COMPENSATING THE BOSS

by Diane M. Calabrese

Seventeen? Five? Choose a number. Online search engines churn up lists of everything, including things that make a contractor successful. But perhaps it’s possible to settle on one trait: Determination.

Being resolute and unwavering is a must for achieving success. It’s worth considering, though, what exactly constitutes success.

“There are a lot of traits that business owners need to build a company, like determination, adaptability, and resourcefulness, but being successful really depends on the person and their vision,” says Henry Bockman, president of PowerWashCompany.com in Germantown, MD. The uniqueness of vision encompasses what a contractor wants to accomplish.

“What success is and how it is measured may vary,” explains Bockman. “A lot of contractors think success is owning a company that grosses over a million dollars a year.”

The seven-figure perspective needs to be tempered, however. “That sounds great, but if your net profit is five percent and you’re working 12 hours a day, six days a week, then you might be a lot happier getting a regular nine to five job and avoiding the risks of running a company,” says Bockman.

“There are a lot of small owneroperated companies that are more profitable than companies with five trucks and seven employees,” explains Bockman. Each contractor must establish the configuration that works best for him or her.

“What is success?” is a question that Bockman poses in a philosophical way. “I think many new companies have a dollar figure in mind, but I think that work-life balance and being happy are more important,” he says.

Everyone, even the most successful contractor, is on a learning curve. Methods and products change. So, too, do surfaces and regulations.

Successful contractors not only keep learning but also commit themselves to learning from doing. And part of the doing is interacting with customers in a consistently positive way.

“Being personable and building relationships with clients will enable contractors to build loyal clients that are less likely to switch to another contractor with lower prices,” says Bockman. “Also, learning from mistakes and creating systems that prevent errors from happening again is extremely important.”

A never-made-an-error contractor? It doesn’t happen. Bockman explains that everyone makes mistakes. And he emphasizes that the most important thing is to be certain a particular error never happens again. Learn from each experience.

Fair Play Of Turn Around

Contractors can get quite a good idea of what their customers want by turning the question around. From roof or HVAC replacement to bathroom or kitchen remodeling, every contractor in our industry has had experience hiring a contractor.

It doesn’t matter which project a contractor handles as the expectations of customers are the same. Customers want a good result at a price they can afford. And it’s a given they don’t want anything damaged in the process or an indefinite or endlessly extended timeline.

Competent, trustworthy, and efficient are traits of successful contractors that transcend any industry. Even if a customer knows nothing about power washing, the customer will know something is amiss if they observe any sign of cavalier activity.

A little thing like a member of the team who is not in the best mood and raises a voice can worry a customer. Politeness must be the norm on every jobsite.

Politeness and professionalism should be one and the same. A customer who asks for too much or who has unrealistic expectations may be exasperating, but politeness must govern all interactions.

Perhaps a contractor will say to himself or herself, “I’ll never take another job for this individual.” Just don’t say the quiet part aloud. Neighbors may be watching and listening.

Word-of-mouth (and direct observation) referrals remain one of the best forms of advertising in high-density suburban areas where there is keen competition for contractors. Before spending on boosting returns in search engines, be sure to polish cordial interaction skills.

Successful contractors say a quick hello (good morning, good afternoon) to passersby. They avoid disruption of any kind to neighboring properties. In all actions, they just do the little things that get them noticed and draw positive responses.

Contractors who have no county license number on their vehicles or who have totes and equipment toppling out of a van door that opens to a jumbled mess get noticed too. A neat and orderly vehicle signals to prospective customers that the contractor will work in a methodical way.

Focus. It’s become a wearisome word. Still, it’s an important trait for a contractor.

Perhaps a power-washing contractor is fully ambidextrous and can manage a smartphone in one hand and a wand in the other. But customers want to see a focused individual.

Rules Followed

Successful contractors know and scrupulously follow the local, state, and federal regulations that apply to them. They may also be subject to another layer of regulations from HOAs [homeowners’ associations].

Consumers get a lot of advice from various regulators. They also have a lot of recourse if they want to pursue a complaint. A complaint can hold up payment to a contractor.

Get it in writing. That’s an operative phrase for consumers and for contractors. The idea is that all things will be mutually agreed before a project begins, so what could go wrong?

As we know, things can always go wrong. Just because customers sign a contract laden with protective boilerplate language for a contractor does not mean they have read the contract. That’s a problem.

Successful contractors try to sort out and emphasize the essential points of a contract in a space tailored to a customer. This is what will be done. This is what will not be done.

Successful contractors never overpromise. A roof will not look new after soft washing; but soft washing will remove dirt and mold, and the roof will look better.

Working with residential and small commercial clients differs from working with large commercial and industrial clients. The large commercial and industrial clients, which typically bid out work, will specify exactly what they want done and very often how they want it done (right down to specific equipment to be used).

There’s an investment of time in obtaining large contracts in the form of documentation and the uncertainty of the competitive bidding process. There’s also an investment of time in providing estimates to residential and small commercial customers, but it’s usually much, much less.

Smaller customers require a different kind of investment of time. That’s time to sort through what they want. Not all customers are as easy to read as others.

There’s an adage about public speaking: Assess the audience (“read the room”), and peg the presentation to that audience.

A successful contractor does not use a script but has the ability to tailor presentations to customers. No time will be wasted on giving customers who have a clear-cut idea what they want and will pay an agreed upon price for that service information they do not want.

On the other hand, a successful contractor is ready to use concision and persuasion to expedite interactions with the customers who are vague about what they want. Even more time-consuming are prospects who are wholly unrealistic about the results they can expect or the cost of services.

To be successful, a contractor must be prepared to say, “That can’t be done.”

Regulating authorities, which again we recall likely include layers of government levels, will define some parameters. Licensed contractors know the rules they must meet, rules that often establish limits for them.

For example, one-third of the payment may be due when a contract is signed, another one-third when a job commences, and the final one-third on completion of the job. That’s a typical local government rule.

A customer usually has a short interval of time—48 hours or so—to back out of a contract. In some localities, older people (e.g., 60 or 65-plus) get a longer interval of time (e.g., a full week) during which they can void the contract. Contractors must make sure a written agreement is in effect before starting work.

Awareness

Successful contractors are aware. They are situationally aware on the jobsite. They are also aware of the impact the online world has on their business.

Many businesses post comments from satisfied customers on their websites. All well and good, but who is going to post a comment from a dissatisfied customer? Business consolidator sites also post reviews from customers, satisfied or not. Consumers know how the system works and sift through comments looking for something concrete.

Prospective clients look for details, such as how plants were protected and how the equipment looked and sounded. In states where license holders are listed online, they also check to make certain a contractor has a license and that there have been no lapses because of problems.

Above all, successful contractors know each job involves a positive interaction between the contractor and the property owner. When the job is completed, the contractor nets an appropriate sum, and the property owner is satisfied.

Successful contractors build on those positive interactions, stacking one upon the other. Determination day in and day out CT

2024 PWNA ANNUAL CONVENTION AT POWERCLEAN ®

Networking & Innovation in Power Washing

The Power Washers of North America (PWNA) is thrilled to announce the 32nd annual convention at the 2024 PowerClean ® with CETA, the most significant event of the year for the power washing industry. Scheduled for November 1–3, 2024, in Orlando, Florida, this landmark event promises to be an unparalleled gathering of industry professionals, vendors, and innovators.

PowerClean® 2024 sets the stage for showcasing the latest technologies, services, and trends shaping the future of power washing. As one of the largest trade shows in the industry, it offers an unmatched opportunity for attendees to network with peers; meet leading manufacturers, distributors, and vendors; and discover groundbreaking products and solutions.

Highlights include training and certification classes led by industry experts, live demonstrations of the latest equipment, and exclusive insights into market trends and business strategies. PowerClean® 2024 is the ultimate destination for anyone looking to stay ahead in the dynamic world of power washing.

Don’t miss this chance to connect with the heart of the industry. For more information and to register, visit our website.

The Power Washers of North America (PWNA) is dedicated to promoting excellence and innovation in the power washing industry, offering resources, education, and support to professionals worldwide. For more information about PWNA, email info@pwna.org, visit www.pwna.org, or call 800-393-7962 CT

KIRA B 50 FROM KÄRCHER: AUTOMATIC SCRUBBER FOR ALL CLEANING TASKS

Efficient, Simple, Autonomous, and Safe to Use

Kärcher is pleased to present its newest autonomous cleaning machine—the KIRA B 50 scrubber. KIRA utilizes 3-dimensional sensing along with integrated laser scanners to ensure reliable, consistent navigation within any facility. An optional docking station and lithium-ion batteries enable KIRA B 50 to perform rapid, autonomous resource exchanges. This helps in limiting the need for human interaction, saving valuable time and money. Thanks to the unique operating system, the autonomous machine can be configured for cleaning any environment quickly. Operators will be able to efficiently map and store routes that will allow KIRA to maximize its cleaning potential.

Efficient and Autonomous Scrubber

With a working width of 22 inches, a maximum working speed of 2.7 mph, and the powerful 160 Ah lithium-ion battery, the scrubber brings an area performance of up to 25,450 ft²/h in autonomous mode. KIRA is effective for medium- to large-sized applications and can also excel in congested cleaning environments. KIRA B 50 is an ideal addition to a wide range of applications, including logistics, transportation, retail, manufacturing, healthcare, and education.

Parameters such as solution flow, chemical dilution, and cleaning speed can be pre-set, ensuring clean solution is applied properly depending on the working speed. Proven cylindrical brush technology with presweep function and the side brush enable cleaning close

NEW EPA-REGISTERED DISINFECTANT FROM ITD

to the edge, ensuring consistently high cleaning results. Staff will have more time to take care of high-value tasks and emergencies while KIRA takes care of the day-today flooring demands.

For more information, visit kärcher.com

Sani Quat 23, ITD’s new EPA-registered disinfectant, is a concentrated, no-rinse quat sanitizer suitable for various settings including food establishments, healthcare facilities, and animal premises. With easy spray-and-wipe, mop bucket, or third sink application, no rinsing is needed.

In addition to Sani Quat 23, ITD offers a broad line of stock industrial detergents and specialized chemical products under both our own name and private label brands, along with custom formulation, blending, and packaging to fit the unique needs of individual distributors.

For more information, visit ITDinc.biz, call 1-800-472-1233, or email customerservice2@itdinc.biz. 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

(888) 889-WASH (9274) www.rcpce.com

Industrial Pressure Washer Sales, Service, Parts, Detergents, & Diesel-Powered Equip. Available.

Sellers Sales Co. Inc. Pumps & Equip 1904 So. Loop Drive Waco, Texas 76704 (254) 754-5761 info@sellerspump.com

Cat Pumps dist for 50 years. Pump Sls/Parts/Repairs/Cstm Built Pump Pkgs

Zone 6

AaLadin Central Pressure Washers & Supplies 2339 East Front Street Kansas City, MO 64120 (816) 221-1007 www.aaladincentral.com

Aaladin Elite Dist. Sales, Service, Parts, Soap for all brands. Chappell Supply & Equipment

• CETA Certified Distributor 6509 W. Reno Ave. Oklahoma City, OK 73127 (405) 495-1722 service@chappellsupply.com 1-Stop-Shop for Industrial Cleaning Equip. Needs.

KO Pressure Supply 2950 E. Division

Springfield, MO 65803 (888) 301-3005 www.kopressuresupply.com

Quality Parts, Equipment, Chemicals, and Service.

ZONE 7

American Pressure, Inc.

• CETA Certified Distributor 3810 West Broadway Robbinsdale, MN 55422 (763) 521-4442 www.AmericanPressureInc.com

Parts/Repair/Equip-Contractor Discount-Huge Inventory

Omega Industries, Inc. 11317 W 47th St. Minnetonka, MN 55343 (952) 988-8345 http://omegaindustriesinc.com

Sayers Wash Systems 21020 Cambodia Ave. Farmington, MN 55024 (800) 456-9840 www.SayersWashSystems.com Servicing Virtually All Brands of Pressure Washers. ZONE 8

Michigan Power Cleaning 2101 Palmer Avenue, Kalamazoo, MI 49001 (269) 349-3656

MichiganPowerCleaning.com 35y+ Parts/Service Cat General Hydrotek and Other Brands. ZONE 9

Pressure Washer Supply Center 480 Hylton Rd. Suite D Richmond, VA 23238 804-708-9851 pressurewashersupplycenter.com

Commercial Pressure Washer Sales, Service, Parts, Chemicals & Repair.

Pressure Washer Supply Center 110001 Houser Dr. #13 Fredericksburg, VA 22408 (804) 708-9851 pressurewashersupplycenter.com

Commercial Pressure Washer Sales, Service, Parts, Chemicals & Repair. ZONE 10

Delco of Knoxville 6675 Clinton Hwy Knoxville, TN 37912 (865) 938-4486

Sales. Parts. Service. Rentals. Etowah Chemical Sales & Service

• CETA Certified Distributor 1706 Rossville Ave. Chattanooga, TN 37408 (423) 756-5763 www.etowahchemicals.com