34:49.440
you to do to go to your client that's

0:34:47.359,0:34:50.879
saying hey ricky my budgets suck i need

0:34:49.440,0:34:52.560
to lower your cost

0:34:50.879,0:34:54.399
and on top of lowering my costs i need

0:34:52.560,0:34:56.960
you to add high touch

0:34:54.399,0:34:57.920
frequencies and more disinfecting so if

0:34:56.960,0:35:00.880
you embrace

0:34:57.920,0:35:02.480
technology vacuuming is just one of

0:35:00.880,0:35:03.280
those the other thing that's coming

0:35:02.480,0:35:05.359
that's become

0:35:03.280,0:35:07.440
more and more popular especially on

0:35:05.359,0:35:10.160
larger square foot locations of both

0:35:07.440,0:35:12.880
soft floor and hard floor is robotics

0:35:10.160,0:35:13.680
um you know uh there's a lot of great

0:35:12.880,0:35:16.079
technology

0:35:13.680,0:35:17.200
um our brand partners as tenant which

0:35:16.079,0:35:19.599
tenant has

0:35:17.200,0:35:21.680
almost four thousand uh autonomous

0:35:19.599,0:35:23.040
scrubbers out there of you know walmarts

0:35:21.680,0:35:25.920
and krogers

0:35:23.040,0:35:27.839
and a lot of people get the the the

0:35:25.920,0:35:28.640
negative mystique of we're trying to

0:35:27.839,0:35:31.119
eliminate

0:35:28.640,0:35:33.200
you know jobs and i think that's that's

0:35:31.119,0:35:33.200
right

0:35:34.960,0:35:38.880
so so robotics is changing to cobotics

0:35:37.839,0:35:40.720
because

0:35:38.880,0:35:42.800
we still need somebody there to start

0:35:40.720,0:35:43.359
the machine bring the machine in clean

0:35:42.800,0:35:44.960
it

0:35:43.359,0:35:47.200
but what we're our goal is is to

0:35:44.960,0:35:48.480
reallocate that labor so in a time when

0:35:47.200,0:35:50.240
your client said

0:35:48.480,0:35:52.480
you know hey ricky you didn't wipe down

0:35:50.240,0:35:53.599
the door frames you know maybe once a

0:35:52.480,0:35:56.240
week or once a month

0:35:53.599,0:35:58.320
i need doorknobs handles light switches

0:35:56.240,0:35:59.200
telephones i need those done every day

0:35:58.320,0:36:00.880
all day

0:35:59.200,0:36:02.560
like okay great you need a full-time

0:36:00.880,0:36:04.160
sanitation specialist

0:36:02.560,0:36:06.640
but they're not willing to pay for it so

0:36:04.160,0:36:09.359
i think you can back into

0:36:06.640,0:36:11.119
programs to meet your customers needs

0:36:09.359,0:36:15.280
reallocate labor

0:36:11.119,0:36:17.520
by embracing technology

0:36:15.280,0:36:18.880
and then i think the final piece of

0:36:17.520,0:36:20.320
technology that i think

0:36:18.880,0:36:22.800
building service contractors are going

0:36:20.320,0:36:24.880
to need to embrace is to be able to

0:36:22.800,0:36:26.480
document on the front end and back end

0:36:24.880,0:36:29.440
of what they're doing with

0:36:26.480,0:36:30.400
scope of work processes and protocols

0:36:29.440,0:36:34.000
but atp

0:36:30.400,0:36:35.839
testing um whether that's you know a set

0:36:34.000,0:36:37.680
program of once a month you know you

0:36:35.839,0:36:40.160
come in or you hire that out

0:36:37.680,0:36:41.119
uh because everybody wants i just bought

0:36:40.160,0:36:42.320
one yep

0:36:41.119,0:36:44.400
dude you're saying all the right things

0:36:42.320,0:36:46.560
yeah keep going keep going uh

0:36:44.400,0:36:47.839
you know so so for me i guess in summary

0:36:46.560,0:36:52.079
that the takeaways are

0:36:47.839,0:36:55.520
is uh you know embrace a partnership

0:36:52.079,0:36:57.280
um embrace change look at different

0:36:55.520,0:36:59.680
tools and technology to do

0:36:57.280,0:37:00.720
your current jobs quicker better and

0:36:59.680,0:37:02.880
more effective

0:37:00.720,0:37:04.640
and then once you fine-tune that as

0:37:02.880,0:37:06.079
you're looking to grow it allows you to

0:37:04.640,0:37:07.040
go grow in directions that you're

0:37:06.079,0:37:09.760
comfortable

0:37:07.040,0:37:10.800
with you and then you can rather than

0:37:09.760,0:37:13.280
trying to

0:37:10.800,0:37:15.200
uh you know redo a whole program you can

0:37:13.280,0:37:16.480
just go and duplicate that and share the

0:37:15.200,0:37:18.320
success story of

0:37:16.480,0:37:20.000
you know hey ricky i just helped this

0:37:18.320,0:37:22.320
restaurant or this facility

0:37:20.000,0:37:24.480
and here's how we do it you just simply

0:37:22.320,0:37:24.880
take it from a sales pitch to a share

0:37:24.480,0:37:27.599
pitch

0:37:24.880,0:37:28.720
and you know pictures or videos and

0:37:27.599,0:37:31.440
things like that which you do

0:37:28.720,0:37:31.839
you do a lot of where you don't sell you

0:37:31.440,0:37:34.320
just

0:37:31.839,0:37:36.079
share stories of either what you know

0:37:34.320,0:37:39.359
route can do for you and your business

0:37:36.079,0:37:40.079
or customers um so i think in summary

0:37:39.359,0:37:42.640
that's kind of

0:37:40.079,0:37:44.640
the the talking points or the walk away

0:37:42.640,0:37:47.839
points i would suggest people to

0:37:44.640,0:37:48.560
embrace ah perfect man talk about a

0:37:47.839,0:37:50.720
great

0:37:48.560,0:37:53.359
wrap up to what we just talked about so

0:37:50.720,0:37:54.960
many takeaways so many talking points

0:37:53.359,0:37:57.599
i mean i love that part too where you

0:37:54.960,0:38:00.079
said it take it from a cell to a share

0:37:57.599,0:38:01.920
because it i gotta say the first couple

0:38:00.079,0:38:03.359
of years again same thing i got it

0:38:01.920,0:38:05.040
i didn't want to be too pushy i didn't

0:38:03.359,0:38:05.760
want to sound like i was selling selling

0:38:05.040,0:38:07.119
selling

0:38:05.760,0:38:09.760
but if you have case studies and you

0:38:07.119,0:38:11.040
have examples that it did work

0:38:09.760,0:38:14.320
you're not selling anymore you're

0:38:11.040,0:38:16.640
sharing that i mean it's the truth

0:38:14.320,0:38:18.240
it speaks better than when people hear

0:38:16.640,0:38:21.040
you talking so detailed about

0:38:18.240,0:38:21.760
an example they know it's true they know

0:38:21.040,0:38:23.680
it worked

0:38:21.760,0:38:25.119
they know like it's not a sales pitch

0:38:23.680,0:38:26.240
anymore because there's passion behind

0:38:25.119,0:38:27.280
it

0:38:26.240,0:38:29.040
and i would say that would be the other

0:38:27.280,0:38:30.079
thing we didn't talk about as you have

0:38:29.040,0:38:31.920
those successes

0:38:30.079,0:38:34.240
be able to document that whether that's

0:38:31.920,0:38:35.760
an old school what i call brag book with

0:38:34.240,0:38:37.040
just pictures that you can flip through

0:38:35.760,0:38:39.040
and show somebody

0:38:37.040,0:38:40.160
videos um you know so the nice thing is

0:38:39.040,0:38:41.680
as people are building

0:38:40.160,0:38:44.240
their business and want to continue to

0:38:41.680,0:38:46.480
grow you know document those success

0:38:44.240,0:38:49.440
stories and as they meet with people

0:38:46.480,0:38:50.160
and you go to you know solve problems or

0:38:49.440,0:38:52.320
you know

0:38:50.160,0:38:53.920
you're working on new opportunities

0:38:52.320,0:38:57.040
you've got that brag book

0:38:53.920,0:38:59.839
um that provides immediate credibility

0:38:57.040,0:39:01.599
of before and after pictures references

0:38:59.839,0:39:04.720
things like that

0:39:01.599,0:39:05.040
oh yeah awesome man all right well we

0:39:04.720,0:39:07.440
are

0:39:05.040,0:39:09.760
wrapping up here um all right but i

0:39:07.440,0:39:11.440
don't i i like to end josh with

0:39:09.760,0:39:12.160
something non-business related well it's

0:39:11.440,0:39:14.640
been

0:39:12.160,0:39:17.599
right but yeah let's talk about i mean

0:39:14.640,0:39:20.320
funny stories right everybody loves

0:39:17.599,0:39:21.920
laugh just i i just i love laughter i

0:39:20.320,0:39:23.440
love smiling i love that then it's

0:39:21.920,0:39:26.720
empowers just a good feeling

0:39:23.440,0:39:29.520
right so yeah give me share with me

0:39:26.720,0:39:31.359
i cannot share any more stories of my

0:39:29.520,0:39:33.119
cleaning industry

0:39:31.359,0:39:34.640
laughter events or anything that's funny

0:39:33.119,0:39:35.839
because i have way too many and i've

0:39:34.640,0:39:39.680
talked about them but

0:39:35.839,0:39:42.880
give us a story of you know you in this

0:39:39.680,0:39:44.480
in this industry you know what what

0:39:42.880,0:39:46.720
made you laugh what was something that

0:39:44.480,0:39:49.119
you did that made somebody else laugh

0:39:46.720,0:39:50.560
well i would say you know probably my

0:39:49.119,0:39:53.359
wife making fun of me

0:39:50.560,0:39:55.359
in front of my customers or you know

0:39:53.359,0:39:56.079
fellow sales people because my wife is

0:39:55.359,0:39:58.480
definitely a

0:39:56.079,0:40:00.079
character um and anytime we meet

0:39:58.480,0:40:00.560
somebody new or something like that and

0:40:00.079,0:40:03.760
i always

0:40:00.560,0:40:04.800
you know introduce myself and so my wife

0:40:03.760,0:40:06.160
is liz and

0:40:04.800,0:40:07.920
she always says you know hey this is

0:40:06.160,0:40:09.359
josh and he's you know number one in the

0:40:07.920,0:40:11.440
number two business

0:40:09.359,0:40:12.480
um so it's always something that's you

0:40:11.440,0:40:14.480
know just

0:40:12.480,0:40:16.160
kind of catchy and fun and i've i've

0:40:14.480,0:40:18.000
always taken that to heart where

0:40:16.160,0:40:20.720
you know i do want to be the number one

0:40:18.000,0:40:22.880
you know guy in our industry and i

0:40:20.720,0:40:24.800
am continuing to to take stride to to

0:40:22.880,0:40:27.920
try to be that so no real great

0:40:24.800,0:40:29.440
you know funny stories just uh that you

0:40:27.920,0:40:30.079
know my wife likes to make fun of me a

0:40:29.440,0:40:31.520
lot and i

0:40:30.079,0:40:35.200
uh you know you got to be able to laugh

0:40:31.520,0:40:35.200
at yourself and and i feel good

0:40:35.680,0:40:39.520
you creating a persona of dr green clean

0:40:37.920,0:40:40.319
i mean that it's not that it's funny

0:40:39.520,0:40:42.160
it's just

0:40:40.319,0:40:43.440
that brings a smile to your face when

0:40:42.160,0:40:45.280
you think of

0:40:43.440,0:40:46.720
man this guy's got a pretty good thing

0:40:45.280,0:40:48.480
going he's got

0:40:46.720,0:40:50.000
this is a brand this is somebody i would

0:40:48.480,0:40:52.319
trust because you

0:40:50.000,0:40:54.640
you gave you gave a crap right to

0:40:52.319,0:40:57.359
actually go out there and a limb and

0:40:54.640,0:40:58.240
and present yourself this way i

0:40:57.359,0:41:00.000
appreciate it

0:40:58.240,0:41:01.359
all right well josh thank you so much

0:41:00.000,0:41:03.520
man i appreciate

0:41:01.359,0:41:04.400
you jumping on here with us i hope

0:41:03.520,0:41:06.560
everybody else

0:41:04.400,0:41:08.560
appreciates the time we took here um

0:41:06.560,0:41:11.680
cheers everybody

0:41:08.560,0:41:12.800
shares the chairs of chairs glad to see

0:41:11.680,0:41:14.160
you drank that

0:41:12.800,0:41:16.160
i'm done right there pretty much down

0:41:14.160,0:41:18.319
here but i always end with

0:41:16.160,0:41:19.520
how can somebody find josh what's your

0:41:18.319,0:41:21.520
uh you know is it

0:41:19.520,0:41:23.040
instagram linkedin give us a couple ways

0:41:21.520,0:41:25.599
that people can find you

0:41:23.040,0:41:27.520
uh via courier pigeon is my preferred

0:41:25.599,0:41:29.359
method just

0:41:27.520,0:41:31.119
it's it's it's new tech that's coming

0:41:29.359,0:41:32.720
out you may have not coming back

0:41:31.119,0:41:37.119
it's coming back that's right yeah full

0:41:32.720,0:41:37.119
circle uh no my website's uh just

0:41:38.119,0:41:42.400
www.doctorspelledoutgreenclean.com

0:41:39.359,0:41:43.680
uh sharesmystory and my email is

0:41:42.400,0:41:46.319
justjbrown

0:41:43.680,0:41:47.280
at westernpaper.com feel free to reach

0:41:46.319,0:41:49.280
out to me

0:41:47.280,0:41:50.400
awesome man well thank you so much again

0:41:49.280,0:41:52.160
i appreciate it

0:41:50.400,0:41:53.839
uh and until next time man i hope i see

0:41:52.160,0:41:54.880
you soon all right have a great day

0:41:53.839,0:41:57.599
thank you guys

0:41:54.880,0:41:57.599
all right