CETA Edge: PowerClean® 2025 Will Introduce Innovation Award
Cleaning Gas Stations
From the Desk of Karl Loeffelholz, CETA President 2025: PowerClean® Moving Forward
CETA Manufacturers: Submit Your Innovations for the New CETA Manufacturers’ Innovation Award
Lances Deserve a Second Look
Drone Safety in the Power Washing Industry: Best Practices for Safe and Responsible Operations
It would be an understatement to point out that there is a lot of economic uncertainty regarding the tariffs imposed by President Trump last month. This will impact the entire economy and multiple business sectors including the pressure washing industry. It’s uncertain what the remainder of 2025 will reveal, but hold on because it promises to be a wild ride.
There is a lot to check out in the May issue. On page 6 we read about equipment operations that need to be taken account of when using pressure washing equipment at high altitudes. One of the issues to consider, if you are a contractor who works at lower elevations, is that when you travel to higher elevations you must acclimate to the altitude. This is a safety concern so that you aren’t operating equipment with a foggy brain, nausea, and dizziness.
On page 10 in the CETA Edge column, we learn more about the new innovation award that will be introduced at PowerClean 2025 that will be held September 25–28 at the Peppermill Resort in Reno, NV. Additional information for this manufacturers’ award, including submission information, can be found on page 20 or at www.ceta.org
Additional information about this year’s PowerClean event and the many reasons to attend can be found throughout the CETA Edge column as well as by visiting the CETA.org website and viewing the YouTube video that introduces the venue for this year’s PowerClean.
Turn to page 26 to read about PWNA’s recommended safety precautions when using drones to help with pressure washing operations. The article provides several helpful checklists for preflight safety, drone operation techniques, emergency preparedness tips when drones fail, postflight safety and care, and much more.
Additional articles in this issue talk about lances, market diversification, private labeling, pressure washer rig setup, and more.
As we look to the end of May, Cleaner Times encourages you this Memorial Day to remember and honor the brave men and women who have given their lives so that we might celebrate our liberty and enjoy our freedoms.
Michael Hamline
mhamline@cleanertimes.com 800-525-7038
Ware • admin@cleanertimes.com
Phelps • joey@cleanertimes.com ACCOUNTING/CIRCULATION Tammy Hanner accounting@fcapgroup.com Cleaner Times (ISSN #1073-9602) is published monthly by
The publisher and editor(s) of this magazine do not accept responsibility for the content of any advertisement, including statements made by advertisers herein, or the opinions expressed by authors of by-lined articles. The publisher and editor(s) also reserve the right to reject any ad or article for objectionable content in verbiage or images. The intent of this publication is to provide general information only and is not intended to provide specific advice or recommendations. Appropriate legal, financial, or engineering advice or other expert assistance should always be sought from professionals.
HOW TO REACH US
Nix Road Little Rock, AR 72211 www.cleanertimes.com
SUBSCRIPTION RATES
One Year, $24 U.S. and $75 Canada. Back issues are available for $8 each. Reproductions of any part of this publication without the written consent of the publisher is prohibited.
OPERATING EQUIPMENT AT HIGH ALTITUDE
by Diane M. Calabrese
Photo by
Miguel Cervera Merlo
Baking, running, and operating equipment—what do they have in common? They are endeavors affected by altitude (elevation).
Let’s use one mile as an example of high altitude. Air pressure at 5,280 feet is 12 psi. That’s a genuine drop from 14.7 psi at sea level.
Altitudinal differences in air pressure can lead to suboptimal operation of equipment at higher altitudes. In some cases manufacturers have perfected self-adjustment of machine components; changes are made automatically and transparent to the machine operator.
Carburetors, which have largely disappeared from cars since the end of 2022, once had to be adjusted to compensate for the lower pressure of air flowing to the mix with fuel. Electronic fuel injection systems make the accommodation automatically. But machines that still have carburetors will need adjustment to ascertain the air intake matches the fuel availability when air is less dense.
Cooks experiment (e.g., reduce sugar and use higher protein flour) to get a plump cake. Equipment operators can more often than not work with trusted manufacturers to find machines rated at high altitude. Moreover, they can now buy kits to make adjustments to machines rated nearer sea level.
The truth is that baking enthusiasts can buy prepackaged mixes made for high altitude or with instructions for adjustments. But the true from-scratch cooks prefer to work it out alone.
For operators of pressure washers, there’s plenty of assistance available; and Yujin Anderson, general manager of Steamericas in Gardena, CA, tells us about the sort of help her company provides.
“We provide guidance on optimizing the Optima Steamer for high-altitude operation,” says Anderson. “Our team can advise on necessary adjustments, such as adjusting burning calibration by increasing the air intake from the fan to ensure optimal performance in low-oxygen environments.”
Lower air pressure means fewer oxygen molecules per unit volume. That’s fewer oxygen molecules to enter a
combustion process. Taking in more air per unit of time gets more oxygen to the burn.
(Runners often train at high altitude to encourage their bodies to make more red blood cells—a normal physiological compensating process. More red blood cells, more hemoglobin to carry oxygen to metabolic—burn—sites in the body. Returning to a lower altitude, runners gain from the boost in oxygen for a short time.)
Equipment operators should consult with a distributor to find a machine that requires minimal or no adjustment. The large cohort of distributors for Anderson’s company are among the distributors in our industry ready to advise.
“In general we recommend electric steamers over diesel models to minimize the risk of miscalibration by end users,” says Anderson. “However, we recognize that high-altitude areas are often offgrid, making diesel-powered units the more practical choice.”
Some machines, although not specifically built for high-altitude use, simplify adjustments when working at high elevations. Equipment users moving through many different elevations in the normal course of job-to-job travel should consider them.
“Our new diesel-powered Optima Steamer XDm features an easy-to-use adjustable fan setting—button on control panel—allowing for better adaptation to high-altitude conditions,” says Anderson. “While not exclusively designed for high-altitude use, this feature helps ensure reliable operation in varying elevations. Additionally, we provide specific guidance on optimizing performance based on altitude.”
Anderson explains that many of her company’s machines see service at higher elevations. And it’s a natural fit.
“We come across a number of customer applications in high altitude or mountainous regions because it’s also hard to get water in such areas,” explains Anderson. “So customers find steamers especially helpful because you need a fraction of water—0.08 gallon per minute—to do the job, and of course there is almost no runoff.”
Simply because most people in the United States do not live at high altitude,
most elevation-related issues with pressure washers are of little concern to contractors. In 1891 the U.S. Census Bureau issued a report on the nation’s population by elevation. Most people then lived within 1,000 feet of sea level.
Inhabiting lowlands made sense for lots of reasons—access to water, easier travel, and flatter arable land. It still does.
Only about one percent of the U.S. population now lives above 5,280 feet. Interestingly, the same percentage applies to the world’s population. Lowlands are favored.
Those who live at high elevations are acclimated. Those who live low and occasionally work high must acclimate on arrival, a process that can take days.
Thus, a big issue with using equipment at a high elevation is the potential for a machine operator who has a bit of a foggy brain and possibly nausea and dizziness. The U.S. military puts the threshold where altitude sickness begins at 4,000 feet for most people.
To safely use machinery, an operator should be acclimated to the altitude. Consequently, in addition to choosing a machine that performs well on a job at a mountain retreat, a contractor should be sure to allow time to adjust physically to the higher surroundings.
According to the Army Public Health Center, the effects of highaltitude exposure on humans may begin at 4,000 feet, but they typically become very serious only above 7,780 feet. Machine problems of serious sorts set in at 8,000 feet.
CONCERNS IN PERSPECTIVE
Many of the issues that could plague equipment users at high altitude have been resolved in the last several decades. Thanks to technology transfers from military and space travel research and design, many worries about machines at high altitude— and certified so—can be put aside. Unfortunately, in a pressure washer that gets put together without
quality verification, problems could erupt at high altitude. Insulation can become less effective at high altitude. The loss of effectiveness results because as air density decreases, the insulation’s dielectric strength—or its ability to resist breaking down and becoming a conductor—is reduced.
There are many issues related to electrical equipment at high altitude. They include the lower cooling efficiency and the voltage fluctuation in distribution lines because of lessdense air.
To get a quick idea of the constellation of problems that may stem from a machine operating at high altitude but not built for the setting, just use any search engine to query problems with equipment at high altitude. The experimental AI that Google and others have operating will return possibilities ranging from overheated motors to cavitation in pumps.
As a general rule, air density decreases by a rate of one percent for
every 100 meters (approximately every 328 feet) above sea level. So, equipment operating at 3,000 feet already experiences significantly “lighter” air than one running at sea level.
Equipment manufacturers strive to design machines and ancillaries that work optimally within a specified range of conditions. And the design focus encompasses pumps.
The more research that goes into the design of the machine, the better it can be built specifically for use at high altitude. Given that most pressure washers are used below 4,000 feet elevation, kits to modify the machines for occasional high-altitude use are considered by many manufacturers to be a better option.
Taking a pressure washer not rated for high altitude and simply using it anyway will work. But it will result in more fuel consumption (not good for the bottom line) and consequently higher emissions (not good for the environment). And it results in
an unnecessary taxing of components with a likely loss of machine longevity.
In 2025 high-altitude work can pose problems for equipment. But by being attentive to the specifications on the machine, a contractor can determine whether it is a match for operations at high altitude.
A quick look at the number of powerwashing contractors in the Denver area illustrates that contractors in the area had no difficulty finding equipment that serves them consistently well. Water use and reclamation of water will probably be bigger day-to-day concerns.
As our source Yujin Anderson notes at the beginning of this article, one of the pluses of using a steam cleaner when possible is that it meshes well with the issue of scarce water. And it does that on top of being a good match for high altitude.
In the profiles of contractors in the Denver area, we note many who rely heavily on surface cleaners and soft washing. Both methods conserve water.
The mention of soft washing brings to the fore the issue of chemicals. Less dense air is generally drier air. When applying chemicals or soft washing at high altitude, contractors must calculate dwell time by the region’s environment. Obviously, successful contractors who work routinely at high altitude know that. But it’s an important reminder for contractors everywhere, especially at the rate drought conditions are being declared across the country.
Using equipment at high altitude is like using equipment at lower altitudes. Do what the ambient conditions require. Never assume. Follow a manufacturer’s instructions. (Yes, tires may need to be inflated some in winter, but don’t deflate them in summer—keep them in the recommended range.)
Adapting to altitude is not difficult. In fact, it’s easier than ever thanks to the continuous improvements made in equipment and components. CT
POWERCLEAN® 2025 WILL INTRODUCE INNOVATION AWARD
by Diane M. Calabrese
Does any season fly by faster than summer?
No matter. Fall brings its own rewards. Especially this year because CETA PowerClean® 2025 takes place September 25–28 in Reno, NV, at the Peppermill Resort Spa Casino.
CETA celebrates 35 years in 2025. The anniversary adds to the rich program that PowerClean offers each year.
And this year the Cleaning Equipment Trade Association (CETA) inaugurates a new award at its annual
meeting and tradeshow. The Innovation Award will be given to a manufacturer that introduces a leading-edge product or procedure to the industry.
The objective of the innovation award is to “encourage manufacturers to push boundaries in product development,” says Gus Alexander, chair for the award committee and CEO of FNA Group in Pleasant Prairie, WI. The award does so by illuminating excellence through the celebration of outstanding contributions to the industry.
The new award for innovation will take its place among the other awards that CETA bestows each year. But PowerClean is about much more than recognizing industry members who have excelled in some way; it is also about an opportunity to interact with colleagues and competitors.
Any business has challenges. The annual meeting may not offer a solution to every vexing issue, but it sparks ideas that make all things possible.
Attending PowerClean “has been great for me in learning more about the
business and how others handle the dayto-day challenges of our industry,” says Phil Petty, general manager of Williams Cleaning Systems in Bakersfield, CA.
Petty reminds us of the classes and roundtable meetings that provide great ways to learn about new methods, regulations, and factors affecting the industry. “I typically have our sales reps attend these as this helps put new or different spins and perspectives on our industry.”
There is “so much to be gained” by attending PowerClean, says Petty. In
fact, ‘immersion’ captures the fullness of the experience to be had.
Any conversation can turn into a business-to-business relationship. It might take place at an exhibit at the tradeshow or at the banquet or in any of the structured sessions. Or during a friendly game of golf in the competitive tournament for those who relish some time on the links.
But the essence of the annual meeting and tradeshow remains clear. It’s an immersive opportunity that cannot be matched by video chatting or any
kind of digital interaction. It’s the difference between practicing your putt shot on a perfectly manicured green in the fresh air or on a practice pad in the den at home. Reality always beats simulation.
Chad Reiffer, the distribution program manager at Hydro-Chem Systems (HCS) in Caledonia, MI, currently serves as the chair for the CETA University committee. The purview of the committee extends beyond maintaining and expanding the digital repository of learning resources. It
Photo by
includes planning for learning opportunities at PowerClean.
The CETA U committee has acted with “amplified passion” to bolster educational and training content, says Reiffer. Members will find new opportunities to be seen and heard by other members, suppliers and manufacturers.
“PowerClean is the marquee event of our organization, CETA, which receives the full commitment and devotion from the governing board’s planning efforts,” says Reiffer. “Attending PowerClean is time well spent.”
There is an unparalleled opportunity to interact with other members of the industry, says Reiffer. It’s interaction that encompasses distributors, suppliers, and manufacturers. “This experience is irreplaceable for the unique industry we serve.”
Building on the strength of CETA starts with assessing the needs of members and responding to them. “Based on attendee feedback and committee experience, we are excited for the
enhancements to the existing footprint of PowerClean that will provide attendees and exhibitors with even more value,” explains Reiffer.
Top-to-bottom, sideways, and in 360-degree view, the Reno meeting and tradeshow will meld the new—the Innovation Award; the strong foundation—35-year anniversary of CETA; and the best of the familiar—learning sessions, awards banquet, tradeshow, and more.
“Reno is looking like it’s going to be a great show,” says Aaron Auger with BE Power Equipment, which is headquartered in Abbotsford, BC, Canada. “The Peppermill has great amenities, from gaming to dining and a fantastic pool.”
While some may relish a swim, others may prefer to play a bit of golf. And if they want a competitive game, PowerClean offers just the thing.
“Our annual golf tournament will be held at Lakeridge Golf Course,” says Auger. “It features an island green that is a challenge to any golfer.”
For the many types of engagement— from structured learning sessions to time out for recreation—there’s one aspect of PowerClean that Auger appreciates most. “Getting together with your peers is always at the top of the list. Catching up with old friends and seeing what’s new on the tradeshow floor are worth the time spent coming to the show.”
Although the idea of mingling and exchanging ideas with competitors may seem new, it’s not. Moreover, the benefit all participants derive from getting together and comparing offerings cannot be overstated.
Think of horse shows, farm shows, and harvest festivals just to start the list through the centuries. Noting that someone else is doing something better— and then using that knowledge as motivation to excel—is a good thing. When everyone is inspired by excellence, our industry just keeps getting better.
“The recognition that CETA is celebrating its 35th anniversary is a testament to the tools and support that the
organization has provided to its members over all of these years,” says Gary Ashurst, an executive vice president at Kärcher North America Inc. in Aurora, CO. He adds the success of CETA illustrates the value its members realize from the association.
The excitement about the initiation of an award for innovation during the 2025 meeting has carried over to the seminar planning. “This year we will be dedicating a panel discussion specifically around innovation,” says Ashurst.
Haven’t been to PowerClean recently? Expect an experience that is the best ever with a new award, a robust tradeshow, excellent panels and learning sessions, and an anniversary.
“Reconnecting with industry friends and discovering fresh ideas and perspectives from the exhibitors are among the highlights,” says Tim Mendoza, president and CEO of H2O Power Equipment in Commerce City, CO, and a member of the innovation award committee. PowerClean immersion elevates all who participate.
“Being on the CETA board has been great for me and my company,” says Delany Johnson, senior sales engineer at Wayne Combustion Systems in Fort Wayne, IN. “We are working on making the whole industry better, not just our company.”
And Johnson advises anyone concerned about business-to-business privileged contacts to reconsider. “Anyone who is smart enough to go to the web can learn about your competitors.”
Thus, take advantage of the opportunity to interact with colleagues. “It is a great way to stay in touch with what’s happening in the industry,” says Johnson.
Want to know more about the meeting sessions and the venue? Be sure to follow the updates at the CETA website (CETA.org). A YouTube video introducing the Peppermill Resort Spa, which is available now, is a good place to begin for members who want to combine a family trip with PowerClean CT
CLEANING GAS STATIONS
by Diane M. Calabrese
Photo
Gum, graffiti, grease, and other gunk known well to contractors accumulate at gas stations. Good news: There’s plenty of cleaning to be done at the facilities. Bad news: It’s not easy.
Reading through some of the posts on the contractor discussions in the digital world, we get the idea that one of the biggest challenges is the most mundane: removing gum and being compensated for the time it takes. It’s a conundrum, and contractors who do not charge by the hour may find their profit diminishing with every tacky encounter.
The best way to charge for cleaning a substrate—pavement or walls—at a gas station is by the hour. The problem is that many owners want to pay a per-square-foot price.
With experience a contractor can probably arrive at an equitable arrangement. But when just starting out cleaning for a new client, the contractor may lose some money.
Given there are about 100,000 gas stations across the United States, shunning them could be a bad idea. Of course, not all stations are alike. Some attach to convenience stores while others are located on interstate highways and part of complexes owned by states. The latter are most likely to be jobs to be gotten through bids.
Bucolic gas stations along the network of roads that tie together towns and cities together are ever rarer. Yes, there was a time when a gas station attendant wore a uniform, checked oil, cleaned windows, and pumped gasoline. Moreover, stations could repair or replace tires on the spot.
Now, instead of a service bay with lift, a gas station is likely to have a convenience store. Times change.
But the gum, graffiti, and grease are somewhat constant. Taking a close look at the job before giving an estimate is always the place to begin.
Chris LeBas, president of Exterior Cleaning Services Inc. in Lafayette, LA, says that it’s important that the client and the owner agree on out-
comes. The better the client understands what can and cannot be accomplished, the more satisfaction there will be with a good result.
LeBas tells us something about his background with gas stations, and he introduces us to some of the factors that led him to reduce his service in the niche. “Hot water is best and most effective on oil, grime, and especially gum,” says LeBas. “However, after owning two hot water pressure washers over the last 27 years, several years ago I chose to move out of the gas station cleaning and eventually replaced the hot water units with cold water units.”
LeBas still has a hand in cleaning stations. “We do currently have one station we serve quarterly with our cold-water units,” he explains. “While hot water is best, a good degreaser with cold water will achieve great results.”
Gum does not respond as well to cold water, though. “Gum removal is very difficult without the hot water which melts off the gum,” says LeBas.
“When we met the owner of the station, we made it clear how we would be cleaning and what the results would be,” says LeBas. “So, the key is setting reasonable expectations with the customer.”
Beyond gum removal, there’s the challenge of getting the work done at night. “Working at night is difficult but necessary,” says LeBas.
“If you try to clean during the day, even during off-peak hours, traffic control is a significant challenge,” says LeBas. “The problem for me years ago, when I was solo for the most part, is I tried to work at night and also the next day.”
The split schedule—double schedule—led LeBas to the conclusion that it was in his best interest to focus on residential work. As for which parts of a gas station are the most difficult to clean, it’s generally the place that sees the most activity.
Even when working at night, there’s the possibility of an interruption. Most fuel deliveries are made at night.
If there’s a canopy over the pumps, the area under the canopy is what owners want to have cleaned. It may be concrete or asphalt, so a contractor must think about matching method to the type of substrate.
The canopy and the building also need periodic cleaning. But owners may not have those structures cleaned as often.
Given how many gas stations now combine with convenience stores, the opportunities for contractors extend to windows and store exteriors. Independent gas station owners—of which there are not many— often take on their own cleaning. But a contractor might be able to persuade them to put down their DIY machine and pay a professional power-washing contractor.
Since most cleaning at gas stations is done at night, gas pumps can be included in the job. Cleaning pumps from top to bottom is a manual task, and the owner or employees probably
tackle it each day with an appropriate surface cleaner and towels and water. Distributors can recommend formulations made specifically for pump surfaces, including protection from UV.
GOOD ADVICE
Turn to the 2016 article in the Pressure Washer’s Guidebook , “Gas Stations/Convenience Stores,” by Tim Moore for a concise introduction to tackling grime for clients in the sector.
(See https://www.cleanertimes.com/ magazine/cleaner-times-articles-2/ gas-stationsconvenience-stores/.)
CAF Outdoor Cleaning, a group that aims to assist convenience store owners with business, offers a line of products, such as degreasers, especially geared to gas-pump settings at convenience stores. See the company’s website (Mycaf.com) for howto suggestions on cleaning pumps and more.
PumpTex Inc. (PumpTex.com), a company that serves the retail end of
the petroleum industry, offers gas pump maintenance that includes repair, calibration, and cleaning. Contractors will gain a fine introduction to recommended pump practices by reading about them on the company’s website. One PumpTex tip is to avoid using a cleaner that is too harsh (e.g. ammonia-based) because it can weaken the components of pumps (e.g. bezel doors).
Reading through background resources such as those mentioned in the three preceding paragraphs provides a contractor with a good grounding for going out and bidding on or giving an estimate on a gas station cleaning job. In other words, become conversant in the industry’s language.
Also know something about the origin of the gasoline that arrives at the retail pumps. Domestic crude oil and imported crude oil are refined and then stored in tanks or pipelines (yes, the extensive network of pipelines in
the USA stores as well as moves refined oil) to move to bulk terminals where it is stored for pickup and delivery by tanker truck to gas stations. (Learn more at the Energy Information Administration, EIA.gov, website.)
States have different requirements that gasoline must meet. The specifications are met at the storage terminals, called blending terminals, where gasoline is processed into finished grades. Usually it’s at the blending terminals where ethanol is added. (The United States also imports both motor-grade gasoline and blending components.)
Gasoline at the pump differs little from one brand to another. Additives may be proprietary in a gasoline brand, but the gasoline moving from a pump to a car may not be the brand on the label or marquee. The semiloose labeling system is all sanctioned by regulators.
Most gasoline at retail outlets is stored in underground storage tanks (USTs). There are also above ground storage tanks (ASTs), which are found mostly at industrial facilities.
Safe practices at gas stations overlap with environmental stewardship. On the safety side, just as no one should ever dispense gasoline to a car with a running motor, care must be taken using diesel- or gasoline-powered pressure washers near pumps.
Before working at a closed gasoline station, be sure to review safety features with the owner, such as emergency power cutoff, and be sure the pumps are shut down for the night. The owner will have required extinguisher(s) onsite, but the contractor should also be carrying an extinguisher. (Cigarette butts have gotten no mention because gasoline stations and smoking are mutually exclusive.)
The station may have a sanitary sewer the contractor can use to dispose of wash water. Certain jurisdictions require that the contractor collect the water and haul it away to a disposal site that handles fuel and chemical (petroleum product) contaminants.
When talking with a prospective client about cleaning the gas station
he or she owns/operates, the more assurance that can be provided about the way safety and environmental protocols are followed, the more receptive the potential client will be. The assurance can easily be handled by a short paragraph on the estimate form/pdf.
There has been a steep decline in the number of retail gas stations in the United States since 1994 (source: Fueleconomy.gov ). In 1994
there were more than 200,000 places where gas was sold. Consolidation explains the halving of stations across 30 years.
Now, with more EV vehicles, there is further attrition ongoing. Electric charging stations must still be cleaned. But because they do not have residues from gasoline and motor oil, they are easier to clean. Make that easier except for the gum and graffiti CT
From the Desk of Karl Loeffelholz, CETA President 2025
POWERCLEAN® MOVING FORWARD
Dear CETA Members,
As we reflect on the past 35 years, we are filled with immense gratitude and appreciation for the continued support of our members. This milestone is not just a reflection of time passed but a testament to the strength, growth, and success we have collectively achieved as an association. Over the years CETA has remained committed to fostering innovation and creating opportuni ties for our members, and we take great pride in the collaborative spirit that has defined us.
We have always sought to bring the industry together, and one of the highlights of our journey has been our suc cessful collaboration with Power Washers of North America (PWNA). Through our years of annual convention colocation, we were able to unite the industry in ways that facilitated growth and mutual benefit. Together, we celebrated our shared commitment to the success of the industry.
However, as the landscape evolves, so too do the paths we must walk. While CETA was fully prepared to continue our collaboration with PWNA in the same capacity, PWNA has chosen a new direction, and we understand and respect their decision to move forward independently. We want to take this opportunity to acknowledge and thank PWNA for the years of collaboration and wish them all the best in their future endeavors.
As we move forward, CETA remains unwavering in its commitment to our members and the industry. We will continue to provide valuable resources, networking opportunities, and a platform for success as we always have. Our focus is to ensure that every member has the tools, support, and community necessary to thrive.
Looking ahead, we are excited to announce several new initiatives and events that will propel CETA into its next chapter. Our mission to foster growth and collaboration remains steadfast, and we invite all of you to actively participate in the continued evolution of our association. Together, we will build an even stronger foundation for future success.
Lastly, I would like to express my sincere gratitude for the leadership shown by those at the helm of CETA, especially during these times of change. Their dedication and ability to guide the membership through such challenges are nothing short of remarkable. The membership is truly fortunate to have such leadership as we move forward.
Thank you for your ongoing support, and we look forward to what lies ahead.
Warm regards,
Karl Loeffelholz CETA President
T CETA MANUFACTURERS
SUBMIT YOUR INNOVATIONS FOR THE NEW CETA MANUFACTURERS’ INNOVATION AWARD
he CETA board of directors is thrilled to introduce the CETA Manufacturers’ Innovation Award that will be awarded during POWERCLEAN® 2025 in Reno, Nevada. This prestigious new recognition seeks to honor groundbreaking advancements in the pressure washer and softwash industry and celebrates the ingenuity, engineering excellence, and forward-thinking solutions of our industry partners.
We invite all CETA manufacturers to participate by submitting their most innovative products that have made a significant impact in the industry to be evaluated against four primary criteria—innovation, sustainability, performance enhancement efficiency, and user experience. Product innovations brought to market during the 2024 calendar year are eligible for consideration, with the option to submit new products that will be introduced to the market in 2025. Our plan is to have your submittal
prominently displayed at your booth during PowerClean 2025 for all show attendees to see. This is your chance to showcase your contributions and gain industry-wide recognition! Additional information on submittal requirements, detailed application forms, and the submittal deadline can be found at www.ceta.org. Judging will be performed by a select group of CETA distributors.
WHY PARTICIPATE?
Gain recognition as an industry leader
Highlight your latest innovations Elevate your brand among peers and customers
Do not miss this opportunity to be a part of CETA history in celebration of our 35th Anniversary. Submit your entry and let us celebrate the future of pressure washing and softwash innovation together!
For more information, visit www.ceta.org. CT
LANCES DESERVE
Deceptively simple designs always deserve a second look.
Take tape. There’s no great mystery in what it does or how to use it. Yet look closer and realize choices must be made to get the best match.
Sure, a shipper could seal a box with adhesive medical tape, but it would be inefficient and costly. Substituting clear package tape for electrical tape would be dangerous and so on.
Then there’s the issue of size. The width of tape should match the purpose. Using three-inch wide clear package tape to tack down the flap on a small envelope is excessive (but not dangerous). Using a substitute for electrical tape when working with wiring is irrefutably dangerous.
Lances are deceptively simple in design, but the differences among them are about much more than length
and aperture. A clarification—in some parts of the country, lances are more commonly called wands. Neither “lance” nor “wand” has an etymology that aligns closely with its use in our industry. With a little imaginative thinking though, there is a connection.
Wand derives from a Middle English word and probably first referred to the shoot of a plant that someone picked up and carried around to use as a switch. It became associated with those professing magical powers, a sort of symbol of their powers. Now, in the realm of imaginative connections, the wand used with a pressure washer does allow a great amount of magic to be worked on soiled substrates of all kinds.
Lance is a word that has a much longer history than wand. The Celts were carrying around lances (and spears) 2700 years ago. Over time the modifications of lances, which gained metal tips, became common and diverse.
by Diane M. Calabrese
A SECOND LOOK
Jousting matches in the Middle Ages are well known to everyone through movies about the period.
As a weapon, the lance served to knock down (and slay) opponents. But the lance—like the wand—took on a symbolic meaning when carried. And the symbolism spanned a large number of cultures, such as Assyrians, Greeks, and Romans.
Since “lance” incorporates the idea of vanquishing, it’s a good name for the ancillary that moves water from a pressure washer closer to its target. Lances with apertures for carrying gases and fluids have long been used in industry. In Bessemer processes they convey pure oxygen to banish impurities from molten steel. [See some lances used to subdue ectoplasms in the Ghostbusters movie franchise.]
Obviously, members of our industry do not want to find the best lance to improve the composition (purity) of steel or thwart a paranormal entity. What do they want in a lance?
WANTS
The looks-good-enough approach to buying a lance may work out okay, but luck alone isn’t the best way to choose.
Linda Chambers, the brand and sales manager at GCE/ Soap Warehouse Brand in Norcross, GA, says the place to begin is here: “What questions does a contractor need to answer to get the best lance for them and their work?”
Why there? “This is what we ask contractors when they ask us, ‘What do you have?’ or ‘What should I get?’” explains Chambers.
A series of questions to the contractors follows, says Chambers. “Are you happy with the lance that came with your unit? If not, what do you want or need that is different—longer, shorter, or changeable?”
And as Chambers’ company representative zeroes in on a contractor’s wants, the questions get more refined. They also bring in the gun as well as the lance.
“Perhaps the contractor needs a gun with an easier pull, double action, or different curve to the grip,” says Chambers. “Which fitting do they need at the rear of the gun, coupler, or plug, any special features like all stainless-steel internals or built-in hose swivel?”
Naturally, a contractor will also want a product that fits his or her budget. But that consideration should come second.
“Only after questions about wants are answered do we worry about price,” says Chambers. The best fit will in the end mean a great deal to the contractor using the wand.
Differences in wand configuration can change the price, says Chambers. But there may be a better return on investment for a contractor who selects something more than an entry-level lance. A lance that costs somewhat more will be worth it to the contractor if it “will really make them happy or at least their work more enjoyable.”
Ergonomic considerations with wands and guns should be heeded. Any kind of repetitive motion with a lance could tax a shoulder. A less-thanmanageable gun coupled with a goodenough lance could put unnecessary stress on the hand.
It makes sense for a contractor to want equipment and ancillaries that work well and that also do the most to ease the toll extracted from the body. Take the time to get the best fit.
For contractors who will only deploy with one or two lances, it’s important to assess frequency of use. If the lance is used almost daily to reach under eaves, it must be long enough to do so. But if the lance is used at ground level to maneuver around deck posts, a long lance could be a nuisance.
The features to enhance the maneuverability and utility of lances just keep meeting the market. For example, telescoping lances give contractors flexibility in length. Some lances can bend. Others combine two nozzles.
The composition of a lance is often stainless steel, but lances through which challenging chemicals or higher pressures flow may be aluminum.
Long before there were pressure washers, there were lances doing heavy-duty service. In the Bessemer process already mentioned, lances blasted air and later oxygen through pig iron. Thus, matching the composition of a lance to the task is not a challenge for design engineers.
CHOICES
Not everyone who uses a lance occupies the same industry category. And Dennis Black, president of McHenry Pressure Cleaning Systems Inc. in Frederick, MD, gives us an introduction to the breakdown.
“Since our customer base is mixed—industrial and wash contractors—they have different goals and different priorities,” says Black. Choices are tied to the different goals.
“Contractors seem to want a heavyduty lance but as light as possible,” explains Black. “They are usually more price conscious than our industrial customers. Contractors usually are looking for longer lances; they purchase the majority of our extendable wands. Weight is important because contractors are using lances for longer periods of time. Contractors rarely like the duallance wands because of the weight.”
And industrial users? “Industrial users are usually concerned about wands lasting longer,” explains Black. “They will pay for a lance—and a gun— that has a longer duty cycle. They do not want to have their wash bays down because of broken equipment.”
The industrial customers “are using three-foot to four-foot wands and will be more friendly to the use of duallance wands,” says Black. “We usually do not get complaints about cost but will hear that ‘we just spent X’ for a wand and it broke down and we cannot wash anymore.”
Contractors and industrial users alike want their equipment to stay operational. Thus, candid talks between buyers and sellers about the service life that can be expected from a particular lance is always in order. (It’s no different from a conversation about the expected longevity of tires or batteries.)
Black says that he has observed a dichotomy in the way contractors and industrial users of lances buy. Contractors put a premium on cost, length, and weight. Industrial users put a premium on cost, availability, and durability.
“Lances are a good commodity item from the perspective of a distributor,” says Black. He adds that as such a distributor must have an inventory of lances when a customer needs them.
“We encourage industrial customers to keep spares,” says Black. He adds that lances make a nice accessory sale to an equipment sale.
There is most definitely not a onesize-fits-all lance. “Customers’ needs are different, and some need a variety of lengths and types,” says Black.
Look at the range of configurations available, including the structural
features that may not seem very important. Although the grip on a lance may not seem as significant as the grip on a gun, over time a contractor may wish more consideration had been given to that feature.
Ultimately, a lance is part of the delivery system—nozzle, wand, and trigger gun—for water (and chemical when present) with parts working in consort. The effective force, the sort that gets the job done, does not
derive from the water pressure alone. Time, distance, angle, and intensity all come into play to achieve effective force whether cleaning a deck or siding or tires. Consider the capabilities of a lance in conjunction with its partners in dispersal, the trigger gun and the nozzle(s). A contractor could do a DIY coupling of a pipe to a spray gun to gain some length. But that would be like closing a box with adhesive tape: doable, workable, and not sustainable CT
by PWNA
DRONE SAFETY IN THE POWER WASHING INDUSTRY
PRACTICES FOR SAFE AND RESPONSIBLE OPERATIONS
Photo
Drones are transforming the power washing industry, making exterior cleaning of buildings, water towers, and other structures safer and more efficient. However, safety must always be the top priority when operating drones. Proper planning, maintenance, regulatory compliance, and emergency preparedness are critical to preventing accidents, protecting workers, and ensuring responsible drone use.
This guide outlines the essential safety measures for drone operators in the power washing industry.
1. PRIORITIZING SAFETY IN DRONE OPERATIONS
Drones eliminate many risks associated with high-altitude cleaning, but they introduce new hazards like the following that must be carefully managed:
• Risk of collision with buildings, power lines, or people
• Battery failures leading to crashes
• Environmental hazards such as wind, rain, and temperature extremes
• Chemical exposure risks from spraying solutions
• Legal and compliance issues if operated outside FAA regulations
By implementing strict safety protocols, drone operators can mitigate these risks and ensure safe, efficient operations.
2. PREFLIGHT SAFETY: RISK ASSESSMENTS AND INSPECTIONS
Before every flight a comprehensive safety check must be conducted to identify and address potential hazards.
Preflight Risk Assessment
• Weather Conditions—Avoid flying in high winds, rain, fog, or extreme temperatures.
• Obstacles—Identify trees, power lines, buildings, and other hazards in the flight area.
• People and Property—Ensure operations occur away from crowds, vehicles, and sensitive areas.
• Regulatory Compliance—Verify that the flight location is not in restricted airspace.
Drone Inspection Checklist
• Propellers & Motors—Check for cracks, chips, or wear.
• Battery Condition—Ensure batteries are fully charged, not swollen, and within safe temperature ranges.
• Spray System Integrity—Confirm hoses, nozzles, and valves are clean and securely attached.
• GPS and Navigation Systems— Ensure strong satellite connection and properly calibrated sensors. Skipping any preflight safety steps can result in malfunctions, accidents, or legal penalties.
3. SAFE DRONE OPERATION TECHNIQUES
During flight, strict control and monitoring are required to prevent incidents and ensure smooth operations.
Key Safety Practices During Flight
• Maintain Visual Line of Sight (VLOS)—Never fly beyond where you can see the drone.
• Use Controlled Movements— Sudden changes in speed or direction can destabilize the drone.
• Adjust for Weather Conditions— Wind can push spray off-target or cause instability.
• Keep a Safe Altitude—Avoid flying too low (collision risk) or too high (regulatory violation).
• Monitor Battery Levels Closely— Land before reaching critically low battery levels.
Hazards to Watch While Flying
• Electromagnetic interference from power lines, towers, or other electronics can disrupt control signals.
• Wildlife hazards such as birds may attack or interfere with drones in flight.
• Unexpected wind gusts can cause sudden instability, leading to loss of control.
Pilots must remain alert at all times and be prepared to land immediately if conditions become unsafe.
4. EMERGENCY PREPAREDNESS — RESPONDING TO DRONE FAILURES
Even with careful planning, emergencies can happen. Every drone operator must be trained in emergency response.
Emergency Landing Protocols
• Loss of Signal—Attempt to reestablish connection or activate the Return-to-Home (RTH) function.
• Low Battery Warning—Identify the nearest safe landing area and land immediately.
• Drone Malfunction (Erratic Movement)—Manually guide the drone to the safest possible landing spot.
• Severe Weather Onset—Cease spraying operations and return the drone to base.
After an Emergency Landing
• Inspect the drone for damage before flying again.
• Review flight data logs to determine what caused the issue.
• Report malfunctions or near misses to supervisors for safety improvements. Training in emergency procedures can prevent accidents and protect expensive equipment from damage.
5. POSTFLIGHT SAFETY — INSPECTIONS AND MAINTENANCE
After completing a job, proper post-flight care is essential for continued safe operation.
Postflight Inspection
• Check the Airframe—Look for cracks, dirt, or residue buildup.
• Examine the Propellers and Motors—Ensure they are clean and free of debris.
• Inspect the Battery—Store in a cool, dry place at recommended charge levels.
• Flush and Clean Spray Systems— Remove chemical residue to prevent clogging or corrosion.
Logging Flight Hours & Maintenance
• Maintain Flight Logs—Record flight times, weather conditions, and any incidents.
• Schedule Regular Maintenance— Replace worn parts before they fail in flight.
• Update Firmware and Software— Keep drone systems updated to improve safety features.
A well-maintained drone is a safe and reliable drone.
6. COMPLIANCE WITH FAA AND LEGAL REGULATIONS
Operating drones commercially requires strict adherence to FAA rules to ensure safe and legal flights.
Key FAA Regulations for Commercial Drone Use
• Part 107 Certification—Required for all commercial drone pilots.
• Weight Limits—Drones must not exceed 55 lbs. (including payload).
• Remote ID Compliance—Drones must transmit identification and location data.
• Flight Restrictions as follows:
No flying beyond the visual line of sight (VLOS).
No flying over people or moving vehicles without special waivers.
No flying in restricted airspace without FAA approval.
Liability and Insurance Considerations
Commercial drone operators should carry insurance to cover the following:
• Equipment damage
• Third-party property damage
• Injury claims
• Legal liability in case of regulatory violations
Flying without proper training or certification can result in legal fines, lawsuits, or revoked flight privileges.
7. TRAINING AND RESOURCES FOR DRONE SAFETY
To operate drones safely, legally, and effectively, professional training is highly recommended.
Safety First in Drone Operations
Drones offer powerful advantages in the power washing industry, but they must be used responsibly to prevent accidents, ensure legal compliance, and maintain a professional reputation.
By following strict safety protocols—conducting pre-flight checks, using controlled flight techniques, preparing for emergencies, and staying compliant with regulations— drone operators can perform exterior cleaning jobs safely and efficiently while protecting both their equipment and the public.
Prioritize safety. Stay compliant. Train for success.
For more information and PWNA drone safety training, visit www.pwna.org. CT
MARKET DIVERSIFICATION
by Diane M. Calabrese
Asmall umbrella shop might diversify by adding raincoats to its inventory. A good idea, unless there is a drought.
The proverbial planning for a rainy day may mean planning for a sunny day, or at least too many sunny days.
Diversification ensures a business can weather downturns. One product may not be selling, but another is.
Adding products or services requires investment. There must be a fair chance of getting a return before investing capital and time.
Balance must be part of any effort to diversify. And rebalancing has to be as routine recording sales.
We put some questions to two members of our industry—each a leader at a diverse company—to hear their insights into how to think about market diversification.
The respondents are as follows: Bruno Ferrarese, the co-president of Idrobase Group, which is headquartered in Borgoricco PD, Italy; and Kerry Siggins, the CEO of StoneAge Inc. in Durango, CO.
CLEANER TIMES (CT) IN THE STRICTEST SENSE, SELLING MORE THAN ONE MODEL OF A MACHINE— OR FLAVOR OF ICE CREAM—SEEMS TO QUALIFY AS DIVERSIFICATION. HOW DO YOU
DEFINE DIVERSIFICATION?
Ferrarese—In my view, introducing a new ice cream flavor or a different type of ice cream doesn’t truly qualify as diversification. It’s merely offering the same product in a different style, color, taste, or shape—it remains ice cream at its core. True diversification for an ice cream business would mean expanding into related product categories, such as milkshakes or frozen yogurt, or even venturing into entirely different markets.
In the pressure washer industry, diversification could mean complementing traditional pressure washers with fixed washing and sanitation systems or misting solutions for dust suppression, humidification, and cooling. What ties these together is a common core technology—the high-pressure pump. This allows for operational efficiencies by leveraging the expertise of the same
technical staff (engineers, mechanics, technicians, etc.) while also maintaining a partially overlapping customer base. This approach could be defined as diversification within the company’s core business.
Siggins—At StoneAge we define diversification as strategically expanding our product offerings, services, and markets to create long-term stability and growth. It’s not just about selling more flavors of the same thing—it’s about intentional expansion that strengthens our core business while opening doors to new opportunities.
True diversification means balancing innovation with operational excellence, ensuring that every new product or market we enter aligns with our vision to be the category leader in computerized industrial cleaning equipment worldwide.
CT—WHAT’S THE RISK IN DIVERSIFYING?
Ferrarese—The biggest risk of diversification is failing to achieve the expected success, or worse, making a costly mistake that results in financial and time losses.
However, I firmly believe that taking action is always better than standing still.
When you move your business forward, you may achieve greater or lesser success; but staying stagnant guarantees one thing: you will fall behind. If you keep doing what you already do well, you will only reach the same results you’ve already achieved. Given the speed at which business evolves today, standing still is just another way of moving backward.
Siggins—The biggest risk in diversification is losing focus. When a company spreads itself too thin, trying to do too many things at once, it risks diluting its competitive advantage.
If new products or markets aren’t aligned with core capabilities or customer needs, they can become distractions rather than growth drivers. Diversification also requires significant investment—R&D, sales training, customer education, and supply chain adjustments—all of which can strain resources and impact profitability if not executed strategically. At our company we are mindful to diversify in ways that strengthen our industry leadership rather than create unnecessary complexity.
Photo by
Protasov
CT—WHAT’S THE RISK IN NOT DIVERSIFYING?
Ferrarese—Very few products remain “forever young.” Not diversifying increases business risk and raises the probability of a company’s decline.
In reality, diversification should not be limited to products alone—it should also include the markets in which they are sold.
It’s the same logic a farmer applies: never plant just one crop across the entire field because a bad season could wipe out the harvest. Instead, growing multiple types of crops ensures a more stable return.
The same principle applies to industrial business. Failing to diversify is like playing Russian roulette—it may work once, twice, or even three times; but over time, the risk of failure becomes dangerously high.
Siggins—The biggest risk in not diversifying is stagnation. Markets evolve, customer needs change, and technology advances—companies that don’t innovate and expand risk becoming obsolete. Overreliance on a single product line or customer segment makes a business vulnerable to economic downturns, competitive pressures, and industry shifts.
At our company we recognize that sustainable growth requires both depth and breadth—deep expertise in our core technology while expanding into adjacent markets and new solutions that create value for our customers. By strategically diversifying, we ensure we remain
resilient, competitive, and a driving force in the industrial cleaning industry.
CT IS THERE ONE QUESTION A BUSINESS OWNER SHOULD BE ABLE TO ANSWER WHEN DECIDING WHETHER TO ADD NEW PRODUCTS, SERVICES, OR GEOGRAPHIC LOCATIONS TO ITS REPERTOIRE?
Ferrarese—There are several. What will it cost me if I don’t? What risks am I exposing my company to by staying the same? How much market share will my business lose over the next five years to competitors who choose to diversify?
CLARITY
To the list of questions Ferrarese gives us, add one more: Why?
A business owner should know why—not in general, but at the specific point in time—he or she wants to diversify. Any commitment to add products, services, or locations should be tied to a firm objective.
For instance, by adding a satellite facility, the customer base will increase by a factor of two. Establish a quantifiable goal.
The goal can only be set after doing significant market research. What may look like an industry trend in buyer preferences could be that and more: an indicator of a market already saturated with the new product or service.
Market research should be based on much more than what’s selling. It should incorporate information from end users. That information may be relayed to a business owner in any number of ways.
Sales representatives should consistently be alert to the wish lists of customers. Service center representatives should be, too. And to the fullest extent possible, a company ought to have a presence at jobsites in the industry it serves. Marketing textbooks call this kind of information-gathering “scouting.” But it’s really just part of being a prudent and successful business owner.
We have all seen enough westerns to know that the owner of the general store often gets queried about products that are not regularly stocked. The owner usually interacts directly with customers, so we can expect that many requests for a nail of a new size would be a clue to keep the size in stock.
Making after-sales visits is an excellent way to make sure the customer is satisfied, but it’s an even better way to learn about which complementary products customers are buying. Perhaps adding some of the products makes sense.
It’s no secret that the United States would like U.S.-based companies to export more products. Most countries want to export as much as possible. Although not every company in our industry wants to diversify geographically through exporting, there happens to be a very good market diversification tool (set of tools, really) from the International Trade Commission (Trade.gov) at the U.S. Department of Commerce. It can be used to assess any kind of diversification.
Diversification is always better if it’s done as a matter of choice and not as a matter of necessity. That’s true simply because an owner has more time to do assessments of the market and get it right.
In fact, an owner should always be open to diversification possibilities. If a competitor reveals he or she is looking for a buyer, don’t dismiss the opportunity without thinking about it.
The competitor may serve a different market segment—for example,
agriculture instead of residential. Serving customers who work in both areas could provide the sort of diversification buffer that keeps revenue flowing when one sector experiences a downturn.
In the realm of market diversification (like in life), never say never. Perhaps 10 years ago, adding customized equipment or services might not have been a good fit. But in 2025, customization may be just the addition that fits best.
Or, it could be turn-key solutions. What it will always be is something customers want and will pay to have.
Market diversification is fundamentally about identifying and acting on trends. It’s not about chasing unicorns, such as painting pressure washers red, white, and blue for the Fourth of July or black and orange for Halloween. However, painting pressure washers in a durable, easy-to-clean color is a different matter CT
Photo
by Diane M. Calabrese
Agood name makes a product easier to remember and promote. Companies spend a lot of time developing names for themselves and for their products. One shortcut to naming is to give at least some products the same moniker as the company—simple and direct at the same time.
Not just any product can become a namesake. There are proprietary considerations. But private labeling widens the range of possibilities.
A manufacturer asks, “Should I offer to private label my products?”
And a distributor asks, “Should I pay a manufacturer to put a private label on the products I sell?”
Both a manufacturer and distributor of a product aim for the same things. They want to ensure the purchaser is so pleased that he or she returns and buys again from them and also refers new customers.
The manufacturer has an interest in the success of the distributor; and if a distributor’s label on a product will bring more return customers, everyone along the business-to-business chain wins. That includes the end user or contractor who uses the product.
Distributors want to build a bond with the end users who buy from them. True, an end user may remember a product and its distributor even when both have a different name. But would it not be better to consolidate the two so the end user is certain to return to distributor of ‘any-name-here’ to purchase the product ‘any-name-here’?
Private labeling must be cost effective, bringing a genuine return on investment. It also must be possible. Not every manufacturer is open to private labeling agreements. Many manufacturers of equipment use a network of distributors that incorporate the brand name of the manufacturer, for instance.
Private labeling is common in the sphere of chemicals. “It’s a growth opportunity if the products align with or near other formula raw
material needs,” says Mike Gruver, the general manager at Hydrus Detergents in Estherville, IA.
“You always are looking for economy of scale opportunities to produce products while driving down the cost of your own manufacturing processes and supply-chain where possible,” explains Gruver. And on each side of the equation—manufacturer vs. distributor—careful evaluation must be made.
“Each company has to look at the formula cost versus required raw material inventory for production versus production capacity equipment to decide what’s best for their operations,” says Gruver. “Our own threshold may vary from four drums to four totes annually dependent on those three basic questions.”
As implied in the foregoing, manufacturers of products generally—but not always—both sell independently under their own names and also private label. In doing so, they generally provide advice to distributors who might be interested in private labeling arrangements.
Does Gruver’s company consult with prospective clients about private labeling? “We do look to strategically align with customers who are looking at multiple products and have a focus on creating a detergent brand as a part of their business plan.”
Distributors gain a unique opportunity with chemicals. “Private labeling of their detergents is a great way to build a brand that aligns with their equipment sales and service business,” explains Gruver.
PRIORITIZING
A distributor wants to serve as many regular customers as possible. For some distributors the best model of business is a commitment to sales and service. Chemicals are sold but without a private label.
Other distributors may discover that matching privately labeled chemicals and equipment brings the best returns. Prioritizing takes analysis and constant reevaluation.
“Private labeling provides the opportunity to build your own brand as opposed to working to build the brand of your supplier,” says Joseph Daniel, vice president and general manager at ITD Chemical in Tucker, GA. “The longterm benefits of building your own brand are immense, and the value of your company will increase as a result of this strategy.”
In developing a business plan that includes private labeling, the volume of sales becomes a critical bit of information. “Typically, private label manufacturers do require significant minimum volumes to build a private label program,” says Daniel.
But there are exceptions, and Daniel’s company is one.
“Our company has pursued a strategy to provide private label chemical programs under very low minimum order requirements,” says Daniel. “This provides an opportunity for small players to build their brand from the ground up without significant capital expenses.”
That’s vital information. It means a distributor that has a coherent model from combining sales of equipment and chemicals—and possibly much sought-after service—can build from the earliest stages of his or her business.
“Our company consults on a daily basis with potential clients who are interested in private label chemical programs,” says Daniel. “We have responsive and knowledgeable sales representatives who can answer all questions and help customers launch their private label programs quickly and easily.”
The pluses that derive from private labeling are many. Hooking a customer who sees promising bait everywhere—ads chasing him or her around in the digital world— isn’t easy. The more products a company has that carry its name, the more likely that a search for a specific product will bring a prospective customer to a website or door where more products come in view.
PRIVATE LABELING ENABLES
A
DISTRIBUTOR
TO
TAILOR
CERTAIN
PRODUCTS TO APPEAL TO CUSTOMERS IN THE REGION BEING SERVED. THE LABEL CAN HIGHLIGHT THE ENVIRONMENTAL FRIENDLINESS OF A PRODUCT IN CALIFORNIA. OR IT MIGHT EMPHASIZE THE PERFORMANCE OF THE PRODUCT IN FRIGID WINTER CONDITIONS IN MINNESOTA.
Convenience matters to every purchaser, including a busy contractor. A distributor that can sell a customer a branded package that includes chemicals, ancillaries, and a pressure washer (perhaps service also) will give the seller a boost with buyers who appreciate turnkey solutions.
The private label on a chemical that serves as an optimal fit for a machine indicates that a distributor has gone through the effort to serve the buyer. The buyer takes that as an indicator of how serious the distributor is about serving the customer.
GOOD BUSINESS
The bottom line must always be in view. Hence, it’s not altruism that motivates a manufacturer to private label for other companies while it also sells under its name.
The mechanics of the legal and liability arrangements can get quite
complicated with private labeling. Hanging over chemicals, for instance, is the cradle-to-grave responsibility for hazardous chemicals that the Environmental Protection Agency (EPA) sees.
Then there’s Prop 65, which requires labeling of potentially carcinogenic compounds on an any product—not just chemicals—sold in the Golden State. Distributors who opt for private labeling will have to be certain the manufacturer from which they buy meets the warning label requirements. Every trusted manufacturer will meet the requirements as an integral part of conducting good business.
The trust between a manufacturer and a distributor must be reciprocal. A manufacturer wants assurance that any company for which it private labels will not alter products or in any way misinform buyers about the way the products should be used.
Deep trust between a manufacturer and distributor means that
when a distributor has a unique need, such as for compounding a small amount of chemical for a customer, the manufacturer is likely to be able and willing to accommodate it. And there’s much to be gained in general from agreements.
“Companies that create their own private label brands, aside from selling major brands as well, provide alternatives that will build and strengthen their brand identity by offering exclusive products under their name, differentiating them from competitors,” says Gus Alexander, CEO of FNA Group in Pleasant Prairie, WI.
“Companies can tailor product features, packaging, and branding to align with preferences and market demands,” explains Alexander. “Companies are better equipped to quickly respond to trends and introduce new products without the lengthy development times associated with major brands.”
Private labeling enables a distributor to tailor certain products to appeal to customers in the region being served. The label can highlight the environmental friendliness of a product in California. Or it might emphasize the performance of the product in frigid winter conditions in Minnesota.
The concept the distributor has for a private label gives a big boost to the manufacturer that serves a wide geographic area. Local businesses know their customers best.
Across many years in business, a distributor develops ideas about how certain products might be changed just a bit. Most of the time, a distributor does not have sufficient interest or capital to set up a manufacturing component. (But sometimes it happens.)
“Partnering with a manufacturer for private labeling eliminates the need for in-house production, reducing operational costs and eliminating
manufacturing costs,” says Alexander. The partnership gives the distributor a great deal of flexibility when markets change.
A private label also gives the distributor more control. “Businesses set their own pricing strategies and promotional plans rather than following manufacturer-imposed pricing structures,” explains Alexander.
A manufacturer is highly unlikely to want its distributors to each be selling the same machine or detergent at wildly different prices. It could happen, but with private labeling the differences in price do not matter.
The fundamentals, though, are what make private labeling an attractive option for some distributors. “Highquality private-labeled products can foster customer trust and encourage repeat purchases,” says Alexander.
The name of a good company on a good product that’s privately labeled wins the day for both distributor and manufacturer. CT
CAPTURE YOUR MARKETING DEDUCTIONS
by Mark E. Battersby
Photo
Although the owners and operators of most pressure cleaning businesses are familiar with tax
deductions for the cost of that all-soimportant advertising, the expense of marketing, of which advertising is a key component, is all too often overlooked.
Marketing expenses, including not only the cost of advertising but also amounts expended for website development and maintenance, promotional materials, and more, are tax deductible. However, so long as marketing expenses are “ordinary
and necessary” and directly related to generating business income, they can be reduced with tax deductions.
WHAT ARE MARKETING COSTS?
In addition to traditional advertising expenses, those deductions include the cost of such things as the following:
• Digital or online advertising such as Google Ads, banner ads, and email marketing campaigns as well as pay-per-click ads and social media promotions
• Content creation, such as blog posts, videos, podcasts, and other content marketing materials
• Promotional materials such as brochures, flyers, and business card creation costs
• Sponsoring events or purchasing booth space at tradeshows to promote the pressure washing business
• Public relations including press releases, media kits, and PR
agency fees, and of course
• Website development and maintenance costs associated with creating, hosting, and maintaining the operation’s website.
WEBSITE COSTS
It’s often said that the only business that doesn’t need a website is a business that doesn’t need customers or clients. Thus, the pressure cleaning business is going to have to invest in a website if it hasn’t already. Fortunately, much of that expense is tax deductible.
So long as the main purpose of the pressure cleaning operation’s website is to advertise and market the business, the cost of designing, developing, and creating it can be classified as tax-deductible marketing expenses. Tax deductions can also be claimed for website hosting, website software, website maintenance, and ongoing website content creation.
Naturally, there are exceptions such as the computer hardware hosting the website, which is considered a capital expense, not a currently deductible marketing expense, and must be depreciated. If the website is not used primarily for advertising, its cost is not a marketing expense.
ATTRACTING BUSINESS FROM THE INTERNET
Because SEO, short for “search engine optimization,” is a core marketing strategy for many businesses, the costs related to improving and managing a website’s search process are eligible business expenses. SEO helps search engines understand a website’s content and helps users find the pressure cleaning operation’s website.
SEO services and related costs are usually tax deductible business expenses. Amounts paid to an SEO agency or consultant are tax deductible business expenses if their services
are intended to promote the business. Salary and labor costs for employees involved in SEO work are also deductible.
Website design changes, content creation, link building, and other optimization tactics to improve SEO rankings are deductible. On the other hand, software, tools, education, or training purchased for SEO activities falls into a different area of the tax rules.
SOCIAL MEDIA
In order to maximize the pressure washing operation’s marketing tax deductions, it’s important to understand what qualifies as a deductible expense. What better place to start than the tools and software necessary in creating and managing the business’s social media?
The majority of businesses today are involved in some type of digital marketing. Most of these expenses are deductible, including the already
mentioned Google AdWords and Pay-Per-Click (PPC) campaigns, along with the following:
• Facebook, Instagram, and X (formerly Twitter) campaign ads
• Social media marketing
• Influencer marketing
• Display banner ads
• Email marketing
DEDUCTING MARKETINGRELATED SOFTWARE
Some software clearly qualifies as a tax-deductible marketing expense. Accounting tools such as Quickbooks and other business software for project management or CRM (customer relationship management)are deductible.
Online subscriptions, cloud storage services, communication tools, and professional research databases, inluding software license renewals, qualify. That includes monthly or annual subscriptions for tools that assist in marketing, analytics, or customer management.
Software developed by the pressure washing operation, on the other hand, is a capital expense. Although some software development costs may qualify as research and development ocosts, it remains a gray area in the tax rules.
Obviously, software or subscriptions used for personal purposes and expenses related to one-time, nonbusiness-specific purchases do not qualify as tax deductible.
MARKETING EXPENSES FROM THE IRS’S VIEWPOINT
Tax deductions can substantially reduce the out-of-pocket cost of marketing the business. In order to be tax deductible, they must meet the following criteria:
• Ordinary and necessary marketing costs to promote the business including expenses for such things as advertising, promotional materials, website development, graphic design, email services, etc.
• Directly related to generating buisness income
• Marketing expenses directed toward producing taxable business income in the year incurred Any marketing asset with a useful lifespan of over a year, such as “branding,” must be deducted under the depreciation rules including the Section 179 first-year expensing provision that allows deductions for some capitalized marketing assets in the first year.
Proper documentation and receipts are, of course, required in order to claim marketing-related tax deductions. There are specific limits on the amount allowed for deducting the expense of business meals, entertainment, and gifts. And, of course, with or without receipts, advertising in any publication or website used by or for a political party or candidate are not deductible.
DEDUCTING MARKETING AND ADVERTISING COSTS
Marketing is the process of identifying customer needs and deciding
how best to meet those needs.
Advertising, while a type of marketing, promotes a business and its products or services through paid channels.
Traditional advertising, including newspaper or trade magazine ads, are tax deductible. If an agency purchases ads on the operation’s behalf, their fees become part of the deductible amount.
Don’t overlook the indirect cost of marketing, such as travel expenses
for attending marketing events or conferences. After all, when it comes to calculating the deductions for marketing and advertising, the guidelines distinguish between direct and indirect expenses.
Direct expenses are those that solely relate to marketing, such as the cost of creating a website or advertising where the cost of running an ad or campaign falls into the category. Indirect expenses are costs
that are partially related to marketing or advertising, such as rent or utlity costs for the space housing the pressure wasing operation’s marketing department.
The cost of goodwill advertising, which encourages people to contribute to a charitable cause or participate in similar causes, is usually tax deductible if it relates to a reasonable expectation of future business gain. A pressure cleaning business can also deduct marketing expenses, such as the cost of creating and distributing promotional materials as well as permanent signs and website fees, as necessary business expenses.
RECORDS? WHO NEED RECORDS?
Keeping records of all expenses can aid in reaping the cost savings offered by tax deductions. This is especially true of marketing expenses, where records are essential to support the operation’s advertising and marketing deductions.
The IRS, as well as the authorities in all taxing jurisdictions, want to see receipts and paid invoices to back up every marketing expense deducted. Maintaining a log of what each marketing expense was used for and how it helped the business bring in revenue is a wise move. After all, the more information, the better your defense in the event of an audit.
Above all, don’t forget to categorize expenses correctly to ensure they’re reported properly on the annual tax return. Although charitable contributions are usually not deductible as business expenses, sponsorships that provide advertising value often qualify as tax deductible marketing expenses.
Also consider timing, especially with a major marketing campaign. Depending on the pressure cleaning operation’s method of accounting, expenses can be accelerated or deferred to maximize the tax write-off.
Don’t overlook indirect costs— remember to account for indirect costs related to marketing, such as travel expenses for attending marketing events or conferences.
REAPING REDUCED MARKETING EXPENSES
The marketing budget of a pressure washing business can tie up a lot of capital, making it critical to take advantage of every possible tax deduction. Managing expenses weekly or monthly, rather than once a year, is a good way to ensure maximum write-offs make it to the annual income tax returns.
Finally, keep in mind that tax laws and regulations can and, in all likelihood, will change. Staying updated on any new deductions or limitations that might impact the pressure cleaning operation’s marketing expenses is important. Naturally, seeking professional advice is strongly advised . CT
COXREELS ® IMPROVED OPTIONS FOR THE VACUUM SERIES REEL
Coxreels® V-100 Series product line has been improved and expanded! Introducing the new 1¼ in. vacuum hose reel V-112735 without hose and the V-112H-735 with hose. The new model is a smaller frame size featuring 12 in. diameter discs instead of the original 17 in. diameter discs and is designed for use with 35 ft. of 1¼ in. vacuum hose. The outlet connecting to the hose remains 1½ in., and our 1¼ in. hose comes equipped with 1½ in. slip cuffs on both ends for maximum flow.
In addition to the new models, the swivel has been improved on the entire product line. The new swivel design still allows for the connection of multiple hose sizes by using the inside and the outside of the housing, but a greater gradual taper has increased the amount of compatible inlet hose cuffs. This remains important because retail shop vacuums are coming with larger and larger hoses, some as big as 2½ in. The swivel also includes hidden improvements via an enhanced O-ring sealing system for greater vacuum consistency and performance.
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
The hose has a super flexible “crush-proof” smooth interior hose suitable for commercial cleaning applications and is equipped with standard 1½ in. threaded hose cuffs on both hose sizes.
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 new options for the V-100 Series, contact customer service at 800-269-7335 or visit www.coxreels.com
Photo
by Diane M. Calabrese
Every rig must have wheels, even a horse-drawn wagon. Let’s make wheels the universal requirement for a rig. (Skids are passé.)
Beyond that, the options start with box truck, van, pickup, trailer, and combinations of the options. The type of work a contractor does will factor in the choice of conveyance.
Contractors who use ladders but stay on one job site an entire day may not find it cumbersome to carry ladders on a rack atop a box truck. Moving from one site to another in a single day may require an easier on/off.
Many choices must be made when setting up a rig. But before getting to them, a contractor should commit to two things: organization and neatness.
Yes, organization overlaps with neatness. Having a rig that’s well-organized speeds retrieval and makes it easier to track the need for resupply. But remember the way neat and clean fit together.
The best-organized rig operated by the most reliable contractor will send off some negative messages to prospective clients if the rig is not clean. Things happen. Mud splatters. Just don’t wait too long to clean that vehicle.
Neat. Clean. Easy to remember. Add “safe.” Also easy to remember.
We just assume that every contractor attends to rig safety before doing anything else. Licenses and insurance
are in place, and the vehicle poses no hazards to self or others when moving.
Beyond the basics of vehicle safety, however, there are a few more essentials a rig operator ought to keep in mind. The American Red Cross ( RedCross.org ) offers many useful reminders about the items that should be carried to enhance safety on the road.
All are worth considering, and most are probably already part of the contractor’s roster of must-have items. Among them are a first aid kit, emergency radio, flashlight (and batteries), jumper cables, spare tire/inflator/repair kit, and portable power backup.
An insurer and/or license grantor for the rig will probably have requirements for carrying flares, reflective triangles, and a fire extinguisher. Even without such requirements, the safety items should be carried. And be sure they are secured so that they do not become projectiles if the rig gets a jolt. (Some parts of the nation have potholes that rival developing canyons.)
Duct tape is also recommended by the Red Cross as an item to always have on hand for safety. It can be used for a temporary fix in a windshield, for instance
Of course, temporary fixes should be just that. Get a new battery. (Don’t keep recharging a dying one.) Get the windshield repaired as soon as possible. And make sure tires match.
Safe, neat, and clean—that’s what a rig should be.
GETTING STARTED
So how do rig owners get the rig setup just right? Do they rely on trial and error, or did they start with a technique they learned from a colleague or other resource?
“There are many small things that make a rig more efficient, like organizing storage, placing hose reels on the optimal side for workflow, and keeping essential tools within reach,” says George Clarke, an exterior cleaning contractor/consultant with Outdoor ProWash LLC in Nashville, TN. “But one of the best improvements I’ve made is adding a remote-control setup for my heater and soap application.
“Early on I had to manually adjust my soap mix or heater, which meant extra trips back and forth to the rig,” continues Clarke. “With a remote system, I can control these settings from wherever I’m working, saving time and reducing unnecessary wear on my equipment. It has streamlined my process significantly.”
In other words, achieving the optimal setup is an ongoing process. Be open to new approaches. Implement them if they improve the operation.
Some contractors work in regions with well-defined seasons. Should they make changes to conform?
“I like my rig to be ready for any season,” says Clarke. “If you operate in an area with freezing winters, you have two choices: shut down and winterize, or have a streamlined system to winterize quickly when unexpected freezing temperatures hit.”
Even in most parts of the country with winter weather, there are intervals when contractors can work. Mobility of homeowners in this century is just one reason a contractor may find clients in January. Before a home goes on the market, even in winter, exterior cleaning improves its curb appeal.
“For me, I winterize any rig I don’t need and keep my main rig stored in the shop with a diesel-fired heater controlled by a thermostat,” says Clarke. “This way I’m always ready to go, no matter what the day brings.”
Another time-saving—and weight-saving—technique Clarke has developed is to leave behind items that are rarely needed on a job, but that doesn’t mean they are not easily retrieved.
“We have small adjustments we can make depending on the job,” explains Clarke. “There are some items we rarely use, but we keep a designated spot for them on the truck in case they’re needed. This allows us to prepare quickly and adapt to different conditions without completely reconfiguring the rig.”
There are two accessories that every contractor should carry to each job, says Clarke. “A water key and a
PK1390LFLW self-draining vacuum breaker for fine-thread hose bibs are essential. The water key ensures access to water sources that require it, which can be a lifesaver when dealing with commercial properties or certain residential setups.”
[Caution: In some states and local jurisdictions use of a water key is restricted to a representative of the water company or the company’s designated representative on site. Know the rules that apply to the place where the work is being done.].
“The PK1390LFlW vacuum breaker is even more crucial because when it’s missing from a property’s hose bib, the connection is left with a fine-thread fitting where a standard garden hose thread should be,” says Clarke. “This makes it impossible to attach a regular hose unless you have the correct adapter.
“The vacuum breaker not only prevents backflow contamination and meets compliance requirements but also converts fine threads back to a useable garden hose thread,” continues Clarke. “Since it’s self-draining, it also prevents freezing in colder months. Keeping one on hand has saved me from job delays countless times.”
Are there any common mistakes in setting up a rig that could easily be avoided? Yes.
“Many newcomers underestimate the importance of a redundant backup system, whether that’s an extra
unloader valve, a spare pressure hose, or even an alternative water source,” says Clarke. “Having a backup plan can mean the difference between finishing a job smoothly or losing a full day of work due to equipment failure.”
The “alternative water source” Clarke mentions can get a contractor through a job where service to the site has been suspended because of
ongoing repairs to a broken water pipe. It is also something to consider incorporating in areas where water restrictions have become more severe because of drought.
Contractors who carry water to a job site may entice clients with that extra service. It’s something to keep in mind in a competitive marketplace and, of course, to advertise.
PERFECTION IS A PROCESS
Methods and equipment change over time. A rig setup must adapt to accommodate new sizes and shapes of machines and ancillaries. Aim for perfection, yet be prepared to make adjustments whenever needed.
Don’t hesitate to sketch out concepts for the ideal arrangement and think them through. Get advice from colleagues when talking with them in professional settings (e.g., UAMCC and PWNA meetings). There’s no reason everyone cannot have a perfect setup.
It’s a truism that the best laid plans go awry. The key is to prevent them from getting twisted, to the extent that is possible.
When a rig has a designated place for everything, it may not be satisfying, but it does simplify things to know that a gap means something was left behind (and is not hidden from sight somewhere on the rig). If equipment and ancillaries are not stowed away with rigor, a lot of time could be wasted looking for something that was not on the rig.
There will be times when a contractor must carry supplementary equipment. Perhaps a special job requires a steam cleaner, and a rented machine must have space to reside on the rig. Thus, try not to fill every bit of available space on a rig just in case an open area is needed.
Some contractors who operate vans find it easier to rent a trailer and hitch it to the van than to leave space on the van for special equipment needs. The arrangement can be convenient, but it must also be cost effective.
Make things as simple as possible when setting up a rig. Anchor everything for transit with tiebacks. Consider putting padding around hoses so they are not damaged by something nearby that snags them.
Learn from experience. If the setup doesn’t work, change it. Don’t waste time lamenting an arrangement. Permanence and perfection are not the same thing CT
A NEW CHAPTER FOR IDROBASE GROUP: LICENSED PRODUCTION IN ALGERIA COMMENCES WITH THREE SIGNED CONTRACTS
The Corriere della Sera , Italy’s most widely read and influential newspaper, has reported the news that Idrobase Group has signed contracts for licensed production in Algeria of components for pressure washers and vacuum cleaners as well as detergents for car wash services and the HoReCa (hotel, restaurant, and catering/cafes) sector.
Anticipating the Mattei Plan (an initiative promoting economic collaboration between Italian and African companies) and leading the way among Italy’s small and medium-sized enterprises, this marks a new international strategy for Idrobase Group—a dynamic, Made-in-Italy business based in Borgoricco, in the province of Padua, with a long-standing presence in the African market.
The first agreement concerns components for professional vacuum cleaners; the second involves detergents for car washes, hotels, and restaurants (HoReCa); and the third contract deals with components for professional pressure washers.
The three Algerian partners will receive technologies and know-how from Idrobase Ningbo (China) and the Italian parent company, which will retain control and verification of the production. The locally produced components will be assembled with other parts arriving from the other two factories of the Italian “pocket multinational,” resulting in the final products.
“The finished products will be branded with the Idrobase logo and sold in Algeria and across the African market; the Italian parent company will ensure brand promotion and facilitate the link between manufacturers and market as well as, of course, maintain quality control,” explains Bruno Gazzignato, co-owner of Idrobase Group.
“This implementation of the corporate strategy began three years ago and is part of the Idrobase brand development plan, which we expect to generate significant growth in the cleaning sector, starting in Africa and then expanding to other parts of the world. We believe this will achieve shared goals and offer collaboration opportunities to emerging economies,” concludes Bruno Ferrarese, also co-owner of the company, which specializes in “high-pressure water” and “breathing clean air” technologies.
Production will begin in nine months, which is the time needed to set up the production lines and train staff.
“We are probably the first European company to relocate production from China to Algeria!” concludes Ferrarese.
For more information, visit www.idrobasegroup.com
ITD LAUNCHES 10-STEP GUIDE TO HELP DISTRIBUTORS BUILD A STRONG CHEMICAL PROGRAM
Many distributors struggle to build a profitable and efficient chemical program, unsure of where to start or how to maximize sales and margins. To help, ITD has created a comprehensive 10-Step Guide packed with practical advice, expert tips, real-world examples, and actionable strategies designed to help distributors build and grow a successful chemical program.
This free resource covers the following:
• The key components of a profitable chemical program
• How to work with the right manufacturing partner
• The importance of sales and marketing strategies
• Finding niche opportunities for business growth
• Understanding freight, pricing, and compliance
• ... and much more!
“A strong chemical program can be the most consistent and profitable segment of a distributorship—if built correctly,” says Joseph Daniel of ITD. “We created this guide to provide distributors with a clear, usable roadmap to success.”
Distributors who follow this guide can expect higher margins, more recurring revenue, and a more efficient, scalable business model.
Scan the QR code to download the 10Step Guide today and start building a smarter, more profitable chemical program 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
