SUBJECT: How is your year going so far?

My friend,

No ones just buys anything, they have to be sold. That old "build it and they will come" is bull. Can you imagine how tough the squeegee was to sell at first? I'll bet it was a hard sell. I'll bet he went out to every company he could find and demonstrated his new idea. In fact I'll bet he did it from dawn till dark and still did not break even right away.

Believe me I am not trying to discourage you. Just trying to get you back some perspective. I am sure that you went about building your current business in the same fashion but we forget. Think about Coke. They never forget. They have had the same product forever and still they never miss an opportunity to sell. I am in this business because it is a relatively easy sale. Clean windows are not a new concept and most people know whether it matters to them or not to have them. Next I do not have to keep any inventory and even better compared to most businesses ongoing costs are as near to zero as it gets.

Still I have to get out and sell to gain new customers. If they call me first they are a hot lead but most of the time I don't consider them sold till I get the first check. So go sell that pole don't wait for them to come to you.

James Scott
Jungle Jim's
Shoreline, Washington
206-306-2372
junglejimsinc@yahoo.com

SUBJECT: Drug Policies

Does anyone have a formal drug policy?

If so, would you share some information about it?

Thanks

Nardine Bellew
General Safety Services Corp
69 Milton Street
Dedham, MA. 02026
Phone: (781)381.2835
Fax: (781)381.2951
www.generalsafetyservices.com

SUBJECT: MWCoA get together @ IWCA

Hi group,

Count me in & there are certainly plenty of places to meet for something to eat in San Diego. As a local to San Diego I can make some suggestions and we can pick the most popular. I can also start compiling a list of every one interested in meeting up. If you coud confirm you want to meet up then we can decide on the best day, time and place.

Look forward to hearing from you,

Thanks

Ricardo Bartlett
Business Owner
Clear View of Eastlake
Phone: (619) 992-3001

SUBJECT: Standard Letter for Commercial Jobs

Hi Ricardo Many, many panes ago what I did to generate new clientele would be to hang a special door hanger first thing in the morning prior to the businesses opening for the day. It had the normal info. of business name, address and phone number. I had a squeegee guy cleaning glass as an illustration. Then it stated that I do window cleaning here in their center and would like the opportunity to discuss being their window cleaner on a regular basis. Then I would put the dollar amount for an exterior service and a price for interior & exterior cleaning. Then on the lower section of the hanger I had about 8 lines across. I would list the neighboring businesses that use my service and please feel free to contact them if you would like to inquire on my business. note: I had permission from each of those clients to list them as a refferal source.

I felt that by distributing these fliers first thing in the morning the manager/owner would be a little more relaxed and have a moment to read the hanger. This I belived made a statement that I was established in that center and not just some body trying to make a buck or a quid and be gone a month later. I also felt that this was better than coming into their business and interrupting them or a sales person to talk to them about window cleaning needs. I have had them state that they get asked several times a week by different w/cers and that they get very tired of being hassled about it. Which is something that we need to consider.

My response from these was fantastic. I would get 1 to 3 jobs each time I did this. I got a whole strip center once from this because the property manager was given one of my hangers. I would do this about every 4 months in the same center figuring that they would again see that I am in their center.

Best to you

Ken Sanford
Pro-Vision
Phoenix, Arizona

SUBJECT: Xmas cards for lost clients?

Anyone ever send xmas cards to lost clients. They may have been super friendly but for some reason they did not use you this year.

How about sending them an xmas card just saying "sorry we missed you this year" and include a business card. It could pay off.

Part of me wants to just forget about them but most were great folks they just did not want the service this year.

Any feedback?


Kevin Heap
Brite Boy Window Cleaning
Parker, Colorado 80138
303-587-5116
kevinheap@yahoo.com

SUBJECT: Re: New member Steve Catapano

Steve,

Everyone charges what they feel they are worth. For example, 60 twelve pane windows @ $1.00 a piece comes to $720.00. Are all these panes the same size? Are the window panes different from the door panes? How long will it take me to complete the job? What are the risks from working on the ladder? How much do I want to gross per hour? How much do I want to net per hour?. How am I going to clean these windows? Waterfed pole or another way.

For me I decided a long time ago not to charge by the window. I felt it wouldn't give me the true value of my work. So I charge by the job. I make sure I can do a job within a time frame that allows me to earn what I need. Now that in and of itself can present other obsticles for me. You see Joe Blow the window cleaner charges $1.00 per window and will do the job just as good as me. The maid will do it for $15.00 per hour! So how can I get what I want? For me first I had to know what I want! I wanted to earn between $50-$100.00 per hour for my work. We're all worth that much! So what I'm saying is: Find the place you want to fit into and go after it. Keep your standards high end and professional and you will attract customers with the same goals. Customers who believe that your worth what ever you say you are worth and who will pay you accordingly.

Add up your window pane count and figure along with everything else you'll have to do from driving time to saftey, how you can make this job work towards your goals. That will help you to come to a price. Be flexible because that job might lead to others. That might be the only job you have to bid on. The other window cleaner in town charges only this much. You have to sell to make what you want happen. Local conditions have a major impact on what people are willing to pay. Some commercial jobs might be bid cheaper because you can get monthly or quarterly work. You may only do the residential customer once a year. Sometimes lowball pricers have left your customers with expectations that this is the market price. Don't fall for that! Sedona is a highly spiritual environment. High end thinking people want high end workers also. Your in a great place to make lots of money. I believe you reap what you sow. So sow good things and you'll reap good things. Not withstanding the "real" world choas. You have to differentiate yourself from the other window cleaners to get what you want. Why should I pay you $50-$100 per hour when Joe Blow will do it for less. Prove to your customers you are worth what you ask for!

Get all the imput you can from other members of the group and make your price. Your in charge of you! I can't give you a exact price without knowing all the details. Only you can decide what your willing to do the job for. Some less paying work is better than zero high paying work! Just don't sell yor self short unless your broke and can't sell any other jobs right now. It takes time to build a cliental.

Best of luck in Sedona and if you need anything I'm right down the street in Tucson. Sorry I was so long winded.


Rick Morin
Arizona Window Care
Tucson,AZ 85704
520-250-1231
azwindowcare@comcast.net
www.arizonawindowcare.com

SUBJECT: My Marketing Efforts and Their (In-)Effectiveness

I know there are a lot of us that have been around for several years or more but some of us are just starting out or in my case just re-starting. Here's some of the methods I'm using to gain business. I think I've listed them all. Some of you may not agree with my methods or may have others to ad. By all means, let's discuss this topic but please keep it friendly. We all have ideas and we all like to think they're the best ideas. Well, enough said about that I think.

The numbers listed below are close approximations. I may have more or less than what's listed and on some of these like fliers and such, I am showing a sampling. I've put out more than 500 fliers in newspaper boxes but of every 100 I get about 1 customer so I went with 500 and 5 to show you roughly what I expect.

• Type of Ad* *# Distribution* *# of Jobs* *% Effectiveness*
• Post Cards to all new town residents.* 300 0 0%
• Letter to all Chamber of Commerce members.* 350 4 1%
• Joining Chamber of Commerce.* 1 3 300%
• Joining local professional groups.* 1 3 300%
• Fliers in doors.* 1500 50 3%
• Fliers in Newspaper boxes.* 500 5 1%
• Fliers in Driveways.* 1800 10 1%
• Signs on vehicle.* 6 5 83%
• Signs on commercial accounts windows.* 8 4 50%
• 18"x24" Metal COLOR Signs at strategic locations in town.* 2 6 300%
• Yellow pages* 1 1 100%
• Word of Mouth* 1 25 2500%
• Internet Webpage and advertising* 1 10 1000%

These are best guesses.

Let me break it down. Some of these items are listed as "1" distributed because there's no real way to quantify how many or what units. Chamber of Commerce. I joined one and have been to 1 meeting. There you go. Fliers are another story. I know about how many I've put out.

Post cards. This is a post card I've created that I send to all new residents of this city. I've subscribed to the "newcomers" list from the Chamber of Commerce. So far, zero jobs from this. Timing? Perhaps. I think it's mostly because they are getting bombarded with cards like mine right now having just moved in. Also, it's not the best time of year for this and people are already busy from moving and unpacking.

Letter to chamber members. So far so good. I send about 100 a day and each batch I get one or two new commercial accounts. That's actually REALLY good considering I'm taking them from my biggest competitor in the area who happens to clean damn near all the windows in my city and cheaper than I do. I get them with my service and the fact that I'm LOCAL to them. They spend money where I spend money and that counts for something with business owners.

Joining the chamber. Great marketing tool. It's on my business cards and website. People like to see that I support local business and communities. I've had a couple of very large jobs come from joining the chamber. I've only been to the new member lunch. I still have a ribbon cutting to do (more free publicity).

Local professional group: Young Professionals. Wow. Not only is this a really fun group to hang out with, they care about my business and help me! I've earned a couple of clients I wouldn't have had if it weren't for this and I may land a VERY LARGE bank because of my membership (about $700/month). I can't stress enough, JOIN LOCAL ORGANIZATIONS! Network!

Fliers in doors, boxes and driveways. The fliers in doors works but takes the longest to execute. The door fliers should actually be broken into two groups. I have a tri-fold flier I use when putting them in doors that lets me put a quick estimate on the flier to help qualify the customer so they know what to expect price-wise when they call. The other fliers are printed 4 to a page and are basically large coupons. They offer 10% or $10 or whatever strikes my fancy that week. They have varying degrees of effectiveness. The driveway fliers are "roll" flyers that I roll up and rubber band then I fold them once on one end forming an "L" that keeps them from blowing away. I can put out a LARGE number of these in an hour so when I need to blanked a neighborhood, I use these. I don't bother with newspaper boxes any longer though they are about twice as fast as door tucking.

Signage on my vehicles. Not only on my working van but on my personal car and my wife's van. The more people see my logo driving around town, the more they'll remember it. I've gotten some business directly from my signage. From calls to the # and... When I stop to go shopping, I put a few business cards behind my magnetic signs on both sides of the car and/or on the rear wiper on the mini-van. People take them. -- You can't do this with vinyl lettering. This is another nice reason to use magnetics. Built in business card holders!

Signs on commercial store-fronts that I clean in already. Not only does it remind that store who cleans their windows but it shows everyone who enters who did it as well. The down side here is you better do a GOOD JOB and it better last. Someone sees my sticker on the entry door or near it and then sees filthy doors or windows... look out. This is why I always offer to poly-coat (sani-shield or the like) the entry doors for commercial accounts. This allows them to help me keep those doors clean! Then I don't have to worry about some minimum wage kid trying to clean the doors with paper towels and windex. They just wipe it off with a paper towel or cloth. Works great, keeps the doors cleaner, longer and the customers LOVE this.

18"x24" aluminum signs. These are the same quality or better than reality signs. What I've done with these is not put them in the yard where I'm working and already have signage on my vehicles but I go to prime corner intersections and make a deal with the property owner. I clean their glass for free and they let me put a sign up next to the street. I only have two of these up but I get about 1 prospect a day from them. One lady's house takes about 15 minutes as she only wants the outside done. She lives on a corner where there is currently detour traffic being redirected. She lives at a stop sign (perfect) where all of the traffic has to stop and turn. Glorious. 15 minutes once a month or quarter and I get tons of free marketing. The other is a funeral parlor on the corner of a major intersection. I get my sign about 3' from the road right next to the red light and he gets some very prestine glass every other week. Total time to clean his windows each month is about 1 hour. $50/month for the best advertising spot on the block? Hell yeah.

Yellow pages/Dex/Phone book. I have 1 small ad in the yellow pages. I've received about 1 call so far. Eh. Not much to say about the phone book. It works some, it fails some. It's a crap shoot.

Word of Mouth. Get referrals. I pay my customers 10% discounts for each referral they give me that books. I also tell them that I'll give the person they refer 10% just for knowing them! This makes them look like a hero and it makes me some word of mouth for very little money. 10%? That's less than my current advertising budget so it's a bargain really. I discount customers up to 50% of their invoice for referrals. Remember, the referrals only get 10% off so I'm making money on the 5 people they refer me. Some can be quite expensive cleans ;)

Internet. Well I have a website and I pay for google ads that are specific to my site. I get a few requests for estimates a week and I get about 50-100 visitors a day. It's almost free to have a site up if you can do it yourself. Even if you can't, get one up. Everyone has one or should. It sits there and answers questions for potential customers 24/7 for you. No reason to not have one.

Well there you have it guys. I hope this helps some of you out.


Chad Kovac
Absolutely Clean Windows
Central Iowa 50023
515-771-9148
chad@absolutelycleanwindows.com
www.absolutelycleanwindows.com

SUBJECT: Re: [MWCoA] What a day

Hi Ray,

If you need any help with this house call. I'll give you a hand.

James Gautsch
SunShine Window Cleaning Service
Middleburg, Pennsylvania 17842
570-539-2430
jmsgautsch@chilitech.net

SUBJECT: employee hiring process?

How do you go about this? What do you look for in a employee? Are there certain questions you ask?

Heres why I am asking. Over the last 3 months I let fired two guys. One a month ago for having the guts to ask for 60%. LOL. He was good but not that good. And the 2nd one I fired today cause he just could not get this job. I thought to myself "How hard is this?". This kid 17 years old, when I first met him is tall 6.2 that's a plus for me, less step ladder work for him lol. He is bright, clean cut, shows up on time every time and has a drive to work. But he just could not get this whole process. I had to tell him every time we went to a job what to do no matter how many times he did the same thing on the job I still had to explain to him while on site.

I ended up thinking I would just put him on screens, tracks and sill work but that did not help any. He spent 15 minutes on a window each time. I tried to explain to him that he was never going to get the tracks as clean as the day they were new, just get out most of what you can but if you spend more then 10 minutes you are over doing the job. Screens same thing but worse. He would never keep them organized which caused more time at the end of the day.

He always had a problem trying to figure out how they come out. And worst of all, today he broke one of the frames in 1/2. He tossed it out the window. That's correct. Not floated, not let down by cord, tossed. The screen hit a landscaping rock and broke. I had to go by a new one and it was just under $30. I told this kid at the end of the day I could not keep him on cause he was just not getting it. I could not believe it. He started to cry. He made me feel so bad. He told me this was his first job and how he loved working with me and getting out of the house from his parents. He said his parents were going to punish him.

Man I almost backed off but I told myself, business is business and this kid is learning something now. Listen and pay attention to your boss. Now what I really hate is I have to call my accountant and have him taken off the books. This just stinks.

Seriously how do you go about finding a quality guy? I paid this kid $12.50 per hour with no experience at all. I feel now i should have paid him $7 per hour. If I'm going to pay out money like that how can you find someone who is worth the $$$.

Raymond Fulgoni
New Jersey Window Washing
Toms River, New Jersey, 08755
848-459-8919
rfulgoni@comcast.net
www.njwindowwashing.com

SUBJECT: Black mold on windows

The question came up on black mold on windows and how to get rid of it. I figured I would post it here also as it seemed a lot of people liked what I posted and maybe it will help some one here also.

Just remember, even when you get rid of it off the window you the home owner still needs to find why it was there in the first place. If not it will be back in no time.

Cleaning the Mold

If the surface(s) you are cleaning are dry, or mostly dry, you should lightly mist them with water before cleaning the mold. If the mold is too dry, then the mold spores will have a much better chance of becoming airborne while being disturbed during the cleaning process.

Once the surface is lightly misted (if necessary), then clean the affected area(s) with soap to remove as much of the mold as possible, and then apply a disinfectant to kill mold spores that are left behind. Thoroughly clean all surfaces in the area that contain visible mold, and even surfaces that do not have visible mold, since mold spores are microscopic very durable, and can remain dormant for months or even years.

Once a surface has been cleaned and disinfected, it should be completely dried.

In which case, if mold spores are left behind, and are introduced to moisture again in the future, then you will have another significant mold growth problem on your hands.

Non-porous material such as metals, glass, hard plastics, and semi-porous materials include wood, concrete, etc, that are structurally sound with some visible mold growth may be cleaned and reused.

If the contamination is not too severe, porous material may be cleaned and reused. If the damage is extensive and the mold growth has visibly destroyed porous items beyond repair, they may need to be removed and replaced. Examples of porous materials are ceiling tiles, insulation, wallboards, carpet, soft furnishings, clothes, papers/books, etc.

All material that has been cleaned should be completely dry and visibly free of mold before it is reused and before sensitive individuals are exposed to it.

Review of Mold Disinfectants

1. Alcohols (ethanol, isopropanol):
   
   Bactericidal, Virucidal, Fungicidal. Use a diluted concentration of 60 to 90%. Advantages - nonstaining and nonirritating Disadvantages - inactivated by organic matter, highly flammable
   
   
2. Quarternary Ammonium Compounds:
   
   Bactericidal and Virucidal with limited effectiveness, Fungicidal. Use a diluted concentration of 0.4 to 1.6%. Advantages - inexpensive Disadvantages - inactivated by organic matter, limited efficacy
   
   
3. Phenolics:
   
   Bactericidal, Virucidal, Fungicidal. Use a diluted concentration of 0.4 to 0.5%. Advantages - inexpensive, residual Disadvantages - toxic, irritating, and corrosive
   
   
4. Iodophors:
   
   Bactericidal, Virucidal, Fungicidal, Sporicidal and Tuberculocidal if contact time is for a prolonged period of time. Use a concentration of 75 ppm. Advantages - stable, residual action Disadvantages - inactivated by organic matter, expensive
   
   
5. Glutaraldehydes:
   
   Bactericidal, Virucidal, Fungicidal, Sporicidal (prolonged contact time required), and Tuberculocidal. Use a diluted concentration of 2%. Advantages - unaffected by organics, noncorrosive Disadvantages - irritating/damaging vapors, highly toxic, expensive
   
   
6. Hypochlorites (Chlorox Bleach):
   
   Bactericidal, Virucidal, Fungicidal, Sporicidal (prolonged contact time required), and Tuberculocidal. Use a diluted concentartion of 1:10 . Advantages - inexpensive Disadvantages - bleaching agent, toxic, corrosive, inactivated by organic matter; removes color from many interior fabrics; dissolves protein fibers (i.e. wool, silk); has not shown to be effective against stachybotrys spores.
   
   
7. Hydrogen Peroxide:
   
   Bactericidal, Virucidal, Fungicidal, Sporicidal (prolonged contact time required), and Tuberculocidal. Use a diluted concentration of 3% or greater. Advantages - Relatively stable Disadvantages - corrosive, expensive, degrades in heat or UV light

Gary D'Angelo
Magical Touch Window Washing
Farmingville, New York 11738
631-774-8846
magicaltouchww@gmail.com
www.magicaltouchww.com

Re:Networking Groups

From my experience here are the three best places to get referrals:

1. Your customers...but you have to ask

2. Service companies providing services to your target market...but you have to ask

3. All other people in your circle (sphere of influence)...but you have to ask

In the end you have to include yourself...because you have to ask.
I've used the 3F strategy for building my residential business:
F ind the customers you want to serve
F ocus your efforts on them daily
F ight like hell to make them your customer


Kraig Dyer's
BEE Clean Services
Member Master Window Cleaners of America
Window Cleaning, Power Washing, Parking Lot Striping
(817) 372-3639
(214) 663-0466
Always BEE Clean!
alwaysbeeclean@yahoo.com

The business and rambling thoughts

Jack,

Most everyone can clean a window, but not everyone can make the cleaning of windows a going thriving business and a professional career.

It may have something to do with being able to treasure and enjoy all those quiet empty moments when actually engaged in doing the work.

The happy, rewarding hours and hours of spiritually rich time when our thoughts are no one elses but our very own...

Steve Blanchard
A Brighter Day Professional Window Services
150 South Anza Street #32A
El Cajon, California 92020
steveonelife@hotmail.com

Price Bargaining

Hello group. I did an estimate for a potential new client yesterday and the price came out to 289.00 for the interior and exterior windows on the clients home.

I check my email today and the client has responded saying that if I'll do the job for 250.00 it's a deal. She wants 39.00 off my original quote. The estimate that I gave her was very fair and to cut my price by 39.00 would lower my hourly rate. I know we have had numerous postings about discounting and price adjustments.

Anyone ever experienced this before and how did you handle it?

By the way, this lady got my name because I was doing the windows at her next door neighbors house. I am not sure how to respond to her...I like to just tell her to take a long walk on a short pier...ha, but that would not be very professional.

Eddie Willis
20/20 Window Cleaning
ewindows2020@aol.com
www.20-20windowcleaning.com
Mulberry, FL

Re: To scrape or not to scrape that is the question.

Mr. Fields,

When I first started window cleaning and learning, I did not touch a razor blade for nothing. Then of course as my confidence grew I pulled out the razorblade, then I started buying different makes and models, you know!

Then one day I ordered your DVD set and whammo, you threw the fab debris on me! Now I'm back to where I was when I began.

My question is this: You said on a wash job don't pull out the scraper? Just leave that paint on the windows? I know the home owner does not know (here) what to expect, but, I bet your going to say Rick, if you pull out that scraper you better
a)charge more
b)get that @#@# waiver signed! or just do the wash job over the existing paint on the windows.

Rick Whited
Affordable Window Cleaning Co.
Stonewall, Louisiana

Screen Sealers

I have been trying to come up with a quicker and easier way to clean screens. I have used hose and brush, powerwasher and the winsol screen cleaner in the past. Although the winsol works fine, it is expensive for what it does (in my opinion).

Lately I am experimenting with interior protectant sprays used for car detailing. it actually works really well for both cleaning and sealing. I brush off the screen, then take a lint free cloth (actually, auto detailing rags work good) and spray the rag with a dissolved mix of protectant, and sometimes water and soap. After I am done, the screen looks shiny, and the worst residual dust that is usually left on the screen is gone. It works good on fiberglass screens, but There are a couple problems. I can't spray directly onto the screen or it will dry and leave a residue; the process doesnt seem to work on metal screens as well, and the sprays stink!

I am now experimenting with odor eliminators and mixing different concoctions. Also, I am not sure of the long term effects for the screen itself. My guess is that it will continue to repel dust, and will protect the screen from uv damage (that is what the solutions are supposed to do for the car interior). Has anyone else experimented and found something that works?

Thanks, Melody

Melody Edwards
A-One Window Cleaning
Hatfield, Massachusetts

Canvassing for commercial

Hello.

I've always been a shy and reluctant poster so I've made it a resolution too become a more active member this year. Lately I've been feeling a little displaced having sold my business in Arizona last year and relocated to the Northwest. Radically different climate, surroundings, and culture have made for a humbling experience indeed. In the Southwest my business was 99% residential and I became spoiled by the nice weather, abundant referrals, and more business than I could ever keep up with. Now I'm back to square one. I've opened up a new business, ordered a yellow page ad, etc. and am preparing to start the painstaking task of canvassing for some commercial accounts to get me through the winter months. It's been so many years since I've done this and I'm inviting any suggestions that you all may have to make it more productive. I would also like to wish each and everyone a happy and prosperous new year.

Thank you,
Steve Goodbar
Avalon Window Cleaning
Eugene, Oregon

Re: A window cleaners pride

Excellent point Kevin! On some jobs I've had in the past like cleaning, people treated me like a second class citizen. I didn't mind because I liked what I was doing. I expected wcing to be similar but what I've found is that people are in awe at how we do our job. Most of them think of windex and paper towels when they talk about wcing and then we show up w/ professional tools and the ability to clean windows that they only dreamed of doing. The results and the knowledge we bring leave most customers w/ a great deal of respect for what we do and who we are and that always leaves me feeling good about being a window cleaner.

Tony Evans
A New View Window Cleaning
Burlington, Iowa
ag_evans@yahoo.com
MWCoA Member
AUWC Member
"A New View For Your Old Windows"