TM 1.800.433.2113

Power Washers | Surface Cleaners | Chemicals | Cleaning Supplies | Parts | Pumps | Training

Fresh Wash

Sodium Hypochlorite EnhancerMask Unwanted SH Smells

Lemon or Floral ScentWorks with Sodium Hypochlorite to

penetrate deep into stainsDoes not dilute your mix

Crystal ClearDeep Penetrating

Highly Concentrated

5535 Belt Drive WasherFeatures

Aircraft grade aluminum frameElectric start engineLow oil shutdown protection

Included Accessories50’ pressure hose36” insulated wand w/QC for nozzlesTrigger gun4 color coded, quick coupled nozzles6 Gal gas tankDown stream injector

Specifications3,500 PSI at 5.5 GPMHonda 20 HP, 4 stroke, electric start motor, with a separate 6 Gal gas tank General, belt drive pumpLow pressure chemical injectionMobile mount

VB8017HG Belt Drive Power WasherIncluded Accessories

High pressure hose36” insulated wand w/QC for nozzlesTrigger gun4 color coded, quick coupled nozzlesSkid or pneumatic tire mountDown stream injector

Specifications1,700 PSI at 8 GPMHonda, 13 HP, engine, gas tank size: 1.75 Gal General TSF2021 triplex pumpDimensions: 47”L X 27”W X 29.5”HWeight: 230lbs.

Delux D7150 Diaphragm PumpMax Flow: 7 GPMMax: 100 PSILiquid Temperature: 140°F (60°C) Max.Delivery Type: DemandPriming Capabilities: 14’ (4 m)Inlet/Outlet Ports: 1/2” NPT Weight: All models: 10 lbs (4.5 kg)

Delux D5360 Diaphragm PumpOpen Flow: 5.3 GPMPressure: 100 PSI 4.1 BarLiquid Temperature: 140°F (60°C) Max.Delivery Type: DemandPriming Capabilities: 14’ (4 m)Inlet/Outlet Ports: 1/2” NPT Weight: All models: 8 lbs (3.62 kg)

M5DS Long Range Downstream Nozzle

Apply detergent up to a 3rd story when used in conjunction with your favorite downstream chemical injector. It fits most pressure washer lance’s with a 1/4” quick connect outlet. It easily changes from a 0 degree stream to a wide 60 degree fan pattern and everything in between with just a twist of the nozzle. The nozzle is not an exact size, but it is close to a #60 orifice.

Chapin Degreaser SprayerThese professional grade pump up sprayers are built to hold harsh chemicals used in industrial cleaning applications. It has an extra wide mouth for easy pouring, and viton seals and gaskets for maximum chemical resistance. It also features a 42” hose and 12” extension wand.

Soft Wash Kit4 5/8” PVC Barbs3 Hose Clamps1 JA-8000 Gun 1 PVC Wand Quick Couplers4 V-Jet Nozzles162’ Clear Vinyl Tubing1 Mesh Filter Screen1 Roll of Thread Seal Tape

Choose a pumpDelvan 5850-101EDelux D5360Delux 7150

700 PSI Low Pressure GunA perfect upgrade for a pump up sprayer gun. The trigger lock holds the trigger open to prevent fatigue.1/2” FPT Inlet/Outlet 18.5 GPM

4 Editor’s Note

5 Commercial Sales: Insights from David Carroll, Founder of Lions Share Maintenance and Pro-Posal

9 Water Fed Poles & Pump Controllers: Why This Popular Accessory from the UK is Making Its Way into U.S. Markets, by Ian Sheppard, Spring Industries 15 PWNA Adds a Multiude of New Benefits in 2014

17 PWNA Vendor Profile: Cam Spray

19 How Do We Effectively Manage Compliance in the Cleaning Industry? by Brian Smith, Omni Containment Systems

22 Five Customer Buying Principles: Customer Preferences Are Shaped by the Options They’re Presented, by Bill Kinnard, Grandy & Associates

27 Become the Brand, by Rick Meehan, Marko Janitorial

25 Glass Restoration Tools & Abrasives, by Henry Grover

29 Laying Off Employees...Sort Of, by Barbara Weltman

In This Issue:www.eCleanMag.com Issue 28

5

19

eClean Magazine is published monthlyPublisher/Editor: Allison Hester, allison@ecleanmag.com

eClean Magazine12300 Nebraska Ave.N Little Rock, AR 72118

Last August, something changed.

I was at the 2014 Pressure Washing and Window Cleaning Convention in Nashville – something I had looked forward to attending all year. But when I got there, I just felt “off.”

Friends – old and new alike – asked, “Hey Allison, how’s the magazine going?” And it made me stop and think. How IS the magazine going?

On the surface, eClean was trudging along just fine. Behind the scenes, however, I was struggling. Too many hours. Too little reward. Loss of purpose. Loss of passion. I was burned out. Something needed to change.

Over the course of the weekend, I found myself talking with industry members about my situation, many of whom had faced similar struggles in their own businesses. They helped remind me I needed to think about my business, not just the magazine. And I began to regain excitement. I began to change. And so did my business.

New, exciting strategies are on the horizon at eClean. The first is with the magazine itself. Starting with this issue, eClean is now available both online (for free) and with a paid printed subscription. While I’ve always received positive feedback from people saying they enjoy the digital version, I do realize there’s value in being able to physically hold pages in your hand. One contractor went so far as to say he just wanted the excitement each month of opening his mailbox and finding his copy of eClean. How could I not respond to that kind of feedback? And yes, he was one of the first to subscribe to the new print version.

Second, as you flip through this month’s issue, you may notice a different look. It’s nothing radical, but it’s there. I’ve been working on ways to streamline the layout and design in order to make it easier and more enjoyable to read and more efficient for me to design.

Third, in the very near future, the eClean website (www.eCleanMag.com) will be completely revised. My goal is to create not just a website that promotes the magazine, but rather an information hub with fresh articles, tips, news, and ideas posted regularly.

These are my immediate changes, based off the feedback I’ve received. More are in the works and will be announced soon.

To those of you who reached out to me in Nashville – some of whom stayed up and talked with me into the wee hours of the night – I just want to say thank you.

I’m once again excited about my business, and I look forward to seeing where my new journey takes us.

Allison HesterEditor

Editor’s Note

“Editor’s Note” 4

Commercial SalesInsights from David Carroll, founder of Lions Share Maintenance and Pro-Posal

Yes, there are contract cleaners who have been in business longer. There are those with more employees, and those who gross more money. But when it comes to actually selling the work, you’ll be hard pressed to find someone with more passion or more gumption than David Carroll, owner of Minneapolis’ Lions Share Maintenance, and founder of Pro-Posal.

Since starting his company just four years ago, Carroll has made quite a name for himself in the window cleaning and pressure washing industries, where he serves both residential and commercial clients.

David’s commercial clients include property managers, restaurant managers, developers, business owners, hospitals, movie theaters, and so on. His recent talk at the 2014 Pressure Washing and Window Cleaning Convention in Nashville on Selling to Commercial Clients was one of the

best reviewed sessions there, and his Pro-Posal app – which he introduced last Spring as a way to quickly, efficiently and professionally submit thorough proposals to potential customers – has rapidly become an industry favorite.

As David pointed out in our interview, effective selling goes well beyond the actual sales call and close. It also requires maximizing your methods for efficiently running your business. The following are some of David’s words of wisdom:

1. Pound the Pavement.To get work, you’ve got to be willing to ask for

it, not wait for the work to come for you. David spends a lot of time on the Internet, researching who the contacts are for property management companies, etc.

However, David also says he will get creative

5 eClean Magazine

Featured

when necessary to find out the proper contact’s name. For example, he will walk into a small mom- and-pop type shop – wearing a yellow vest and talking to his crews via Voxer, a walkie-talkie app on his phone – and say he’s a professional pressure washer who needs the name of the property manager because he needs to locate where the water is on the property.

“I’m not lying,” he explains. “I will need to know that eventually…when I get the job. I’m just jumping ahead a little bit.”

Once you have the property manager’s information, David says to contact them by email first, then follow up with a phone call. “Then, if necessary, keep following up ”

3. Solve the Customer’s Problems.“I am the doctor, they are the patient. They

have a problem, I’m here to fix it.” I make sure customers know I’m the solution to their problem when I’m selling.”

For example, one of the points David makes to commercial clients is that his crews can clean at night when their property is empty, so that there’s no inconvenience for their customers or staff. “I tell them they won’t even know we’ve been there, except that when they arrive in the morning it’s going to look a whole lot better than it did when they left the night before.”

3. Know how much it’s going to cost you to do any job.

The most common question David receives is “How do I know what to bid?”

“The best piece of advice that I’ve been given is look at the jobsite and know how long it’s going to take to do that job. Then figure out how much you need to charge per man hour.”

David stresses that he develops bids by the man hour – i.e., the total number of hours needed to complete the entire job – not the crew hour. (Visit http://www.wikihow.com/Calculate-Man-Hours to learn more on how to figure this.) Using this calculation allows him to bid the price correctly from the beginning as long as his measuring is accurate, and identifies potential problems before submitting his proposals.

“I emphasize I’m about building long-term relationships with them, and if they have a budget, we’ll stay within it this time and make it up somewhere down the road.”

4. Empower Your Crews.“Any time I spend out in the field cleaning is

time I should be out selling more work,” David explained. “So I’m empowering my crews to do the job without me.”

Lions Share currently has eight full-time employees and two part-time, and has two separate crews – one for day work and one for night work. His window cleaning and pressure washing crews are separate as well.

“The guys need to know what their jobs are,” he explained. “Give each member a specific role so they know what they are supposed to do on the team. That empowers them and builds morale.”

David has also focused on teaching his team members to communicate with one another,

4. Follow up on ALL proposals.If a commercial client contacts you for a bid,

David says you should follow up three times in the first two weeks. The first call is easy – ask if they received your bid and if they have any questions.

For calls two and three, David says to just make up a reason to call. Did they get everything they needed? Do they have questions? Are there any concerns? How can you help them? Do they have a budget?

“Commercial Sales” 6

7 eClean Magazine

which,prevents wasted time and allows David himself to keep working on sales.

For example, his pressure washing crew leader knows he is to be the site manager for commercial cleaning. “We have to pressure wash first, so it’s up to the team leader to keep the team on task, and to coordinate with the window cleaning crew so they know when to arrive on the scene. They must remain in contact throughout the scope of the project.”

6. Find & Embrace What Works for You.

When David first started in the industry, he had to go out and inspect every single property prior to creating a bid. Now, he still goes to the site for some projects, but also relies on Bing Maps for simpler jobs, such as gutter cleaning. For example, he recently landed a 500 townhome gutter cleaning job, which he was able to bid just by looking at it online.

“As you get more familiar with the work, you learn how to work around some things in the bidding process,” he explained. “I also implemented some of these ‘work arounds’ when developing Pro-Posal, which has helped us streamline the bidding process even more.”

However, whatever your bidding process, David emphasized that you need to embrace what works for you, then find and implement strategies that will expedite your bidding the process.

A Final NoteDavid stressed that he loves talking with and

helping other contractors. “It’s my favorite part of the day.” He also emphasized he would not be where he is today had it not been for other contractors who reached out and helped him as well.

“If someone needs help, I’m available,” he said. “Please don’t hesitate to reach out.”

Dave can be reached at support@closethejob.com, or by text message at 612-360-6131.

To learn more about Pro-Posal, visit www.ClosetheJob.com.

David & Family: Birynne Foutz and daughter Adailyan.

Forty years ago, John Allison realized that the harsh and ineffective chemicals that he was buying were compounded by chemists who never actually had to clean anything for a living.

So John began to experiment in his own small lab, testing his detergent

formulas on the job, tweaking, and testing again. Eventually he

developed a superior line of environment-friendly products for cleaning everything from vinyl siding to cement mixers. When he started selling his

formulations, mobile wash pro’s across the U.S. gladly became customers for life.

Finally, John perfected the ‘black magic’ of super-concentrated SuperFLo Polymer.TM

Some guys love a challenge.Next, John Allison added mobile wash equipment and parts to the offerings. The catalog grew...and kept growing. As an ex-contrac-tor, he knew that discerning professionals needed better pressure washers. So he designed and built his powerful Allison Iron Horse equipment, a popular addition to the product line. From its headquarters in Georgia, EnviroSpec has now brought more cleaning items to the industry than all other suppliers combined.

Sharing knowledge. Equipment

and chemicals are only as good as the people who use them. So John Allison set out to help improve contractors’ knowledge and skills as well. Today, EnviroSpec now sponsors free monthly training sympo-siums, as well as system certifica-tion programs to keep professionals current in the latest technology and techniques. Plus anyone can go to EnviroSpec.com for expert resources like the Technical Library and How to Wash All Your Stuff.

Success offers the chance to make a difference.Today, all of EnviroSpec’s profits from chemical sales go to their Soap for Hope charitable foundation. Children who need operations, veterans who need a career opportunity, and abused, abandoned pets who need a

caring home are all helped by EnviroSpec—and by extension, the mobile wash contractors who buy their

products.

That’s our story. Come visit us at EnviroSpec.com. If you’re not already one of the 3000 mobile wash profes-sionals who are part of the EnviroSpec community, we invite you to explore the informational resources and high-performance products at our website. Or you can call us at 1-800-346-4876. We’re here to help.

Water Fed Poles & Pump ControllersWhy this popular accessory from the UK is making its way into U.S. markets

Many of you may be aware of the working-at-height restrictions introduced a few years ago in the UK and EU. These regulations meant that window cleaners had to evaluate working methods that allowed them to clean windows without a ladder. That is how water fed poles (WFPs) – and eventually the pump controller – began to change the way windows were cleaned.

The 12V DC electronic pump controller is widely used in the UK and Europe to manage a pump delivery system. The US market is a little different to the UK and EU. On the whole, you are using

on- demand systems with no need to carry water to the job site.

The advent of water fed pole (WFP) window cleaning radically changed the window cleaning industry and allowed cleaners to work from ground level, which is both safer and more effective. Early WFP systems consisted of a water tank, battery, pump and pole, and while being safer and giving time savings, there were some issues.

With a pump running flat out, the current drawn from the battery was high, and high amounts of water were used to do a day’s work. It was common for pumps to fail after a short period, as either the pump motor or pump pressure switch burned out.

Technical

By Ian Sheppard, Spring Industries

9 eClean Magazine

the pressure switch contacts. Referred to as Dead End (DE), the control stops the pump when the water flow is stopped. The pump is no longer under full load when it stops. This has an advantage as less energy is drawn from the battery. Also, as the controller stops the pump well before the pump pressure switch would have done, we have reduced the strain on the pump motor as it is no longer working against a restriction.

The V3 analogue control came into being with a dial to control the speed of the pump and a second switch on the side to adjust DE calibration. You can still find some of these older controllers out there working day in, day out.

The high pressure in the system also meant connections and hoses wore quickly, leading to lost working time while they were repaired or replaced. To stop the pump and water flow, you either had to twist or kink the hose.

Even with flow stopped at the brush head, the pump continues to work against the restriction, building up pressure in the system to a point where the pump pressure switch is activated. As the pressure switch cuts out, the pump is operating at maximum – working as hard as it possibly can – and therefore drawing maximum current from the battery.

As the switch opens, it is under great strain. The high current and the fact that the pump is an inductive load (with stored energy) means that the pressure switch contacts are likely to arc and eventually fail.

Around 2005, we were approached by a local cleaning company in the Southeast of England to address these problems. They recognized that if the speed of the pump could be controlled there were many benefits:• Less wear and tear on the pump • Extended life of the pump motor • Less current drawn from the battery,

which means the charge lasts longer • Reduced pump speed means less water is

used • Less water used per job means more jobs

from the same tank The first pump controller was named

in-house as the V1. It was an analogue controller, which turned the pump on or off and regulated the speed of the pump. There was an immediate effect in that the cleaner was now using less water and was able to cover more work per tank. Added to this, pump reliability improved as it was no longer running flat out. Downtime was reduced and connectors and fittings lasted longer.

The next development brought a control that did not rely on the pump pressure switch to stop the pump when the water flow stopped. Having the control to manage the pump stopping meant there was no longer stored energy arcing across

There was an immediate effect in that the cleaner was now using less water and was able to cover more work per tank. Added to this, pump reliability improved as it was no longer running flat out. Downtime was reduced and connectors and fittings lasted longer.”

“

“Pump Controllers” 10

What is Dead End Calibration and why calibrate the controller to a pump?

Dead End Calibration means the controller stops the pump when water flow is cut by the user, rather than relying on the pump’s pressure switch.

What we are doing is telling the control what the maximum pressure is that the system normally operates at. To get a good flow at the brush head, the system is probably running between 40 to 70 PSI. So the control knows that the normal max level is 70 PSI. When a user stops the water flow, the pump will attempt to push against the restriction, thus increasing the pressure above 70 PSI. The controller sees this sudden rise and stops the pump. This is what we refer to as DEAD END (DE).

During this DE (flow-stopped period), the controller periodically retests the pressure at the pump. When the restriction is removed, the pressure falls back below the 70 PSI maximum and the controller restarts the pump at the preset flow.

The control is designed to stop the pump before the pump pressure switch activates, when the water flow has been stopped. A pump pressure switch may activate at 110 PSI – give or take (based on 100 PSI pump). As described earlier, running the pump to these high levels can cause problems.

Further development ushered in digital displays providing the user with more information as to battery state, and they also allowed more accurate control of the pump and provided some instant fault diagnosis:• A means to calibrate the control to each

pump and system • Manual and auto calibration • Battery volt meter • Low battery cutoff • Pressure switch activated • Flow stopped (DE) • Pump pressure switch activation (PS)

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We were being asked for controls that would be able to trickle charge a battery, control the filling of a water tank or control a hot water system. We were also being asked by WFP distributors and system builders to produce and provide bespoke controllers.

The latest generation controls are a world away from the early analogue ones, as they not only control the pump speed but provide a useful tool to help manage the whole system. Advanced Micro DE testing now means that while the water flow is stopped the system can be left in dead end (water flow off) for long periods with no additional pressure buildup in your system.

Battery management allows the latest controls to display the current battery voltage, shutting the pump down if the voltage is low, preventing long term damage to the battery cells. The V11 also features an easy-to-use low battery cutoff override, meaning that you can complete the day’s work even if your battery begins to fade. We have also worked to ensure the new generation of digital and analogue controls is as energy efficient as possible. The control current draw is in the micro amps range. The range of controls available now include:• Standard V11 • Charging • Auto tank filling • Hot water management of either gas of

diesel heaters • TDS measurement • The all New V11 Analogue • Mains controllers • Radio remote options • Bespoke controller and display systems • 240V AC controllers • 24V display systems

The controls are engineered to work with the pump pressure switch in line. We have, in effect, over engineered the controller as we could, so that the system can work without the pressure switch if necessary. However in rare cases should the controller fail without a pressure switch the

About the AuthorIan Sheppard is the sales nanager for Spring (Europe) Ltd, an electronics manufacturer producing a range of bespoke electronics. Among the products is a 12V DC electronic pump controller. Spring works hard to design controls that are both flexible and rugged in every day use. To learn more, visit www.springltd.com. An FAQ section with useful videos can also be found at www.SpringLTD.com/Support.

following may occur :1. The controller will re-test the DE every few seconds2. The pump may keep turning on and off (cycling) 3. The system pressure may build4. The hose connections may fail 5. The pump and controller may be damaged

Our solution allows us to provide even greater protection against pressure damage to your system. While the control will operate with the pressure switch disconnected we recommend that it is left in line.

We supply most major WFP distributors in the UK – Europe and beyond. This allows us to brand the controllers to each distributor supporting both their brand and market. This very successful model means the window cleaner benefits, as our distributors are able to offer a very competitive price for the controller and include them in a range of packages and systems.

Currently the controls are designed to operate with pumps up to 150 PSI with a maximum current rating of 10 amps. Moving forward, there are a number of developments in the pipe line for controllers that will give them much greater scope.

I have been very fortunate over the past year to be working with a major supplier in the US pure water market and develop a bespoke US control for their system. The system will be on show at the ISSA Interclean conference and exhibition in Orlando this November. I will also be there and look forward to meeting some of you.

“Pump Controllers” 12

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Allison Hester_May-2012-Truck 10/7/2014 8:06 AM Page 1

NovemberNov. 1-3: 2014 Power Washers of North America (PWNA) National Convention & Trade Show, Orlando, Florida, www.PWNA.org

Nov. 4-7: International Sanitary Supply Association (ISSA) Interclean Orlando, www.ISSA.com

Nov. 4-7: Cleaning Equipment Trade Association (CETA) PowerClean 2014, Orlando, FL, www.CETA.org

November 5-8, International Kitchen Exhaust Cleaning Association (IKECA) Technical Seminar, Columbus, OH, www.ikeca.org

November 8: International Window Cleaning Association (IWCA) Safety Training, Orlando, Fl., www.IWCA.org

Upcoming Events January January 23-34: Seventh Annual New Orleans Networking Event (NOLA), New Orleans, www.Facebook.com/events/978650545494251

January 28-31: National Pavement Expo, Nashville, Tenn., www.NationalPavementExpo.com

January 29-30: International Cleaning Experts (ICE) Expo, Las Vegas, www.IceExpo.org

FebruaryFebruary 11-14: International Window Cleaning Association (IWCA) 2015 Annual Convention, Scottsdale, Arizona, www.IWCA.org