Shop By Brand | Shop By Industry | Shop By Department | Sales & Clearance | Training

THE CONTRACTOR’S #1 SOURCE FOR COMMERCIAL PRESSURE WASHERS, PRESSURE WASHER SUPPLIES & TRAINING!

TM 1.800.433.2113

The Assassin Nozzle™ Perfect for shooting soap long distances. The long barrel shape of the Assassin Nozzle™ allows for maximum distance without sacrificing flow. Wash buildings up to 4 stories from the ground (depending on GPM). A 4-6 GPM machine can reach up to 40ft depending on wind and angle of attack. A 7-12GPM machine can reach up to 60 feet!

We have two sizes available:AN-4070 4-007 GPMAN-8012 8-12 GPM

TM

X-JET Original High Pressure Chemical Injector

Apply chemicals at high pressure while eliminating corrosion & deterioration to the pump and other wearing parts. The zero degree tip can project liquids to vertical heights over 40’ depending upon the capability of your pressure washer. Proportion chemicals ranging from 2 to 1, up to 480 to 1

X-Jet M5 Variable Spray Pattern High Pressure Chemical Injector

Attach to the end of your wand to apply chemicals at high pressure without going through your pump. The adjustable nozzle can project chemicals up to a vertical height of 40 feet at the zero setting or an 8 foot fan pattern at 60 degrees by simply turning the adjustable nozzle.

M5DS Long Range NozzleApply 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.

ColtSuper compact machine for applying chemicals at low pressure.

Delux D5360JA-8000 Soft Wash Gun1/2’”x 24” PVC Wand1/4” stainless steel quick coupler socket4 1/4” stainless steel quick coupler plugs4 V-Jet Nozzles 0º, 15º, 25º, 40º200’ of 5/8” poly braid hose50 mesh filter screen

MustangApply chemicals at low pressure to rooftops, decks, fencing and other surfaces that require soft washing.

Delux D7150 Water tight battery box10”x16” aircraft grade aluminum frame 1/2” x 24” PVC wand with a VJ-0080B nozzle3/4” x 225’ soft wash garden hose - (3) 75’ hosesClear vinyl tubing with a mesh filter screen.

WATCH: The Assassin Nozzle™ Compared to a Standard Zero Degree Pressure Washing Nozzle

Stainless Steel Airless Foamer KitQuickly generate a thick foam coating of concentrated chemical that clings to any surface. It attaches to your gun or wand quickly with a 1/4” quick connect plug. The included metering tips make it easy to accurately set the chemical dilution ratio. The pick up tube has a strainer to filter out debris in your chemical mix that could clog up the nozzle. Two foam nozzles are also included, a fan pattern for quick coverage close up and a zero degree for distance. - up to 25’.

1,000 PSI minimum needed for operation4.4-5.6 GPMMax.Temp: 180 F

General Pump Multireg NozzlePerfect when high and low pressures are needed and also when switching between a solid or a flat spray pattern. Select between high or low pressure with a push-pull action. Adjust for straight to fan jet by turning the nozzle.

Max Pressure: 3000 PSIMax GPM: 5.5Max Temperature: 140 FInlet Port: 1/4-19 BSP-F

JROD 4 Way Nozzle HolderThis handy tool holds four 1/4” nozzles for quick access. Perfect for quickly changing from high to low pressure, or adjusting spray pattern.

Flex Wand Bend it, twist it, or turn it and it still holds its shape even at full pressure! It comes with a 1/4 inch female quick coupler tip for quick attachment to your gun or wand.

13’ LongInlet: 1/4” MPT Outlet: 1/4” FPT Max. Temp: 190° F

Gutter Cleaner Wand1/4” quick couplers3,000 PSI8 GPM

5 All Clean Power Washing: Guidance for Working with Property Managers/HOAs

13 The Great Debate: X-Jetting vs. Downstreaming

22 Pressure Washing Professionals & Natural Disasters, by Paul Horsley

30 When OSHA Came Knocking: One Contractor’s Storey

In This Issue:www.eCleanMag.com Issue 35

5

11

Cover Photo courtesy of Bo & Meg Josetti, All Clean Power Washing, www.AllCleanPowerWashing.com

eClean Magazine is published monthlyPublisher/Editor: Allison Hester, allison@ecleanmag.com eClean Magazine 12300 Nebraska Ave. N Little Rock, AR 72118 (501) 251-6054

20 PWNA

Shop By Brand | Shop By Industry | Shop By Department | Sales & Clearance | Training

THE CONTRACTOR’S #1 SOURCE FOR COMMERCIAL PRESSURE WASHERS, PRESSURE WASHER SUPPLIES & TRAINING!

TM 1.800.433.2113

The Assassin Nozzle™ Perfect for shooting soap long distances. The long barrel shape of the Assassin Nozzle™ allows for maximum distance without sacrificing flow. Wash buildings up to 4 stories from the ground (depending on GPM). A 4-6 GPM machine can reach up to 40ft depending on wind and angle of attack. A 7-12GPM machine can reach up to 60 feet!

We have two sizes available:AN-4070 4-007 GPMAN-8012 8-12 GPM

TM

X-JET Original High Pressure Chemical Injector

Apply chemicals at high pressure while eliminating corrosion & deterioration to the pump and other wearing parts. The zero degree tip can project liquids to vertical heights over 40’ depending upon the capability of your pressure washer. Proportion chemicals ranging from 2 to 1, up to 480 to 1

X-Jet M5 Variable Spray Pattern High Pressure Chemical Injector

Attach to the end of your wand to apply chemicals at high pressure without going through your pump. The adjustable nozzle can project chemicals up to a vertical height of 40 feet at the zero setting or an 8 foot fan pattern at 60 degrees by simply turning the adjustable nozzle.

M5DS Long Range NozzleApply 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.

ColtSuper compact machine for applying chemicals at low pressure.

Delux D5360JA-8000 Soft Wash Gun1/2’”x 24” PVC Wand1/4” stainless steel quick coupler socket4 1/4” stainless steel quick coupler plugs4 V-Jet Nozzles 0º, 15º, 25º, 40º200’ of 5/8” poly braid hose50 mesh filter screen

MustangApply chemicals at low pressure to rooftops, decks, fencing and other surfaces that require soft washing.

Delux D7150 Water tight battery box10”x16” aircraft grade aluminum frame 1/2” x 24” PVC wand with a VJ-0080B nozzle3/4” x 225’ soft wash garden hose - (3) 75’ hosesClear vinyl tubing with a mesh filter screen.

WATCH: The Assassin Nozzle™ Compared to a Standard Zero Degree Pressure Washing Nozzle

Stainless Steel Airless Foamer KitQuickly generate a thick foam coating of concentrated chemical that clings to any surface. It attaches to your gun or wand quickly with a 1/4” quick connect plug. The included metering tips make it easy to accurately set the chemical dilution ratio. The pick up tube has a strainer to filter out debris in your chemical mix that could clog up the nozzle. Two foam nozzles are also included, a fan pattern for quick coverage close up and a zero degree for distance. - up to 25’.

1,000 PSI minimum needed for operation4.4-5.6 GPMMax.Temp: 180 F

General Pump Multireg NozzlePerfect when high and low pressures are needed and also when switching between a solid or a flat spray pattern. Select between high or low pressure with a push-pull action. Adjust for straight to fan jet by turning the nozzle.

Max Pressure: 3000 PSIMax GPM: 5.5Max Temperature: 140 FInlet Port: 1/4-19 BSP-F

JROD 4 Way Nozzle HolderThis handy tool holds four 1/4” nozzles for quick access. Perfect for quickly changing from high to low pressure, or adjusting spray pattern.

Flex Wand Bend it, twist it, or turn it and it still holds its shape even at full pressure! It comes with a 1/4 inch female quick coupler tip for quick attachment to your gun or wand.

13’ LongInlet: 1/4” MPT Outlet: 1/4” FPT Max. Temp: 190° F

Gutter Cleaner Wand1/4” quick couplers3,000 PSI8 GPM

28 UAMCC to Host Free National Convention, Sept. 10-12 in Charleston, SC

32 Give ‘em Just a Little More, by Rick Meehan, Marko Janitorial

29 Calendar of Events, August thru November

24 Understanding Insurance Exclusions & Underwriting Restrictions, by Darla Renk, Joseph D. Walters Insurance

35 BONUS: 2015 Pressure Washing & Window Cleaning Convention Education Classes

11 Outdoor Workers & Skin Cancer

By Allison Hester

”All Clean Power Washing” 5

Property management and homeowners’ associations (HOAs) are some of the most sought after accounts for cleaning contractors. They can also be some of the most challenging to obtain, especially when first breaking into the market.

“If you are marketing to property management companies, you need to know how their communities are run and who is running them before you approach them. A little research beforehand is extremely important,” said Meg Josetti of All Clean Power Washing (ACPW).

Before Meg and her husband Bo started All Clean Power Washing, she worked as a commercial property manager herself while Bo owned a commercial painting and restoration company. In 2004 they began ACPW, and today about 65 percent of their business is commercial, with property management companies and HOAs making up the largest portion of their business.

In early August, Bo and Meg will be speaking at the 2015 Pressure Washing and Window Cleaning Convention in Washington, D.C., where they will present “4 Steps to Grow Your Power Washing Business Through the Property Management/HOA Industry.”

The Josettis will be speaking as a team because they are a team, and they work hard to make sure

customers see them that way. Bo handles all levels of jobsite management, all commercial estimates, employee training, quality control and commercial customer relations. Meg oversees all marketing, payroll, taxes, human resources, finances, initial customer calls and processing estimates.

“With Meg’s background in commercial property management paired with my experience in the industry, we have found a good system that works for us and gives us a niche in this market,” said Bo.

Moving from Residential to Property Management/HOAs

One of the points the Josettis will hit on during their presentation is the difference between working with homeowners and working with property managers/HOAs.

ACPW started out primarily doing residential cleaning, which the Josettis believe allowed them time to perfect their processes and gain a solid reputation before going after larger jobs. Today, All Clean Power Washing serves three states: Southeastern Pennsylvania, the Eastern shore of Maryland and the entire state of Delaware.

The Josettis live in a resort area where there are lots of vacation homes (i.e., large, multi-unit condo buildings), and these make up ACPW’s largest type

FEATURED

All Clean Power WashingGuidance for Working with Property Managers/HOAs

of commercial clients. Second would be planned communities with both single-family homes and townhomes/carriage houses. Some of these are contracted through property management and homeowner associations (HOAs) to service the whole community. “We’ve also developed a HOA program that allows us to work directly with the homeowners, providing them a discounted group rate that benefits everyone,” Bo explained.

The transition from residential to property management/HOAs required a different way of thinking and marketing. “Homeowners and property managers are generally driven by two very different purposes,” explained Meg. “Homeowners have a personal and emotional attachment when making decisions related to home improvements. The property manager is strictly making a business decision based on feedback from their client.”

This impacts how ACPW deals with customers. For example, a homeowner may have a number in mind that they are wanting to pay, but they may be willing to pay more. A property manager’s budget is usually firm. “With both, it’s best to try to identify with the customer and take their lead to form a lasting relationship,” Meg added.

ACPW has built lasting relationships with

a variety of property management companies, ranging from small, family-owned firms, to national companies that have 40+ property managers locally. They also work with several larger painting companies, roofing companies and general contractors, as well as with a number of building owners and businesses. Other ACPW projects include country clubs, hospitals, community centers, large retail stores, strip malls, corporate centers, historical buildings, restaurants, churches, gas stations, hotels and more.

Preparing Your Business to Handle the Job

ACPW’s largest job is an over-55 community they serve in Maryland, which is managed by a national property management company that is also their largest client. The job involves cleaning gutters twice a year for 503 houses. The job had been done for several years by another contractor, and the management office had numerous complaints.

“They decided to give us a try because of our existing relationship and the fact that we offered a different process that was a little more thorough for basically the same price,” Bo explained. “We

6 eClean Magazine

knew the first cleaning would be a challenge as it would require us to tweak our system as we went. Because this is an annual contract, All Clean bid the project again this year, increasing their fee by 20 percent because the quality of work made them the desired contractor. “This has also been our hardest job because we really have to stay on schedule. We are basically servicing over 500 customers in a short period of time. Our record was 60 units in one day,” said Bo.

They use a site map to ensure no houses are missed, and the largely retired residents keep a close eye on them during the process. ACPW finished their third round of cleanings in June, taking about two-and-half weeks to complete. Of the 503 homes, only four called in with issues, which were fixed immediately. “The homeowners and property manager were very pleased. Apparently, in the past, the management office’s phone rang off the hook due to complaints,” Meg explained.

The logistics of taking on such a project leads to another point they will cover in their presentation: making sure your company is set up to successfully handle the work. For her part, Meg will go into the basic preparations needed to be able to qualify for property management/HOA contracts, such as proper insurances and how to bid. “Again, this is not residential and the stakes are a lot higher if you bid it wrong or make a mistake on the job,” she explained.

Meg will also touch on the importance of hiring the right staff. That being said, ACPW has, at times, struggled to find the right employees. Meg stressed that the most important thing is to understand employment laws and HR guidelines in your state. Have all your expectations in writing. Then do your homework in researching employees. “Some of the employees we thought would never make it have been the best and some of the ones we thought were going to be great turned out to disappoint us.”

In addition to Bo and Meg, ACPW has four base employees, with the total fluctuating up to 10 during the year. They currently own four trucks, with a fifth on the way. To keep their technicians as busy as possible year round, ACPW also has a commercial snow removal business. Their pressure washing schedule stays full from March to December. “In the past, we’ve had to lay off and rehire, and would love to not have to do that again,” said Bo.

MarketingWhen it comes to marketing to property

management companies, Meg says the ideal is to create a situation where they come looking for you. “But that does not happen overnight,” she explained. “We strongly believe that a big Internet presence is key. Your presence on the road – i.e., your logo on your trucks, etc. – is also important. When they find you, make sure they see what they are looking for.”

Bo and Meg also seek out referrals from existing customers – which typically are other property managers that work for the same company.

Getting the job is only part of the process, however. “Once you have the property management audiences, you better make sure you know how to bid and execute the job,” stressed Bo. “Being a property manager is a tough job so if you, as a contractor, can provide them with trusted service at a reasonable rate that fits their budget, you will be an asset to them and will grow your business.”

Referrals and renewals come from gaining a good reputation, which comes from gaining “credibility and confidence” with their customers. One thing the Josettis believe has helped build that credibility is certification. ACPW has been certified by both the Power Washers of North America (PWNA) and the United Association of Mobile Contract Cleaners (UAMCC). “Certification is one more way to set your company apart from the competition. It shows your customers you are willing to invest your time to ensure you are offering the best service to them,” Meg explained. “No, you don’t need it to be successful, but if you are in a position to take the time and money to do it, we highly recommend it.”

Bo adds that certification also helps keep them up-to-date in processes and regulations. “We want to make sure we are part of the future changes and growth. What better way than to be certified and always continuing our education?”

That idea, in part, is what led the Josettis to attend their first industry-related event in 2013, the PWNA Annual Convention. “I wanted to look into the organizations. My main goal was to confirm that I was running our business and using cleaning processes correctly,” Bo explained. “We left the convention feeling very confident about

“All Clean” 7

the way we were running things, but we also learned there was great value in networking and making friends with others in the industry.”

Since that time, the Josettis have joined the PWNA, the PWRA (Pressure Washing Resource Association), and the UAMCC. “We don’t recommend one over the others. We feel that all three are worth joining and each offers lot of unique benefits,” Bo explained. Their suggestion for those starting out is to attend some events and determine what the best fit is for your company. “Again, when customers see we have taken the time and effort to become involved with our industry’s organizations, it helps separate us from many of our competitors.”

Slow and SteadyBo and Meg Josetti have been married for 20

years and have three children: Amanda (17), Cole (16), and Jack (9). Both of the older children help with the business. Amanda helps out in the office while Cole works full time on one of their crews during the summer. “We hope they will choose to attend college, but have always planned on having them join in the business if they choose,” Meg explained.

Working together has allowed them to keep more of the company profits for their family and they both feel that it’s in the company’s best interest – but it’s not always easy. “If you are

going to work the business together it is going to become a part of your marriage and your family,” said Meg. “Take the good with the bad and give your spouse some wiggle room. Respect each other and give each other credit for a job well done.”

In the near future, ACPW’s goal is to separate out their Pennsylvania business and have a separate crew, manager, and vehicles for that area. “At the same time we are looking to hire a manager to take over the residential side so Bo can focus most of his time on the commercial/property management customers,” Meg explained. Once those goals are met, they will ideally have 15-plus employees and seven or eight rigs. “It’s on paper in our business plan so now we have to execute it.”

That being said, both Bo and Meg agree that slow and steady has been the way to grow. “We decided long ago that we would rather stay smaller and grow slowly than be a ‘big shot’ overnight and sacrifice quality of service and our company’s reputation,” explained Bo.

And that leads to their biggest piece of advice to companies wanting to break into the property management/HOA market. “Don’t think it will happen overnight,” Bo concluded. “Slow and steady is best. Prepare yourself and make sure you can successfully offer the service you are marketing. Focus on the customers you do have to ensure you are meeting their needs. Do that effectively, then other customers will follow.”

8 eClean Magazine

Outdoor Workers & Skin Cancer

As an employer, do you talk to your employees about skin protection? Roll your eyes if you must, but it’s a serious issue..

If you don’t reiterate to your employees the importance of protecting themselves in the sun, then you are putting them at risk of developing the most common form of cancer in the U.S. – skin cancer. In fact, a new study shows that outdoor workers – like exterior cleaning professionals – are six times more likely to get skin cancer than the average American. And men are more likely to die from skin cancer than women.

Skin cancer is the most common form of cancer in the U.S., impacting over 5 million Americans annually, with over 80,000 new cases and around 13,000 deaths each year.

The risk of skin cancer is increased by long-term exposure to the sun, which is why outdoor workers are at greater risk than most. Skin is at risk of dangerous UV rays even in the shade and on cloudy days, and even while driving. Every time you get a sunburn, you are increasing your chance of skin cancer. And, if you (or your workers) have fair skin, are over age 50, have lots (50+) moles, or are taking immunesuppressive medications, you are also at greater risk.

The following guidelines • SHADE. Work and take

breaks in the shade whenever possible. Remember, UV rays can still cause problems even in the shade, so keep that sunscreen on.

• COVER UP. Keep your top on (it’s more professional anyway) and wear a hat – preferably wide-brimmed – if appropriate. Sunglasses with UV protection are also important.

• PROTECT. Use at least a 30 pretection sunscreen every day from April until September, at least. Apply on clean/dry skin in all exposed areas – including the tops of your ears and the top of your head – 20 minutes before you go out, then reapply every two to three hours, more if you’re sweaty.

• CHECK. Examin your skin regularly, looking for irrecular moles/spots using the ABCDE of melanoma (below) as your guide.

Remember, however, that the photos are just examples and yours may look different. If you notice any changes or unusual marks that have lasted more than a few weeks, consult your doctor. Melanoma can occur anywhere on your body, so it’s important to look over your entire body at least once a month.

Malignant melanoma is curable but it must be treated early. If you wait too long, malignant melanoma can spread to other sites and organs within the body.

To learn more, visit the American Cancer Association’s website at www.Cancer.com.

By Allison Hester

Health

The

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> Cut labor time! What takes 4 hours with just a pressure washer can take just 1 hour using the X-Jet. Save 50% to 70% in labor and materials.

X-JET M5 works just like The Original X-Jet, but the close-range nozzle is replaced by a built-in adjustable nozzle that projects chemicals or other liquids to vertical heights up to 40 ft. at 0° setting or 8 ft. fan pattern at 60° with just a twist. Includes 15 piece proportioner set, shut off ball valve, mushroom strainer and 15 ft. X-Jet Suction Hose with hose barb.

Stay Off Ladders...Try the X-Jet!

Stay Off Ladders...Try the X-Jet!

> X-Jet is an EXTERNAL injection system that introduces the chemical to the water AFTER the pump, hose, gun, lance and fittings. It prevents harsh chemicals from going through your pressure washer, hose, lance, etc.

For More Information Call: 1-800-XTERIOR (1-800-983-7467)

X-JET 5-Gallon Pail System (Sold Separately)

Rectangular, molded handle pail with a 4 inch screw top. The screw top has a brass barb installed.Just pop the X-JET hose onto the barb. There is a PVC tube that goes to the bottom of the pail and will draw all but 1/8 inch of chemical out. Just unscrew the top, fill the pail and screw the top on again. Now you have a totally enclosed X-JET system. No more spills. .

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By Allison Hester

“X-Jet vs. Downstreaming” 13

It’s the age-old industry debate, and one that apparently still gets contractors fired up. X-Jetting versus downstreaming. Which is better for reaching/cleaning heights from the ground?

To find out, I asked eClean readers for their opinions, and boy did they have some! But before I get into the survey results, I want to make sure everyone is on the same page when it comes to understanding how each process works and the pros and cons of each.

The Basics Behind the X-JetIn the late 1980s, Mike Baker, Sr., who had

been washing houses for over a decade, was standing on a ladder trying to wash the high dormers of a home when the ladder slipped out from underneath him. That unfortunate incident led to the creation of one of the all-time favorite accessories of the pressure washing industry – the X-Jet nozzle.

The X-Jet is a nozzle that connects to the end of the pressure washing gun and allows contractors to shoot chemicals up to 40 feet high. What’s unique about the X-Jet is that it is an external chemical system. In other words, the chemicals do not go through the pressure washing system at all – only the nozzle.

The X-Jet comes with a 15-foot hose that has a shut off valve and strainer. You place one end of the chemical hose into the bucket of chemicals you need to use, then the other end connects into the X-Jet nozzle. The system uses the Venturi effect to suction the chemical through the hose and out

the stainless steel nozzle. The X-Jet system also comes with a set of

14 color-coded proportioners that, when used, automatically proportion your chemical to the mix that you want. “We find that a lot of contractors don’t use the proportioners, but they are such a valuable part of the X-Jet system,” explained Ken Sapic of Xterior Sales and Service, manufacturers of the X-Jet nozzle. The color-coded proportioners automatically dilute the water-to-chemical ratio with your X-Jet, based on the size of the machine. (See chart on next page.) “The proportioners make it easy. You don’t have to do math to figure out the mix ratios, and you can change your mix ratio at any point during the cleaning process.”

And Ken is right, at least according to the eClean survey. Of those who said they use an X-Jet nozzle, 45 percent said they do not use the proportioner tips. Some who do use the proportioner tips only use one or two specific colors.

“I was introduced to the X-Jet 10 years ago by my predecessor and have continued to use it to this day,” said Nathan Arhelger of Squeegee Clean Services. “I do mostly residential and I always use the black proportioner.”

“I carry two X-Jet nozzles with me on every job – typically one with the red proportioner and the other with the tan,” said Kirk Ott from Aqua-Nomics Exterior Cleaning. “I only use the tan on the bad north/northeast sides of a house. This works really well and conserves chemicals.”

In addition to the original X-Jet, Xterior Sales and Service also manufactures the M5 X-Jet, which has a variable spray pattern from 0 to 60 degrees

X-Jetting vs.Downstreaming

The Great Debate:FEATURED

14 eClean Magazine

for more versatility. “I call the X-Jet M5 the ‘miracle nozzle’ because it can go from full stream to fat fan instantly,” said Ott. “We’re able to go from watering plants gently – obviously with the injector valve shut off on the hose – to shooting chemicals on a house in seconds.”

X-Jet Pros and ConsFirst the Pros: 1. Easier on your equipment. With an X-Jet, no

chemical goes through any parts, so you save wear your hose, your reels, your wands, you guns, and so on. “The X-Jet works well for the type of residential work that I do and I like that chemicals are only introduced at the end of the gun, not through the whole run of hoses,” said Brian Barret of Be Clear Window Cleaning.

2. Allows for stronger chemical mixes. Using the correct proportioner, an X-Jet lets you get as strong as a 2:1 mix. “I usually prefer to downstream, but the X-Jet is so reliable as a backup or if I need really strong concentrations,” said John Burdine, Pressure Point Cleaners.

3. Creates accurate chemical mixes easily. Again,

the proportioners do the work for you. No math. No guesswork.

“You really need to use the proportioners so that you control the flow of the chemical injected,” said Rafael Ramirez of Xtream Clean. “Otherwise you’re really just using guesswork.”

4. Allows you to adjust your chemical mixes. Change proportioners and you immediately change your mix ratio.

“With the X-Jet, I can mix ratios of sodium hypochlorite and surfactant for different areas of the house or building as we go along,” said Rick Kadletz of Mid Missouri Window Cleaning Co. “Downstreaming requires working out of a big tank with one mixture for all.”

5. Saves on chemical usage. With downstreaming, you have to clean your line of chemicals before water comes through. With the X-Jet, you can immediately switch from soap to rinse without wasting any chemicals.

“Another reason we X-Jet is because when you switch your tip you have instant fresh water for rinsing and watering grass and plants,” said Chris Dubbs of The Wash Wizards.

6.Works with longer lengths of hose, as well as on hills. As we will cover momentarily, downstream injection is limited by the amount of hose used as well as by gravity.

“While I prefer downstreaming, I use the

Above: The X-Jet’s proportioner chart. X-Jets are used in a number of industries besides pressure washing, and some of the proportioners are designed for those other groups.

X-Jet when using 300 or more feet of hose, then rinse with my own long-range tips that I created,” said Henry Bockman of Commercial Restorations.

Now the Cons1. Noise. Some find the sound of

the X-Jet is too “annoying” to use.2. The hose is “awkward.”

Being tethered by the X-Jet hose is bothersome to some, and if you’re working around landscaping, your hose can get tangled.

3. The Bucket. This is the big one, and seems to be the main reason some prefer to downstream. Several said they don’t like carrying a bucket around, and a few have had issues with knocking the bucket over while cleaning. “Many contractors are unaware Xterior offers an enclosed pail system accessory for the X-Jet to prevent spilling,” Ken Sapic pointed out.

“It can definitely be more work carrying my chemical bucket around, but then again there is less walking back and forth to my machine,” said Nathan Arhelger, Squeegee Clean Services, who said he prefers the X-Jet. However, “most guys that work for me don’t like this method because the bucket is pretty heavy.”

“I find that by using two-person teams, packing the bucket becomes less of an issue,” said Kadletz. “Plus, the extra person can help scrub if needed, drag hoses, as well as serve as a spotter for the washer. These roles can be reversed to help prevent fatigue.”

The Basics of DownstreamingThe other popular option for applying

chemicals is by downstreaming. This means the chemicals enter the pressure washing system via a downstream chemical injector inserted on the pressure side of the pump. This keeps corrosive chemicals from entering into the pump, so it’s better for your pump than upstreaming (i.e., chemicals going through the pump), although they do still run through several components. Downstreaming is also better than upstreaming in that the pump does not have to work under a vacuum to draw detergent, which puts less stress on the pump packings.

As Michael Hinderliter of PowerWash.com explains in the video link on this page, three things

can cause your injector to stop working. One is using a high pressure nozzle. If you use a setup where you are able to switch from low pressure soaping to high pressure rinsing (as demonstrated in the video), you do not have to run back to your machine to remove the chemical hose from the bucket.

Another popular option is the J-Rod, which is

PowerWash.com has a video that explains the basics of downstreaming:

https://www.youtube.com watch?v=4woFQH8raCQ

“X-Jet vs. Downstreaming” 15

sold by Pressure Tek. This handy tool holds four of your favorite nozzles in one convention tool. “The J-Rod from Pressure Tek is amazing!” said William Higgison of Aquavation Mobile Wash.

The second thing that will cause a downstream injector to not work is using too much pressure hose, as the longer the hose, the greater the resistance there is to push water through the hose.

The third problem is gravity. When the low pressure nozzle is raised higher than the downstream injector, such as when working on a hill or from a ladder or lift, the downstream injector will stop drawing chemical.

Long Range NozzlesTo reach greater heights when downstreaming,

a number of companies – and individual contractors – have developed long-range nozzles. These attach to the end of the gun and shoot water higher. “A long-range tip for downstreaming is hard to beat for ease of application,” said Erich Kreig of AMC Services. “They are a really nice accessory to have.”

A number of professional manufacturers make long range nozzles – and have for years – but over the years, a number of contractors have elected to make their own. For example, John Orr of Low-Pressure Exterior Cleaning said when he started his company back in 1999, he was looking for a way to shoot his cleaning

solution further. “For awhile, I drilled out zero degree tips, but wound up breaking a lot of drill bits.” It was at a roundtable event that he first saw how to make shooter tips by using hose barbs in ¼-inch quick connects.

Guy Blackmon, owner of Pressure Kleen Power Washing Service, started making his own “Shooter Tips” back around 2009. “I wasn’t satisfied with the

An example of the J-Rod. Photo provided by Ryan Wilkins, featuring a new Kynar Sniper Nozzle on the far left.

sizes for different sized machines.Which leads to one of the concerns from some

contractors about these long range nozzles. Some say they only work well with higher gpm (i.e., 8-plus) machines. “I’ve used three different kinds and they all seem to need some development,” said Mike Kidwell of East Coast Power Washing. “The stream is too messy and unconcentrated on the lower gpm machines.”

So nozzle manufacturers are beginning to create different nozzles for different sized machines. For example, another contractor – James VanHandel of Innovative Pressure Wash – now manufactures his brass “Innovative Shooter Tips” in six different sizes so that they match different machines, ranging from 2.5 to 12 gpm.

Wilkins, too, is now introducing a variety of nozzles based on different sized machines. To make it easy for technicians out in the field to determine which nozzles goes with which size machine, he is also anodizing the aluminum in different colors. Finally, he is about to introduce new nozzles made from Kynar, an “extremely corrosion-resistant plastic.”

Ott, who earlier called his M5 X-Jet a ‘miracle

products that were on the market. Being a gun guy, I used the principle of a rifle being able to shoot farther than a pistol, and made my tips longer than what was on the market,” he explained. “I also wanted them to last.”

After showing them to some fellow contractors at various industry-related events, contractors began asking for them. So earlier this year, Blackmon started offering his tips in larger production through the “Original Shooter Tip” Facebook page. He stressed that he will only sell his tips to professional contractors, and he requires some sort of proof – such as a company website – to ensure that those buying tips are serious about their pressure washing businesses.

Andrew Krume of Absolute Pro Wash has used Guy’s Original Shooter Tips. “They work well, providing a fat stream to shoot a little farther and also knock down wasp nests and dirt dobbers.”

“People have commented that my shooter tips are just a round stock with a hole drilled in them, but I assure you they are more than that. I’ve gone through several prototypes to get them where they are today.” Blackmon’s tips are made from stainless steel, so they are corrosion resistant and difficult to break or bend. “The only reason you should need to replace them is if you lose them.”

Which is one of the reasons Ryan Wilkins of Beacon Roof and Exterior Cleaning started making his own tips. For years he purchased brass nozzles from a Florida dealer who sold locally. When the distributor retired, Wilkins needed an alternative. He tried Blackmon’s tips, which “worked great,” but his technicians kept losing them.

“I wanted something less expensive and lighter weight,” he explained, so he worked with a machinist to create an aluminum nozzle for his own technicians to use. Like with Blackmon, word got out and contractors started asking for them. Now Wilkins produces and sells the “Sniper Nozzle” nationwide.

“The Sniper Nozzle works great,” said Michael Stacer of Coast2Coast Pressure Cleaning. “I have tested all of them and like it the best.”

Another nozzle that recently entered the market is the Assassin Nozzle from PowerWash.com. These, too,

are made form aluminum and they feature two flat notches so

a wrench can fit on them for easy tightening. These come in different

nozzle’ said he’d be willing to use a long-range downstreaming nozzle, but “only if it has an adjustable spray/fan tip.”

Xterior Sales and Service is introducing a new and improved M5DS Twist downstreaming nozzle. The stainless steel M5DS comes in three sizes to match machines ranging from two to 12 gpm. “This nozzle eliminates the constant switching back and forth of nozzles to achieve different heights or spray patterns,” explained Xterior’s Dana Sapic. “Simply give it a twist for a long range, tight 0-degree pattern or also twist to a wide 65-degree pattern and any spray pattern needed in between. This can be done even with the trigger pulled while applying the cleaning solution.”

Downstreaming Pros and ConsFirst the Pros:1. Downstreaming requires no bucket. Again,

the bucket seemed to be the biggest complaint that people had about using the X-Jet. With downstreaming, there’s no bucket to tote around.

2. Potentially faster. This is another downstream/x-jetting debate, but some have found downstreaming to be a faster way to clean.

“I used to X-Jet only for years so I am quite experienced with that method, but downstreaming will beat X- Jetting in speed and efficiency on house washing without question,” explained Len Sutton of Sea to Summit Pressure Washing, LLC.

Others disagree, however. “I’ve used both and our X-jet setup blows away downstreaming big time,” said John Tornabene of Clean County Powerwashing.

Disadvantages1. Wears on equipment. With downstreaming,

the chemical goes through the hoses, reels, lances and guns, which leads to faster wear.

2. Hose length and gravity limitations. 3. Weaker chemical ratios. Downstreaming

limits the strength of your chemical mix. 4. Less accurate chemical ratios. What you mix in

your chemical bucket is not necessarily the same as what hits the object to be cleaned.

5. More wasted chemical. Chemicals have to empty out of the system before you can rinse.

6. Can potentially require more trips back and forth to the machine.

X-Jet vs. DownstreamingSo, now for the real question. Which is

preferred? X-Jetting or downstreaming?I posed this question to eClean readers in a

recent survey. The results, while a small sampling of our readership and unscientific, may provide a little insight. Of the 173 readers who responded, 39 percent said they preferred downstreaming, 30 percent preferred X-Jetting, and 27 percent said they liked both methods. (The remaining four percent said they don’t use either method.)

That being said, several of the people who answered that they preferred one method over the other added that there were times when they used the alternative method.

“I look at it like a toolbox. A wrench is a great tool to have, but it can’t do everything. Sometimes you need a hammer,” said Blackmon. So even though he created and sells his own downstreaming tips, he still uses an X-Jet when he needs stronger chemical application.

Similarly, VanHandle said his guys generally prefer the X-Jet to downstreaming, even with his tips. “We do a lot of large condominiums where we need to use a long amount of hoses, and downstreaming just won’t work,” he explained. “But my guys also just like the X-Jet. The bucket doesn’t seem to bother them.”

“Downstreaming is great for most residential work, but for commercial, if we are using a lift, the X-Jet is the way to go,” explained Eric Wulff of Wash Authority. “Both have their place.”

Downstreaming is preferred over the X-Jet when fleet washing. For houses and buildings, the response was mixed, and largely depended on the situation.

Finally, “If you’re out on a job and your downstreamer fails for some reason – and they do – the X-Jet will work like a charm,” said Sutton.

Which is one of the key points that Dana Sapic of Xterior Sales and Service wants to make. “We feel the X-Jet is an excellent tool even for downstreamers as it will work in a pinch when your downstreamer fails, you are pulling from longer lengths of hose, or you need a stronger mix, and it works every time.” Not only do the X-Jets work, they last. “We have people who are still using the same X-Jets that they bought back in the ‘90s.”

“Both tools have their specific uses,” concluded Michael Edwards of Boston Power Wash, LLC. “Both have helped the industry and I would not be able to do jobs without them.”

18 eClean Magazine

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*Note It is recommended to keep the length of High Pressure hose at 100 feet or less for optimum draw of chemical.

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•

Last month, the Power Washers of North America (PWNA) opened registration for the 2015 PWNA National Convention and Trade Show, which will take place November 12 through 14 in Charlotte, NC. For over 20 years, the PWNA has been known for offering outstanding educational opportunities, and this year will be no exception.

In addition to offering certification classes in wood restoration, roof cleaning, house washing, fleet washing, and flatwork cleaning, the 2015 PWNA National Convention will also offer a number of non-certification classes. While the schedule is still being developed, a few exciting classes have been confirmed.

Four of these include:

• Power Washing 101 and 201, presented by Tracy Handl of North American Pressure Wash Outlet

Power Washing 101 is an introductory course for the business owner who wants better understanding of cleaning processes, available equipment, and basic business skills. Tracy has taught this class several times at PWNA conventions, helping attendees understand the various substrates, stains and chemicals available to clean those surfaces. The course also teaches on marketing your services.

Due to popular request, this year Tracy will also teach a second class, Power Washing 201. While the 101 class is largely designed for newcomers to the industry, 201 will delve more deeply into many aspects of the industry, providing insights to newcomers and veterans alike.

PWNA National Convention Plans Underway

• Customer Loyalty: Mike Thomas of Mike’s Exterior Hood Cleaning

New this year, Mike Thomas will help attendees understand the value and processes of how to keep loyal customers year after year. As he explains, loyal customers are the lifeblood of your business, and keeping them coming back not only makes you thousands, it saves you thousands. Learn the key components of customer retention and what will keep them coming back every year.

• How to Build Your Business Using Google: Jim Pasternak, NorthEast PowerWashing, LLC

Your Internet presence is one of the most important methods for gaining customers. In this class, Jim Pasternak will provide insights into how to be found and how to stand out on Google.

In addition to education, the PWNA convention also hosts an annual trade show featuring many of the industry’s leading vendors. In addition to exhibiting, several vendors also serve as sponsors of various aspects of the convention.

The PWNA would like to thank four of this year’s convention’s Premium Sponsors:

• Convention Sponsor: Armstrong Clark, oil-based wood stains for all your wood staining, wood restoration and water repellent needs. www.ArmClark.com

New Classes & Industry Favorites Mean Quality Education for All

•• Bag Sponsor: Alkota Cleaning

Systems, Inc., manufacturer of some of the finest, most reliable, hand built pressure washing and cleaning equipment in the world. www.Alkota.com

• Name Badge Sponsor, EDI Distributors, your one-stop shop for high pressure pumps, parts and accessories. www.EDIdistributors.com

• Hat Sponsor: PowerWash.com, the one stop shop for those in the mobile power washing industry.

And, of course, the PWNA wants to again thank Hydro Tek for their generous donation of a Model SC35006KG skid, which will be given to one lucky participant in the 2015 PWNA Convention & Trade Show!

To Learn More or to register, go to www.PWNA.org

•

In the emotional days following a disaster, returning life to normal can seem impossible. However, with the right contractors, cleaning up an emergency is like any other task — possible if done one step at a time. Today we’re looking at the practicalities of hiring a pressure washing professional for post-natural-disaster cleanup.

How can power washing services help clean up after an emergency?

• Mold Remediation. High winds send water and dirt deep into the surface of buildings and surrounding hardscaping, including sidewalks, driveways, and exterior walls. Power washing shortly after a disaster can help prevent widespread mold growth in subsequent weeks. Floods also tend to spur mold and mildew growth; proper power washing can get rid mold that is brought to the surface by floods.

• Bio-Hazard Cleanup. The witches brew” concocted by a hurricane, tornado, landslide, or hurricane can contain dangerous substances, such as sewage, flammable liquids, and heavy metals.

• Soot and burn removal. Fire can leave scars on whole communities. Even homes that aren’t directly hit can suffer

discoloration and burn marks. Pressure washing companies can help clean up the ash and smoke stains left behind by fires.

• Cleaning emergency vehicles. Fire trucks and other emergency vehicles tend to become caked in grime when cleaning up after disasters. Pressure washing is a quick way to rinse them off so that mechanics can efficiently assess whether repairs are needed. So-called “de-mob” (de-mobilization) trucks can clean up disaster zones much more effectively if a pressure washer is available at cleanup headquarters.

How can officials and business owners hire power washers for emergency

cleanup?After a disaster, your first step is to

call your insurance agent(s) and get the ball rolling early on repairs. Sometimes, insurance companies hire pressure washing outfits to quickly rinse off damaged properties for claim inspection. The insurance agent will communicate your next steps, which will likely include vetting power washing firms.

Look for a company with an excellent environmental record of vacuuming up wastewater for proper disposal. Alternatively, pressure washing firms

PRESSURE WASHING PROFESSIONALS

& NATURAL DISASTERSby Paul Horsley, PWNA Board Member

New PWNA Members

can create bio-neutral runoff with the right combination of eco-friendly cleaning solutions. In any case, from California to New York, pressure washing in an eco-friendly way is a priority for businesses and government entities.

It’s also important to ask about each power washing firm’s liability protection. If your power washer isn’t property insured, your company could be liable for property damage or safety incidents. Regional and national industry association memberships, regular technician training, and environmental engagement are other distinguishing characteristics of great power washing companies.

Should Power Washing Companies enter the emergency cleanup business?

Catering pressure washing services to emergency cleanup is a weighty decision, and not one that should be taken flippantly. Yes, there is big money in cleaning up a flood, earthquake, or other natural disaster. Cleanup after 2005 and 2006 hurricanes in the southern US totaled $58.8 billion, for instance. Yet emergency cleanup brings its own unique challenges that every pressure washing company owner must consider. If you’re thinking about entering the disaster cleanup space, we suggest reflecting on the following:

• Take only cash on hand — or be prepared to wait months on end while insurance claims are processed.

• Consider how cleaning up after a disaster will impact you and your crew. The emotional aftershocks of a natural disaster are not to be taken lightly.

• Working on natural disaster cleanup may mean spending time away from your regular customers. If you see this new niche as an opportunity to grow your business, you may need to gather funds for splitting your workers between typical jobs and post-disaster cleanup.

Cleaning up natural disaster zones is meaningful, worthwhile work, if your company and employees are prepared to handle it.

PWNA Safety ProceduresThe Power

Washers of North America is a group that informs members on best practices for safety in pressure washing. Make sure your technicians are ready for work, wearing appropriate clothing and operating power washers in a safe manner. Take time before each project to train our pressure washing crews on safety issues.

Bernard Yetming, Aqua Blast Limited

James E Campbell, Sr., JEM Detailing & Pressure Washing, Inc.

Jody Pistore, Jody’s Mobile Services

Adam Ittenbach, Indiana Waste Solutions

Bradley Ballard, Retail Services, Inc.

Roger Moyer, Aspen Painting, Inc.

Alan Grissom, GL Kitchen Services

•

Understanding Insurance Exclusions & Underwriting

RestrictionsAs the power wash and window

washing season gets into full swing, hopefully you are busier than ever. After the long, cold winter we had, and the late start to Spring, we know you are anxious to get back to work. But please make sure you are only accepting jobs that are approved for your insurance program.

Every insurance policy includes built-in exclusions that negate coverage for certain types of losses, or for losses occurring from certain types of operations. Ask your insurance agent to review with you the exclusions in your policy. It is important to know when your policy will not respond.

For example, most General Liability policies exclude coverage for “damage to your work”. If you are washing a house, and there is damage to the house, that claim would be denied, citing the “faulty workmanship” exclusion. Endorsing your policy with the “care, custody and control”

endorsement, as we do, removes the exclusion for this type of claim, subject to policy conditions and a sublimit of $25,000 per occurrence.

In addition to these built-in exclusions, your insurance company may have underwriting restrictions that narrow the eligibility for a special insurance program. Only certain classes of businesses or operations will be approved for coverage. The restrictions are not arbitrary, but based on claims analysis and experience for members of that class or occupation.

We are pleased to be able to provide an exclusive and thorough insurance protection for our clients. It took years of persistent negotiation with the insurance carriers to be allowed to offer coverage that is not available anywhere else. Negotiations usually include some compromise. In order to be able to offer the program to as many of you as possible, we had to agree to certain restrictions. Unfortunately, that means

Insurance

By Darla Renk, Joseph D. Walters Insurance

24 eClean Magazine

Next, please be aware of restrictions for certain kinds of power washing or related services. Our policy includes a Designated Work Exclusion for “cleaning by any method of all or part of a kitchen exhaust system.” Any losses occurring from restaurant vent hood cleaning will not be covered by our policy.

Other operations that are ineligible for coverage under our program include snow removal, sand blasting or soda blasting, and cleaning of airplanes, trains or water towers. Please also note that this special insurance program is only available for contractors who work on buildings or other structures no taller than three stories.

What’s the big deal? What if you work from the ground and have equipment that reaches 5 stories? It’s not about where you are doing the work from. . .it’s where your water is going to. The higher the water goes up, the wider an area it will impact when it comes down, and the more likely to be

that our program will not be the right fit for everyone.

First and foremost, your primary operations must be power washing or window washing. If you have veered onto another path, please let us know. We understand how businesses can grow and change, and perhaps our program is no longer the most appropriate coverage for you. Your Account Manager will be able to advise you whether your new services qualify for coverage with us.

By “Power Washing” we are referring to the mobile cleaning industry in general. That includes soft wash, roof wash, fleet wash, etc. By saying your primary operations needs to be power washing, we mean it can’t be carpentry, plumbing or landscaping. Your specialty within the mobile cleaning industry was not omitted, intentionally or unintentionally, but considered to be part of the industry as a whole.

Download your guide to powerwash insurance at www.josephdwalters.com

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affected by the wind. For this reason, most insurance policies for power washers will include an overspray exclusion, meaning claims arising from overspray would not be covered.

Our policy does not exclude coverage for overspray exposures. As stated above, our insistence on the insurance company’s removal of the overspray exclusion required our agreeing to the addition of underwriting restrictions, i.e. the three-story height max, to limit the insurance company’s exposure for these types of claims.

Even if you are using green, environmentally safe solutions, they are likely to sting if they get in someone’s eyes. And as discussed in previous articles in this magazine, koi ponds seem especially vulnerable. Restricting the height where work can take place reduces the unknowns in the overspray area, because it reduces the size of the overspray area. In most cases, your overspray is now limited to the immediate vicinity of your jobsite which,

hopefully, you have surveyed and have already developed a plan to protect any exposed property. Your diligence before, during and after the job are still your best line of defense in avoiding a loss.

We wish you much success and hope that you have as much work as you can handle. But before you decide to add something new to your professional bag of tricks, think a moment. To what new risks will you expose yourself with this new type of work? If you have any questions about adding a new service to your operations, please call your Account Manager first. We are always available to help.

Darla Renk is a Certified Insurance Service Representative and Account Manager for Joseph D. Walters Insurance, America’s #1 insurer of power washing contractors. To learn more and to download your free guide to power washing insurance, visit www.JosephDWalters.com.

About the Author

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• Stainless steel panel, coil wrap, & rain guard look great & provide a lifetime of corrosion resistance

• Direct drive, triplex, ceramic plunger pumps for a long life of industrial-duty use• Airless tires eliminate the frustration of having tires go flat• Integrated handles for easy maneuverability and portability, are built into the heavy duty

1/4” steel frame• Open design for quick access to all components for fast refueling & maintenance• Panel mounted controls are easily accessible & include: adjustable temperatureknob up to

250 F, burner on/off control to select between using a hot or cold pressure washer, resettable circuit breakers to protedt the electrical systems of your pressure washer, & nozzle storage

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UAMCC to Host Free National Convention

Sept. 10-12, Charleston, S.C

By Allison Hester

28 eClean Magazine

Association News

Education and networking are always the cornerstone of the United Association of Mobile Contractors (UAMCC) regional events, which take place at several locations around the country throughout the year. In September, however, contractors and vendors from across the country will be gathering in Charleston, South Carolina, to attend the 2015 UAMCC National Convention.

“Our regional events are much smaller, averaging 75-100 attendees, and focus a lot on hands-on training of cleaning processes, procedures and techniques, job site safety, and equipment demonstrations,” explained UAMCC President Doug Rucker. “Because the venue is larger at the national convention, we are able to offer a wider variety of classroom training and more speakers. It’s going to be a great event.”

From how to start your business, to how to build your business, to how to take your business to the next level, the UAMCC will have training for everyone.

While the schedule is still being finalized, a few things have been

confirmed. For one, the popular new circuit, or station training, will be used at the National Convention, allowing participants to rotate with a group to learn about various types of cleaning. Additionally, all certifications will be offered, from roof cleaning to wash water control, wood restoration and more will be available to those who qualify. “To qualify for certification, you must have been in business for at least two years and have verifiable documentation,” Rucker explained. “Once qualified, a test is administered and if passed, certification is granted.”

The event will also allow attendees to see the latest in equipment and supplies during the trade show and equipment demonstrations, featuring many of the UAMCC’s Associate members. “Exhibitors include but are not limited to Southside Equipment, Soap Warehouse, Sirrocco, Powerwashstore.com, Hydro Tek, Seal N Lock, EBC, JRacenstein, and a host of others,” Rucker added.

One person who attended last year’s event and plans to return is the

much-beloved 30-year industry veteran Larry Hinckley, who was granted the UAMCC’s “David Olsen Award” last year in honor of his many contributions to the industry. “I was so shocked and honored,” Hinckley explained.

In addition to the surprise of receiving the award, he admits he was also a bit surprised by how well put together last year’s convention was. “Everything was very upbeat and well organized,” he explained. “People were walking around with smiles on their faces. It was a great experience. I was surprised to see many old friends I hadn’t seen in years, and I enjoyed making a number of new ones as well.”

Finally, just like the regional events, the UAMCC National Convention is completely free to attend. “There are no special classes that you have to pay for,” Rucker explained.

This is thanks to the generous donations of the UAMCC’s associate members who donate their time, resources and money to fund educational events like this one. “None of our member’s dues are used to pay for our regional events or the national convention,” Rucker added.

To learn more about United Association of Mobile Cleaning Contractors, go to www.UAMCC.org. To learn more about the National Convention, visit www.UAMCCEvents.com.

SeptemberSeptember 10-12: United Association of Mobile Contract Cleaners (UAMCC) 2015 National Convention, Charleston, SC, www.UAMCCevents.org

2015 Calendar of Events

August 6: Accelr8 Window Cleaning Training, Washington, D.C., www.Accelr8.training

August 7-8: The 2015 Pressure Washing & Window Cleaning Convention & Trade Show, Washington, D.C., www.TheHugeConvention.com

August

Oct. 9-10: Southside Equipment Networking Event, Louisville, KY, www.SouthsideKY.com

Oct. 20-23: International Sanitary Supply Association (ISSA) 2015 Interclean, Las Vegas, NV, www.ISSA.com

April 22-25: CETA PowerClean 2015, Las Vegas, NV, www.CETA.org

Oct. 28-31: International Kitchen Exhaust Cleaning Association (IKECA) Technical Seminar, Kansas City, MO, www.IKECA.org

October

Nov. 12-14: 2015 Power Washers of North America (PWNA) National Convention & Trade Show, Charlotte, NC, www.PWNA.org

November

“UAMCC” 29

30 eClean Magazine

“OSHA won’t come after me.”That’s what you’re thinking, right?It’s certainly what Jeremy Kiefer of Clear Shine

Maintenance in Huntsville, Alabama thought... until he learned differently.

One day as he was traveling to a jobsite, he received a call from an OSHA inspector. “I’m here at your warehouse. One of your employees

reported you for improper storage of caustic soda. I need you to come let me take a look around.”

At first, Kiefer thought it was a prank. After all, he only had two part-time employees. The “warehouse” in question was a 700-square-foot building where he stored his chemicals. He and his crew only frequented it maybe once a week.

But it was no joke.

OSHA inspectors have broad authority to conduct workplace inspections. These typically occur during normal business hours and are generally unannounced.

So Kiefer drove to the shop and let the OSHA inspector in.

The inspector walked through and pointed out infraction after infraction. No “Exit” sign on the back door. No emergency eyewash station in the bathroom. No SDS sheets for EVERY product. And on and on.

Then the inspector announced he needed Kiefer’s employees to meet him at the shop in the morning. They did, and he interviewed them about various things.

In all, Kiefer was cited with eight or nine infractions, each of which could have cost him in fines up to $7,000 a piece.

At last January’s New Orleans Networking Event (aka, NOLA), Kiefer gave a presentation on his experience with OSHA, and he will be speaking about it again this month at the 2015 Pressure Washing and Window Cleaning

When OSHACame Knocking

Regulatory

One Contractor’s ExperienceBy Allison Hester

Convention in Washington, D.C. He also went to great strides to get into compliance. “I’ve spent hours and hours rewriting my employee manual, developing a safety manual, and hosting safety meetings.”

In the end, he was only charged with one official violation – not having a Hazard Communication (hazcom) plan in place – and fined $1,500. “I’m convinced I didn’t get hit harder because I chose to share my experiences at NOLA and will soon share again in D.C. The OSHA inspector commented that he was pleased to see I was taking the situation as a learning experience and helping others who might face similar situations.”

Some Basics to Help You PrepareBefore this happened,

Kiefer thought he was actually doing a good job of complying with OSHA. He had the OSHA right-to-know signs in the warehouse. He had SDS sheets in the vehicles. But as he learned, those were only the starting points.

In D.C., Kiefer will go into more detail about what is needed to be OSHA compliant. But the takeaway for this article is to first work on having a hazardous communication plan in place.

The purpose behind OSHA’s hazcom rules is to ensure that a workplace’s chemical hazards are evaluated, and the information about those hazards are communicated to workers so they are better able to protect themselves. Breaches in OSHA’s hazcom standard – including improperly labeled containers, training deficits, and failure to have a written plan – is one of OSHA’s 10 most common violations.

Just collecting SDS sheets does not a hazcom plan make. To be in full compliance, any facility

Occupational Safety and Health Administration8

Figure 2: Six Steps to an Effective Hazard Communication Program

1. Learn the Standard/Identify Responsible Staff

Obtain a copy of OSHA’s Hazard Communication Standard.

Become familiar with its provisions.

Make sure that someone has primary responsibility for coordinating implementation.

Identify staff for particular activities (e.g., training).

2. Prepare and Implement a Written Hazard Communication Program

Prepare a written plan to indicate how hazard communication will be addressed in your facility.

Prepare a list or inventory of all hazardous chemicals in the workplace.

3. Ensure Containers are Labeled

Keep labels on shipped containers.

Label workplace containers where required.

4. Maintain Safety Data Sheets

Maintain safety data sheets for each hazardous chemical in the workplace.

Ensure that safety data sheets are readily accessible to employees.

5. Inform and Train Employees

Train employees on the hazardous chemicals in their work area before initial assignment, and when new hazards are introduced.

Include the requirements of the standard, hazards of chemicals, appropriate protective measures, and where and how to obtain additional information.

6. Evaluate and Reassess Your Program

Review your hazard communication program periodically to make sure that it is still working and meeting its objectives.

Revise your program as appropriate to address changed conditions in the workplace (e.g., new chemicals, new hazards, etc.).

that uses hazardous chemicals must have a written plan that lists all hazards present. It must also outline how the hazcom program will be implemented, including gathering information on hazards, employee training, labeling containers and providing other hazard warnings. And keep in mind, with the new GHS labeling system in place, you need to start updating your SDS collection and labeling chemical containers with compliant labels.

OSHA provides six steps for implementing an effective hazardous communications program. (See above.) There are a number of resources on the Internet to help guide you. And, of course, if you’re at the 2015 Pressure Washing and Window Cleaning Convention, be sure to listen to Jeremy’s talk... because it could happen to you.

“OSHA” 31

It sounds like a cliché, “Give the customer a bit more than they actually pay for.” Why would any business want to do it, though? Giving away even small amounts of sellable product is a cost that builds up against the bottom line. Surely it would be a waste of time, effort and product to do so. Perhaps — but let’s not forget that there is more to the bottom line than profits.

What about customer satisfaction? Aren’t happy customers what all businesses want?

Sure it is. No business wants a bad reputation. In this day of high tech marketing, reaching out to prospective buyers is easier than ever before. Yet, among all the ways of getting the word out, every business must contend with what people say about them after the sale. That’s why a bit of oiling is necessary. It helps eliminate squeaks, and even dispels most rattles.

Word-of-mouth advertising is a force easily overlooked because most companies never hear what people say about them. Let’s use a generic “restaurant” for an example. It is easy to see when a restaurant is successful, because the parking lot is full during business hours. People who are satisfied with a particular restaurant’s food and service tell their friends about the experience. Their friends visit the restaurant, and they in turn tell more friends about the great food and wonderful encounter. Soon, the whole town knows how good this particular restaurant is and — viola — the restaurant is successful! The restaurant didn’t have to spend a dime on the media to get this positive advertising. It only had to produce good food and good service.

Likewise, the same restaurant may change something about its food or service, the experience is cheapened in some way, and word-of-mouth advertising causes the death

By Rick Meehan, Marko Janitorial

Give ‘em Just a Little More

Marketing

32 eClean Magazine

About the Author

Rick Meehan is the Vice President of Marko Janitorial, a full-service janitorial supplier. To learn more, visit www.MarkoInc.com.

of a once-successful eatery. Every restaurant proprietor fears the “empty parking lot.” Some even cause the employees to park prominently out front to give the impression that all is as it once was. Yet, nothing can repair the damage that word-of-mouth advertising did. Somewhere along the way, this restaurant stopped oiling its customers, and I don’t mean cutting out the fried foods!

John White, once owner-operator of Spartanburg, South Carolina’s famous Beacon Restaurant, was a master over word-of-mouth advertising. He knew how to grease the squeaky wheel. Not only did every plate of food contain more than the customer paid for, but if anyone took the time to give him a compliment, he would give them something extra. Sometimes it would be whole apple pies, other times a scoop of ice cream, once in a while homemade cookies. I know, because I complimented him a lot! Once, my grandmother dropped by to pick up a pound of barbecue hash, and when she got home, the container was not nearly as full as she thought it should have been. She called and complained. Mr. White took her name, address and telephone number, and

apologized. Within 15 minutes, a Beacon employee showed up on her doorstep with three pounds of hash, her money back for the first pound of hash, and a handwritten note from Mr. White asking her to return! To this day, the Beacon Restaurant has carried on the tradition of excellent customer service, as evidenced by their full parking lot.

In short, the best way to keep customers coming back is to make sure they stay happy. If a customer is disgruntled, rectify the situation immediately. Word-of-mouth advertising, both positive and negative, can mean the affluence or destruction of a company. A bit of oiling, something even as simple as a smile of gratitude, may be all it takes to get the customer’s tongue a-wagging about how great that company is. Spend a small amount of the advertising budget on oil instead of glitzy media. No amount of ad money can beat the influence of friends telling friends telling friends telling friends….

Success = Putting yourself in your customer’s shoes. Take off your business boots and take a walk in your customer’s life for a few moments. Getting inside your customer’s head will not only prepare you to make the sale, but it makes you a better business owner.

Get a new perspective on running your company!

Put Yourself in Your Customers’ Shoes

Anya Curry, Ambidextrous

Services

Keynote Speaker Howard PartridgeFounder, Phenomenal Products, LLC

The brutal reality of most small businesses is you feel like a slave to your business, there’s very little family time, the business consumes your mind 24/7, you feel like a job instead of a business, and your day is consumed putting out “brush-fires”.

KEYNOTE ADDRESS: How to STOP Being a

SLAVE to Your Business and

Transform It Into a Predictable,

Profitable, Turnkey Operation!

Consumers can be influenced to pay more for our services . . .BUT, we must provide a UNIQUE VALUE that supports this, and provides VALUE to the customer.

How to Provide Value to Your Customers and EXCEED their Expectations

• How to structure a stellar customer contact database/email system and automated booking/reminder/followup email system

•Ways to 0ver-deliver to your customers and exceed their expectations

• Be a BRAND - professional appearances, uniforms, business cards, estimate forms, thank you cards

•50 ways to exceed expectations•Million$ Tech Tips

The Complex Psychology of Pricing: The Myth of “Fair

Value” and How to Take of Advantage of It

Bob Keenan, Aiken Soft Wash, LLC

Learn the difference between “marketing” and “phenomenal marketing systems”. This 7 step marketing plan has been responsible for generating millions of dollars in revenue for a wide range of small businesses around the world. You’ll learn how to generate an unlimited supply of your perfect target market – people who care more about QUALITY than PRICE.

The Seven M’s of Marketing

Santiago ArangoSales & Marketing

Director, Phenomenal Products, Inc.

Featured Presentations (Friday, August 8)

The 2015 Pressure Washing & Window Cleaning Convention

August 7-8, Washington, D.C.

Save $25 Off Your Registration

with Coupon Code “ECLEAN”

Breakout Sessions (Saturday, August 8)

Track Your Marketing ROIAnya Curry, Ambidextrous ServicesLearn how tracking your marketing dollars makes a difference in decision making. Take home a real plan to implement and create numbers that you can base decisions on. Interactive 45 minute class with two real life case study reviews.

Introduction to Sales (Limited)Thad Eckhoff, Pressure Washing Resource Association (PWRA)Do you struggle with the sales process? Do you even have a process? Learn the basics of• Creating an effective presentation • Positioning yourself as a resource • Building rapport • The difference between “canned” and “prepared”• Closing the sale

Strategic Market Position to Attract the Clients YOU WantMatt Adwell, Adwell ServicesWhat is strategic market positioning? What is the goal? Who is YOUR client? Is the “$99 house wash” hurting you or helping you? Is marketing quality service the only way to make money? Could appealing to a price based consumer be a savvy business move?

Direct Marketing That Really WorksThad Eckhoff, Pressure Washing Resource Association (PWRA)Steve Fischgrund, Founder, QPS PrintingPart 1: Effective EDDM and postcard marketing, Mailing strategiesPart 2: What makes a marketing piece effective? Ways that you (or your designer) are killing your mail pieces, Maximize interest and profitability through professional design

Have an Awesome Trade Show Booth!Beth Borrego, See Dirt Run!If you have thought about doing a home show but are intimidated by both the price of the booth and what it takes to have a successful booth, then this seminar is for YOU. I’ll take you through what you need to know to: Secure the best spot on the show floor,Spend wisely on a show that makes sense and avoid the ones that don’t make money,Have a compliant booth that attracts the people you want to sell to!

More Effective Advertising & MarketingMichael Goeller, Brightview CleaningThe nuts and bolts to better ad design and copy writing. • Learn 3 filters to run every ad through before you approve it. • Basic rules to make your ads more persuasive - don’t break the rules till you know them. • Examples of Effective and Defective ads, and why one did better than the other

Intro into Systemized PricingDavid Caroll, Lion’s Share Maintenance/Pro-PosalPart 1: Learn the basics of how to figure pricing for cleaning: Houses, Windows, Roofs, Concrete, Commercial Buildings. Part 2: How to Implement Standardized Pricing: Increase efficiency, Maximize profits Book more jobs, faster

4 Steps to Grow Your Power Washing Business Through the Property Management/HOA IndustryBo & Meg Josetti, All Clean Power WashingLearn the ins and outs (and especially the dos and don’ts) of dealing with commercial property managers. Find out their hot buttons. Be a resource, not another distractionMake their life easier and yours more profitable!

Automate Your BusinessJack Kramer, a Brilliant SolutionLearn how to use the latest technology to streamline and automate all aspects of your service business. Automate and earn more!

From Chaos to FocusMichael Hinderliter, PowerWash.com/Steamaway/Facilitec SouthwestIn this session, Michael Hinderliter will discuss the practices that he adopted to break through the fog of stagnation, lack of clear vision to regain control, get people on the same page, focus on profit and find long term solution to sustain growth. Regardless of the size of your business if you want to have less stress in your business and a clear vision for the future this is a session for you.

When OSHA Knocks on YOUR DoorJeremy Kiefer, Clear Shine MaintenanceYou think you’re doing everything right but you are one disgruntled employee’s call to OSHA to find yourself in a world of trouble. And fines. See the article in this month’s eClean to learn more!

Sleeping with the BossJack Kramer, a Brilliant SolutionAre you a couple who works together in your contracting business?Are you wondering if you could? A moderated discussion with an expert panel of successful couples will answer your questions and give insight on what and doesn’t work when it comes to mixing business and relationships.

Creating Word of Mouth AdvertisingRick Wren, Wren Windows After a decade designing systems as an automation and controls engineer, Rick left that field and started a window washing business in Minnesota. For the past 14 years he’s been honing systems and concentrating on improving efficiency in his own business and in similar service companies as a consultant. He’s developed simple methods for intentionally creating customer loyalty and tracking metrics. He is a member of the WCRA.

Government & Commercial Sales (Limited)Ryan Wilkins, Beacon Roof & Exterior CleaningSelling to local, state, and federal government entities can be a daunting and frustrating task. Learn the ins and out (and tricky traps) of successfully bidding for large commercial and government projects. This class is for experienced, well-established companies only.

How Smooth is Your Ride?Howard Partridge, Founder, Phenomenal Products, Inc.In this interactive session with Howard Partridge, you’ll go through a powerful assessment of your business vehicle to see what needs to be fixed and what is working. You’ll discover 50 systems that every business must have to be phenomenally successful. You’ll be able to see which ones are working and which aren’t. And… you’ll take your assessment home with you as a blueprint to retool your business.