Important Things to Know Before Starting a Pressure Washing Business
Ongoing Education
Industry News
CETA Edge: Benefits of Membership
RAMTEQ—Thriving in the Industry Under New Management Benefits of Steam Cleaning Product News
As I write this in the first week of January 2025, it is painful to think about pressure washing any item or surface. A large swath of the country is experiencing a blast of Artic air along with snow and ice. In spite of the temperature and the form of precipitation, now is the time to get ready for when the temperature is pleasant and you can routinely bring out that pressure washing unit, aim the lance and nozzle at what needs to be cleaned (or fire up the flat surface cleaner), and pull the trigger to release the spray.
On page 6 is the article “Regular Fleet Washing Benefits.” We learn fleet washing is necessary to give a good first impression of your business. Brad Howland with Easy-Kleen Pressure Systems states, “Ease of use is the most important feature to consider when installing a wash system…How hard is it to get ready to wash?”
Joseph Daniel is CEO of ITD Chemical, and he remarks that the interval for cleaning of a fleet varies based on industry. He notes, “In general a weekly cleaning for most fleets will suffice…However, for fleets in the concrete and asphalt industry…daily cleaning is required…”
Turn to page 10 to read “Surface Cleaner Selection.” When choosing a surface cleaner, Aaron Auger with BE Power Equipment points out the importance of a test run for contractors starting out with surface cleaners. He comments, “It’s always a good idea to experiment with any equipment to get a feel for it prior to using it on a surface when you are not 100 percent sure what the results may be.” Some other factors to consider when purchasing surface cleaners are durability as well as the size and scope of each cleaning project.
Other articles in this issue address the challenges of wood restoration, the benefits of steam cleaning, the importance of growing in one’s industry knowledge, and the benefits of joining professional industry organizations.
Enjoy your February and prepare now as if spring is right around the corner. Let Cleaner Times hear from you if you believe you have an interesting story.
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REGULAR FLEET WASHING BENEFITS
by Diane M. Calabrese
Safety. Image. Safety again.
A soiled vehicle can be a dangerous vehicle.
Occluded windows make it difficult to see. Dirty lights make it difficult to see and be seen.
Thus, the first benefit of regular washing is the same as the last: safety. Image is a nice side benefit. Still, it’s all about keeping everyone safe. No driver wants to be behind an 18-wheeler with muddy flaps on a fast-moving interstate.
“Regular fleet cleaning is imperative in all businesses with equipment and fleets,” says Brad Howland, president of Easy-Kleen Pressure Systems Ltd. in Sussex Corner, NB, Canada. “Customers require your iron and rolling stock to look good. It’s your first impression of your business.”
Howland encourages us to start at the beginning: Don’t make the washing process difficult.
“Ease of use is the most important feature to consider when installing a wash system,” says Howland. “How hard is it to get ready to wash?”
Make it too complicated, and washes may get skipped. “When you want air, you do not drag your compressor around with you,” says Howland. “You put the compressor in a central location and pipe air through your building to where you want air to quick-couple in or pull line from the hose reel, so the air is on demand.”
Use the same configuration with a pressure washer, says Howland. “Install the pressure washer in a clean, dry space with water, fuel, chemical, and machine correctly vented—with auto start and stop—and pipe it through your building to where you want to clean. Have hose reels installed at each location so when you need to clean, it is easy.”
The easier something is, the more likely it is to get done. With the arrangement Howland recommends, a fleet owner can “take the wand and pull the desired length of hose off the reel and squeeze the trigger” to wash as needed and roll the hose back up when finished.
“Every new fleet and equipment service building should consider a drive-thru wash bay,” says Howland. The equipment can then be driven into the bay and washed.
Arrange the optimal setup by keeping high pressure hoses on a track to keep them off the floor, says Howard. Also keep the pressure washer out of the wash bay so that it’s in a dry location.
“Install the pressure washer correctly, and you will be able to keep your equipment cleaner and save time,” says Howland. And be sure to buy a machine that is designed with the user in mind.
The pressure washer should be easy to maintain and service, says Howland. Seek out machines that demonstrate the manufacturer had the end user in mind.
INDUSTRY VARIATION
Regular fleet cleaning coincides with different intervals across different industries. “The interval is highly dependent
on the nature of the fleet,” says Joseph Daniel, CEO of ITD Chemical in Tucker, GA.
“In general a weekly cleaning for most fleets will suffice,” says Daniel. “However, for fleets in the concrete and asphalt industry, for example, daily cleaning is required, or when a job ends with a particularly soiled vehicle.”
Routine cleaning should be part of the logistics for every fleet operator. “Regular—ideally, weekly—fleet cleaning is critical to maintaining appearance and longevity of assets,” says Daniel. “It makes the cleaning process easier for the operator, reduces chemical usage, and keeps assets in their best shape.”
How many negatives can accumulate if cleaning is skipped? “Allowing the fleet to become soiled and go without maintenance cleaning for months on end only leads to irreversible damage to surfaces, difficult cleaning processes, frustrated operators, and reduced-value assets,” explains Daniel.
There are steps fleet owners can take to maximize intervals between cleaning, says Daniel. For example?
“It can be beneficial to use a cleaning product with carnauba wax built into it. In addition to the cleaning step, this wax coating provides protection and anti-redeposition qualities that allow a longer time to elapse between cleanings, not to mention a more attractive and glossier surface,” says Daniel. He adds his company provides several stand-alone products in the coating category.
IMPRESSIVE NUMBERS
Saving time and saving dollars are often one and the same. So it is with
some benefits of fleet washing built firmly into company logistics.
“Routine fleet cleaning addresses the issues of equipment longevity by proactively removing accumulated grime at designated mileage levels,” says Jason Rhoads, director of marketing at Whiting Systems Inc. in Alexander, AR. “Our company’s business case ‘Cost of Dirt’ lays out at least 20 percent overall savings on maintenance cost per vehicle.”
Rhoads points us to information from the Federal Motor Carrier Safety Administration (FMSCA) that ranks brake and lighting issues as the top reason for an out-of-service violation. It’s a violation that “all too often could
be avoided with proactive routine fleet cleaning,” he explains.
Among the products Rhoads’ company offers to fleet washers are autonomous gantry systems, drive-through touchless wash systems, and internal trailer wash-out systems. Owners can slash the annual maintenance cost for a single vehicle by 20 percent with regular washing, says Rhoads. That’s a considerable savings that grows with the size of the fleet.
“Proactive, routine fleet cleaning reduces wash-associated costs by preventing excessive buildup that requires more time, labor, and chemistry to address,” explains Rhoads. “One of the biggest benefits is that it creates a positive standard for all that are associated with the operation of the trucks; and, it provides a rolling billboard reference of this standard.”
If prudence prevails and a regular schedule is maintained, additional cleaning is seldom required. “We very rarely see additional spot cleaning,” says Rhoads.
“We advise fleet owners to follow the wash process to achieve maximum intervals between cleanings,” explains Rhoads. “A missed spot on a cab back today turns into a hard-to-clean area after another 5,000 miles.”
A prospective wash-system buyer should be able to compute likely return on investment (ROI) by considering the most significant variables. Rhoads gives us an example of factors to weigh and return that may be expected with a gantry configuration.
“The ROI is dependent on a customer’s current head count, chemical selection, current wash process, and future wash implementation with a gantry,” explains Rhoads. “Typical ROI requires one hundred plus washes a month for seven years. This encapsulates savings on maintenance to vehicles.”
SUMMING IT UP
Fleet owners realize gains from regular washing irrespective of the number of vehicles on their roster, but there is one caveat. “Identifying the biggest tangible benefit to the fleet
owner will vary based on their pain points, the type of fleet they operate, geographical location, the size of vehicles, and the industry they serve,” explains Chad Reiffer, distribution program manager at Hydro-Chem Systems in Caledonia, MI.
Yet there are transcendent outcomes of “maintenance and operational cost benefits, safety and compliance, company image, and brand awareness,” says Reiffer. He gives some examples.
“Regular washing is proven to prevent the likelihood of DOT inspections and fines and prevent contamination and spread of viruses around farm and food haulers,” says Reiffer. “All of this leads to fewer fines, less downtime, and a reduced risk for insurance costs or claims.”
Then there’s the moving image of the company. “Fleet vehicles are seen by upwards of 20,000 to 30,000 people every day,” says Reiffer.
Even when regular fleet washing is built into the business plan, owners must be prepared for additional cleaning. “This can include—but is not limited to—engine degreasing, frame degreasing, undercarriage cleaning, trailer washouts, sanitizing, decal removal, and interior cab cleaning,” says Reiffer.
Again, the type of industry served by the vehicles will dictate the type, frequency, and extra cleaning needs. But there are some general considerations.
“For best results and maximum efficiency with your wash process, our company advocates that fleets be washed on a weekly or biweekly basis,” explains Reiffer. He adds, “Exposure to weather elements such as snow, ice, salt, and deicer” demands extra washing.
Moreover, whole categories of hauling trucks may require daily washing, explains Reiffer. Among them are fleets hauling contents like aggregates and liquid. Also on the list of vehicles requiring more attention are those with specialized graphics or polished surfaces.
A fundamental decision each fleet owner must make is whether “inhouse” or “outsourced” washing fits
the business model better, explains Reiffer. Taking the in-house approach allows greater flexibility in choosing the interval. And there is “a lower overall residual cost—chemical and labor, with the upfront investment in specialized equipment and detergents.”
Whether washing is outsourced to a mobile contract cleaner or a retail commercial wash, the benefit is the same, explains Reiffer. It gets done without investment in specialized equipment
and onboard labor. But it gets done usually at a higher cost per wash.
Overall recommendation to a fleet owner? “Choose a fleet washing program that matches the needs of your fleet based on size, types of vehicles, budget, weather elements, and industries served,” says Reiffer.
Regular fleet washing demonstrates both a commitment to safety—in all its dimensions—and the industry being served. Be clean and be safe CT
SURFACECLEANER SELECTION
by Diane M. Calabrese
If anyone gets nostalgic recalling the days of mops, sponges, and buckets with manual wringers, then such tools can still be had.
Perhaps times were never truly simple. We just know a mop could (and can) always be selected based on its size and type (cloth or sponge). Assuredly, there were days so simple that clothes washers did not have 12 or more settings.
But back to the present. Choices abound in equipment and tools. The idea is to make our mechanized helpers the optimal tool for the task. It can get complicated.
Fortunately, there’s plenty of expert advice to be had when mulling over which surface cleaner to purchase. Advice comes from both manufacturers and end users. And we tap into some from each.
“Any surface cleaner will be a time-saving tool over a pressure washer alone,” says Aaron Auger with BE Power Equipment, which is headquartered in Abbotsford, BC, Canada. “Using a surface cleaner that is properly paired with a pressure washer that provides the needed flow will go a long way to ensuring that the job you are doing gets done right the first time, and you won’t have to worry about spending extra time going over the same surface multiple times.”
The pairing of surface cleaner and pressure washer deserves emphasis. Tools used to complete the same job often complement each other. Contract cleaners know that even with the most refined equipment, a sponge and a bucket can always be good to have on hand.
For contractors just getting started with surface cleaners, Auger recommends trials to prevent errors. “It’s always a good idea to experiment with any equipment to get a feel for it prior to using it on a surface when you are not 100 percent sure what the results may be.”
The test run will ascertain the surface cleaner is the correct tool. “Although most jobs that require a surface cleaner will be hard surfaces, such as a sidewalk, parking lot, or driveway, they are also huge timesavers for decks, which may not be as tough as concrete,” says Auger.
Start with the basics when choosing a machine. “There are many different surface cleaners, so depending on the job, size is important,” says Auger. For instance, smaller radius machines “are ideal” for sidewalks and steps while larger radius machines “will be much more efficient” for a parking garage or car lot.
Also consider the pairing of the surface cleaner to the pressure washer. “Most surface cleaners work well at four gpm, but as you go to a larger diameter, they may include a third nozzle that will require additional flow for optimal results,” explains Auger.
Know the minimum and maximum flow rates of your equipment, says Auger. Also remember that owning a surface cleaner is just one choice. “Renting equipment for a specific job is an option for the contractor who may not have multiple sizes of surface cleaners to get a specific job completed.”
A FEELING FOR THE MACHINE
John Cloud, president of Gorilla Kleen in Sarasota, FL, bought his first surface cleaner, a Mosmatic stainless-steel model with swivel, some 13 years ago from Alkota Cleaning Systems. “I
Photo by iStockphoto.com/Roger Mechan
have continued to use them ever since,” he says.
Durability is a top reason for Cloud’s constancy. “The machines are literally bullet proof,” he explains.
“I have had at least two of my guys run over them with a truck, and I beat them back into shape, and they went back to work,” says Cloud. He adds that he and his team have become experts on both rebuilding and changing the swivels.
Team members can change out a swivel in five minutes. “Because we
Cloud says his team routinely cleans garages in the same size range with the same 19-inch cleaners. Eight people complete the work in about eight hours.
When choosing a surface cleaner, factor in ergonomics as well as ease of repairs. A 10-gallon machine can be split up into two spray bars each with 2.5-gallon tips and make the machine wider, explains Cloud.
A wider machine covers more area, true. “Great, but you have to walk slower because you are using the same amount of energy from the 10 gallons,”
have four to five crews, we have lots of surface cleaners; but they are all the same, use the same parts, skirts, bars, tips, etc., so it makes maintenance easy,” says Cloud.
Assess, then invest. That’s the way for contractors to go, says Cloud. “I see lots and lots of guys investing large sums in really large surface cleaners— most with multiple spray heads— sometimes running off of multiple or super large machines. Over time, I am most comfortable with the ‘keep it simple, stupid’ approach.”
In November when commenting to us, Cloud had just cleaned a 275,000-sq.-ft. parking garage in two days using his stable of 19-in. stainless-steel cleaners. “They are simple to use, easy to grab a spare if one fails for some reason, fit into corners,” and so on, he says.
explains Cloud. His team prefers to move faster, something the 19-inch cleaner on the 10-gallon machine enables.
It’s inevitable that swivels will wear out and break down. If there are two swivels and one declines faster, the operator will have to compensate by slowing down to accommodate the bar moving at slower speed to avoid swirls, explains Cloud.
Unfortunately, slowing down is only one issue. Clogged tips are another. Cloud explains that two- or 2.5-gallon tips clog easier. “And you have four of them.”
A CANDID ASSESSMENT
Buy for the present, not for what might be. “The size and scope of your cleaning projects are crucial considerations,” says Jud West, owner of WashRite Services in Valdosta, GA.
“It’s essential to assess the scale of your projects when making a choice,” says West. “For extensive cleaning projects, wheeled surface cleaners are an excellent choice.”
Wheeled machines are “ideal for commercial environments; they are perfect for gas stations, strip malls, new construction sites, etc.,” says West. “In contrast, floater surface cleaners are better suited for residential tasks.”
The floater machines “provide the maneuverability and precision needed for smaller, more detailed areas,” explains West. “They excel at cleaning residential concrete surfaces, including entrance sidewalks, front and back patios, curbs, and even smaller driveways.”
Wheeled versus floater configuration is one of the three factors that should be considered when purchasing a surface cleaner, says West. The other two are gpm [gallons per minute] and temperature compatibility.
West says the general rule is to ensure the flow rate and the diameter (in inches) of the machine are in a ratio of 1:4. A machine with a one gpm flow rate is a match for a four-inch diameter surface cleaner. A pressure washer with a four-gpm rating is a match for a 16-inch diameter surface cleaner.
The short brief about temperature compatibility is this: A surface cleaner built for use with cold water should not be fed hot water.
“Surface cleaners are designed for either cold or hot water,” says West. “Using a cold-water cleaner with hot water can lead to premature damage to the internal swivel.”
A candid assessment of needs and goals puts a contractor in the best position to choose a surface cleaner. “Users can make informed decisions that ensure efficient and effective cleaning, ultimately saving time and resources” if they first take time to factor in all the variables—machine configuration, flow rate, and temperature, says West.
ADVICE FROM A MANUFACTURER
“Where is the unit manufactured?” That’s one question Bruce Tassone,
president of HydraMotion in Pottstown, PA, urges contractors to ask their distributor or manufacturer.
“Our company designs and manufacturers our units in Pennsylvania,” says Tassone. “This allows us to offer rapid response time to our distributors and contractors for any of their needs.”
Contractors should also ask about chemicals. Which can be used in their surface cleaner? “Our SideWinder is manufactured using urethane, aluminum, and stainless-steel components to ensure a long-lasting life,” says Tassone. “It can be used with a variety of cleaning chemicals that will not harm the unit.”
Contractors should always consult with their chemical supplier about the effect of chemicals on substrates and environs. They should also consult their equipment manufacturer about chemical compatibility with machines.
Tassone says that his company has three suggestions for contractors: “Test your surface cleaner with your specific pressure washer before buying or using it on large projects. Invest in durable equipment to minimize downtime and repair costs—cost of use is important. Consult manufacturers for advice on nozzle configurations, cleaning agents, and maintenance best practices.”
Each person who uses, manufactures, or sells a surface cleaner has a slightly different vantage from which to advise where to start when choosing for the first time or upgrading. In the next section, Tassone responds to two fundamental questions from the view he and his team have.
MAKING A MATCH
Cleaner Times: Which is more important when selecting a surface cleaner: the type of substrate or the type of soiling?
Tassone: Both substrate and soil composition are equally critical when choosing a surface cleaner. An ideal surface cleaner will have the versatility to clean a variety of substrates, like concrete and wood, and attack various soil types, like grease and mildew. To
ensure the surface cleaner can manage multiple cleaning projects, the deck should be configured to achieve an even spray pattern distribution. A durable swivel that withstands a range of pressures and flows is essential as it controls the spray bar’s rpm [revolutions per minute] and cleaning efficiency. Once the proper surface cleaner is selected, the contractor can then adjust his nozzles to accommodate the substrate. As a practical example, for delicate surfaces like wood, avoid narrow sprays or high-pressure nozzles to prevent damage.
Cleaner Times: What’s the biggest mistake contractors make when selecting a surface cleaner?
Tassone: Our sales team’s experience has shown that some contractors may unintentionally purchase a surface cleaner that is either poor quality or insufficiently rugged. We have contractors that have purchased our machines after trying less expensive units that have failed prematurely or in the
middle of large projects. Less expensive units are typically not designed for reliability and durability. Common issues include fragile swivels, broken decks, or weak handle assemblies. These problems inevitably lead to unforeseen repair costs and down time that contractors cannot afford.
The secondary issue is that many contractors believe bigger is better. A larger surface cleaner is great when you have a large square foot project. Large surface cleaners may seem appealing for big projects but can fail to perform efficiently if the pressure washer lacks sufficient power or is undersized. This causes poor cleaning results or slower cleaning speeds. We recommend matching the size of the surface cleaner to your equipment’s capabilities and the project requirements.
As you consider which surface cleaner or surface cleaners to purchase, the helpful advice given here should provide you with important factors to consider and benefit from. CT
IMPORTANT THINGS TO KNOW BEFORE STARTING A PRESSURE WASHING BUSINESS
by Daniel Check
Photo
Starting a pressure washing company can be a rewarding and profitable endeavor. Pressure washing is a service that every property owner needs at some point, and it is a service most often done best by a professional. The demand for pressure washing services means if you start a company, you can grow it. However, many contractors fail to run a successful pressure washing business, and this is often not due to their skill or work ethic. Even the best pressure washers can fail in this industry if they don’t take the right steps when starting their business. Don’t stumble out of the gate; here are a few tips to consider before starting a pressure washing company.
JOB OR BUSINESS?
For many professionals the act of power washing is a fulfilling experience. It is rewarding and fun work to do. The best professional pressure washers love going out to homes or businesses and
doing the job. However, owning a business is more than just doing a job. First, you need to decide what you want to own. Do you want to own a job, or do you want to own a business? Knowing the answer to this question is essential to running a successful company because it helps you learn what business you want to run. If you love pressure washing and just want to find enough clients to pay the bills while you do the work by yourself, that means you want to own a job. If you are looking to grow your company, hire new people, and manage the day-to-day minutiae of running a successful company, then you want to own a business. Both options are fine, but you need to know which one you want to help you manage expectations for your company and your day-to-day job. If you love being in the field, then start a company that puts you out in the field. If you are a detail-oriented person who loves the grind of growing a business, then start creating those processes. Know the type of company you want to
run, and then run that company. If you don’t manage those expectations, you will not enjoy your work, and your clients will see that in the final product.
START AN LLC
This seems like a simple task, but so many new people in the industry forget to properly designate their business. It is recommended that every person starting a new pressure washing company designate that property as an LLC over a sole proprietorship designation. The protection an LLC provides you is too great to pass up. A pressure washer is a powerful tool; running a business costs money. You don’t want to risk losing your house or other assets because you caused damage from a job or couldn’t afford to repay a loan. Start an LLC and create some separation between your assets and your business.
KNOW YOUR WORTH
Pricing your services is one of the hardest things to do when starting out.
IF YOU START A PRESSURE WASHING COMPANY, KNOW THE TYPE OF BUSINESS YOU WANT TO RUN, GET THE PROPER LICENSING, KNOW YOUR PRICING, AND FIND A SUPPORT SYSTEM TO HELP YOU GROW.
You want to make money, but you have no name recognition, no referrals, and likely no experience running a pressure washing company. It is rare to find pressure washers who charge too much for their services. They most often underbid themselves into oblivion. Know your worth and price yourself accordingly. One of the
best pieces of advice someone gave me was, “If you never hear no, you are priced too low.” If you are priced right, some people will say no. Everyone wants to work with the lowest bid, so if you never hear no, you are probably the lowest bid.
You can work for less for a little bit just to get your foot in the door, but set expectations with customers that future work will be at a higher but reasonable rate. Once you build trust with some of your customers, you can throw in a good deal for long-term clients every now and again. If you set expectations about price increases, customers will understand. They know everyone is dealing with higher costs these days.
FIND A SUPPORT SYSTEM
Competition is an essential part of a healthy industry, but competition does not mean you have to avoid working with other contractors or pressure washers in your industry. Successful pressure-washing companies have a
strong network of like-minded professionals to help refer them work or give them business advice. More prominent pressure-washing companies will refer work to smaller companies if they have a full schedule or don’t take on particular jobs. Other contractors need pressure-washing services, and building relationships with them means they will call you when they need that work done. Other industry professionals want to see their peers succeed. Don’t be afraid to reach out to them.
Starting a pressure washing company can be a fulfilling and profitable opportunity. If you start a pressure washing company, know the type of business you want to run, get the proper licensing, know your pricing, and find a support system to help you grow. Do these things, and you will grow your pressure washing business.
Daniel Check is the owner of Double Check Pressure Washing, a commercial and residential pressure washing company in Wilmington, North Carolina. CT
ONGOING EDUCATION
by Diane M. Calabrese
Photo by
Who needs more education when AI will make all available knowledge as close as our fingertips or the sound of our voices? Everyone does.
Retrieval of information (even at the speed of light) is not the same as knowledge. An individual must be able to think and respond without assistance and to understand the limits of AI.
In the context of knowledge, more is better. Let’s begin with the practical part for our industry—at the level of a business.
What’s the advantage employees realize from ongoing education? “It keeps them and our company on pace with the industry,” says Linda Chambers, brand and sales manager at GCE/Soap Warehouse Brand in Norcross, GA.
Planning educational opportunities so they do not compete with day-to-day operations has not been difficult for the Peach Tree State company. “We can schedule time on a weekend or after normal business hours so as not to interfere with the regular work,” says Chambers.
There are many good options for structuring ongoing education sessions. “A company could purchase an online program that employees can access as time allows to be completed within a specified time period,” says Chambers. “And of course, employees are paid for their time.”
The cost of ongoing education brings us to a significant question that must be answered, says Chambers. “How should an employer plan to pay for the expense of education?”
The answer is not difficult. “It should be budgeted in like any other labor expense—PPE, workers’ compensation, or health insurance,” explains Chambers. “You have to price your services to cover these expenses, or you will not be able to hire and keep good employees.”
Yes, retention of employees gets a boost from ongoing education. Members of a team want to keep learning and taking on new responsibilities. The educational opportunities support them in that goal.
“For the employer, ongoing education is an investment in your team,” says Tim Mendoza, president and CEO of H2O Power Equipment in Commerce City, CO. “For the employee, it’s an investment in yourself. For both parties there should be a return on investment that leads to better outcomes and additional opportunities.”
Mendoza explains the mindset of the employer is the key to productive, ongoing education. “If this is a priority for a business owner, then they won’t think, ‘How can we make time for this?’ but instead, ‘How can we ensure the time we allocate for this is the most impactful and beneficial that it can be?’”
To be sure, businesses engage in ongoing education of their employees during all operating hours. New employees learn from veterans, and all team members look to the owner as a model of how it’s done.
Turning to a veteran of the industry can be an excellent way to learn. Michael Hinderliter, president of Steamaway Inc. in Fort Worth, TX, has been cleaning fleets since 1985. That’s 40 years of solid experience.
For example, Hinderliter reminds us that often the conventional approach to an industry topic can be broadened. Take the importance of regular fleet washing. Being able to discuss the topic from all angles with clients and prospective clients is important.
And, yes, says Hinderliter, the enhancement of image and brand conveyed by the clean vehicles is significant. But it goes beyond that.
is “detailing when getting ready to sell a truck or make driver changes.”
Moreover, says Hinderliter, there’s a great deal to learn about detergents. And fleet washers must commit to do so. He points to detergents that do an excellent job cleaning but “can be very aggressive on the paint,” degrading it faster than milder soaps.
Hinderliter explains that the visibly dull finish created over time indicates premature wear of the paint and something more: micro pitting. “These pits make it easy for pollutants found in the road film to attach to the surface. This causes the fleet to begin to get dirtier faster and faster over time.”
for ongoing education. Commit to it and do not let anything interfere,” says Rucker. “Whether it’s once a week, twice a month, or once a month, put it in stone and do not put it off or reschedule it.”
Know that the owner’s commitment will be mirrored. “If it’s important to you, it will become important to them,” says Rucker.
Stay focused. “If you are having a training session on office procedures, stick to the topic,” says Rucker. “Do not mix in how to clean something or a safety topic.”
CUSTOMER SATISFACTION IS INEXTRICABLY LINKED TO KNOWLEDGEABLE EMPLOYEES. THAT’S BECAUSE WELLTRAINED EMPLOYEES CAN BETTER STANDARDIZE PROCESSES AS
THEY
MEET CLEAR EXPECTATIONS, PROCEED WITH ACCURACY, AND DO SO WITH A COLLABORATIVE APPROACH, EXPLAINS LIPKER.
NO EXCEPTIONS
Ongoing education should be part of every company’s business plan. And across the contractor, distributor, manufacturer, and professional organization ties, there’s abundant assistance with making the learning feasible and fruitful.
Doug Rucker, the owner of the Doug Rucker Store in Porter, TX, has experience as a contractor, distributor, professional society leader, and instructor. Thus, he knows and taps into the value of ongoing education.
“Equipment, cleaning products, equipment maintenance requirements, and even cleaning techniques can change rapidly in this business,” says Rucker. “Ongoing and continuing education keeps you ahead of the curve on these changes.”
Rucker says most of his training meetings are 30 minutes or less. When the instructor knows the topic well, he or she can structure a session with the minimum time for the maximum gain.
Each company must find the approach to ongoing education that works best for it. There’s no single best way. In fact, some companies include educational tools for customers.
“Mi-T-M uses a comprehensive training platform called M-T-M University,” says Karl Loeffelholz, distribution division manager at that corporation based in Peosta, IA. “The platform incorporates visual training aids designed to enhance learning and engagement.”
“I believe safety is the biggest benefit because it is much easier to see lights and reflectors as the equipment travels from location to location. It is also much easier to spot damage to the truck or leaks that need repair.”
Taking a workshop or participating in a seminar that’s organized by an industry veteran is an excellent way to learn more. In the fleet washing category, it’s about a lot more than keeping up appearances of vehicles.
“Engine washes and chassis degreasing are common needs of fleet owners when major repairs or inspections are needed,” says Hinderliter. So
Few people have an ironclad memory. That makes ongoing education an easy way to get a “helpful reminder of things you knew but may have forgotten, or stopped doing, that you need to get back to,” says Rucker.
Determination to keep learning keeps the mind—and business—fresh. “I can’t tell you how many times I see something that someone writes or posts videos about that they think is new or that they discovered, and I say, ‘Oh yeah, I used to do that, and I need to get back to doing it,’” explains Rucker. Make the time. “You have to set aside and dedicate uninterrupted time
The platform Loeffelholz describes is directed at customers. It includes small tests and assessments. “The approach not only measures knowledge retention but also reinforces key concepts, empowering customers to use our company’s products with confidence and expertise,” he explains.
“Employees who continuously develop their knowledge and skills not only improve job performance but also gain a stronger sense of purpose and engagement,” says Loeffelholz. “As a leader, I’ve seen the more talented your workforce is, the better your company will perform.”
The benefits that accrue to employees quite naturally fuel benefits to employers. “A well-trained workforce is the backbone of a high-performing company,” says Loeffelholz. “When employees grow their skills, they
become more confident, innovative, and capable of tackling challenges.”
Companies can develop their own structured programs. They can also tap existing programs for ongoing education.
Reaching for “systemized training programs can help a business owner optimize the use of time,” says Leaett Lipker, executive direct of the PWNA with its office in Bellevue, OH. “Leverage online training modules, workshops, and resources like those provided by PWNA to streamline the education process.”
Among the other time savers Lipker recommends are crosstraining employees and integrating training into daily operations. Many outcomes will speak for themselves because they will “improve employee accountability and consistency,” she explains.
Even so, a good training program should include a method for “tracking progress and ROI [return on investment],” says Lipker. “Measure the benefits of training to reinforce its value and justify the time investment—for example, a reduction in callbacks.”
Customer satisfaction is inextricably linked to knowledgeable employees. That’s because welltrained employees can better standardize processes as they meet clear expectations, proceed with accuracy, and do so with a collaborative approach, explains Lipker.
“The biggest benefit of ongoing education is the improvement in employee skills,” says Lipker. “Specifically in the pressure washing industry, consistent education ensures compliance with safety and environmental regulations while keeping the team updated on the latest techniques and equipment.”
The bottom line: A strong roster of employees who are unceasingly engaged and continue to learn leads to a robust flow of good outcomes that fortify a business. AI can’t do it alone CT
INC. MAGAZINE NAMES WOOD DEFENDER BY STANDARD PAINTS AS A 2024 POWER PARTNER AWARD WINNER
The annual list recognizes the country’s leading B2B companies that have proven track records of supporting entrepreneurs and helping companies grow.
Wood Defender, a trusted brand of exterior wood stains manufactured by Standard Paints Inc., is proud to have been named to Inc . magazine’s 2024 Power Partners list, recognizing exceptional businesses that go above and beyond to foster strong, impactful partnerships. This prestigious accolade underscores Wood Defender’s commitment to empowering contractors and businesses with top-tier products, expert training, and unparalleled customer support. “At Standard Paints we believe in building partnerships that drive mutual success,” said Laurel McEuen, director of marketing at Standard Paints Inc. “From our accredited training programs to our durable, easy-toapply stains, we provide solutions that enhance contractor productivity and customer satisfaction. We are honored to be recognized as a Power Partner, and we look forward to continuing to support our clients with innovation and dedication.”
Wood Defender’s excellence as a partner stems from its comprehensive approach to contractor support. The brand’s American Fence Associationaccredited training program equips applicators with the latest techniques and best practices, enabling them to deliver professional, high-quality results. The products themselves, known for durability and ease of application, reduce common industry challenges such as time-consuming processes, inconsistent quality, and frequent callbacks for touch-ups. With reliable formulations that provide superior UV protection and a flawless finish, Wood Defender empowers contractors to exceed customer expectations and grow their businesses.
One long-time contractor, Mark Abelson, owner of Sure Shot Stain and Seal, praised Wood Defender, saying, “The support I’ve received from Wood Defender is unmatched. From product advice to technical guidance—even after hours— their team has been there every step of the way. Their stains deliver consistent, professional results every time, and their corporate culture truly embodies putting the customer first.”
Since its founding in 1952 in Dallas, Texas, Standard Paints Inc. has built a reputation for delivering exceptional wood protection products and industrial coatings. Wood Defender continues this legacy as the contractor’s choice for exterior wood staining, combining ease of use, long-lasting quality, and dedicated customer service to create lasting partnerships that fuel success.
To view the complete list of Power Partners, go to www.inc.com/powerpartner-awards/2024 . To learn more about Wood Defender, visit www.wood defender.com CT
by Diane M. Calabrese
BENEFITS OF
There’s always something to learn. Ask any business owner.
Yes, there are the regulations that flow from all levels of government, but that’s just the baseline.
Changes in technology and methods are always in the mix. And keeping pace with all of it is what enables a business to sustain itself and grow.
Regulations, technology, and methods are all part of the day-to-day focus of the Cleaning Equipment Trade Association [CETA]. There’s nothing like peer-to-peer communication— both colleagues and competitors—to give a boost to members of an industry.
CETA keeps its members informed and on the leading edge of the ever-moving curve. That’s a huge benefit to a busy distributor, supplier, or contractor.
Many things are better understood in retrospect. For those who played a sport in high school or college, the
memories of the teamwork that won a highly competitive game can lift the spirit on a difficult day. It’s a reminder of the can-do attitude that sustains us when we confront an obstacle.
Members of CETA can get the same sort of reminder whenever they need it. Member-to-member communication—in person and in the digital world—allows a member with a difficult issue to get an assurance that someone else has “been there” (and resolved it).
Before we review some of the many specific benefits, let’s get to the candid appraisal of a long-time member of CETA. He is Al Bonifas, the former owner of All Spray and the recent recipient of a lifetime membership award in the association.
“It is hard to say which is more valuable about membership: the nuggets of information that helped my business be more successful—and in the end something of value to sell so that I could retire comfortably—or the relationships I have formed over the years,” says Bonifas.
MEMBERSHIP
When he first joined CETA, Bonifas explains that he did not have a real sense of how important the decision would be. “Little did I know how much I would enjoy and learn from all the people I met and the relationships I would develop over the years.”
Bonifas senses a similar reaction among the new members of the association he meets. “I have been fortunate enough to see quite a few new members, some of them already pretty successful in their own right, join CETA. And they were surprised at all the things we do and how well CETA represents and advocates for our industry.”
Move forward and meet expectations. It’s a balancing act.
“I feel that with everything going on in terms of regulations like CARB/SORE issues in California (which is spreading out to many states), the benchmarking, the tradeshow, the technical committee, the reimbursement for training, networking, and many other benefits, it’s almost hard not to be a member,” says Greg Sprunk,
president of Superior Cleaning Equipment Inc. in Phoenix, AZ.
CARB, of course, is the California Air Resources Board, which often sets the standards that the federal Environmental Protection Agency (EPA) uses as a model. Yes, it’s ahead of EPA on the regulation curve.
SORE is the small off-road engine rule set by CARB, a rule that limits emissions and affects small engines in our industry. Anyone selling—new or used—in the Golden State must adhere to the rules. And, as Sprunk notes, other states are using CARB and SORE as models even in advance of EPA rules emerging.
The return on investment in CETA membership cannot be computed in dollars, but if it were, it would greatly exceed the cost of joining. Still, so much of what we gain in business and life cannot be measured in a quantitative way.
For instance, the advice a fellow member of the association offers on dealing with a problem may save countless hours. And those are hours that can be spent elsewhere,
Photo by iStockphoto.com/coffeekai
strengthening the business instead of struggling alone to identify a solution to the problem.
Peer-to-peer—just as on a sports team—is a valid and vigorous approach to learning. We may even learn what others do better than we do, and as we strive to emulate them, we do better.
“I would have to say that it’s not only the relationships I’ve developed that’s a benefit of membership—benchmarking my dealership against others and seeing where I’m at compared to other dealerships my size has helped me quite a bit,” says Sprunk. “I’m very competitive and always love learning and want to get better at what I do, and the benchmarking definitely helps me with that.”
Benchmarking is offered as part of membership. Members who participate submit data about financial and organizational structure (e.g., cost per sales employee), which is analyzed by an outside party. Companies participating are not identified. A participating company receives a profile that
indicates how it performs in comparison to its competitors.
For instance, does company A have more sales per sales representative than company B? The results from benchmarking can be used to optimally structure approaches to sales.
As for return on investment, membership is a sterling example of it. “Joining CETA is a smart investment for anyone in the cleaning equipment industry,” says Karl Loeffelholz, distributor division manager at Mi-T-M Corporation in Peosta, IA.
“One of the standout opportunities is networking at the annual Power Clean convention,” says Loeffelholz.
“This premier event brings manufacturers, suppliers, and dealers together in one place.”
By gathering under one roof, members of the industry can “discuss best business practices, build relationships, and explore the latest equipment innovations,” explains Loeffelholz. He also cites the importance of the
benchmarking program, which builds efficiency for distributors and fortifies the industry.
CETA keeps growing alongside the industry. Thus, programs emerge to meet new needs. The new grant program supports employee training and development.
Loeffelholz explains that the association is committed to staying ahead of regulations. “Ensuring you’re equipped to navigate industry changes seamlessly” is an integral part of CETA’s mission.
Members join for many reasons. But as they participate in the association, they come to realize the immense power they have as a group. The synergy realized through membership is “an essential tool for growth and success of our industry,” says Loeffelholz.
Aiming to exhibit its full lineup of commercial and industrial pressure washers to the industry, Loeffelholz’s company first joined CETA. “Membership provided an invaluable platform to showcase our products, build awareness of our brand among dealers, and expand our reach in the market.”
Joining was an excellent decision. “By connecting with key industry players through CETA, we were able to strengthen relationships, gain insights into industry trends, and align our offerings with market trends,” explains Loeffelholz.
“Being part of CETA allowed us to network with distributors and end users while contributing to the broader professional community,” says Loeffelholz “It has proven to be a vital resource for growing our presence and staying competitive in the everevolving cleaning equipment industry.”
Collaboration and connection are fuels that power industries. CETA affords both, especially at the annual meeting and tradeshow.
“PowerClean gives us the chance to connect face-to-face with industry peers, showcase our equipment, and share who we are and why partnering with us makes sense,” says Loeffelholz.
Other companies can take advantage of the same essential links and should do so CT
RAMTEQ opened its doors for business on May 15, 1997, with its corporate office and manufacturing facility located in Houston, Texas.
In October 2023, Brandon Keilers acquired RAMTEQ and is now the new owner and president, so you can expect exciting changes. Brandon has started and grown many other successful businesses and is now setting his sights on making sure RAMTEQ maintains its excellent name and reputation in the manufacture and sale of quality commercial pressure washers.
The company primarily manufactures custom hot- and cold-water pressure washers and accessories and began with the idea of producing a quality hot-water pressure washer that is reliable, user-friendly, and well-engineered for an affordable price. It is this strict adherence to that philosophy that has allowed RAMTEQ to thrive in the industry.
RAMTEQ incorporates leading manufacturing philosophies and
technologies from other industries and applies that knowledge to a “buildto-order” process allowing utilization of a modular design approach to quickly respond to varying customer product configuration requirements. This unique system of assembling
pressure washers is done out of their 53,000 square foot facility located in Houston, Texas.
Each unit is fully tested as it comes off the assembly line. The unit is then hand checked for quality control, in our on-site test room, palletized, boxed, and prepared for final shipment.
RAMTEQ’s dedication to the pressure washer industry has enhanced market share with new and innovative ideas that help solve cleaning needs.
From the original conceptual design through final product testing and marketing, RAMTEQ has the advantage of maintaining control of the quality, cost, and integrity across the product line.
Along with other industries, RAMTEQ has faced challenges from the rising costs of materials needed to manufacture their pressure washers. There has also been an influx of poor-quality machines hitting the market at cheaper prices, initially pulling away customers who are torn between quality and the possibility of saving a few dollars.
RAMTEQ has shown that this cheaper, lower-quality approach hardly ever works and finds customers quickly returning to them.
The clients begin to realize that the “deal” that they purchased off the shelf at a mass-produced outlet, with no specialized knowledge of pressure washers, is not up to the rigors of daily commercial use.
Cutting corners and selling “cheaper” does not make a superior pressure washer.
To reach RAMTEQ for additional information, call 713-983-6000, visit our website at www.ramteqpressurewashers.com, or email sales@ramteq.com. CT
BENEFITS OF STEAM CLEANING
Photos courtesy of Steamericas. Condenser.
by Diane M. Calabrese
Gardeners know weeds and so do landscapers. Weeds may not be the biggest nuisance as there are pesky insects and rodents, after all, but getting rid of unwanted plants and weeds is a must. Elimination without chemical application or down-in-the-dirt extraction sounds too good to be true. It’s not.
When we talked with Dave Johnson of Steam Cleaners Inc. in Fresno, CA, he was on his way to inspect a site where his company had provided the equipment to destroy weeds with steam. His enthusiasm for the process was palpable.
Johnson says that in the realm of all the benefits of steam cleaning, the destruction of unwanted organic matter using steam is “the thing that is really interesting to us.” He estimates using steam is “three to four times more productive” in weed removal than handpicking.
The absence of herbicides in the scenario is a big plus as well. Then, there’s the recurring benefit of steam wherever it’s used: no runoff.
Application of the steam to kill weeds may be targeted at specific plants, such as a cluster of thorny thistles, or it can be applied between rows of plants.
Johnson’s company is a U.S. dealer for Weedtechnics™ headquartered in Terry Hills, NSW, Australia, which has patented the process it uses in its Satusteam™ system. The process stretches the many benefits of saturated steam to a unique kind of cleaning— killing weeds.
Interest in and adoption of the Australian system is exciting, explains Johnson. The ability that institutions, such as universities, now have to remove weeds without exposing passersby to chemicals is a boon to the environment and to people’s health and safety.
So, there we’ve begun with one of the newer benefits attached to steam cleaning. Among the other
Food facility steam cleaning.
Weed removal.
products Johnson’s company sells are Optima Steamers™, which are deployed in many of the situations where we have come to expect steam to be in use.
At the home of the Optima Steamer, Steamericas in Gardena, CA, Yujin Anderson is general manager. Her enthusiasm for the benefits of steam runs high.
Anderson points to the many ways in which steam supports environmental goals because it allows more to be done with less. Less, in this case, encompasses water input and waste output, as well as fewer—if any— chemicals.
“The top benefit is significantly reduced water consumption,” says Anderson. Not only does that alleviate the need to deal with wastewater, but it also means that contractors need not use much water. Even better, contractors
need not carry large amounts of water to a site if there’s none there to tap.
“Cleaning contractors could certainly use steam cleaning more frequently,” says Anderson. “Many are still relying on traditional methods while remaining unaware of the efficiency and versatility steam offers.”
Anderson cites the wide range of settings in which steam cleaning achieves excellent results. Settings include healthcare, food service, facility management, and manufacturing.
In environments where hygiene and safety are top priorities, steam is an especially good choice, explains Anderson. And contractors should consider adding it to their roster of tools.
“By adopting steam cleaning, contractors could improve their service quality, reduce environmental impact, add value-added services, and streamline operations,” explains Anderson.
With steam, each plus often adds another benefit. Thus when fewer, if any, chemicals are needed to complete a job, workers benefit.
“Steam acts like air rather than liquid, allowing it to reach farther and naturally sanitize,” explains Anderson. “This improves working safety by minimizing exposure to hazardous chemicals and eliminating the need to clean hard-to-reach areas manually.”
Worker safety also improves when team members have less to move (water, which is weighty), store (chemicals), and transport. Cutting down on the weight of vehicles to transport everything to a jobsite is also a plus for the environment.
Anderson notes the increasing interest many companies have in aligning with ESG [environmental, social, governance] investment goals. Adoption of an ESG framework demonstrates a commitment to maximizing good outcomes while minimizing risk to people, communities, and environment.
Gentleness matters when many kinds of structures and equipment are being cleaned. Steam often helps provide it.
“Steam excels at cleaning HVAC equipment, particularly coils and radiators, which are difficult to clean with traditional methods,” explains Anderson. “High-pressure water can damage delicate fins, but steam safely cleans them while penetrating deeper into the coils for a more thorough cleaning than water-based methods.”
Then there’s the odor-free aftercleaning space to appreciate. “One of the least-known benefits of steam cleaning is its ability to improve indoor air quality,” says Anderson. “By using high-temperature vapor instead of harsh chemicals, steam cleaning prevents post-cleaning odors.”
Grease is a reality in kitchens and beyond commercial kitchen doors. It’s also a safety hazard. Steam can be a very good choice when cleaning commercial kitchens.
Since 1985 Therma-Kleen in Au Gres, MI, has been making a range
of cleaners from dry vapor to wet steam machines. Chris Caulfield is general manger at the company, which manufactures all its equipment in the United States.
Caulfield emphasizes the benefit of reduced water use with steam. “Cleaning with dry vapor steam uses only about one gallon of water per hour.”
One gallon per hour is an impressively low amount of water when we match it against a typical four gallon per minute flow rate from a pressure washer. To be sure, not all jobs can be done with either steam or water, but many can.
“Very few cleaning companies are currently using dry vapor steam in their cleaning processes,” says Caulfield. “Many of them are simply unaware of the advantages and cost-effectiveness of cleaning with steam.”
Caulfield suggests some contractors may not have adopted steam
yet because of the up-front cost. “While there is an initial investment to obtain the equipment, the savings from not having the ongoing expense of chemicals compensates.”
And the chemical savings result in tandem with the savings in dealing with wastewater and potentially hauling water to a site. Caulfield’s company works with prospective buyers to help them identify the best steam machine for their needs.
“By far, the top benefit of steam cleaning is the elimination of harsh chemicals that can result in harmful effects to sensitive individuals and the environment,” says Caulfield.
“By using only water, steam cleaning offers an all-natural alternative without chemicals. Steam cleaning can kill 99.99 percent of household bacterial while reducing the amount of chemicals that end up in the water supply.”
The list of benefits from steam cleaning is long and growing.
“Some of the other, little-known uses and benefits of steam cleaners are eradicating bed bugs, reducing allergens such as dust mites and pollen, cleaning stains from fabrics, eliminating pet odors, removing mold and preventing future mold growth, and sanitizing nearly every surface,” says Caulfield.
Bed bugs in the 21st century? Yes. They can be a problem not only in homes but also in commercial and institutional settings.
It’s not exactly a secret, but it’s something that many of us don’t think much about—the need to keep hospital and long-term care beds free of bed bugs, which can be carried in by new patients. Cleaning beds and frames with chemicals works well, but that adds risks to those who will occupy the beds.
For a wide range of projects, you may want to tap into steam—it’s versatile, safe, environmentally friendly, capable, a weed killer, and more. CT
COXREELS
® BRAWNY OPTION FOR THE 100 SERIES REELS
Coxreels ® is proud to offer the Brawny option available for most 100 Series hose reels. The 100 Series reel can be mounted to a floor, wall, ceiling, bench, or truck and is made of steel for strength and durability with a U-shaped frame for two-point axle support to provide stability during operation. It has a brake assembly for braking or for locking the drum to a desired length of hose.
The Brawny feature is an added option that adds strength to the drum, minimizing potential damage under increased or pulsing pressure usage. By adding the additional strength to the drum, these professional-grade reels are better prepared to tackle the toughest jobs in the industry.
To order the brawny upgrade, simply add prefix «BX» to standard 100 Series reels. The Brawny option is available for the 8-in., 12.5-in., and 18-in. drum widths.
Coxreels has remained steadfast and focused on manufacturing highquality, professional-grade hose,
cord, and cable reels since 1923. Offering a full product line serving the industry in every channel and application, Coxreels takes great pride in designing, building, and supporting all of their products right here in the U.S.A.
For further information on Coxreels’s new Brawny option and diverse product
line, contact customer service at 800-2697335 or visit www.coxreels.com.
Note: Product News submissions should be emailed to jkidder@cleanertimes.com. Please be sure that your product announcement is accompanied by a high-resolution photo of the product. CT
SAVING BY CUTTING
by Mark E. Battersby
SAVING BY CUTTING OVERHEAD
Photo
Yes, overhead costs help reduce the bite of taxes. But, that same overhead is also reducing the profits possible from the pressure cleaning business. While overhead is often ignored, now might be a good time to think about its role in both the operation’s profitability and survivability.
Overhead is defined as “ongoing business expenses not directly attributed to performing a service or creating and selling a product.” In fact, that often overlooked overhead can yield significant savings with a few strategic moves.
Strategic cost-cutting can help lower overhead costs, but it is not about getting cheaper. Instead, overhead costcutting helps ensure a pressure washing operation is ready for growth. It focuses on the aspects of the business that are controllable while freeing up resources to fund infastructure and future growth.
REPAIR OR REPLACE
Any business that relies on vehicles and specialized equipment faces the overhead cost of maintenance and repairs. Reducing overhead with vehicles can be achieved by switching to more fuel-efficient models such as diesels or hybrids.
While repairs might make sense for a vehicle or equipment just out of warranty, it might not be true for some
that are five years old. Some pressure washing professionals compare the estimated cost to repair to the fair market value of the asset. If the repair cost is the same or greater than its book value, it might be time to replace.
Much equipment becomes functionally obsolete before it is no longer repairable. Here the best strategy may be to forecast future repair costs. Plus, the cost of removing the old and installing the new equipment should be factored in.
REPAIRS, REPLACEMENT, AND TAXES
According to the IRS, expenditures for routine maintenance that keeps the pressure cleaning operation’s property in good working condition—without increasing its value or prolonging its useful life—are deductible expenses. Any expense that makes equipment better, restores the property to its normal condition, or adapts the property for a new or different use is generally capitalized and depreciated over several years.
Thanks to a safe harbor for small invoices, a pressure washer can immediately deduct maintenance expenses if the cost is $2,500 or less per item or per invoice. A business with an “applicable financial statement,” or AFS, has a safe harbor amount of $5,000. An AFS includes most audited financial statements such as those provided for loans, shareholder reports, etc.
LOWER FINANCE COSTS
Financing is frequently used as a selling tool. The equipment seems overpriced, but it can be acquired for little or no down payment and small periodic payments over its useful life. This may not be an issue if the equipment is either essential or can save the business money while conserving its cash. But in most cases, seller financing is not such a great deal.
Sellers often use financing to make their products more attractive and sometimes make more on the financing than on the sale. Separate the two. Evaluate purchases based on the cash price, then check out financing if needed.
Reducing the cost of financing can also be accomplished by converting variable rate debt to fixed rate debt. A pressure-washing professional business with a line of credit
might think about checking the interest rate on a five-year loan. In a rising interest rate environment, it might make sense to look at a rate along with a built-in installment plan. That way the line of credit remains available for emergencies.
If the operation has an unused line of credit and an outstanding credit card or revolving charge card balance, it might make sense to stop paying the credit card company’s high interest rate and start paying the bank’s lower rate. Admittedly, the line of credit may carry a floating interest rate, but the point spread is usually substantial.
Transferring debt can often be accomplished by transferring the outstanding balance on a highinterest rate credit card to another one to enjoy a honeymoon period of low or even zero percent interest rates. Unfortunately, the losing bank can be expected to find a way to impose a penalty fee for making the move.
STAFF REDUCTIONS
Many pressure-washing professionals associate “cutting” overhead with “firing people.” While the easiest way to cut costs is often cutting workers, it can also be the most expensive in the long term. Fortunately, there are more creative ways to reduce labor costs.
Rather than firing workers only to have to eventually replace them with someone else, consider reshaping their role and investing in training them to contribute in other ways. With a “fluid” staff the operation can continue maximizing their value while avoiding the financial drain of new hires and low morale.
Other strategies include evaluating whether workers are underutilized or doing work that could be done by a less costly resource. And beginning at the beginning: if new employees are needed, hire someone with multiple strengths.
BUY VERSUS RENT
Renting versus buying—which is better? As a general rule, it’s usually a good idea to buy small equipment
and continuously needed hardware. Today’s tax laws and immediate writeoffs also favor purchasing, at least for a pressure cleaning business that has the cash for a down payment and/or financing lined up to cover the cost.
Of course with some business assets, such as the operation’s shop or offices, leasing or renting is the only option. Fortunately, lease costs can be reduced by negotiating a new deal with the landlord; moving the operation to less expensive premises; or, in some situations, buying the needed shop, warehouse, or office building.
SELLING IT OFF
Most pressure washers have old, unused, or obsolete equipment and supplies on hand. There’s little point in continuing to let that equipment take up space when it could be contributing to the bottom line. Selling that equipment or excessive supplies may produce income. Donating unused equipment or supplies to a
charity or non-profit will generate a tax deduction for charitable giving. And, there is also a tax deduction equal to the book value of that unneeded equipment if it is “abandoned,” not merely unused but actually disposed of never to be available again.
BASIC UTILITIES FOR BASIC SAVINGS
The cost of utilities, including electricity, gas, water, phone and internet services, can be reduced. Mobile phones, long-distance calls, and internet use should be reviewed on a regular basis not only to determine the levels of services required but for potential cost savings from switching to lower cost plans.
Many pressure cleaning operations lock up or carefully track consumption of supplies. Another option is to incentivize employees to reduce usage and create a thriftier business environment. Campaigns to curb energy, such as turning lights off or switching to LED bulbs, are effective cost-cutting strategies.
WHILE MANY PRESSURE CLEANING PROFESSIONALS WILL FOCUS ON THE “BIG PICTURE” OBJECTIVES, THE BEST OPPORTUNITIES FOR IMPROVING THE BUSINESS MAY LIE WITH SMALLER CHANGES. BY FOCUSING ON MAKING A FEW SMALL CUTS, RATHER THAN TRYING TO REINVENT THE BUSINESS ENTIRELY, THE RESULT MAY BE AN INCREASE IN CURRENT OPERATING MARGINS.
Overhead accounting or bookkeeping costs can be reduced by doing some or all of the accounting/bookkeeping chores in house.
INSURANCE THAT PAYS
Every business needs insurance coverage, whether general liability or property insurance. There is also business interruption insurance to protect the business in the case of unforeseen closure. Surprisingly, there are also insurance policies available that cover monthly overhead expenses in the event the business owner becomes disabled due to illness or injury.
Business overhead expenses insurance plans cover most overhead expenses, including the following:
• Employee wages and benefits
• Mortgage principal and interest or rental payments
• Utilities
• Property taxes
• Business insurance
Designed to cover temporary periods of disability, these policies usually have maximum payout periods and do not cover the cost of hiring temporary replacements.
CUTTING COSTS CAN BACKFIRE
There is no question that cutting costs can improve a pressure cleaning operation’s profit margins and sometimes is the only option for surviving. This is particularly true when an operation has no control over inputs such as labor, materials, etc., and prevailing prices/fees. If the pressure cleaning operation has already cut obvious waste items, the next steps should be evaluated carefully. Not buying another printer makes no sense if an employee must spend a couple of minutes several times an hour retrieving his job. Consolidating two locations to one may not make sense if travel to job times will increase. It’s not unusual for an action to have unintended
consequences. Some are pretty obvious and should come to mind quickly. But there are traps to avoid first. After that, look at the overhead cuts that won’t have much impact if you’re wrong about the cut.
While many pressure cleaning professionals will focus on the “big picture” objectives, the best opportunities for improving the business may lie with smaller changes. By focusing on making a few small cuts, rather than trying to reinvent the business entirely, the result may be an increase in current operating margins.
After all, creating a functioning, profitable business doesn’t always come from revolutionary ideas or making dramatic cuts to overhead costs. Minimizing overhead may be just one of the steps necessary to restore a pressure cleaning business to its previously profitable status, but sensibly reducing overhead costs is a key to the business surviving and once again becoming profitable. CT
WOOD RESTORATION CHALLENGES
Photo
by Diane M. Calabrese
Mighty oaks from little acorns grow—we all learned a version of the aphorism in grammar school. From the longevity of the timbers in the original roof of NotreDame de Paris cathedral to the eyecatching hardwood floors in the best-built houses, there is a lot to appreciate about oak.
But oak is not the only kind of wood to get attention. People voice unique preferences when choosing wood, especially when choosing wood species that will be part of a prominent feature in a home, such as a deck.
Contractors must not only determine the best way to restore a wood feature, but they must also be attentive to the sensibilities of the feature’s owner. A prospective customer seeking a wood restorer may not want to hear they made a bad choice in wood species.
And some prospective customers may have made their initial selection based on cost. Reminding them about what they could not afford is a bad idea, too.
What’s interesting, though, is that less expensive wood species may be easier to restore. Pine, which is a softwood species, can be beautifully restored, even when it’s 125 years old—something this writer knows from experience with floors.
As for identifying species of wood that are easier to restore than others, like everything else, context matters.
“This depends on the restoration process,” says Joseph Daniel, CEO of ITD Chemical in Tucker, GA.
“Softer types of wood, such as pine, can be easier to restore given the ease of penetrating the surface,” explains Daniel. “However, these types also rot more easily, and softwood that has been allowed to rot all the way through cannot easily be restored.”
But the converse is also true. “Harder wood types, such as oak, can be harder to restore given the difficulty of penetrating the surface,” says Daniel. “However, these wood types also rot more slowly, and thus there is a higher likelihood of restoration in older hardwood.”
Property owners restore wood because they want to showcase its beauty. (We all know the many laminates that substitute or overlay wood floors. Can they compete in beauty with refurbished oak floors? Some of us are a definite “no,” but each consumer sees things differently.)
“Most people are restoring wood because it is difficult to replace or because it saves them money,” says Daniel. “Wood restoration is a chemical process, first and foremost. Choosing the right chemical will make the process easier and the outcome more favorable.”
What about contractors in our industry? Should they consider adding wood restoration to their repertoire? If they offer deck cleaning services, the rehabilitation
of the wood in decks makes a logical addition.
“There are a lot of companies that specialize in wood restoration, and it can be very profitable, especially if you can get the client to sign up for a maintenance plan to maintain the deck on a regular basis,” says Henry Bockman, president of PowerWashCompany. com in Germantown, MD. But just leaping in and adding the service is not the way to go.
“There are several essential steps for wood restoration,” says Bockman. “But the most important is to learn how to restore wood correctly—and practice—before attempting to do it on someone else’s property.”
The learning component should include several subparts, explains Bockman. “Always learn how to identify the types of lumber. And determine to use the best cleaning
solutions and the least amount of pressure to clean it.”
With the hands-on training a contractor undertakes prior to offering wood restoration to customers, he or she becomes familiar with the steps that ensure good results. For instance, after the wash, which is the first thing to do?
“It’s to neutralize the lumber and use a penetrating oil-based stain that remoisturizes the lumber and protects it from UV rays,” says Bockman. “My personal favorite is Ready Seal because it’s very user friendly and the coloring doesn’t scrape off when the deck furniture is slid around.”
Is one type of wood easier to restore? Yes, says Bockman. “Pine is the easiest because it’s a medium density softwood and resistant to sanding, deck strippers, and most cleaning solutions. It also accepts penetrating oil-based stains like the one I mentioned fairly easily.”
And what would Bockman put in the difficult species category? “Most hardwoods like ipe can be very difficult to restore, especially purple heart wood because it can be difficult to get cleaning solutions to remove all the soil. It’s also more difficult to seal because of its density.” The density means sealers take longer to penetrate.
CONFIDENT, COMPETENT
DIY homeowners may experience trepidation when considering a deck-restoration project. Rightly so, given they do not have the depth or breadth of knowledge of a professional restorer.
Members of our industry who offer restoration services take a much more matter-of-fact approach. It’s an outlook borne of confidence.
“I think all species of wood are easy to restore,” says Mike Hilborn, president of RTD Services in Saint Paul, MN. “It’s not the wood that is the problem when it comes to restoration; it is the product that was applied the last time.”
Hilborn has a very definite perspective. “All water-based products are absolutely terrible when it comes to restoring wood,” he says. “Oil is best. You can strip oil-based products. You are unable to strip waterbased products.”
What it all means is that the biggest challenge—or difficulty—in restoring wood “is based on what was used last time,” says Hilborn. “The most important aspect of
restoring wood is knowing what you are going to have to remove. Oil is easy and effective.”
What makes water-based products troublesome? “Water-based products are nearly impossible to remove,” says Hilborn. “Floors with water-based products must be sanded.”
The sanding adds to the cost. “It is way more expensive than chemically removing the old product,” says Hilborn.
Then there’s the logistics of sanding. “It’s nearly impossible to sand vertical surfaces like support posts and spindles,” says Hilborn. He adds it is cheaper to replace them.
Natural fiber—is there anything that competes with the aesthetics of wood? To some of us, the answer is no.
“Wood is the ultimate green product,” says Hilborn. “Composites are made with petroleum products. Nothing is more beautiful than wood. No one likes plastic furniture inside their house—the same applies to a wood deck or fence. There is nothing prettier or more environmentally friendly.”
Let’s focus a bit on the “environmentally friendly” dimension. It matters.
“The sustainability aspect of wood restoration really should be a key selling point,” says Russell Cissell, founder of Woodrich Brand by Extreme Solutions Inc. in Portage Des Sioux, MO. Construction and demolition waste add up to 600 million tons every year in the US according to the EPA.”
Restoring wood not only keeps materials out of landfills, but it also reduces the need for new lumber, says Cissell. Very important, given the most in-demand tree species can take decades to grow to harvesting height.
There’s also a correlated benefit. “The energy and emissions tied to producing and transporting new wood products are avoided when you restore instead of replace,” explains Cissell.
The message of environmental harmony can be used in marketing and sales, says Cissell. “Use direct, impactful language like ‘Restoring this deck saves around 1000 pounds of waste from the landfill,’ or, ‘By restoring, you’re conserving natural resources and cutting down on waste.’”
Because “customers want to make responsible choices,” says Cissell, a contractor should “show them how
restoration protects the environment and their wallets.”
Good outcomes will speak to neighbors and passersby. So get it right.
“The first step in any successful wood restoration job is surface preparation,” says Cissell. “Start with a thorough assessment to determine what the wood needs— cleaning, stripping, or brightening.
“Use a system that delivers consistent, predictable results,” continues Cissell. “When you prep the surface correctly, stains penetrate better, finishes last longer, and callbacks drop.”
As much love as there is for wood by those who restore it, a good outcome must encompass more than a beautiful result. “Success isn’t just about a greatlooking finish, it’s about turning a profit,” says Cissell. “Efficient systems save time and materials, boosting your bottom line while delivering results your customers will rave about.”
Learn and then do with confidence. “The species of wood isn’t usually as big a concern as the type of finish that’s been applied,” says Cissell. “Most existing finishes will melt off like butter; however some types, particularly the water reducible alkyd finishes, can be more stubborn.”
Species vary. Still, the basic steps apply irrespective of type of wood, explains Cissell.
“The trickiest species I’ve come across has been Siberian larch,” says Cissell. “It can carry a fungus deep inside that presents as grey speckles that can appear after an otherwise good cleaning.”
Toward the other easiest end of the spectrum put weathered cedar, which has turned black due to weathering and UV exposure, says Cissell. “The transformation to fresh-cut appearance always draws admiration and praise from the customer. It feels almost as good as getting paid.” CT
ZONE 1
American Waterworks, Inc. 13250 Weidner St. Pacoima, CA 91331 818-252-0706
www.americanwaterworks.net
Custom trailer system sales & service.
Nor Cal Pressure Washer Equipment
250-G S. Maple Ave. S. San Francisco, CA 94080 (866) 554-6601
www.norcalpressurewash.com
Hydro Tek Sales & Service, Industrial/Commercial.
Pacific Bay Equipment 609 G Street Modesto, CA 95354 (209) 578-3925/fax (209) 578-3120
www.pacificbayequipment.com
SF Bay area: 28301 Industrial Blvd. Hayward, CA 94545
ZONE 4
Pressure Systems, Inc.
1646 E. Jefferson Street Phoenix, AZ 85034 (602) 253-9579
www.pressuresystemsinc.com Experience Makes a Difference. Working With Water & Finding Solutions Since 1965.
Superior Cleaning Equipment
4422 E. University Dr. Phoenix, AZ 85034 602-257-1357 sceclean.com
ZONE 5
American Cleaning Systems 5261 W. 42nd St. Odessa, TX 79764 (800) 205-7797
www.amcleaning.net
Pressure Washers, Soaps, Degreasers, Hot Shot
Alklean Industries, Inc. 2111 Catalina Dr. Pasadena, TX 77503 (281) 479-5966 www.alklean.com
Hotsy, Mi-T-M, Hydro Tek, Alkota, KEW, Alto, plus many more. POWERWASH.COM 2313 Cold Springs Rd. Fort Worth, TX 76106 (800) 433-2113 www.Powerwash.com
Pressure Washer Sales & Service, Parts, Chemicals. River City Pressure Cleaning Equipment 7306 NE Loop 410 San Antonio, TX 78219
Pressure Systems Inc.: 602-2539579; www.pressuresystems inc.com.
NOZZLES
Arthur Products Co.: 800-3220510; www.arthurproducts.com.
PARTS
EDI Distributors
Prompt, courteous service, tech assistance, excellent prices. Visit www.edidistributors.com for a small sample and free catalog, or just call 800-433-2033
