PCC Magazine June-July 2011

Pressure Cleaning Contractor

June/July 2011

www.PCCMagazine.com

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In This Issue:

June/July 2011

Additional Features:

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22 New Technician Training 101

Crackdown in Houston TOC

24 Spotlight: Kory Finley, K & J Pressure Washing 32 Rookie Camp: Helping “Newbies” Start Right 34 Reframing BMPs

46 How to Save Thousands of Dollars a Year 46 10 Advantages to Buying Locally

Cover Photo

Inset “Wanted” Poster photo features James Lewis of Underpressure Power Washers, Inc.

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NCE East in Tampa, July 28-30

Pressure Cleaning Contractor is published bimonthly by Steve Stephens Consulting, www.stevestephens.biz.

Pressure Cleaning Contractor

Houston photo courtesy of the Houston Tourism and Visitor’s Bureau.

Steve Stephens Consulting 12300 Nebraska Ave. N. Little Rock, AR 72118 501-517-1620 pccmagazine@live.com www.PCCMagazine.com

June/July 2011

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Our Team Publisher: Steve Stephens Managing Editor/ Designer: Allison Hester Webmaster: Celeste Gothorp

In This Issue: Departments

6 Publisher’s Note: We Made It Happen...Fast 8 Editor’s Note: Big Wasta 25 Giving Back

Technical Support: Linda Chavez

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Photographer DeeCee McHose

Why I Use What I Use: Staying Grounded/Gutter Cleaning for the Professional

48 Steve’s Inspirations: Your Input Determines Your Output, Part II

Marketing:

38 Educating Your Local Fire Department 36 Your Website: for Ranking or Selling?

Add-On Services: 34 The Waterfed Pole The publisher and editor of this magazine do not accept responsibility for the content of any advertisement, including statements made by advertisers herein, or for the opinions expressed by the authors of by lined articles.

The intent of this publication is to provide general information only and is not intended to provide specific advice or recommendations. Appropriate legal, financial or engineering advice or other expert assistance should always be sought from professionals.

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Publisher’s Note

We made it happen...

Steve Stephens Publisher

WE HAVE HIT IT OUT OF THE BALLPARK!

During the conception of PCC Magazine, our goal was to give pressure-cleaning contractors the exposure, education and, most of all, respect they deserved. Part of our mission statement is to provide the pressure-cleaning contractor with a united voice that demands to be heard.

As a result, because of you and the manufacturers and distributors who have read our very first issue, we have surpassed our goal! The ball has been hit out of the field, and is affecting everyone in our industry! People are realizing that you, the small businessman or woman, are not only feeding your families, but you are helping provide food, shelter, vehicles and the lifestyles for everyone in this industry.

Guess what? Get ready to be treated with the respect that you have always deserved!

PCC Magazine, in its very first issue, has raised the curtain so the entire industry is aware that the cash starts and stops with the pressure cleaning contractor.

When Allison and I first had the idea of 6

providing an online news and educational source created solely and exclusively for the pressure cleaning contractor, we both knew it was going to be a hard row to hoe.

Everyone, and I mean everyone said it could not be done. However, since we started, other publications are beginning to follow suit. One specific industry magazine has increased its contractor-related articles by at least 40 percent.

Because they see us contractors uniting together, they’re shaking in their boots.

Honestly, all we wanted in the beginning was more exposure, more educational material, more diversification of ideas, and more focus on successful contractors so we could all learn together.

So now, here we are. Contractors united together with direction in our lives. Because of this we will go farther and faster and get more done in all areas of our life.

So contractors, you have hit this ball out of the park! Not to mention, we did it in our very first issue.

Now comes the second issue…finally. The past few months since the premiere issue hit have been some of the most challenging times of my life. I have faced major obstacles, hospitals, pain clinics, excruciating pain, screwed up medication prescriptions, everyday memory loss, learning curves and just plain Murphy’s Law.

It has been indescribably difficult for me to pull my weight for this second issue. I am so thankful for my PCC team. They have been a strong reminder of how important it is to surround yourself with people who encourage and care that you reach your personal and business goals. When you create friendships that are deep and true, these people pull you up when you fall down. My health pushed me down deep into the quicksand and it took all my efforts to keep my head above the mud, as the rest of my body was submerging in the sandy abyss.

Allison Hester, Celeste Gothorp and Linda Chavez not only held the lifeline that kept me from completely sinking, but also divided all my responsibilities. While my physical situation has not yet improved, we have worked through some of the unexpected kinks and are ready to move forward full speed ahead.

Through this experience, I have been reminded that being united is not only important on a large scale, but is also vital on a small scale to help us reach our goals.

Building relationships is one of the vital keys to success. We are not limited by our proximity. We are not limited by our past. We are only limited by the size of our hope.

So here we are as the journey begins... again. Contractors united? Who would have ever thought the pressure cleaner actually would be calling the shots? It is happening ladies and gentlemen. And it’s happening fast!

We are here with this incredible power.

The most influential, successful, and knowledgeable contractors, teachers and newbies with tons of information to aid in our success! What a gift we have!

I encourage us all to move forward. Each of us take a newbie and help him move forward.

Got a buddy who is tackling a problem that is a piece of cake to you? Share your knowledge.

For the big picture, it doesn’t really matter who is right; it matters what is right. And knowing what is right doesn’t mean much unless we do what is right.

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Editor’s Note

BIG wasta

My husband, Michael, returned last February from a year-long deployment to Afghanistan. He was part of a small, specialized unit sent to help teach the local villagers how to farm something other than poppies (for opium). It was a noble cause…at least in theory.

In reality, the mission was troubled from the getgo. You see, while the impoverished villagers lived in dirt houses with little food and almost no possessions, one thing they did own that they wanted to hold on to were their heads. Soon after Michael’s unit arrived, the Taliban began decapitating locals who were caught talking with the Americans.

Clearly, the U.S. troops had some major obstacles to overcome before even beginning to open lines of communication with the locals. The Special Forces who were already in the area had learned about something very valuable, which helped them get in with some of the locals: “BIG WASTA.” Men of the Middle East respect facial hair – the more the hair, the bigger the “wasta” – or instant esteem

Allison Hester Editor 8 4

Pressure Cleaning Contractor

shown. Early in the mission, a cleanshaven Michael traveled to the local village with the SF guys – who had gotten special permission to grow moustaches and beards – to meet some of the locals. Michael, who at the time had no wasta, was not invited to join in activities, being forced to sit at the “kiddy table” of sorts – althought they actually owned no tables – while the grownups talked and drank tea.

Soon, the National Guard gave special permission to allow key members of Mike’s unit to grow non-compliant moustaches.

(They would not cave to the idea of beards.)

Apparently Mike naturally had the biggest wasta and was able to grow a full-blown 70’s style ‘stache, which became a running joke on his base. His BIG wasta also helped him gain a strong respect by the locals and others in the area (such as the kitchen crew pictured above).

OK, so what does this have to do with pressure washing?

As this month’s cover story tells, the pressure washing industry is facing impending increased regulatory control as local municipalities such as Houston are tightening their washwater discharge belts. In order to work toward reasonable solutions, contractors must apply big wasta of their own.

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Unfortunately, it’s not as simple as growing a super macho ‘stache – although many wives are probably appreciative of that.

(Trust me!) No, our industry’s big wasta comes from education – understanding what the Clean Water Act says, understanding what best management practices really mean, and learning how to educate your own local authorities about pressure washing discharge.

So over the next several issues, we are going to be tackling some of the environmental control that’s underway, starting today. Our cover story focuses on the issues currently taking place in Houston and why so many contractors are in an uproar over what’s happening there. I also had a long chat with Jerry McMillen, aka “Sirocco Jerry,” to get a better understanding of BMPs and clarifying some misunderstandings on what they are and what they are not. In upcoming issues, we will look at the Clean Water Act and what it truly says about pressure washing discharge.

Let me end with a short example of why this is important.

In late May, Guy Blackmon of Pressure Pressure Cleaning Contractor

Kleen in Fayetteville, NC, was “pinged” by stormwater enforcement in the small town of Hope Mills, NC. The officer said he had already fined a couple of other contractors $1000 each for noncompliance. Guy responds, “No biggie.

I told him that if I could help in any way to just let me know. Funny....he didn’t seem too thrilled about that, or my knowledge in BMP’s or the CWA.” So they shook hands and the enforcement official went on his way.

Now that’s some BIG Wasta!

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CRACKDOWN in Houston

by Allison Hester

Houston is a city that has never been known for its cleanliness. In fact, the EPA named Houston the dirtiest city in 20011 and it still remains in the nation’s top 10 for air pollution, with rates as high as 150 percent above the National Ambient Air Quality Standard2. But air quality is only part of the problem.

In 2010, a study by the nonprofit group called The Environmental Working Group showed that out of America’s 100 largest cities, Houston ranked 95th for drinking water quality, finding 46 different contaminants, including things like arsenic, benzene and acetone3.

Houston’s drinking water comes from its surface waters, and therefore keeping the bayous clean is extremely important, according to District Attorney Roger Haseman. “As Texas’ population continues to grow, there’s a concern that we won’t have enough drinking water to accommodate. The legislators really want us to protect the surface waters, which is where our drinking water comes from.”

In 1982, the Houston Police Department created a special law enforcement group – the Environmental Enforcement Department – to press criminal charges against major environmental offenders.

Over the years, they have taken on pollution by major industries. However, in recent years the law enforcement agency has been cracking down on a different type of “polluter” – the pressure washing contractor – and setting confusing, conflicting and arguably unreasonable standards that are running many pressure washers away from the city, if not out of business altogether.

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The Tale of One Contractor

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to report polluters of all types. According to Sylvia Brumlow, the unit’s Community Liaison, pressure washing violators were initially introduced to their department by a contractor who was losing bids to lower-priced competitors “because they did not have the proper equipment or the proper permits. So that’s how it began.

People telling against each other,” she said.

The program, however, has raised quite a stink among pressure washing contractors who disagree with this tattletale philosophy. “It’s not our job to turn in our competitors. If they think it’s going to give them a competitive advantage, they’re mistaken,” explains Ron Musgraves of the National Cleaning Expo and Pro-Power Wash in Phoenix, who has been actively working with City officials to educate them on the industry and hopefully change the Houston situation.

“Whenever contractors start turning in each other, nothing good comes of it. Now someone no longer has food on his table for his family.”

The concept has also potentially backfired, as processes once thought acceptable — such as diverting to grassy landscapes or using high-priced water filtration systems – are not being seen as acceptable in many situations. Many contractors have lost money, lost clients and lost patience in Houston, choosing to just avoid cleaning in the city altogether. And while the program was initially set up to help keep Houston’s environment clean, many in our industry believe it may actually be leading to a dirtier city and more polluted waterways.

ast fall, Doug Rucker of Clean and Green Solutions in Houston had finished washing a regular account – a local Chic-Fil-A restaurant – when he received a phone call from the restaurant manager. His client had been called by an officer of the Police Department’s Environmental Enforcement Division who was investigating a complaint about wastewater being discharged into the storm drain by a pressure washing company.

Doug met with the restaurant manager to find out more about what was happening.

A detective then joined them to discuss the situation, pulling out photos of Doug cleaning the parking lot and explaining that a complaint had been filed by a local competitor.

“Nothing down the drain but rain,” explained the officer. After Doug admitted that yes, he was the one identified in the photos, he had to go to the police station where he received two citations at $425 each for an “MSA4 discharge not entirely composed of stormwater.”

While there, the officer showed Doug two additional photos provided by his same competitor of two different restaurants being cleaned with discharge going down the storm drains. In fact, while Doug was still there, the officer received a phone tip of another power washing incident, and quickly left to apprehend the alleged suspects.

Doug admits he had let water go down the drain after using a chemical that eats oil and is used by the sanitary treatment plants The Environmental Crackdown themselves, although questions have been ouston’s Environmental Enforcement raised as to whether or not the property may Department has been in existence since have actually been environmentally compliant.

1982, but had not focused on pressure What bothered him most was that his washing until recent years. Over the years competitor did not confront him directly, and they’ve targeted major industries, including that no warning or education was provided by automotive, painters, transport and concrete. the police department. Instead, his competitor “Every one of these groups has felt targeted simply ratted him out. and like we’re doing something wrong or being This “watchers” system – formerly termed unfair,” said Brumlow. the “Rat on a Rat” program – is set up by the The Environmental Enforcement Department Houston Police Department’s Environmental is currently in “reactive mode,” according Investigations Unit as a hotline for people to Officer Dicker of the department, and Pressure Cleaning Contractor June/July 2011 www.PCCMagazine.com 11

“So that’s how it began. People telling against each other.”

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relies on tips from their hotline as well as their officers to catch pressure-washing contractors in the midst of an illegal discharge. If a call comes in concerning a water-pollution incident, which power washing would be classified as, an investigator responds immediately to the call. If an officer catches a powerwashing contractor releasing water down the drain, “we will have them stop the activities. We will have the water tested at the lab and see what it comes back with. If it comes back with a pollutant in the water that’s getting in the sewer system, we will do a report, add all the materials together, and then turn it over the environmental crimes division.”

As a general rule, the department “only takes water that enters the drain,” according to Dicker. “There could be times we would take pooled water for a comparison, but the water in the drain is the violation.”

Because the Environmental Enforcement Department is a criminal division, the department does not issue citations. Instead they file charges, which means taking the contractors to jail. “Water pollution is a class A misdemeanor or higher offense, which does not allow for tickets,” explained Dicker.

In fact, according to Haseman, most of the citations issued for water violations are felonies. The charges for a class A misdemeanor can be as much as a year in jail and/or a fine up to $50,000 per violation. A felony charge can result in penalties of up to five years in jail and/or a fine up to $100,000 – per incident.

“As for criminal charges, it varies according to the number of complaints since we are in the reactive and not proactive mode. The lab analysis will usually be the deciding factor for the District Attorney,” says Dicker.

“We generally don’t want to prosecute them, but we need them to stop the discharges, and I think we’ve been pretty successful in doing that.” explained Haseman. “We generally felt like fines plus court costs were enough to get the point across. We’ve caught a few more than once, which just told me I guess I didn’t penalize them enough the first time, but we

...it “doesn’t matter what type of systems or filters they have on their mobile equipment” because the enforcement officials have no way to monitor whether or not the filtering equipment was being properly maintained.

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Pressure Cleaning Contractor

remedied that the second time.”

The concept of criminal charges seems severe to many in the pressure washing industry, as do the Houston rules for controlling washwater, which will be dissected throughout this article. “I understand some

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of what they (the contractors) are worked up about,” added Dicker. “The problem is that we are a criminal outfit. We weren’t specifically brought on board to deal with power washing stuff.”

According to Dicker, his department has tested power washing discharges that have shown “yes, they are discharging a pollutant and at quantities to warrant enforcement.”

This “sampling,” according to Dicker, is of wastewater that has not been filtered in any form or fashion.

“The ones we tested … aren’t going through anything. Just straight down the drain.” Among the pollutants they are seeing are hydrocarbons, oils, chromium “and other things that they’re now bringing out of the ground, under pressure, and causing significant oil slicks and things in the water.”

“It wasn’t until we first got the lab results from the testing that we learned how bad it could be,” added Haseman. “The other thing was the volume of wastewater that is generated when you’re cleaning a parking garage. I had no idea that many gallons of water would be generated, and all of that was being discharged into our storm drains.”

When I asked if any tests had been done on water that had been filtered, Officer Dicker replied, “We know there is other testing that shows that booms don’t stop enough of the contaminants.” However, I was not able to locate a copy of these reports.

An environmental investigator with the City of Houston Pretreatment Program, who wished to remain anonymous, said that frankly it “doesn’t matter what type of systems or filters they have on their mobile equipment” because the enforcement officials

had no way to monitor whether or not the filtering equipment was being properly maintained. “A lot of people have a lot of really sophisticated equipment and claim the water is clean.”

Even so, they cannot ensure the contractors are using it, so its use still does not allow for discharge into the sanitary system.”

For these reasons, many in the industry who’ve spent thousands on reclaim equipment

“The intent is no soap...

Even if you use a biodegradable product, it’s not biodegradable once it hits the floor.”

Pressure Cleaning Contractor

June/July 2011

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now are understandably frustrated. For example, Eric Flynn of Gulf Coast Power Washing said he spent over $30,000 in filtration equipment to try to become compliant, but has since decided to just avoid the city altogether – a choice that he estimates has cost him around $250,000 in lost business. “It’s not worth the risk of doing something they deem illegal then being plastered in the newspapers as an example of being a major environmental offender,” he said.

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What Are The Rules?

hile nothing is allowed down the storm drain, there are a few allowances for other discharges.

First, according to Officer Dicker, building washing is allowed and as long as no chemicals or detergents are used and nothing enters the storm drain, and the washwater can be diverted to the landscaping.

“The intent is no soap.

Nothing goes down the storm drain. Even if you use a biodegradable product, it’s not

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biodegradable once it hits the floor,” said Brumlow.

“For most places where they do pressure washing, if they discharge to vegetative place, it’s generally fine,” added Richard Chapin, Senior Project Manager for the Public Works and Engineering Department. “If it’s in an area where there is a drain where the water can pool, we want you to be able to pick it up or push it onto the landscaping.”

Secondly, if there is a permit allowing a contractor “to do otherwise,” then discharging to the sanitary sewer is allowed, according to Dicker. This, however, is a little tricky.

During my first call to Officer Dicker I was told that “unless there is a permit… the law says you cannot discharge unless you have reclaimed the water and then must dispose of it at a proper facility. A permit is the only exception from state law.

If you don’t have that, I don’t have a choice but to apply the state law.”

According to Chapin, however, “We don’t permit the pressure washers (contractors) themselves.”

Instead, “nearly every business or industry has to have a TPDES (Texas Pollution Discharge Elimination System) permit for stormwater.

Most of the time it’s a no exposure permit and there’s nothing to it.”

The anonymous environmental investigator added that a contractor may be able to discharge into an interceptor on a property if the contaminants are covered by the property’s permit and remain below the parameters of the property’s permit. To do this, “a reference sample would have to be submitted to the wastewater section for analysis prior to conducting said discharges to the interceptor. It will still be the responsibility of the contractor and permit holder that the permit limits are adhered to at all times.”

This is not allowed in any situation, however, if the water is brought on site by the contractor. “If someone brings a truck containing tanks of water onto a piece of property, we don’t want them to discharge

“If someone brings a truck containing tanks of water onto a piece of property, we don’t want them to discharge that.”

www.pressurewasher.net Pressure Cleaning Contractor

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that,” explained the anonymous representative. “The problem we have is that no one really knows what they’re bringing in. So if they were to discharge what they had into the sanitary sewer, we don’t know if they had some kind of hazardous waste in there or not. ” The City of Houston does have a set of BMPs (Best Management Practices) that say, in several situations, that washwater can be discharged into the sanitary sewer if the water was obtained on site, no chemicals were used, and other guidelines were followed so long as the property has an interceptor, such as a grit trap.

“The guidelines (BMPs), well, they’re a little hairy,” explains Chapin.

“Washwater is not one of those discharges that’s clearly allowed. But, because we had put it into our stormwater management plan that cosmetic washwater was allowed if they followed our guidelines, it’s innocuous. Then they can discharge. Otherwise it’s an illicit discharge.” He then added that he’d never seen an example of where discharge into the sanitary system was allowed.

My anonymous contact went on to explain, “What happens is we can start getting grit in the sewer lines like that. We don’t want people pulling up to manholes and dumping their waste down there. We don’t want that to become a common occurrence.”

Instead, in most situations, all water must be collected then hauled to an authorized wastewater recycling center. To do this, contractors must get a “Solid/Special Waste Transporter Permit” for pressure washers issued by the Houston Department of Health and Human Services. To apply for the permit, the contractor must complete a special application and have it notarized, provide copies of all driver’s licenses, provide evidence of financial responsibility for each vehicle, and provide information on the recovery system and drain covers that will be used.

The contractors must also pay a $90 application fee plus $25 administrative fee, then pay $635 per vehicle registration plus $25 per vehicle. The annual fee renews on February Pressure Cleaning Contractor

Participants in the Major Offenders Division Environmental Investigations Unit’s educational seminars receive a certificate, such as the one shown above.

1, no matter when the permit was obtained.

The other option is to pay a monthly fee of $50, but it can only be used three times during the February 1 to January 31 period, according to Almika Millage of the City of Houston Special Waste Department.

“No training is required. Just submit your application. Once it has been approved I will call you to schedule an appointment for your demonstration,” explained Millage. “You will come out to our location and do a demo. I verify that the reclaim works properly and any equipment you use prevents the wastewater from going down the storm drain.”

The other option is to hire a waste hauler to take the washwater away, and the Special Waste Department can provide a list of haulers available.

According to the City’s BMPs, water can be discharged down the sanitary sewer if the property has an interceptor, such as an oil/water separator and a grit trap. If the contractor does not want to have to haul the water all the way to one of the three approved wastewater facilities, the Pretreatment Program representative suggested the contractor could place an interceptor on his own private property, then dump the collected waste there.

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“I know people have said that there are going to be changes, but as far as we’re concerned, there are no changes. I don’t know what they’re talking about.”

It would have to be tested regularly to ensure the amount of oil was less than the maximum allowance of 400 mg per liter.

Many in our industry are up in arms over the idea of having to haul washwater anywhere when there are other disposal methods that are deemed acceptable by most municipalities and that are safer and less expensive.

“I am absolutely dead set against hauling washwater down the road. The DOT ultimately is not going to want Joe Blow in a pickup truck and 330 gallons of water on an unstable trailer hauling that water down through traffic, past kids in their cars, just because that water is dirty,” said Jerry McMillen of Sirocco. “It’s highly unsafe. It’s going to cause accidents.

Kill people. Cause damage. It does not make good common sense to haul dirty water that could have been left on someone’s lawn. That water needs to be filtered good enough that it can go on the landscaping or down the sanitary sewer.”

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Change? What Change?

ylvia Brumlow has been regularly hosting educational seminars on the situation, with the next one taking place July 21.

It will be the last such meeting this year. This seminar will cover all aspects of the Texas Water Codes, not just pressure washing.

“I know the pressure washers, when they come, want us to show them exactly how to pressure wash or to tell them what machines to use. Of course we cannot do that,” she explained. “What we’re trying to teach you is don’t put anything down the storm drain.

Nothing down but rain and we tell you why.

We’re just trying to educate you on the laws.”

At similar past meetings, members of the pressure washing industry have attended with hopes of educating the enforcement department on better ways to implement regulations and still adhere to the law. “I’m glad there’s a discussion. We need to see how people feel about things, but we just follow state law,” Brumlow added.

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“I believe the enforcement people have misconstrued what they are enforcing because they are completely confused,” adds Musgraves. “I don’t believe the actual law and what is written down on the BMPs and the city ordinances that they’re trying to enforce is any different than other areas.”

Yet the way it’s being enforced is definitely different, and many in the industry are just pulling out of commercial cleaning in the city altogether. Those who remain have no choice but to build in the added expense of collecting and hauling water to their customers. So in turn, less of the city will likely be cleaned.

For one, the building owners are also liable for water that is illegally discharged, and the

Pressure Cleaning Contractor

The Environmental Enforcement Division’s next eductional seminar is scheduled for July 21, from 8 a.m. to 2 p.m.. Those interested in participating must register by contacting Sylvia Brumlow at (832) 3940776.

Examples of similar meetings can be viewed at http://wn.com/goldstoneexterior

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misdemeanor and felony charges mentioned toward the beginning of the article can apply to them as well.

In fact, this has already been happening.

Haseman said he has heard of businesses that stopped having their garages cleaned altogether, at least until they could figure out a plan. “They were scared to death and just didn’t know what to do.” Now many of the companies that have gone back to having their properties cleaned require the contractors sign a form stating they will adhere to environmental laws. “That puts the pressure washing companies on notice and protects the client.

The higher cost is just a necessary evil.”

However, the cost to comply is simply more than many customers are willing to pay. So in turn, properties are not washed. Health and safety hazards are not removed. And many believe rainwater washes more contaminants down the drain than if a contractor had been allowed to remove them reasonably while avoiding the storm drains.

“The city of Houston is a point source. If they are not washing correctly and regularly, when it does rain, they are going to be creating more pollution and they are creating a bigger problem.,” said Musgraves.

“Every time it rains, that nasty stuff they don’t want to have go down the drain goes down the storm drain,” added Russell Clark of the Certified Hood and Duct Cleaners Association. “They are very inconsistent when it comes to their enforcement. With their way of thinking, they need to be taking God to jail for making it rain and go into the storm drain.”

“If the city wants their areas to be cleaned in a certain manner, they better be prepared for the bill,” McMillen added. “If they don’t like the idea of someone charging them $300 an hour because they had to buy an exorbitant permit to haul washwater down the road, then they better not require that permit.”

Haseman added that the extra cost to

customers was simply a “necessary evil.” He explained, “It’s expensive to collect all that water. You’ve got to manifest it, you’ve got to transport it, and then you have disposal costs that could all be included in your sewer costs.

We’ve had a lot of companies that said if they had to correct the way they were doing it would put them out of business. It was not our goal to put them out of business. But we told them they would have to do whatever it took.”

However, arguments such as these appear to be falling on deaf ears. “I know people have said that there are going to be changes, but as far as we’re concerned, there are no changes.

I don’t know what they’re talking about.

We just want to continue offering education.”

In fact, according to Haseman other cities are starting to follow suit. “I’ve had lawyers tell me that the culture across the U.S. has changed because of the prosecution that we’ve implemented.”

This is a point that Musgraves deems extremely important for the industry as a whole. “For those who think Houston doesn’t affect them, they are wrong,” he explains. “It affects us all.”

Robert Hinderliter, the Environmental Chair for the Power Washers of North America (PWNA) has been working with Houston officials for over three years. “The only way they are going to change is by a massive showing by contract cleaners. Otherwise, I don’t see them making changes.”

In the meantime, we will be following this story in future issues as it continues to unfold.

“I’ve had lawyers tell me that the culture across the U.S. has changed because of the prosecution that we’ve implemented.”

Pressure Cleaning Contractor

1

http://soc.hfac.uh.edu/artman/publish/ article_49.shtml 2

http://www.thebatt.com/2.8485/houston-sair-pollution-above-standard-1.1205569 3

http://www.ewg.org/tap-water/home

June/July 2011

www.PCCMagazine.com

17

July 28 - 30 Tampa, Florida

For the fourth straight year, hundreds of pressure washing contractors will gather in Tampa for one of the industry’s biggest events of the year – the National Cleaning Expo East.

This year’s program looks to be the largest and most information-packed yet, filled with top industry speakers (including our publisher Steve Stephens), certifications and bootcamps, exhibits and demonstrations on a “cleaners playground.”

18

Pressure Cleaning Contractor

The National Cleaning Expo (NCE) East began in 2007 when a number of contractors in the Florida area were having a hard time cooperating. Ron Musgraves of the National Cleaning Expo contacted Kory Finley of K & J Pressure Washing in Tampa to see if he’d be willing to help put a roundtable together.

“He said, ‘Let’s just get everyone in the same room,’” Kory explains. “The focus was to bring people together, educate, network, and move the industry forward.” And it worked.

By year two, the event brought in vendors and contractors began attending from other areas of the country. “There are people in this industry who just don’t mingle and mesh with other groups. So our plan was to just invite everybody,” Kory adds. “When we get representatives from different organizations and different cliques together, they get out of their ‘Democrat versus Republican’ mentality.

They all have the common interest of what can I learn? What can I contribute to make this better?”

NCE is also about more than just pressure washing, involving window cleaners, roof cleaners and other contract cleaners. “We’ve tried to bridge the gap,” said Kory. “Everyone comes together and provides business ideas.”

And the learning/relationships have come into play beyond the one weekend a year in Tampa. For instance, Tampa had a water shortage in recent years and the municipalities planned to ban pressure washing. “I was able to reach out to some of the people I’d met through NCE East who had dealt with similar circumstances. I was able to take their ideas to the water authorities, and in the end they overturned the ban.”

June/July 2011

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This year’s event, which is expected to be the largest yet, will take place at the Mainsail Suites Hotel in Tampa. A perfect getaway for families, the Mainsail offers a number of family-friendly amenities and event prices of $89 for a single room suites, or $99 for tworoom suites. (All suites include a separate a living room and full kitchen.) The event is free for hotel guests, and $30 for those who stay elsewhere.

Events begin Thursday evening with a welcoming ceremony, followed by a fun-filled fundraising casino night. The event will include a variety of giveaways and a silent auction.

Proceeds will go to benefit a wounded soldier program and the Make-A-Wish Foundation.

Friday consists of a full day of education, with participants choosing from a number of topics and speakers as well as boot camps (see attached list on page 20). Free classes for the day include topics from Seal N Lock, EPA and wastewater discharges, human resources, marketing roof cleaning, and a professional business guide. Boot camps and certification programs will be put on by Seal N Lock, as well as paid classes on interior sales and services and Pressure Washing 101.

On Saturday, participants are in for a bonus – a “Cleaner’s Playground” – with a variety of onsite demos taking place throughout the morning. These are scheduled to include: Pressure Cleaning Contractor

June/July 2011

www.PCCMagazine.com www.powerwashstore.com

19

Boot Camps: Selling Roof Cleaning

Chris Tucker, Apple Roof Cleaning

$129

Fleet Washing

Paul Kassander, MobiClean

FREE

Preventative Maintenance - Equipment

Russ Johnson, Southside Equipment

$125

Window Cleaning Safety

TBA

FREE

Commercial Roof Cleaning

Larry Millette, All Surface Pressure Cleaning $325

Kitchen Exhaust Training

Michael Tessaro, Instructor

FREE

Safe Graffiti Removal

Roger Gothorp, GraffitiContractors.com

$125

Interior / Inside Jobs

Joe Crowder, Southwest Restoration

$235

Pressure Washing 101

Pete Marentay, Contractors Foundation

$149

• How to Clean a Roof

• Wash Water Control and Proper Containment Procedures

• How to Seal Pavers

• Kitchen Exhaust Inspections Tour with Fire Inspector

• How to Wash Commercial Sidewalks at 4500 Sq. Ft. per Hour • How to Wash Commercial and Residential Windows • Graffiti Removal (Be sure to tag the giant wall!)

• Glass Restoration/Graffiti Removal from Glass

20

Pressure www.soapwarehouse.biz Cleaning Contractor

• Wood Restoration • Chemical Demos • Waterfed Pole Use • Awning Cleaning (If Awnings Onsite) Throughout the event, a number of vendors will be onsite to discuss their products. Also, several companies will be giving away products and services, as well as hosting show specials during the event.

Additionally, Paul Kassander and the Pressure Wash Store will be raising money for the Make-A-Wish Foundation. They are donating a Contractor Series Pressure Washer - Rated for 5.6 gpm @ 2500 psi, GX390 Honda engine. Raffle tickets can be purchased for $10 each at the event or online at www.

To learn more about NCE East in Tampa, or to register for the event, visit their website at www.nationalcleaningexpo.net. See you there!

June/July 2011

www.PCCMagazine.com

Pressure Cleaning Contractor

June/July 2011 www.PCCMagazine.com www.graffiticontractors.com

21

New Technician Training

1 10

How many times have you been called away from your office to troubleshoot minor problems that your technicians should be quite familiar with? That’s right. Too many.

I am going to provide you with education material you can provide to your technicians, aid you in their training, and turn many wasted times into productive times.

I am not a mechanic. It may be ironic, but I can speak or play drums in front of hundreds of people and never really get nervous, but put a wrench in my hand and I seize up and start sweating. Over the decades I have learned – not by choice, but by necessity – the basics of

22

www.monkeyrack.com Pressure Cleaning Contractor

by Steve Stephens

pressure wash machines.

This is one subject I will definitely not get too intense about. Not because I don’t have the desire; I just don’t have the skill. We will find an expert – one of you magicians I’m sure that with the turn of a screwdriver can make magic happen with the humming of your machine, and then you educate the rest of us so we can learn from your honed skill. Yet for now there are some things that I can speak to you quite intelligently about.

For instance, the new technician that comes in and tries to perform his job with too little training in pressure washer systems. We will start with the basics, then move forward into the more advanced knowledge of pressure washer operations. I feel quite comfortable with the basics, so I will take this on. Progressively, however, we will need one of you magicians, who can dig into a pump or engine, and make us all feel warm and fuzzy.

In this series, we are hoping that you will be able to print these documents into checklists or place in troubleshooting manuals.

Hopefully you can keep these in your vehicles.

Again, our goal at PCC is to save you time and money and provide you with education.

However, we are nothing without you. We need the experts in your skills to come forward. Help make your magazine a valuable tool. Let us all share our knowledge and help our fellow companies flourish! Together we all prosper, easier!

I am so jealous of you mechanics who can pull out a wrench and in just a matter of minutes have your engine purring like a kitten. You guys have a real gift. Never take advantage of the gifts that you have. You may be surprised to know that what comes so easy to you others yearn for.

June/July 2011

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Operating Instructions p Check oil and all fluid levels. p Check the pump oil by locating the oil view

window and, if needed, filling to the red dot or the center of the oil view window. p Check engine oil every day prior to use, THIS IS IMPORTANT! Engine will not operate without proper levels of oil! p Check coolant levels if unit is equipped. p Connect hose and gun assembly p Check all water filters at pump, entering flow tank, and departing flow tank. p Inspect hose departing flow tank, to the entrance of the pump. Assure nothing is on top or is capable of crimping, falling, sliding, or hindering this water supply in any way. p Locate water supply at job site. p Turn water on to ensure maximum flow.

Assure there is no debris inside water supply. p Make certain there is a water screen filter inside the water hose connection.

Starting Operation

p Connect water hose connection to water

supply and turn on to maximum flow. p Make sure water supply hose cannot be crimped by traffic, or other industrial equipment. p Maintain an adequate supply of water using at least a three-quarter inch diameter hose, with a pressure of 15 and 60 PSI, depending on your unit. Make certain that there are no crimps in your water hose on the ground, or as they make way to your high pressure reels. p Inspect high-pressure reels and swivels for any leaks. p Inspect all water hoses for crimps as they make way to your flow tank. p Make sure water is in the tank and the water intake is clear of all debris prior to starting engine. p Take notes of any leaks no matter how small, so repairs can be made prior to following day.

p Gasoline tank is full, clean and ready for

service. p Diesel tank is full clean and ready for service. p Check motor oil and all fluid levels. p All equipment is clean, in its place and there

Do not use improper fuels or solvents in is no chance of anything falling or spilling. your equipment. Fill only with the correct p MSDS sheets are clean and in a notebook fluids when the unit is off and cool. Fill the burner fuel tank with number two diesel fuel or ready for inspection. p Fuel switch is on. kerosene. Never use gasoline. Do not confuse your gasoline and fuel oil tanks. Keep the p Turn engine power switch to the on position. proper fuel in the proper tanks, preferably color Choke if necessary. Turn key only until the coded. engine starts.

Avoid contact with the exterior of the coil, p Eliminate air from system. Squeeze the or heat exchanger assembly, mufflers, engine trigger gun until a constant stream of water and exhaust stack to prevent burns. is flowing. Eliminating air works best with the

Don’t store fuel or other flammable nozzles removed, or using a dual lance wand in materials near the burner, or any other open the low-pressure mode. flame. Do not touch burner exhaust port, p Connect your spray nozzles securely. Point mufflers or hot hoses. Use common sense as nozzle at ground and squeeze trigger gun firmly. exhaust gases contain carbon monoxide, an If your nozzle is not firmly connected, it may odorless, deadly poison. Observe all state, shoot out of your wand breaking a window, or local, and national codes. Provide adequate possibly fatally injuring someone. At the very ventilation to prevent engine overheating, least you will probably lose your O-ring costing inefficient burner combustion and general you time and trouble. safety. p Now begin your project with pride.

Pressure Cleaning Contractor June/July 2011 www.PCCMagazine.com 23

Fire for thought

Spotlight

Kory Finley

by Allison Hester

by Allison Hester

Kory Finley of K & J Pressure Cleaning in Tampa struggled quite a bit when first getting started in the industry. He had to learn some lessons the hard way. That’s why he stresses the importance of doing “your research” before doing anything else, including a market analysis. “Make sure there is a need for the type of service you want to provide and that people are willing to pay for it.”

Kory started pressure washing in Atlanta, Georgia, in 2006 when he realized he did not want to continue in retail management. His wife, Lauren, supported his choice to start his own pressure washing business, which then focused on kitchen exhaust cleaning (KEC). “It was a slow start,” he admits.

After working part-time jobs and pressure washing on the side, the Finleys had their first 24

Pressure Cleaning Contractor

child and decided to move to Tampa in order to be closer to Lauren’s family. “So I had to start all over again.”

He then discovered that the KEC industry was already saturated in Tampa. “They were doing a lot of work for a little bit of money,” he explains. So Kory switched gears, focusing on residential cleaning instead, largely because it let him put more money in his pocket faster.

Today, K & J specializes in commercial cleaning for homeowner associations, residential property managers and restaurants. This change has actually worked out to Kory’s benefit. “I prefer to work during the day and sleep at night,” he explains.

Even more, he says he loves “the instant gratification you get when pull up to a dirty property, clean it, then leave with a satisfied

June/July 2011

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customer. Seeing the results of what you have done is very rewarding.”

Since its early struggles, K & J has grown to four full-time employees who pride

themselves on being able to tackle any job, including large

Giving Back

Kory Finley and his wife, Lauren, were researching the options for adopting a child or becoming foster parents when Lauren came across the Hope Children’s Home in Tampa, Florida.

The Hope Children’s Home was founded in 1968 as a place to provide for, nurture and educate children – particularly siblings – between the ages of two and 18 who have been orphaned, abandoned, discarded or abused. Unlike an orphanage or foster care program, these children are actually adopted in order to allow the siblings to remain together. The children are given a place to live, clothing, food, education and family.

All the money required to run the Hope Home is raised through private donations, including a thrift shop where proceeds go to support their efforts. They rely heavily on volunteers. “They don’t call or solicit for things,” Kory explains. “They have a chalkboard where they write down and pray over needs. If they’re in more dire need, they’ll put it on the website. They’ll ask volunteers if they know of anyone who does things.”

Looking over Hope’s website, Lauren saw there was a need listed for pressure washing. “I came home one day and my wife said, ‘Guess what? You’re doing pressure washing for them.’”

Kory has since cleaned for Hope on two occasions. Hope’s property consists of around 100 acres with 55 buildings, including housing for the children and workers, a school, and a gymnasium.

For his first project, Kory donated about seven hours worth of services, cleaning all the sidewalks and the main gymnasium building that was covered in mildew and mold. More recently, Kory donated an additional hour’s work washing four of the complex’s homes.

The biggest challenge? “Finding the extra time to help out while running a business and running a family,” Kory explains.

Hope Children’s Home is just one of the volunteer projects that K & J has done. For example, Kory was recently asked by a local little league how much he would charge to clean the baseball field’s surrounding fence. When he learned the cleaning would have to come out of the little league’s fundraising efforts, Kory agreed to do the job for free. “I’m not going to charge kids,” he says. “They offered to put a banner up for our business in the outfield, so that was nice.”

Giving back is something Kory believes strongly in, and encourages other pressure cleaning companies to contribute to their own areas as well.

“I think more businesses should do a lot more for their communities rather than depending on government to give everything,” he concludes. “It’s always good to give back. It gives you a sense of pride and a place in the community.”

To learn more about or to support Hope Children’s Home, visit their website at www.hopechildrenshome.org.

projects that their competitors can or will not take on.

Some of K & J’s ability to tackle projects is due the equipment they use, which consist of 8 gpm machines. “These allow us to move faster and more efficiently than other companies,” Kory explains. Large water tanks also allow them to bring their own water to sites where none is available.

Beyond their equipment, however, Kory also uses his noggin to come up with solutions to problems. As an example, K & J lost a bid to another contractor who, after one day on the job, quit because he did not feel safe on the job. “He said the drivers on the streets where he was working were reckless,” he explains. “So we resubmitted the bid and rented street safety signs. Problem solved.”

Kory also prides his company on being “fast, friendly, professional.” K & J stresses to customers the importance of looking beyond price alone and hiring a contractor who has all the proper insurances – worker’s comp, liability and automotive. “I never shop on price alone.

26

Pressure www.sealnlock.com Cleaning Contractor

If someone’s prices are significantly lower, there’s a reason, such as lack of knowledge, insurance, and inferior products or services.”

He also suggests customers ask for proof of licenses, insurance and a list of references. “A qualified contractor will be able to provide you with this info onsite or within a day.”

Running a pressure washing business properly is not cheap, and Kory believes in charging accordingly. “When contractors ask me how much they should charge, I tell them ‘whatever you need to average $100 to $150 an hour per rig,’” he says. “Some may think this is high for ‘unskilled labor.’ However, there is a lot that goes into that hourly rate, such as marketing, sales, office work, fuel, chemicals, payroll and taxes.”

He also stresses that contractors need to save for retirement. “So you can’t only charge for today. You need to charge so that you can grow your business.”

To help K & J grow, Kory has turned to others, including his competitors. “Find out what your what your competition does and does not do. Network with them. They can help you build your business.”

He also spends time on the industry bulletin boards, going to industry events and roundtables. “I believe in continuous education,” he explains. In fact, he believes in it so strongly that he has teamed with Ron Musgraves and the National Cleaning Expo to host NCE East for three years, with the fourth event coming July 28. (See the article on page 18 to learn more.) Additionally, Kory is a member of various associations, including the PWNA, UAMCC and several property management organizations. “They are a way to build credibility and are good for marketing.”

Finally, Kory strives to maintain the highest level of professionalism, integrity, honesty and fairness possible in his relationships with suppliers, subcontractors, professional associates and customers. “We aim to make our work rewarding for our customers by making sure they are satisfied through K & J’s efficiency, attention to detail and serviceminded attitudes.”

To learn more, visit their website at www.kandjproservices.com June/July 2011 www.PCCMagazine.com

Allison Severe Duty Performance Pumps

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SPECIAL NOTE: Just because the pumps GAS HP requirement may seem to be higher than the engine you have - these pumps will still work with any engine that you have so long as it has a 1” engine shaft. You will just have to adjust your pressure lower than the rated pump pressure. You will still get the same GPM - just less pressure. For example: If you need a lot of volume and not as much pressure you could run the 5.6 GPM Pump with a 13 HP engine and adjust your pressure to 2500 PSI rather that the maximum rated pressure of the pump. Call with questions - it really is easy to do.

More Mobile Washer Call EnviroSpec than any other company.

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Visit our Web Store and Technical Site @ http://www.envirospec.com and while you are there request a catalog Pressure Cleaning Contractor

www.envirospec.com June/July 2011

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27

Why I Use What I Use

Staying Grounded

/

Gutter Cleaning for the Professional Keith Cox/Sparkle Right Cleaning Service

means in pressure cleaning has become difficult. While my business is surviving, I find that anything I can do different than the next guy can only help. This leads to my unique opportunity that presented itself several years back.

I was lucky enough to get into apartment/townhouse cleaning and was really attracted to the assembly-line style of washing. Although the prices looked nothing like the residential business that I was conducting, the volume was there.

In the second year of this new-found “gold mine” (or so Editor’s Note: The products mentioned in I thought), I landed my biggest deal yet — this article have not been tested by the PCC 220 townhouses, ½ brick, ½ vinyl, with Magazine staff and this is not an endorsement.

The article is based on the author’s experiences/ prices better than the norm (excellent by today’s standards). I started the work and opinions only. discovered the first day that somehow no one mentioned the gutters had to be “What would you charge to clean my gutters cleaned out. I had not priced for this. while you are already here cleaning my home?”

We spent the next several days on For me, this is an opportunity that used the roofs two stories up. Luckily, they to seem like a double-edged sword. Either I weren’t built recently and they were safely had to charge an amount that might disrupt walkable. On the third work day, the safety the good situation I was establishing with my administrator for the management company customer, or I was going to charge a price the paid a visit. He immediately demanded I customer would like, but was ridiculously low considering I could suffer an accidental fall. For evacuate the roofs and attend an emergency those reasons, I never actively sought gutters to safety meeting at his office within the hour.

I found out at this meeting that I would clean. have to spend well over $1000 on new As times have economically become more ladders and retractable safety harnesses challenging, extracting profits from traditional 28 Pressure Cleaning Contractor June/July 2011 www.PCCMagazine.com

for me and my one worker in order to continue cleaning gutters with our traditional three- to four-foot wands while on the roof.

That night I went on a mission to find the best deals on this scientific safety equipment. It was during this search that I realized that this was going to slow work by about half our current speed.

I failed to mention we were traveling one-and-a-half hours to this jobsite.

Half productivity was going to make this situation barely worthwhile with the additional expense of traveling.

I shifted gears and began researching how to clean them from the ground!

Oh, did I mention that these were the worst gutters overall that I have ever encountered?

Not only was there an ocean of them, several of them had two- to three-foot-tall trees growing in them!

Trial & Error My first apparatus to dislodge the live plant beds was a hook-shaped nozzle assembly where the pressure nozzle was positioned to spray down into the gutter from almost directly above. I coupled it onto the end of my 24-foot extension and leaned it sideways to spray down the gutter channel.

My wand rocketed out of control, back and up above my head so quickly it was unbelievable. I had the machine at no more than 2500 psi on a four-gallon machine. You’ve got to be kidding me! This is all there is to clean gutters from the ground?!?! I actually warped the extensions on the wand beyond repair.

My second attempt was with the Flexiwand, which was better at a slighter bend, but still far from being effective due to the recoil.

After several sleepless nights and a week of looking for the magic solution to this problem, I relied on my knowledge of spray equipment from my experience in agriculture. I awoke one morning with the idea of a bilateral nozzle design. This would ensure that at high pressures, one nozzle’s recoil would recoil into the opposing, equally opposite nozzle and balance itself, ridding the recoil problem. Some Pressure Cleaning Contractor

A video of the Gutter Ball in action can be seen at www.gutterballpro.com. prototypes were assembled and the gutters were cleaned from the ground using my existing equipment.

As you know, this project was in jeopardy of not being a success from a productivity and profitability standpoint. The idea paid immediate dividends, and we completed the project well before the deadline. It was also completed safely and swiftly – from the ground.

Since then we have cleaned close to 3000 homes and townhouses equipped with gutters, up to 2.5 stories.

Design I am going to shift gears quickly into the real magic behind the product. You hear people say on TV, radio, etc., how some unique set of circumstances placed them into a position to see something like a UFO, or meet their special soulmate, or stumble across a gold mine – or, in my case, a live plant bed that just happened to be located inside the gutters I was supposed to clean. I mention this because I am not your typical inventive type guy. I am very hyper at times and do not possess patience. I would never have come up with this idea without being backed in a corner as I was.

When it comes to the product itself, I knew I needed opposing nozzles. I also knew a slight angle would help performance-wise in order to undercut the material in the gutter and give a

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29

little frontal lift. This would be helpful in raising telescoping wands from ground level, keying it as soon as you raise the wand off the ground.

The 45-degree elbow system is where I was fooled initially on the presentation into the gutter itself. I had a phobia of the hook due to its high-flying behavior, although I knew the opposing nozzles would eliminate the recoil even on the hook. I just thought a compact, smaller system would be better to bend it over the front wall. I also knew the angle needed to be approximate 45 degrees from the ground to the gutter (more like the hypotenuse of a triangle) to assure the operator remained out of the exiting debris’ line of fire and to view what you were doing.

When a 45-degree angle is combined with a 45 degree elbow system, I envisioned dropping in the gutter at a full 90 degrees. I have not geometrically measured to see how accurate my wand angle is, but apparently it is steeper than 45 degrees because the Gutter Ball is positioned in the gutter with the spray patterns angled toward the back and bottom of the gutter trough. This is the pure heavensent magic that I mentioned above! This lifts the material from the backside, flips it forward toward the front side of the gutter, and then the spray patterns actually make contact with the back wall of the gutter and ricochet.

This is similar to throwing a rubber ball at a slight angle down a wall and seeing the result — it bouncing off the wall and away from you and the wall. The backside lift action, combined with the ricochetting action, make for a system that places nearly all the material where you want it – on the ground, not on the roof!

So the “magic” of this product is definitely a small miracle in that you have the most unlikely person inventing it due to complete necessity, and the elbow system making things happen that were not first envisioned. Since 30

Pressure Cleaning Contractor

then I have played with the nozzle angles and settled on an adjustment just slightly different from what I had started with.

The Market I have used this product actively within my business ever since its beginnings at the townhouses. I have found that customers – yes, even price-conscious residentials that are seeking exterior pressure washing services – have already accepted the fact that they are hiring their external cleaning needs out, meaning that they have set aside some funding for this. This has somewhat made the sale of any of my services easier than if I was approaching a homeowner standing in their yard on a cold call. The addition of getting their sidewalks done for a fee that is reasonable, or their deck, wood fence, or yes, even their gutters, is quite often not as difficult to add on as you might think.

Cleaning gutters with this product is so effective and fast that I actively promote it on every home where I see gutters present.

Even if they appear clean from ground level, look around. If trees are present anywhere remotely close by, most likely something is in the gutters.

Sometimes fees are almost negligible – as low as $30 for a small amount of gutters that appear clean, to several hundred dollars for larger homes with gutters in dire need of dislodging. Gutters with guards present can be cleaned after removing the guards if they are full underneath. Often the guards have stopped larger items – such as pine straw, leaves, sticks – from getting in the gutters, but the shingle pebbles combined with dust from lawn mowers, etc., have filled the gutters partially underneath the guards. I have been successful in even flushing gutters with guards present until the water exiting the downspouts is clean (a true indicator the gutter is clean).

But Does It Really Work?

There is always speculation any time a new product hits the market. Does it really work? So many times we have seen products on TV that will wipe a scratch away from your

June/July 2011

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vehicle’s hood with hardly any effort, only to find after purchasing it that it does not perform as advertised.

There has been some concern with Gutter Ball about the mess it might create. “How does it not blow stuff on the roof? You know, it just sounds to good to be true.” Well, it almost is!

The material in gutters becomes composted.

Pine straw in my area sometimes comes out in arm-length sections woven together tighter than a bird’s nest. The fact that the material in gutters is typically composted and held together by itself helps keep things together when exiting the gutter. Things are not loose and blowing aimlessly.

Landscapes are not like your kitchen or living room floor, where if you overturned a plant pot or a gutter – which would create about the same mess – it would take hours and carpet cleaning equipment to clean it up.

Most of the material coming out of the gutter ends up in the shrub beds that surround the perimeter of the home.

In my area, well over half have pine straw as the ground cover, the same thing that is in the gutters. In the event there are no shrub beds present, whatever is in the gutter will match the trees that are present in the yard because the material in the gutter originally came from the surrounding trees (other than the pebbles and dust that lines the bottom).

With this in mind, the material from the gutter can be easily blended back into the landscape by simply blowing the material out into the yard with a regular pressure wand. In the event you have a customer that does not want any of the material from the gutter in their landscape, it still is a lot simpler to bag it from the ground than it is to bag it on a ladder or the roof edge!

Is Gutter Ball too good to be true? Does it have any faults? The answer to both is “yes.”

It is too good to be true if you already possess pressure washing equipment. With the addition of, at the most, extensions (if you do not already own them) and the Gutter Pressure Cleaning Contractor

Ball itself, a contractor or homeowner can be equipped to clean gutters for around $250 to $300. If you already own the extensions, you can be equipped for $100 to $130.

If you do not own pressure washing equipment, then there is the main fault of the product. You have to have a pressurized water supply, which a lot of homeowners would not have. But for a contract cleaner, is this really a disadvantage?

One more thing that should be mentioned. I currently have two different companies that do not allow ladders or contractors to be on the roof at all unless a lift is used to get us there. All other places, I am allowed to use ladders and walk roofs.

But these companies are literally one step away from having stricter regulations in place. If a painter, roofer, or any other worker was to make one wrong step, fall, and somehow find a way to ensue a lawsuit, they would almost immediately make things a lot stricter.

Gutter Ball is truly a product discovered and manufactured by a cleaning professional (contractor) for use primarily by other cleaning professionals (contractors).

For more information contact me at sales@gutterballpro.com or visit us on the web at www.gutterballpro.com

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Rookie Camp Helping “Newbies” Start Right

by Allison Hester

This month, Doug Rucker of Clean and Green Solutions in Humble, Texas – a suburb of Houston – hosted his third monthly pressure cleaning school “Rookie Camp.” Designed specifically for pressure washing contractors who have been in business for less than three years, Doug’s Rookie Camp teaches those relatively new to the industry about business and cleaning through both in-class and onthe-jobsite settings.

“My main goal is to help guys who are starting out rather than those who’ve been in it for years,” Doug explains.

“I want to help them learn the basics

Session One - Classroom Setting

• Introduction to the Pressure Cleaning Industry • Setting Up Your Business Legally • Environmental Awareness and Concerns • Equipment Selection • Marketing to Get Your First Customers • Job Estimating • Soft Wash Roof and Exterior Cleaning Services

Session Two – On-the-Job Training

• Soft Wash Roof Cleaning – You Will Participate in the Actual Cleaning of a Roof

Session Three – Classroom

• Cleaning Techniques that Save You Time and Money • Tools of the Trade That Increase Efficiency • How to Work Smart and Produce More Profits

Session Four – On-the-Job Training • Soft Wash Exterior Cleaning • Driveway Cleaning

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Session Five – Classroom

• House Wash Mix • Roof Cleaning Mix • Other Detergents, Soaps, Cleaning Products and Chemicals

Session Six – Classroom

• Residential Cleaning Applications • Add-On Services to Compliment Your Business

Session Seven – Classroom

• Marketing • Customer Service Skills • Developing Relationships With Distributors • Developing Relationships with Your Competition • Doug’s Little Black Book of Contacts

Session Eight – Classroom

• Web Sites and SEO • Using the BBS to your advantage

The school will close out with a very informal Q & A time where you can ask any questions that you may have.

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that people need to know to get their business started from a legal standpoint, an accounting standpoint, and on to actually having to clean a house or roof.”

The idea spawned after discovering the industry bulletin boards this past fall, where Doug noticed that a number of “newbies” had questions that weren’t getting answered.

“I started writing these guys and telling them they could contact me directly with questions,” he says. As the questions grew, Doug decided it made sense to start a threeday school.

“I remembered back to when I started 20 years ago and had nobody to turn to for help.

I had to figure everything out for myself, often leading to bad choices and costing a lot of money,” he adds.

The school itself costs $500 – plus travel and food expenses – and is limited to 15 individuals per class. However, Doug says he has done and will continue to offer individualized training to those who are unable to attend the school itself.

Also, while many of the business principles can be applied to any type of pressure washing, his class specifically focuses on residential cleaning because that’s what he knows best. “I know how to clean a house, and I know how to teach it,” he explains. “I also feel that most guys need to start out on houses because it’s the best way to get immediate income. If you start out on commercial, you have to wait at least 30 days for payment. That can kill your business if you don’t have financial backing.”

The schedule is divided between in-class work and on-the-job training. In addition to helping contractors succeed in the industry, Doug hopes the class will also help some decide if this is really the right career path for them.

“If I can deter someone from getting into this business who’s not going to make it and it only cost him $500 to find out, I’ve helped him,” he explains. “When you have to invest $2,500 or $3000, you almost feel like you’ve got to stay in the business even if you hate it.”

According to his students, the course is Pressure Cleaning Contractor

well worth the money. As Jason Yahner of Texas Pressure Cleaning explains, “The cost was minimal by anyone’s standards and you will have so many ‘ah-ha’ moments it will be worth every dime. Doug is a true example of the genuine kindness you can find in this industry.”

The next “Rookie Camp” will be held on July 18 through 22. To learn more, visit www.PressureCleaningSchool.com.

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33

Re-framing BMPs

by Allison Hester

This past month, I naively discovered one way to stir up controversy in the industry. Mention the term “BMPs” – or Best Management Practices.

After posting that I was seeking comments about some recently published BMPs for washwater control on a couple of the bulletin boards, I quickly learned this was not a popular topic. Thankfully, I received a kind note from Jerry McMillen, aka “Sirocco Jerry” (Sirocco Performance Vacuums) who offered to help me get myself out of the pickle I’d created by sharing his wealth of knowledge and expertise on the topic.

Best Management Practices, according to Jerry, are just that – BEST MANAGEMENT PRACTICES. These are not dirty words. They are not about the fear of being caught doing something wrong and being fined. They are not even about regulations. They are about working smart, educating properly, and building sustainable relationships.

But first this requires re-framing how we approach the term “BMPs.” We Are the Solution, NOT the Problem!

The issue with some approaches to BMPs is that they make the contractor look like polluters. The BMPs are written as regulations 34

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needed to keep contractors from placing their pollution down the drain.

However, this approach is majorly flawed because “cleaning professionals are not creating pollution. They are the ones who help control it,” explains Jerry.

In other words – with a few possible exceptions, such as vehicle washing – contract cleaners are not the ones who put pollution on a property. They did not put the mildew on the building, or the bird droppings on the sidewalk, or even the spilled oil on the parking lot. Those were already there. A hard rain will wash much of the pollution off of the property and down the storm drain.

An educated pressure-washing contractor, however, will come in and remove these items in an environmentally-friendly way. They will plug the storm drains, filter the water, use biodegradable cleaners, and either divert the water to the landscape or place the filtered water down the sanitary sewer. They do all of this while cleaning up the pollution already on the property and reducing the amount of polluted water that would naturally enter the storm drain if the contractor had not cleaned the property. And they do it without hauling dirty water off property, saving the potential liability of hazardous material spills.

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“The contract cleaner should never have to take responsibility for the dirt or the water,” says Jerry. “It’s the customer’s dirt.

It’s the customer’s water. It’s the customer’s dirty water. And it ought to stay on his site.

The customer is the one who has ownership for the pollution.”

Jerry is not saying, however, that contract cleaners have no responsibility when it comes to cleaning. “They have to take responsibility for filtering it in an environmentally friendly manner, but that’s not rocket science. And in fact, that is the easiest way to come up with a sustainable relationship with the customer.”

BMPs Are All About Sustainable Relationships

“If we are going to do a good job as an industry for the public good, we absolutely have to engage in being environmentally friendly and teach the cities what a sustainable relationship is,” Jerry adds.

That said, Jerry is recommending that everyone who has an opportunity to educate someone about what the industry does will “belly up” and provide that education. “But the entire conversation should be about sustainable best management practices.

Nothing about permits. We don’t have the education or the experience or the connections to have that discussion.”

What about those who think that talking to their local municipalities will put them on the front lines for environmental crackdowns? “No matter what, we are a high profile industry,” says Jerry. “Everyone knows what a pressure washer is. Everyone knows you’re not supposed to let nasty stuff go down the drain and kill Pressure Cleaning Contractor

birds and fish.”

In fact, Jerry adds that those who are trying to slip under the radar may be trying to hide something, and those who actually are doing things illegally don’t need to be in our industry. “It’s screwing up the relationship we are trying to build with people who want to be environmentally friendly. The cities want to be environmentally friendly, fantastic. Let’s get to work.”

This is what Jerry refers to as a sustainable relationship. “Common sense is going to protect the environment and capitalism is going to pay for it. If you don’t get common sense next to capitalism, guess what?

There are no jobs.”

And if cities enforce unrealistic guidelines, guess what? They won’t get cleaned, creating added environmental, health and safety hazards that pressure washing actually eliminates.

So, What Are BMPs?

“The context of BMPs should absolutely and only be addressed as what you do on the site when you get there,” explains Jerry. “It’s not about how easily they could send a cop out to give you a ticket if you don’t have some sort of wastewater hauling permit.”

According to Jerry, BMPs consist of common-sense approaches to cleaning. Picking up trash before cleaning. Sweeping what needs to be swept. Minimizing what needs to be managed. “Make it as manageable as possible, and oh, by the way, that is the fastest, easiest path between the two points anyway,” he explains. “If you go and create that extra 5000 gallons of water that has to be filtered because

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you didn’t sweep it up first, then sweep it up first and be smart about it. You won’t get the job anyway because your bid was too high.”

Really, it comes down to what is the most manageable way to clean. “It’s not about how much regulation can be put on people, it’s about how much work can be done in a reasonable manner, in a reasonable time, with reasonable profits so we can go back and do it again next month,” says Jerry. “And nobody is going to mind you coming back and doing it next month because these are reasonable BMPs.” What BMPs Are Not

“What we don’t want to talk about is regulation,” Jerry explains. “We don’t want to talk about how they are going to monitor the cleaning business. But the bottom line is we won’t need much monitoring at all if we just have proper onsite best management practices.

That’s the big difference between what some others have done wrong and what the rest of the world is going to do right.”

Again, Jerry stresses that BMPs are NOT about regulations. “Regulations are a totally different matter and should be controlled by someone other than contract cleaners. Those

who write the regulations and manage the permit processes should come up with a program that is reasonable, otherwise guess what? The front steps of City Hall are not going to be relatively inexpensive to keep clean.”

Environmental Boot Camp

Jerry has taken his environmental knowledge – and the ideas presented in this article – and turned them into an environmental boot camp. The program does not focus what can go wrong if a contractor pollutes, but rather explains that there are “ways and means by which we can control washwater and we are not subject to any of that law enforcement. It’s irrelevant if the water doesn’t get there.”

Jerry held a boot camp in San Diego in April and received rave reviews for presenting practical information that can not only help contractors understand how to apply BMPs to create sustainable relationships, but how to gain new business by doing just that.

His next boot camp will take place during the NCE East event in Tampa on July 28-30.

To learn more, visit the NCE East website at www.nationalcleaningexpo.com or Jerry at www.pressurewasher.net.

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Is social bookmarking just a fad?

by Pat Motz, www.SearchEngineTweaks.com

Let’s review the numbers • 50% of the world’s population under 30 has access to the Internet • 96% of those have signed up for social networking • Facebook gets more weekly traffic than Google • Social media has overtaken porn as the #1 activity on the web • YouTube is the second largest search engine behind Google • 50% of social media users log in every day • Facebook has over 400 million members • Twitter had a 422% increase in 12 months • 78% of customers trust peer recommendations • Only 18% of television campaigns create a positive return on investment (ROI) • When you search for the world’s top 20 brands, 25% of the results returned are links to user generated content

Word of Mouth + Social Media = World of Mouth!

The effect of social media on owners of blogs and other web sites is tremendous. Social media can spread the existence of your website to others with little or no input from yourself. Others with like interests spread the news of your site to those that you may never meet.

Think of social media as your neighborhood gossips; they tell everyone they know. This can provide more traffic and valuable back links.

Remember, What happens in Vegas gets posted on….

Pressure Cleaning Contractor

Social Networking Social networking is nothing more than a collection of individuals in specific groups.

Think about your town, which can be divided into districts, subdivisions and the block you live on. Social networking is the same thing.

The most popular social networking site is obviously Facebook where people create connections to others and to businesses alike.

You post something on your profile, then two of your friends repost it to their friends, then four of their friends share it and it just keeps growing.

Social networking is not limited to online activities. Before the Internet you would hang out with your friends and they would introduce you to others and they would in turn introduce you to someone else and your circle of friends grew. This is exactly how social networking works. You get introduced to people that you otherwise would have never met.

Social Bookmarking With social bookmarking, users have the ability to save links to their favorite web pages that they want to share with others. Social bookmarking users also have the opportunity to add descriptions and tags to their posts so others can understand what the link is about.

Social bookmarking is one of the most powerful tools in promoting a website. Going through all those hundreds of bookmarking sites can drive you insane. Not to mention the ones that want you to install a toolbar.

However, social bookmarking is becoming a popular way to drive targeted traffic to your website. It doesn’t matter what niche you’re targeting, with regular bookmarking done the right way, you can get a consistent flow of visitors to your site. There are a lot of popular social bookmarking sites that you can use all over the Internet for promotional purposes but do not spam them or do anything unethical.

You need to be creative here and use the social bookmarking sites in the best possible way. Once you’ve gotten the hang of using social bookmarking sites correctly and learn more about how it works, it’ll be a lot easier for you to leverage these sites for traffic purposes.

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37

Educating Your Local Fire Official

by Jason A. Wellman, FilterShine USA & The GreaseBox, LLC.

An often overlooked fact is that most of our first responders are volunteer firefighters.

Based on Firefighter Fatalities in the US, 6/10, from 1977 to 2009, there have been 3677 On-Duty Firefighter Deaths in the US (not including the 340 firefighter deaths at the World Trade Center). Over 60 percent of these were volunteer firefighters. In 2010, four percent of firefighter deaths in the US occurred at a commercial restaurant facility.

Studies by the US Fire Administration / National Fire Data Center show that:

• Less than one−third of restaurant structure fires occurred in an area that was known to have a fire alarm, and less than half

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of fires occurred in an area with an automatic extinguishment system, such as automatic sprinklers.

• Approximately 64% of restaurant structure fires were caused by cooking, followed by heating (10%) and incendiary or suspicious activities (5%).

• Cooking materials (grease, oil) were the most frequent items first ignited.

These facts, while tragic, present a golden opportunity for presenting the need for kitchen exhaust cleaning to your local inspectors.

How do I set-up a meeting?

The best way to get face time with your

local fire officials is to call the department and ask when their next training course is. Then ask if they would be interested in learning more about your industry. All fire stations have training courses at least once a month,

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if not more. They are always looking for people to help fill up the time requirements for continuing education.

Stay persistent and follow-up to show your concern and willingness to share your knowledge.

How should I prepare for giving my course?

You will want to prepare a Power Point presentation. I suggest starting with an introduction of your company and your experience in the industry. Include any certification(s) you have as well names of originations you belong to.

Next, move on to relevant topics. You do not want this course to sound like a sales pitch, so focus on education, not sales. (Note: During your presentation, include pictures but no names of facilities.)

Here are some topics to include: 1. Brief description of NFPA 96 standards and why the NFPA 96 best fits the Kitchen Exhaust Industry.

2. Acceptable condition of an exhaust system based off of NFPA 96 Standards 3. Common fire hazards your company witnesses in the respected territory of your audience 4. Fans wired wrong

What’s Happening

July 18 - 22, Pressure Cleaning Rookie Camp, Houston, Texas, www.PressureCleaningSchool. com July 28-29, National Cleaning Expo (NCE) East, Tampa, FL, www.nationalcleaningexpo. com September 22-24, NCE West, Phoenix, AZ, www.nationalcleaningexpo.com September 24-27, Cleaning Equipment Trade Association (CETA) PowerClean 2011, Scottsdale, AZ, www.ceta.org

5. Missing filters 6. Grease containment

Oct. 19-22, IKECA Connections 2011 Fall Technical Seminar & Expo, Milwaukee, WI

7. Inaccessible duct work 8. Recommended equipment a. Hinge kit b. Grease Containment systems 9. Ideas or solutions you may have to help improve the condition of the Exhaust Systems in their respected territory.

For your closing, be sure to provide a conclusion that overviews all the information you presented. Provide your contact information at the end.

Try a dry run presentation on a friend or Pressure Cleaning Contractor

family member to see what they take from your course. This is a great way to see if you need to go into more depth with certain areas of discussion or not.

Our goals as service providers and manufactures of products for the Kitchen exhaust industry should all be the same. The sooner we work together, the safer we will all be in our respected fields.

Remember that when it comes down to it in our industry, it is no longer innocent until proven guilty. It is guilty until proven less guilty.

Keeping this in mind, we all need to work together to help lessen our exposure and increase the education of not only the fire officials, but also to educate the facilities as well.

Oct. 20-22, Power Washers of North America (PWNA), 2011 Convention/ Technical Seminar, Nashville, TN, www.pwna.org Feb 2-4, 2012, International Window Cleaning Association’s (IWCA) Convention & Trade Show, New Orleans, www.iwca.org Feb. 5, 2012, 5th Annual NOLA Networking Event, New Orleans, www. nolanetworkingevent.com

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39

The Waterfed Pole

by Salvatore “Tory” Marino, Elite Window Washing, San Diego, California

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W

ith the numerous window cleaning associations and organizations out there, window cleaning companies really have no reason not to be held to high standards when it comes to safety training.

After all, these organizations offer discounted prices on OSHA, ANSI and other accredited safety courses.

However, there is yet another way to keep workman’s compensation costs down while keeping your field technicians working and in good health. This is by investing in a waterfed pole (WFP) and DI/RO (Deionized and Reverse Osmosis) setup.

We all know that as soon as someone puts a foot on a ladder, it does not matter if it is six inches or 40 feet off the ground. There is a potential situation that someone could lose his or her life or be seriously hurt.

We also know that the more experience workers have, the more comfortable they get while on that ladder or in that particular situation. The more comfortable they are, the more careless they get.

Makes sense right? More often than not, more construction-related accidents occur with people who have many years of experience. The key, of course, is to always be alert.

Most companies hold safety meetings every week with their employees or subcontractors. If not, than they should.

So. This is the reason why I suggest considering the use of a waterfed pole. Using this tool can often eliminate the use of ladders altogether. Working from the ground, cleaning windows at heights of six stories without the use of lifts, rope descent systems or swing stages – now THAT is a window cleaner’s dream, right?

No more having to move davits, no more having to tie off for every single drop, much less money spent in lift rentals.

And the results are actually better then cleaning the glass by hand. Why? Because not only does the glass get cleaned, but so do the frames. You won’t need to wipe them down with towels and rags anymore, leaving those annoying wipe marks

with your rags and having to go over them again with a clean one, making for a longer day.

The WFP he WFP is a pole that delivers pure, 100percent clean water through hoses to the end of a brush at the end of a pole.

The brush bristles – which are generally either made from a nylon monofilament, flocked bristles or hogs hair – agitate the dirt and debris on the glass, breaking the bond between the debris and glass.

The pole also has a small channel that lets out a constant supply of pure water. The pure water serves as the lubricant, cleanser and rinsing agent.

First we clean the frames and then the glass by moving the brush head (which is constantly wet) over them. We then rinse the windows and frames and leave them to dry to a spot-free finish.

The advantage of a WFP system is that it leaves windows and trim cleaner than with a squeegee, it removes more dirt from window frame grooves and it reaches windows in places too dangerous to put a ladder. Also, WFP systems can be used in the rain, as rainfall will not reactivate any soap residue that causes white rain spots.

WFP cleaning is at least twice as fast as traditional commercial window cleaning methods. However, costing between $500

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to $45,000, it is a considerable investment relative to a ladder.

To use the WFP system, the window and frames are scrubbed with a wet brush to loosen dirt and then rinsed with highly purified deionized water. Because the water is pure, it leaves no marks when it dries. Some firms have a large container of deionized or purified water in the back of their van or truck that is pumped up the WFP to the window. Small firms or those with restricted access (like at the back of a home) use trolleys or backpacks to move a small container and pump unit. At Elite, we use portable water purification trailers to allow us to reach any part of a building no matter the size.

We currently carry 12 waterfed pole systems, eight of which are the most advanced in the world made by Gardiner. These are pure carbon fiber, making the poles lightweight 42

and rigid, which in turn keeps fatigue to a minimum compared to cheaper, heavier poles.

Previously we used aircraft-grade aluminum poles, but we have found them to be outdated in comparison to the more rigid and lighter, taller waterfed poles that we now utilize. The poles weigh approximately six pounds and under. When at heights of more than 60 feet, we station one person on the roof of the building, securing the top of the pole with a rope until the pole can be lowered and easily controlled.

Advantages for Our Customers

Using WFPs actually helps us save our customers money. In the window cleaning industry, the greater the risk to the window cleaners, the higher the price, as “danger money” must be added into the cost. Also the hiring of expensive lifts and using traditional commercial window cleaning techniques not only costs our company money, it requires as much as 50 percent more time – both reflected in price.

Because with the WFP there is no risk and no high access equipment required, we can pass on these savings to our clients.

Here is an example. Let’s say that you own a multi-story building. The main lobby/entryway is the tallest part of the building. You can’t put a ladder on that glass. There are no tie-backs on the roof to make any kind of drops, and what’s more, it’s only 46 feet to the highest point. There is understandably no need for tiebacks on the roof from the builder’s view. The only option without using a waterfed pole is to get a lift and do it by hand – until now.

Here in San Diego, renting just one 60-foot articulating boom lift for a one day costs about $630, and only two men at best can be in that lift. There must always be someone on the ground running safety, making that one single lift a three-person job. So the cost for the labor for three persons and the cost of the lift rental, in addition to how much work can be done in one day by those people in the lift, will run somewhere in the ballpark of an additional $1000.

This was an actual job done by us three years ago when we only had three poles in use. The entire portion of the building

– including the other side of the main lobby – was completed in 10 hours with one man. This building is over 100,000 square feet in size.

If we were to do it today, the entire building would be completed in just one day, whereas other methods would take upwards of four to five days with seven to ten men!

Traditional methods on this project would run in the range of $5,500 to $9000. By using WFPs, this project cost about $3,500 at a good 10-hour day.

Because different jobs have different complexities, savings may vary. However, on average we are saving our clients around 35 to 40 percent of their total commercial window cleaning costs by using this system compared to use of more traditional methods.

Using a waterfed pole is not the magical answer to safety issues. Of course, there are always issues that need to be addressed for everything we do. Making the investment in a waterfed pole system, however, is one that will change the way you can run your business and your customers will love the results.

“This is a must-have book for anyone wanting to get into the pressure washing business. It is a must have book for veteran power washers to have if you’re having trouble your marketing.

This is a must-have book for your employees to read – if they do not know where your company direction is then your company will never grow. The pages in the book that talked about one person a week being wronged by you or your company had a dramatic impact on the way we are now doing business – not to say we were doing anything wrong, but it opened our eyes on what we do not want to do. AGAIN THIS IS A MUST HAVE BOOK! Buy it, read it, read it again, study it, put it to work and GROW!” – Bryan Henson, Xstream Pressure Washing”

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How to Save THOUSANDS of Dollars a Year

by Steve Stephens, Publisher

Starting in the pressure cleaning business 30 years ago, I learned some things very early on. I am not mechanically inclined, so I knew I would have to take every precaution to eliminate any major mechanical work.

When I began my business, there were no pressure cleaning distributors or mechanics that knew how to work on pressure washers.

Unless it was a minor engine problem, the entire unit had to be mailed to the manufacturer. Also, in those days, just replacing the check valves cost more than a brand-new pump does today. The only place to even buy a pressure washer was at a paint store. So someone like me who was not comfortable even changing the oil had to inspect the unit with a fine-toothed comb before every use.

Because I was so cautious, all went pretty smoothly. Then came the employees! Upon hiring my technicians came major mechanical breakdowns, costing literally thousands of dollars a year. Machines seizing because lack of oil. Belts breaking, hoses bursting, pumps burning up, kerosene in the gas tank, gas in diesel tank, low-pressure, no pressure, low heat, no heat. Even running out of gas in the middle of a project – these were just a few of our problems. Needless to say, I was a mental wreck.

Most technicians will only approach you after a problem is quite severe. This means that the technician has already been working with this equipment while the service is unacceptable, and now the unit is not usable.

It usually takes a unit several uses to become unacceptable. This creates downtime for the unit and the technician, costing you money.

The three most common symptoms you hear are that the machine won’t run, there is not enough pressure, or “I don’t have heat.”

What can save you thousands of dollars is being proactive in the service of your machines.

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So, my answer to these many problems was to create a checklist for every task our technicians had to perform.

In addition to a good and thorough checklist, you can print out and laminate the preventative maintenance checklist on the following page. Be very aggressive in the use of these checklists. Your equipment is an investment in your future and the future of your company and family. Don’t let someone whom you are paying good money to abuse your future.

I realize that a lot of these items are anal. I realize that many of these items are repetitious day after day. However, good checklists will eliminate so many problems. I ran out of gas.

I ran out of heating fuel. I don’t have any oil.

The machine won’t start. I don’t have the right chemical for this job. All of these excuses are a thing of the past if you enforce a checklist system.

It is your money. If your people have a problem in the field, then they probably did not use their checklists. In this case, any downtime should have consequences for the technician who did not do his job. Most anytime we had a problem in the field, I would always ask the technician before I left the office to head to his jobsite, “did you use your checklist?”

Their answer most always was, “I forgot.” For a good technician, that is like a slap in the face because he obviously did not do his job.

PCC will be providing you with many checklists for different tasks. However, if you want to get your hands on them now, you can always purchase the Marketing Bible designed especially for pressure cleaning contractors. I urge you to start a checklist system in all areas of your business. The many, many, mistakes that I made can benefit you and your business’ journey.

I wish you the best in this area of your business. Live your day like it is on purpose!

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Preventive Maintenance Engine Oil p Inspect – Daily p Change – Every 27 hours p Filter – Every 50 hours Air p p p

Cleaner Inspect – Every 27 hours Clean – Every three months Replace – As needed or at least yearly

Engine Coolant p Check daily Battery Level p Check Monthly

p

Clean float supply tank – Every three months

p

Replace HP hose – Annually

Belts p Inspect daily p Tighten every six months or as needed p Replace every eight months

Engine Fuel Filter p Check – 250 hours or three months Spark Plug p Replace 500 hours or six months Detail p Clean fuel tanks – Yearly p Fuel lines – Replace yearly

Pump Oils – Cat Pump p Cat Hydraulic Non-Detergent 10 W 40 p General Pump – Non-Detergent SA E 30 W

Pump Oil p Inspect – Daily p Change – Every six months Burner p Clean burner filter – Monthly or more often if needed p Remove burner soot – Yearly p Burner adjustment cleaning – Yearly Pressure Cleaning Contractor

Descaling coil – Once or twice a year p Replace spray nozzle – Twice a year p Replace quick connects – Twice a year depending on chemicals used p Clean all filters – Daily p

Check your individual engine and pump specifications for their specific requirements.

This is just a general maintenance schedule that has worked wonders for our company.

However, each engine and pump has its own information when purchased.

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10

Advantages to Buying Locally

by James Lewis, owner of Underpressure Powerwashers, Inc.

Having a relationship with a local supplier is invaluable to a successful business. Recently I stopped in on Hydro Tek of Redlands, California, to take a tour of the production facility and to pick up a piece of equipment they had asked me to test in the field for them.

This tells me a lot when a supplier wants to know how the end user feels about how their products perform and what adjustments or improvements they can make.

I have been a very loyal Hydro Tek user for many years. I sat down with Casey Meelker in the sales department, who has been my go-to guy when we have equipment needs, to discuss a few reasons why a business should decide on a local supplier. Casey, along with Jason, has helped me to weather the storms that have come my way from the public works 46

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departments in a few local municipalities.

Jason is always supportive in helping us determine the right equipment needed for specific projects we have been involved with. I rely on their parts and service departments to help us keep on our demanding schedule.

Take a look at a few of the things we discussed and see if you may have these things in mind when making equipment and supplier selections.

1. Ability to Match the Equipment to the Job: A local dealer can assess your application and help you make an informed decision. They can make sure that your pressure washer package meets your specific needs and then be there whenever you need additional help.

2. Knowledge and Advice: Especially for

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“Who stands behind Underpressure Powerwashers Inc?” Hydro Tek of Redlands! In this Photo: Casey Meelker, Jason Newton and Jim Lewis, owner of Underpressure Powerwashers Inc. new startup businesses, this is a very valuable benefit that you will not receive if you do not buy from a local dealer.

You may have questions on local laws and ordinances regarding water recovery restrictions, which accessories or soaps are best for a certain application, or even how much to charge for a certain type of job. Your local dealer has the knowledge to overcome these obstacles.

By creating a good relationship with your local dealer you will not only be able to rely on their expertise but also the expertise of all of the other customers that they have contact with every day. This is also very helpful when you run across a unique cleaning situation.

They will be able to recommend the best method, tool or soap necessary to do the job.

Many professional cleaners are more than willing to share their knowledge and experience with each other. A great way to meet them is at or through your local dealer.

3. Accessibility: Many times you will run into an emergency where you have to have a specific piece of equipment for a job that you need to do today. Your local dealer will be able to provide you with the solution immediately because they stock many spare parts, pressure washers and accessories.

4. Repair: When you buy locally, you are creating a long-term relationship with one of the most valuable assets to the success of your business. When your equipment is down, you are not able to work and your customers suffer.

Your local dealer knows you and your machine and will usually have the parts to get your equipment up and running with minimal downtime. Many dealers have rental units that are usually available if needed while your pressure washer is being repaired.

5. Warranty: If you ever have a warranty issue, you can take your equipment back to the local dealer that you bought it from and have them fix it. If you are dealing with a nonPressure Cleaning Contractor

local or internet company, in many cases, you have to try to work the issue out over the phone rather than face-to-face with someone you have a relationship with.

6. Try It before You Buy It: If you buy from a local dealer, you are able you have a “hands-on” demonstration of the product before you buy it. In many instances, the dealer will come out to your location and provide the demonstration in a real-world application where you would be using it and see how it will work for you and how the equipment package can be tailored to your specific application.

7. Turnkey System: When you are having something shipped to you, many times it will come unassembled or need additional parts in order to be functional.

For example, most pressure washers that have an electric start are shipped without batteries or without the optional accessories installed. The dealer will receive these items, assemble them, install the necessary options, and test the machine to make sure everything is ready for use.

8. Training: The local distributor will be able to train you on the ins and outs of your specific pressure washer, highlighting what they know from experience and problems that they have seen in the past. They will also be able to show you how and when to properly maintain your pressure washer and go over key safety procedures that must be followed.

9. Support for the Local Economy: Buying from your local dealer keeps your dollars in your local community, not going to another county or state, just as buying American-made products keeps your money in the US. 10. Who Are You Buying from? Your local dealer can show you how long they have been servicing the community that you are in and may even provide you with a long list of satisfied customers.

By ordering from someone that you can’t see or don’t know, you have no idea what their track record is, what their level of expertise is, or how long they have been selling pressure washers or accessories.

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Steve’s Inspirations

Your Input Determines Your Output, Part II

by Steve Stephens

Every choice we make has an end result. basic problems in our society is that so much of our input is of a negative nature. According to Dr. J Allen Peterson’s book, Ti, 90 percent of the input in the minds of Americans today is negative.

Let me give you a few examples. What do we call our twoyear-olds today?

That’s right the “terrible twos.”

Isn’t that insane?

It should be the terrific twos, the tremendous twos, the treasured threes, the fantastic fours, the fabulous fives, the sensational sixes, the super sevens!

You see, when we change that input and make the expectations positive, then we’re going to get June/July 2011 www.PCCMagazine.com

When I choose to be mean, nasty and ugly to you then I have also chosen to receive mean, ugly and nasty from you. When I have chosen to be kind, gracious and polite to you, in 98 percent of the cases, I have chosen to be treated in a kind, pleasant, thoughtful and gracious manner by you. In turn, I have chosen myself. You see, I believe we can teach everyone this lesson: that our condition and our situation is the result of our own choices!

This leads into the right input or the wrong input and the truth that input definitely determines the output.

One of the 48

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some results!

Most people wake up in the morning to an alarm clock. Yet the truth of the matter is that when a building catches on fire, you hear what?

An alarm! When the bank’s being robbed, you hear an alarm! If you wake up to an alarm, you’re going to wake up scared. Okay, maybe not scared but just not very happy.

That’s enough to make you negative.

What if rather than an “alarm” clock, you wake up to an “opportunity” clock? Think about it. If you hear it, you have an opportunity to get up and go! If you don’t hear it, you may have already got up and gone. Imagine how much your life would change if you were to wake up happy and ready to tackle the world each morning.

Now, what does this have to do with our business? Everything! The more joy, goodness and fulfillment we can receive from our everyday business, the more encouraged we will be when we hear that opportunity clock wake us up each morning.

YOU Control Your Attitude

want you to succeed.

Read positive material that encourages you to be a better person. Eliminate bad company. Stay away from the people that seem to always drag you down.

Some people make you smile when they come in the room.

Some people make you smile when they leave the room. Surround yourself with those who make you smile; be one of those that makes others smile. The good thing is you are never too old to change.

I often say to people, and I wish I could look you right in the eye and say this to you: if you don’t like you as you are, don’t worry about it because you are not stuck with you. You can change. You see, you are where you are and what you are because of what is in your mind.

You can change what you are and where you are by changing what goes into your mind.

When you change that input, you are going to your change your output in life.

Why is that input so important in our lives? Bill Glass, the former all pro player for the Cleveland Browns, now goes all over the country performing revivals in prisons. In an interview, he said that over 90 percent of men and women who are in prison today were told

In all seriousness, the subtle information we allow in our minds has a profound impact on our overall attitude. It is amazing at how much control we have over our own emotions.

For the next three weeks, I would challenge each and every one of us to make a serious effort to filter what goes in our mind. Do your absolute best to surround yourself with men and women of character and integrity. People that make you feel good about yourself and people who are on your side and Pressure Cleaning Contractor

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repeatedly by their mother and their father, “One of these days you are going to wind up in jail.” They were right!

You see, that input is so important. We really must guard what comes out of our mouth and what we allow ourselves to hear.

I would ask you at this time to watch this to or three-minute video and hear what the legendary Earl Nightingale has to say about this subject and our success:

performance, it is not nearly as important to our present performance as we see what we can do in the future.”

So here it is, all laid out before you. The next time we turn on the TV, let’s think: “Is this program going to make me feel better about myself and about my situation?” The next time the conversation starts to go south, and verbal vomit start seeping from your friends’ mouths, let’s take the high road. Let’s build each other up and change directions. If that doesn’t work, let’s get out of dodge.

Remember, there are a lot of magnificent men and women in this industry. Let’s stick together like glue.

In our office we used to have a negativity jar. Any time anyone said anything negative or implied anything negative toward another individual they had to put a quarter in the jar. Later we raised it to a dollar! It worked!

It was fun, and after a couple of weeks we had money for doughnuts in the morning.

My hope is that you will take action reach down and help another contractor up and be his or her positive input.

http://www.thestrangestsecretmovie.com

Now, if you are like me, most of your life has been filled with negativity and most everyone you know is telling you that you cannot do this or you cannot do that.

Unfortunately, the ones who pull us down the most are our friends and closest family.

But, you know regardless of what our lives have been like in the past up to this point, we still have hope! Regardless of how much garbage has been dumped in our lives from our friends, family, and even the muck we have put in our minds purposefully, we have hope! And we can now start filling our minds with the good, the clean, the pure, the powerful, the positive and we can bury all of that old garbage!

We can build a magnificent life. This is so important. Dr. Tony Compolo says, “As important as the past is in our present 50

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