Embed Size (px)
Citation preview
Window CleaningmagazineMarch 2015
Pure2o launch new systemsWCM takes a look
The LiquidatorWe get up close and personal
and much, much more…
This issue…
Want to use a canvassing company?We tell you what to look for
Wagtail Swayless water fed poleWillie Erkin of Wagtail explains
Editorial
Window Cleaning MagazineIssue 14
Hi,
The trending topics currently are still controllers with GrippaTank leading the way with their V3controller and promising even more tech to come centered around making life even easier forwindow cleaners. Don't get too excited just yet thou, as their tech is still on the drawing board andwill take at least another 6 to 12 months to test out, but I can say this, its going to blow manycontrollers out of the water.Hey, what ever happened to Facelift’s magic black box controller? Any one know? Hello………… ?I am joking of course. Facelift dropped on everyone about a year ago their new Black Box controller.It was claimed to be the World’s first blue tooth compatible most advanced water fed polecontroller. Essentially what they displayed a year ago was an empty box with nice marketing. Theslogan back then from the Facelift camp was, “What’s in the Black Box?”Well we still don’t know, but we hope its something really amazing. As the controller arms raceheats up will Facelifts tomorrows tech be yesterdays tech.
A surprising new safety angle comes from the Reach-iT camp who have done some extensive workon the use of the water fed pole and RSI ( Repetitive Strain Injury). WCM will catch up with PerryTait at a later issue in order to seive through the data he has collected so that we can explain what itwill mean to you.
The Cleaning Show 2015 in London was a great success and it was nice to see Terry ‘Turbo’ Burrowsdefend his title in the Window Cleaning Competition. We of course will bring you all the news fromthe shows and events that matter through out the year. I personally have my eye on the WCRA andPWRA event in Washington DC, USA a pressure washing & window cleaning convention. It’s set tobe a big show.
Lee Burbidge
Visit our website and blog at www.windowcleaningmagazine.co.uk
Follow Lee on Twitter and join the Window Cleaning Magazine Facebook group (click icons to join)
Contents
08 The LiquidatorWe get up close and personal
11 Want to use a canvassing company?Top 10 tips if you want to do it yourself
19 Pure2o launches new systemsExclusive interview with Craig Mawlam
25 Wagtail SwaylessWhat is it? We ask Willie Erken
26 Hating your competition is self defeatingTony Evans explains why
Window Cleaning Magazine
March 2015
The Window Cleaning Magazine does not necessarily agree with the views and opinions expressed by contributors. WCM reserves the right toedit or reduce any article for publication at the editors discretion. Please accept our apologies if an article or letter does not appear in this issue.We do not accept liability for any product featured or advertised in this magazine.All rights are reserved – No part of this publication (The Window Cleaning Magazine) may be reproduced or transmitted in any form without thewritten permission of the publisher. This magazine is sponsored and therefore owned by High Shine Ltd and its Managing Directors.All correspondence to: “Window Cleaning Magazine” c/o High Shine Ltd, 72 Boston Road, Gorse Hill Ind Est, Leicester, LE4 1HB
Tel: 0870 750 1970 Fax: 0870 750 1971Email: [email protected] Web: www.windowcleaningmagzine.co.uk
Copyright © The Window Cleaning Magazine All rights reserved www.windowcleaningmagazine.co.uk
Editor: Lee BurbidgeGraphic design: Mike HendersonPhotography: Andrew NuttingProduction: Studio Arts
Front cover: Pure2o
Contributors:
Bob HattKarl RobinsonTony Evans
Sohie LunduytGuy Van VyvereChris Dawber
Craig MawlamMarc StowWillie Erken
The Moerman LiquidatorSqueegee - TheDocumentary
Visit our You TubeChannel WCM TV
The Liquidator fromMoerman up close
CLICK to view video
CLICK to view video
World Industry News powered by
Robinson-Solutions Professional
Window CleaningCleaning & Water fed pole information from around the world.
Window Cleaning Competition at theCleaning Show 2015
Terry Burrows (UK) The Fastest Window Cleanerin the World 2015: Terry Burrows retains hisworld record again and is still the quickestwindow cleaner in the World.His Guinness book of records beating time is stillholding up after all these years.
Terry Burrows (UK) cleaned three standard 114.3x 114.3 cm (45 x 45 in) office windows set in aframe with a 300 mm (11.75 in) long squeegeeand 9 litres (2 gal; US 2.37 gal) of water in 9.14seconds at the National Window CleaningCompetition in Blackpool, UK, on 9 October 2009.
Fastest female window cleaner still retains her title:Deborah Morris (UK) cleaned three standard 1.14 mx 1.14 m (45 x 45 in) office windows set in a framewith a 300 mm (11.75 in) long squeegee and 9 litres(2 gal; US 2.37 gal) of water in 16.28 sec at theCleaning Show 2011 held at NEC, NationalExhibition Centre, in Birmingham, UK, on 3 March2011. A base time of 13.28 sec was achieved but 3sec penalty was incurred.
No harness, no safety equipment
Window washer 'working without a harness'plummets to his death from fifth floor ofManhattan apartment building: A workerplummeted five stories to his death whilewashing windows without a safety harness inManhattan. The unnamed victim was reportedlyleaning out of a fifth-floor unit at the HanoverRiver House at 335 Greenwich Street in Tribecawhen fell just before 1.10pm. The window washerlanded in front of a high-end rug store, with hishead coming to rest in a pile of hardened snowand the rest of his body on the concrete sidewalk.
Horrified witnesses said the victim was stillbreathing and conscious by the time firstresponders came on the scene. As they wereawaiting the paramedics’ arrival, several GoodSamaritans walked over and covered the manwith their coats to keep him warm against thefrigid temperatures, according to the New YorkPost.
Terry ‘Turbo’ Burrows
DeborahMorris:Super fast.
MAKE SURE YOUCLICK THE
ROBNISON - SOLUTIONSBANNER FOR DAILYWINDOW CLEANING
NEWS
Responding EMTs performed chest compressions onthe injured worker and then rushed him to New YorkDowntown Hospital, where he died a short time later.The window man was washing windows when thewindow unhinged and swung open, causing him tofall out to his death.
Witness Orie Cipollaro described the 38-year-oldworker hanging out of the window backwards in theminutes before the deadly fall, while anotherbystander claimed he saw the man hold onto thewindow with one hand while washing it with theother, reported the New York Daily News.In an interview with the News, witness John Cataneodescribed a grisly scene on Greenwich Street thisafternoon.‘His legs were twisted his arms were bentand he was bleeding from his hands, it was verygruesome,’ Cataneo recalled.The name of the victim has not been released as of5pm, but he was said to be a 38-year-old manemployed by Aerial Window Cleaning.
The victim, who sources said was not wearing a harness at thetime of the fatal accident, fell from a building at Greenwichand Jay Streets at 1:10 p.m. and landed in front of thehigh-end rug store Carini Lang.
The Liquidator
Channel By
Moerman
Burbidge reviews the channel
I have had the privilege to use the Liquidatorsqueegee through the developmental stages fromfirst drafts to final stage production. TheLiquidator first and foremost looks slightlydifferent to a normal squeegee, I have been usedto using for the last 15+ years and so I wasintrigued to find out how and what makes thissqueegee unique from other channels other thanhow it looks.
This is Moerman’s first real innovative product sincethey have come into the professional windowcleaning market in 2012. They are very excitedabout their new product, which was initially thoughtup by a UK window cleaner better known as PolznBladz -Bob Hatt who has a YouTube channeldedicated to window cleaning. His inspiration formarketing this usually DIY'ed type of channel andbringing it to a professional window cleaner withtweaks and improvements, ready to go, was inspiredby watching such YouTube video blogger's as WCM’svery own Chris ‘Wagga’ Dawber and the like.
I first came into contact with Bob when he contactedme and asked me to test the channel out to givefeedback on this new squeegee. We first met onChristmas Eve 2014. He came to visit me at my housein order to show me what the squeegee does andhow it works.
Bob gave a quick demonstration and left within 5minutes. He wanted me to figure out for myself howthe tool works and how you can quickly becomeaccustomed to it.
As I still work as a window cleaner 2 or 3 days a week( some will laugh and think all I do is sit in my ivoryexecutive chair lol) I took it along with me on myjobs to see how it would affect my work and if itcould improve on it. What Bob did mention to mewas that this tool is like a surgical instrument.Instead of normal squeegees that take off themajority of the suds from the glass, leaving a rimbehind on the edges and corners that later requiresthe window cleaner to use a detail cloth, this newtool has precision like effects.
I must admit it did feel rather easy to work with, theglide of the rubber makes it effortless to use and thehugging effect of the channel ends on the framesworked very well but as I was not used to it I knewit would take a good number of hours or days to getthe desired results.
When you are used to using a basic squeegee (and Ihave to admit I am old skool. Yup, that’s ‘skool’ witha ‘k’ - my usual hand tool is the classic brass Ettoresqueegee) and I have been using a certain techniquefor years it is very hard to redevelop your technique
handle which has a very nice grip and feel to it. WhatI was finding however was that on some occasionsthe handle was not closing out as fine as I wanted itto, usually on wider frames or tight situations. I thenput the Liquidator channel into my usual handle andI felt much more at ease with the tool.
When you have been using your own handle for along time it is sometimes hard to adjust to a differentbrand or shaped handle. The Moerman handle wasfine but I preferred my own handle to use and I wasgetting better results with it. The designers of theLiquidator wanted to make the tool universal so itcan fit your existing handle if preferred.
A month later I was handed a new prototype to usewith a new type of Moerman handle, after my visitto Moerman headquarters in Belgium. The handlehas a different angle of attack to it, which I personallyliked very much. Also the new channel had beenchanged so I was finding the performance better, lessrestrictive and easier to use. The combination of thedifferent handle/stance and the upgraded channelfelt very nice on the glass.I was using a 14” and 18” channel in these newhandles and I felt much more at ease using them. Theglide was still with the tool but also when cuttinginto and closing out of the window I was gettingbetter results from it. I found I was using the 14”squeegee more often as it is a size I prefer using onregular jobs so it was getting a lot more usecompared to the 18”.Then in February, I was given a newer updated
with a completely new type of tool that no other toolcan do. Remember when the Wagtail tools came out?Technique appears to be always the key when itcomes to new tool design that is made to make thewindow cleaners life that much easier.
Breaking the habit of reaching for your cloth to detailthe edges when there is nothing to detail is kind ofstrange and hard to stop doing (boy, did I feel stupiddoing this for the 20th time lol). I can say though thatafter 3 days of using it my addiction for getting mycloth out to dry already dried edges started to fade.When you start to understand your tools you canput your trust in them and after a while instinctfollows and you know how the tool likes to movearound the glass.
The rubber is cut a different way to regular rubberand I was told that Moerman branded rubberperforms better in the Liquidator than other brandswhich has something to do with the correct widthmeasurement but it does take other brands,however, you will have to cut it to the desired shapeand length which is something to consider.
There are countless ways to use a squeegee on glassand I eventually found a system that worked for me.Gentle fanning movements work best with this tool,which most window cleaners tend to use. Usingsharp up, down movements then, sometimes therubber can jump off the glass or leave residue behindin the centre of the glass.I tested the tool using the Moerman bi-component
“.. A month later, I was handed a new prototype"
model, which I noticed, looked slightly differentfrom the first two prototypes, but what I did noticewas that the effects of the tool had been bumpedup again. Cutting into the start of the movementseemed to work better, the glide was slightly moreenhanced and the close out worked extremely wellwith the latest and final test channel.
Speaking with Bob over the phone he has statedseveral times that his performance has increasedeasily by 25%. So either he is finishing work anhour or so earlier each day or he is making 25%more money per hour by fitting in more jobs perday without working any harder for it. For mepersonally I have noticed a change in my work, Iam working quicker overall as I have less clothwork.The difference between me and Bob is that he has5 different sized channels that he works withwhereas I am currently using 2, so I am not gettingthe same results as he is getting but I have to admitthe time is being cut down and using this squeegeeis more fun to work with as it is cleaning anddrying 100% of the glass, practically all of the time.
Bob plays a game with himself when he is workingand it is called “no detailing allowed”.The game goes like this: where if he has to use hisrag to dry an edge the Liquidator has left behind hefeels he has failed for the day. I fortunately am notthat determined to be 100% detail free but havingless detailing work to do is very desirable for meand I would bet my bottom dollar it would appealto others too.
It has taken 80 or so years of the humble squeegeechannel to be improved/enhanced on 90° channelends and every window worked on, finished off witha scrim.Moerman believe they can change this with theirnew tool, working faster without working anyharder or any faster for it. I can see their point, whywork harder and longer if you can work quickerwithout the mistakes?
Is this the fork in the road for the humble squeegee?Will this new concept take hold? Only time will tellbut I can definitely say that using this tool reallysaves my time on the job.
“ If opportunity does not knock, then build a door”,I love that saying, it is so true!
So, you want to build a window cleaning businessor add more work, but you do not have the time?You want to build a window cleaning business oradd more work but not confident at residentialdoor knocking?You want to build a window cleaning businessover night?
These are some of the reasons as to why you wouldchoose a canvassing company to create more workfor your window cleaning business.
So what is a canvassing company? A canvassingcompany will charge you a fee to knock doors onyour behalf. They are usually seasoneddoorknocker's with experience in people skills andsales techniques. Their job is to get you morebusiness.It is important to note that canvassing is not foreveryone and it is important to note that canvassingis not the magic bullet for an instant off the shelvebusiness. In some cases and in some areas this canprove not as straightforward as both parties wouldlike.
To avoid misunderstanding follow these simplerules:
Choosing the right canvassing company
Avoiding a bad canvassing company or worse ascam, is really important. Actually, most windowcleaners that have had a disagreement with acanvassing company would probably start by usingthe words ‘bad company’ and ‘scam’, however,99% of the time its simply a disagreement ormisunderstanding or an unmanaged expectation.You can reach the right company by following afew simple rules:1) Listen to other window cleaners and look out forthe companies getting great reviews.
2) Read trade magazines like the Window CleaningMagazine for feedback and articles on goodcanvassing companies.
3) Is the canvassing company accountable?Company address, business cards and stationary,online presence, telephone numbers, are they on anysocial media, can they prove success, can theyprovide references you can follow up, is it all cash ordo you get a proper printed invoice and are you
Do you want to build a residentialwindow cleaning business quicklyusing a canvassing company?
We manage your expectationsand tell you how it works.
able to pay to a business bank account?
Getting started - Meet the canvasser
Meet the canvassing company that you have chosenand tell them exactly what you want. Such as thearea, type of target customer and price guideincluding how much work you are looking for.Spend an hour or so, if you can, driving around thearea you want to start your campaign in with thecanvasser and show different examples of propertiesand prices that you would go for and estimate. Thisstage is very important as both you and thecanvasser are getting time to discuss your needs ina one to one format. A good canvasser will begin tosync better in line with your needs here.
Discuss in detail what exactly your service entails.Does it include cleaning the entire PVC doors forexample - be specific. Being vague at any time in thisprocess leaves you open to misunderstandings later.
To get the best out of the canvassing company youmust be honest with them at all times. You shouldnever ask for more work than you can manage. Onewindow cleaner can earn between £150 and £250per day depending on how many hours they class asa ‘working day’.
As an example; if you usually earn £200 per day butthen you are asking your canvasser to get you £200pounds worth of work for the agreed clean date, thenthis is just asking for trouble. It always takes longerto clean in an new area you are not familiar with andfinding new properties not familiar to you on the SatNav is slower than knowing your own round like theback of your hand.
Make sure that you are in sync with the actualcanvass day. Leave dates aside to clean the new jobsthat come in and leave enough time to firm up thejobs in-between.If you average £200 per day, ask the canvasser to getyou £100 per day. This will help with any learningcurves and directional and technical issues and allowyou to take care and time over your spanking brandnew customers, in order to ensure they invite youback and that you make a great impression.
Prices
Agree a price on cleans that you would like toachieve and for which type of property. To workwell there must be a degree of flexibility so buildthat in as you give your canvasser instructions.
Agree a term for loss. This could be a refund or areplacement customer for cancellations. Agree inwhat circumstances this will apply before you starta service agreement with your chosen canvassingcompany.
If a customer is passed on, you clean it and thenthe customer cancels, again you will have tonegotiate the loss if any loss is due to you at all. Youmost accept that some customers might just dothis. It’s not your fault or the canvassers most ofthe time. Loss has to be factored in by you andsome loss may have to be accepted by you.
If it is the canvasser’s pitch that failed to managethe expectations of the customer or your servicewas below what the customer might have expectedthen again this eventuality needs to be discussedbefore the campaign is started. Discussing andunderstanding these points before hand will meanboth parties know where they stand.
Cancellations
Customers can change their mind. A booking at thedoor could turn into a non-booking at the
“..Agree a term for loss..”
‘confirmation’ call stage. If a customer cancelsalways ask ‘Why?’
Most window cleaners don’t ask WHY. To get themost out of this process you need to feed back theWHY answers to the canvassing company. Thiswill help them refine their pitch at the door orbetter still give the canvassing company theopportunity to contact that customer further tosettle any concerns.A good canvasser will find out why they havechanged their mind.
The main customer excuses for cancellation are,‘Price’ – some people just do not like to say ‘NO’and ‘The husband does not want it anymore’.
Also, the day you have chosen to clean, is justinconvenient that day to the customer.
A good canvassing company is always testing theservice they provide and the service that youprovide.The canvassing company has to be sure you candeliver the service just as much as they are underpressure to supply you with customers. It isnormal for a canvassing company to periodicallytest the level of service by calling randomcustomers after work has been placed.
Make sure the marketing you give matches thepitch you agree with the canvass company.
You must understand that the canvassingcompany has done his part in getting the leads;you must complete the process by confirming thebooking in the right way.You are paying a lot of money for this service andso you must treat the campaign as a high priority!Simply dragging your heels and not following thetips here is not good enough and the canvassercannot be blamed.
WARNING: If you lack the basic skills to close thebooking, then do not take on a canvassingcompany. A canvassing company does not providethe magic formula on its own. You will have to dosome work in the campaign too!
“...a text from a window cleaner is easy to cancel”
You have bookings to confirm! What do youdo now?
Your canvassing company has supplied you withconfirmed leads from the field for the agreedcleaning dates you specified. This is provided toyou via a spread sheet, normally via email. A goodcanvasser will be able to give you lots of detailfrom previous concerns about the previouswindow cleaners work to specific key points inthe conversation between the customer and thecanvasser.
NEVER, NEVER confirm the booking by textingthe customer. A text from the window cleaner iseasy to cancel.
Always phone the customer! NEVER, NEVER openthe call with “ You wanted a window cleaner?” or“Did you want a window cleaner?” always tellthem that you are their new monthly windowcleaner!
The preferred method is to phone the customer,always to confirm your booking! Do not get lazyin this area.
You should open the call with:
“Hello it’s (your name from ………… ) You spoketo …………. I was just ringing to check the address.That’s great and we are coming to do the frontwindows?”
Then confirm the price and any other service level.
“Fantastic, see you on the agreed day”.
You may have to call the customer a few timesbefore you get hold of them.Be persistent, generally you can call between10am – 7pm Monday to Friday, Weekendsbetween 10am -2pm.
Once you have confirmed the date is ok and thatthe address, price, regularity and any other detailare correct. Close the booking. BANG, one in thebag!
Text messaging is another method; you must agreea text message with the canvasser and work to that.You are prone to more cancellations using a textmessage generally, these are due to it being a facelessexperience. But other reasons do include customerscan change their mind.A booking at the door could turn into a non-bookingat the ‘confirmation’ text stage.If a customer cancels by text it is a soft cancellationso keep in contact with the canvasser so it can berectified with a follow up call. Be focused, reel themin with your great service and businessprofessionalism and customer focus. Being customerfocused will make the difference in your area.
There are some plus benefits to filtering, using a textmessage, it can be linked to your website which willincrease your presence to prospective clients,perhaps they will book you for an additional servicethey didn’t know prior to the link on the text, you canalso link it to your Facebook page, that may gain youmore presence in the area or a few additional likes.
The text message also protects the cleaner, acanvasser can be convinced you have said somethingincorrect to the customer, just show them the text,stating NO THANKS.
Never text more than you can clean in a day, text acomfortable amount in the morning, and text anyadditional ones later that day.The text message should be clear that it is windowcleaning and state the name of the company, the dateyour due, pets inside and gates open.The biggest benefit to the text message is you cancontact multiple contacts very quickly.
Feed back to the canvassing company how manyleads are confirmed, how many leads have changedtheir minds and how many have you not able to reachon the phone.
Meet and discuss with the canvassers during yourcampaign regularly/ daily whilst the campaign isrunning. You are the ‘Conductor’ and the canvassteam is the ‘Orchestra’, so to get the most out of theprocess you have to be in tune with the campaign.You see what I did there?
ALL WAYS BE CLEAR WITH INSTRUCTIONS TOTHE CANVASS COMPANY….. No ‘about’ or‘approximately’ or ‘roughly’ words, these couldleave to disappointment and confusion later.
What does it cost?
Canvass companies vary in cost and all will askfor a deposit of some sort. There are manypayment options such as x 2 the normal job valueamount for canvassed work, just go with whatyou feel comfortable with money wise. Alwaysask for references that you can verify by calling.
Some will charge for the first clean price onlyplus an extra couple of pounds on top of that. Inmost cases you can book and pay as you go(which is an excellent way to grow yourbusiness) others will charge way more.
Some will have expenses that need meeting. Ifthey have to travel with a team outside your areaand stop in a hotel, then this cost will be addedto your campaign cost.
So, you want to door knock yourself?
Top ten tips
1) Be clear on the service you provide and havemarketing to hand at the door including yourcontact details.
2) Consider the way your company looks. Isyour van clean, does it have your logo, numbersand website on it? Does it have trade logos? Makesure you look the part too. Wear a clean uniformand your ID badge (if you have one, or Guild orFWC badge with photo)
3) Work out your USP (Unique selling point) andmake sure people know it. What makes youdifferent and stand out from the last windowcleaner.As long as you are offer something different fromthe window cleaner they are used to in that area.The more creative you are with USP the betteryour results.
“..so you want to knock doors yourself?Here is Our top ten tips ”
9) Tell the customer the service that you offer(which will be bigger and better and more valuefor your money than your competitors) beforeyou give them your price.
10) And remember, the customer will oftenfib or forget. They fib about how much they havepaid in the past, about the work carried out andabout any add on’s.
“..the customer will often fib or forget..”
4) Check that the door knocking is not in ananti-door knocking zone.
5) Do not wear sunglasses. The customer wantsto see your eyes at the same time as your lipsmove. And do not knock doors too late or too early.
6) Knock the door politely, and then step awayfrom the door in SUBMISIVE mode. The customerwill want to know who you are?
7) Explain your reasons for being at the door. Usehumour. Over time you will develop a differentapproach to different customer types andreceptions.
8) Make sure you use STIMULATIONQUESTIONS. This will get the customer interestedin what you have to say. This will gain trust. Youneed their trust. You must continually stimulatethe customer and so ask questions to keep the flowgoing such as; “ Do you have the doors and framescleaned as well as your windows?”
but not quite PPB. So what is the meg tech thatchampions these new systems? Well, let us take a
PFS™ – Periodic Flush System. On start up thisfeature automatically flushes the Reverse OsmosisMembrane for a period of 2 minutes. Thereafterthe RO is flushed for 2 minutes every hour duringthe filling process.
ROM™ – Reverse Osmosis MaintenanceSystem. At the end of each tank fill, pure water isdiverted to the RO membrane housing. Leavingthe RO membrane bathing in pure water betweenfills ensures that dissolved solids (found in tapwater) do not foul the membrane. Further,dissolved solids that are not removed from themembrane surface during Periodic Auto Flushcycles are absorbed by the pure water during the‘rest period’ to be flushed away during the firstflush on startup.
PDI™ – Perpetual De-ionisation. This featureconsiderably extends DI resin contact time. Ultrapurification is achieved by repeated exposure ofpurified water to the final DI polishing stage.
Pure2o have landed brand new machines thatwere launched at this years Cleaning Show,London. It would appear that Pure2o have goneback to the drawing board and revised the entirerange managing to strip back an impressivefurther 10% of weight allowing the system tooffer a lower centre of gravity for an improvedvehicle handling.Pure2o is essentially the value range and sistercompany of Ionic Systems. And they have loadedthe new released range with lots of new tech for thecandy heads out there.
With periodic auto-flush, ROMSTM and PDITM.What the hell are these? I hear you ask… wellPure2o claim that the water quality of this rangemoves into the sub zero PPM slot!
There are, apparently, benefits of cleaning windowswith ultra pure water measured in meg Ω. This is asmall unit of measure, but pure water measured inthe meg Ω range is claimed to deliver faster, betterspot free results.
Essentially you are getting better than PPM water
Pure2o launchnew systems
The new range comes in differing configurationswith Greek God names for each, probably tosymbolize the power of the systems delivery andresults no less.
Compared to years gone by, this yearsCleaning Show at the Excel London featuredsignificantly less water fed pole systemsuppliers than before. Pure2o Ltd was one ofthe few, but a visit to the Pure2o stand tolearn about all the new tech features of theirrevised range was a worthwhile experience.In this issue we catch up with Craig Mawlamfor a rare interview and we chat about therange and the thinking around it.
WCM: Its no secret that Pure2o Ltd is one of yourcompanies, but what is the ethos of the Pure2obrand compared to Ionic?
Craig: Since the launch of the Reach & Wash® Systemin 1997, Ionic Systems has been the clear marketleader with a steady stream of innovative products.Window cleaners who buy from Ionic stay ahead ofthe curve, for example when Ionic launched itsrevolutionary Thermo-pure System back in 2001the competition poo-poo’d it as a gimmick.Interestingly back in 1997 many in window cleaningsaid the same about Reach & Wash ! However, smartWindow Cleaners who invested in Reach & Washand later in a Thermo-pure System maintainedtheir advantage over their local window cleaningrivals and grew their businesses as a result. Lately theunique selling feature for Ionic customers is the Zero
, offering a window cleaning service using Ultra purewater that is 1,000 times purer keeps Ionic customersin the lead winning contracts from window cleanerswho leave spotty windows. Staying at the forefrontrequires a deep understanding of window cleaning,
the market, timing and business acumen. It alsorequires a commitment of time, energy and ofcourse money.Ionic is the premium brand, but the real value ofowning and operating Ionic Reach & Wash®Systems is more than the sum of the machine’scomponent parts. For those who can’t see that, thereis Pure2o .Those who compare on price alone can be forgivenfor thinking that Ionic products are expensive, butPure2o disproves this. Pure2o uses the samestandard, off the shelf filters that are fitted bypractically every other supplier in the market butits systems cost less. The fact that Ionic appears tobe expensive allows other suppliers to hike theirprices.Pure2o systems allow window cleaners to makea like for like comparison to see for themselves thatquality doesn’t always come at a premium price.
WCM: That’s quite an insight, so what you aresaying is that Pure2o is the value brand ofIonic?
Craig: You could see it that way, but pleaseremember Pure2o Ltd is a separate legal entity toIonic. However Pure2o products are made in thesame facility by the same skilled technicians.
WCM: It is easy to see the added value in theIonic brand, but other than price, where’s theadded value in choosing Pure2o over anyother supplier. After all Pure2o machineshave the same filters as any other machineexcept Ionic’s?
Craig: Firstly Pure2o systems are professionallyfitted and come with a Thatcham Crash TestCertificate, because unlike others, Pure2o systemshave been subjected to an actual crash test to aninternationally recognised standard FMVSS-208.
Exclusive interview with Craig Mawlamof Pure2o
WCM: Other suppliers make safety claims fortheir systems too, so that’s 1 all isn’t it?
Craig: It may appear that way but it’s worth takinga closer look. Though I have to say, compared tosystems or should I say ‘death traps’ that whereavailable in the late 90’s and early 00,s I am pleasedto see that some suppliers have made an effort toimprove safety for their customers. However, actual,physical product testing is the final step at the endof a product design and development process. Crashtesting is the final proof that all of your theories,computer aided design, finite element modelling,development testing, crash simulations etc, actuallywork in practice in the real world. Remember thatsafety claims are made for one reason, to sellproducts! However product testing to recognizedstandards, in this case Crash Test Standard FMVSS-208 is undertaken for product liability reasons.If I had not done everything in my power to ensurethe safety of our systems, the question I would mostdread in a court of law would be “Mr Mawlam, whatmore could you have done to prevent this fatalaccident”. For anyone in business, defending yourselfat an inquest has got to be the one thing you fearmost. Customers of both Ionic and Pure2o enjoythe same peace of mind that the Thatcham FMVSS-208 certificate gives me.
WCM: That’s heavy stuff and food for thought,please tell the readers about other features andbenefits of Pure2o systems?
Craig: Sure, as time goes by Pure2o gets to benefitfrom innovations that have long since becomestandard features of Ionic’s range. For 2015 Pure2o
gets some of the automation and tech featuresfrom Ionic’s flagship Zero . Things like PFS , ROMS
& PDI are now available as standard or optionalextra’s.So you see for 2015 Pure2o is raising its game notonly in terms of best price but also in terms of addedvalue, with Pure2o you get more for your money.
WCM: Craig, you have a long history in windowcleaning, did you see anything at the cleaningshow that caught your eye?
Craig: Yes, I was really pleased to see real innovationin the squeegee market. It’s been a long time sinceI’ve seen such a focused step forward in squeegeedesign as the new Liquidator from Moerman. Thoughlong established Moerman is not the first name youthink of in the squeegee market yet they are doingremarkable things and window cleaners who pridethemselves on their essential squeegee skills shouldtake a closer look. I still get a kick out of using asqueegee and those who use them well can cut anedge so cleanly that they have eliminated the thirdstep (detailing the edge of every window with a cleanscrim or micro-fibre cloth). What the Liquidator doesso well is that it cuts a clean edge every time even inthe hands of a novice or intermediate windowcleaner. The Liquidator is going to be a big hit, givingbetter results and saving up to 30% of time on thejob. The biggest surprise for me though was that thisinnovation didn’t come from one of the big names. Alesson for us all, always try to be an expert in yourarea of specialisation.If you’re a window cleaner be the best windowcleaner you can be and don’t take your eye off the ball,if you’re a squeegee manufacturer………….
WCM: At the show there was a lot of talk aboutUPW and megohms, what is UPW and what aremeggohmsohms, is this a cap M at the beginningand why should window cleaners be interestedin them?
Craig: Before 1997 the terms TDS or PPM were notpart of a window cleaner’s vocabulary. Since theintroduction of the Reach & Wash® System, Parts PerMillion as a measure of the Total Dissolved Solidsvalue of the pure water for window cleaning iseveryday speak. For the most part when windows arecleaned using the correct technique with pure waterat 0ppm (tested on a simple handheld TDS meter)acceptable results can be achieved. The reading oninexpensive handheld TDS meters changes at 0.5 TDSintervals so when you see a reading of 000 the truereading could be as high as 0.49 PPM and that‘scertainly the case when using DI alone. Below 0.5PPM, the resolution of ultra pure can be defined inmegohms. Ultra pure water, also known as "UPW" or"high-purity water", is water that has been purified
to uncommonly stringent specifications. Ultra purewater is a commonly used term in thesemiconductor industry to emphasis the fact thatthe water is treated to the highest levels of purityfor all contaminant types, including: organic andinorganic compounds; dissolved and particulatematter; volatile and non-volatile, reactive andinert; hydrophilic and hydrophobic; and dissolvedgases. In ultrapure water systems, electrolyticconductivity or resistivity measurement is the mostcommon indicator of ionic contamination. Thesame basic measurement is read out in eitherconductivity units of microsiemens per centimeter(µS/cm), or in resistivity units of megohm-centimeters (Megohm•cm). These units arereciprocals of each other. Absolutely pure waterhas a conductivity of 0.05501 µS/cm and aresistivity of 18.2 Megohm. So you see in terms ofpure water for window cleaning 18 meg UPW isthe prize. In the same time saving way that the newLiquidator squeegee takes the skill out of cuttinga perfect edge, both P2o’s & Ionic’s Megohm rangetake the guesswork out of spot-free water fed polecleaning.
WCM: There are window cleaner’s who wouldsay that they’re perfectly happy with theresults they get with 0ppm, so why have yougone to the effort of improving the waterquality of your machines?
Craig: Of course it’s possible to get perfect resultswith 0.5 ppm water, however there are manywindow cleaners who leave spots on windows too.Its an insult to the professional who maintains hissystem properly and works hard to achieve aperfect finish when customers ask “can you quoteto use ladders because the last wfp window cleanerleft spots”. Let’s be honest there are plenty of guy’swho don’t maintain their systems and even thosewho use untreated tap water. Having the latesttech gives professional window cleaners anadvantage to combat the cowboys and win newbusiness. For commercial window cleaners whohave faced cuts in the cleaning frequency, the new
Megohm UPW range gives them a fighting chanceto maintain customer satisfaction on reducedfrequency cleans as well as initial cleans as well asthose heavily salted seaside contracts.
WCM: How about service and back up fromPure2o , does P2o offer an on-site fittingservice?
Craig: For many years as a window cleaner Iworked outdoors all year round. So I understandthe challenges that the elements can through atyou. Combine that with sloping driveways, unevenground, busy roads, puddles, wet clothing;inadequate lighting and cold hands and I can seethe potential for short cuts and poor service. It isfor these reasons that we do not offer drivewayfitting. Meeting safety standards doesn’t end onceyou’ve crash tested, every machine has to beinstalled in accordance with the design criteriagoverned by the testing carried out. When a vehiclelift/ramp is used for the install within a warm andwell lit building, not only can the installers accessall areas to ensure that the equipment is installedcorrectly, so can those responsible for supervisionand final inspection. Customers of Pure2o havethe peace of mind of knowing that properinstallation to the FMVSS-208 standard as well asafter sales support, is offered locally by P2o’snationwide network of fitting and service centres.
Gardiner’s poles are renownedworldwide for quality andinnovation and when I got to havea go with the latest version of theSLX 35, I have to say that I wasimpressed.
Alex Gardiner has put a lot of thought into hisrange of poles as many window cleaners willhappily testify. This latest pole has got what arecalled “Adaptive Smart Clamps”. These have a selflubricating insert between the lever and theclamp itself. This insert it is said, will providesome passive lubrication between the surfaceswhich get the most friction. The principlereminds me of the bearings deep inside theengine of a car which are designed to be softerthan the surrounding parts and thus take mostof the wear after which they can be replaced. Thisprinciple has been used in the Gardiner pole. Howeffective this will be has yet to be established butit is highly likely to be beneficial.
Also these clamps are designed to adapt to thewear that any pole will be subject to and stillprovide a firm grip and prevent the dreadedswivel that we have all experienced.
The Gardiner SLX 35 is certainly a lightweightpole and at first I thought that it must be a 25because that’s what it felt like and yes that is meholding the pole up with one finger, brush
included. This is quite significant and veryimpressive for the size of the pole.I have used this pole at full extension and Ialways felt fully in control at all times because ofits lightweight properties.
Each section of the pole is capable of beingremoved or “split”. As I like to work with splitpoles these days, it does mean that the hose hasto stay on the outside but it is something that youget used to and does have its advantages. Inormally do a lot of modern domestic work –houses, most of which are just one storey butwith the occasional second storey. For this workI have the pole split at the third section whichgives me plenty of pole length for virtually all mywork. Because I know my round so well, I knowexactly when I need the rest of the pole so I don’tneed to carry it round with me all the time. Whatthis means is that I can do most of my work withan ultra-light pole. This makes a difference overa day to alleviating fatigue – no doubt about it.
Wagga takes a look atGardiner’s SLX 35
“Job Done!”
Is there anything I don’t like about this Gardiner'spole? Well yes but it’s just a preference. Themanufacture of the carbon fibre makes thesurface of the pole rough to the touch andincreases the friction on the clamps whenextending or retracting the pole so reducing theefficiency of the process. It makes it slightlyslower.Have the poles been made this way to improveclamp grip? I don’t know but this is not reallymuch of an issue. It’s just one of those things thatyou get used to. I still prefer a smooth surfacedpole.
So, would I recommend this pole? Well theanswer is a resounding yes. It’s not a cheap polebut in this case if you are serious about your workand you need a pole of this length - it’s worthpaying out for.
The actual weight of the bare pole for the SLX35comes in at an impressive 1200 gram. It just getsbetter and better. Remember though, if you aregoing to use a split pole for any length of time,you will need to take care of the unprotected endof the pole which will make contact with theground frequently. You could find a smaller endcap or devise some other method of protectingit.Combine this ultra lightweight pole with an ultralightweight brush, quick lock connection systemand you are on to a winning combination. I haveoften seen a lightweight pole spoilt by putting aheavyweight brush on the end. Anything put onthe end of a pole will increase its leverage andalso effect the poles rigidity which in Gardiner'scase is exceptional.Even at full extension, the SLX35 retained itsrigidity (using the Gardiner's single trim brush)and it was easy to manoeuvre up and down a twostorey set of windows even with the carbon fibregooseneck fitted. All the time the rigidityremained excellent and at no time did it feel thatany of the clamps were ever going to let me downand begin to allow the pole to rotate. Of courseonly time will tell as to just how long the pole andclamps will actually last especially in the harshenvironment of a British climate and heavy usein a domestic setting. In the USA, it is apparentthat poles get an easier life than in the UK. Ofcourse with the pole split to just three or foursections, then the rigidity is going to seem evenmore impressive.
“..is there anything I don't like aboutthis pole?..”
Why have bigger when what we have is enough...
My name is Marc Stow of Stows Window Cleaning.After Lee asked me to feature Marmite (my workcar) and a short article in WC Trucks, I wasn't surewhat I was going to write about ...being this is mythird time in the magazine. The story of how andwhy I started has been told and so too has, whatadd-on jobs I do alongside window cleaning.So let me talk about progression in the slow lane."Baby steps stay out of depth", in this fast movingworld we live in today its very easy to become anugly consumer, we want more, we want bigger, wewant what we haven't got and we want it now. Idecided from the beginning I wasn't in a hurry. Youhear a lot of people talk about exit plans orstrategies...not for me I'm here for the long haul. Iknew what I wanted and I knew that if I kept goingI would end up where I wanted to be.
Patients and faith in my own ability has been thebackbone of my story and 2/3rd's of that story Ihave been using "Marmite" my long running reliable
workhorse, a 1995 VW Golf GTI. There are clues inthe name some guys love it, others just want to seeit gone. I often get asked sometimes not as pleasantas others but as to why I work from a car, "just buya van,” they say. Having Marmite adds to the overallpassion to the window cleaning game. I enjoy gettinginto my car every morning and driving to our firstdestination. With having such a small amount ofvehicle space to play with its taken a few attemptsto get the WFP set up just right! I have gone from asmall tank with the usual garden hose, beforerecycling it into a trolley system, to then and now inits current and best setup, I have interchangeablebarrels, with 100m of hose and a choice between asmall ali Renegade pole or a 44ft Carbon Simpole. Sowhat’s next for me and my matt black sidekick...moreof the same! A steady pace to success... This windowcleaning game isn't just about a pay cheque for me,its a lifestyle, its a journey, I love the fact that I canincorporate many pleasures in life into one simpletrade. Without sounding like a control freak I justlove doing things my way and on my terms. Untilnext time...
The Cleaning Show, London has to be one ofthe biggest events in any cleaning companiesdairy. For the window cleaning sector therewere several companies that were windowcleaning related ranging from distributors tomanufacturers.
The companies attended were the likes ofLehmann/Lewi, Unger, Moerman, SkyVac (which iswindow cleaning related in any window cleanersbook) Ionic Systems and Pure2O, Cleaning Spot andthe Window Cleaning Warehouse - not forgetting thewindow cleaning category of innovation and TerryTurbo Burrows who put his title on the line in theWindow Cleaning Competition.There were some very interesting new things thathave not been seen before such as the Rota QleenSystem by Lehmann from their Qleen tool range. Agreat piece of kit with rotor bristles and watercoming out like a modified water fed pole. Perfectfor cleaning solar panels claims the company. Peoplewere able to try and test it. It looked much easier touse than a regular brush head and it was great toclean awkward and hard to reach solar panels.The booths that were really popular were IonicSystems, Unger & Window Cleaning Warehouse.Every time you hovered around these areas therewere a good number of people standing around and
and trying out equipment. Also strategicallyplaced were the window cleaning competition,where people all day could practice on theirtechniques and time for the Wednesdays comp.The innovation award was held on the Tuesdayand the category for window cleaning had 4entries. Unger had 2 entries, Moerman andFacelift. There were 3 judges that were involvedin the innovation award and one of the judges wasa member of the Federation of Window Cleaners.Unger had their NLITE Hydro Power entered,Moerman had their new squeegee, soon to bereleased, The Liquidator and Facelift had a waterfed pole entry.The venue was held in the Excel Centre and it wasso huge that it rarely looked overly busy. Lots ofpeople were there and it was nice not having tofight yourself through crowds of people. When youvisited the Unger booth they practically had theirentire Unger window cleaning gear on show. Nowonder this company is the No1 window cleaningcompany in the world in terms of its range ofproducts. From leather holsters to their windowcleaning poles, they had a huge amount of stockon show which dwarfed any other company thathad window cleaning displays.On the opposite side of the venue hall was IonicSystems, they had their huge flag that could be
WCM Stig
S e c r e tCorrespondent
The Cleaning Show 2015London
The judge of the innovation award seemed veryhooked on the squeegee. He was heard saying thatthis could change his abseiling window cleaningbusiness if his workers used this squeegee. As agovernment backed organisation he mentionedhe could not promote it but he could recommendit in terms of the safety aspect when working uphigh. No stretching to reach the frame with thecloth he was stressing.All in all the show seemed to be a success. Sometalk from attendees quietly complained that theshow should have been held in Birmingham as itwas easier to get to and we all know how Londonis during the week. But all in all a successful day.
seen from the opposite corner of the hall whereUnger and WCW was placed. Make no mistakeabout it an Ionic System definitely looks the part. Interms of water systems I think everybody can agreethat Ionic are one of the top of their game.
A little further away from the Ionic booth wasPure2o, although a sister company of Ionic withnew machines released to the market, Pure2ocaters for the lower end market of pure watersystems. They also had some nice systems on showbut definitely these are value for money models.
Cleaning Spot was bang in the middle betweenthese two companies and they had their cataloguesand equipment on show for the public also.Terry ‘Turbo’ Burrows, World Guinness Bookholder for the fastest window cleaner on the planetwas there as usual - he was a busy man, lots ofpeople wanted to talk to him and Terry is a veryfriendly person and can talk for hours about thecompetition and technique. On the Wednesday ofthe Competition, Terry kept his title and the personwho came 2ⁿ was one of the team members ofUnger.Moerman was centred away from the main windowcleaning corners but they still had a very busy timedue to their new squeegee, The Liquidator. Theyhad a window set up and there were queues ofpeople waiting to try and test it out.
Willie Erken of Wagtail spoke to WCM recentlyabout his latest invention.
WCM: Willie you are a serial inventor!! Why somany products?
WE: Guilty as charged.
WCM: The latest product you have is called theWagtail Swayless water fed pole? What doesthat even mean?
WE: The Swayless means that it is a more rigid polethan any of it's predecessors. The individual poles arevery sturdy and lightweight.
WCM: It is 'stackable'?
WE: ‘Stackable’ means that each pole is measuredto one's height and each component matches thecorresponding poles' depth.Each pole is of specific height and double ended(except the 4")
WCM: What are the benefits of using this system?
WE: The benefits are that this system is designedfrom the ground up, in other words 2ft to 42 ft . Wealso have a very small pole to a 15FT pole, all on theone system!
WCM: This is a complete system with a caddytoo, right?
WE: Yes, it is a controllable system that is drivenusing the leverage of the pole that is anchored at thebase. It also includes a bucket (bag) for traditionalwork i.e. fatty stains on low windows.
WCM: Does it come with the Jetstream?
WE: Yes, at the present it is with the Jetstream butthe Wagtail Zap Jet is only a week away. This tool isamazing, half the weight of the Jetstream!
WCM: Tell us about the years of research onwater fed poles that lead to this new variety?
WE: For years I have studied the reactions fromastute guys about the failings of their poles. Wedecided not to imitate but innovate and start with acompletely different pole structure.
WCM: Is the caddy stable in transit fromproperty to property?
WE: The Caddy collapses completely if it does notcarry the water purifier but it will still collapsedownward. All the Wagtail tools and water holdersare away from the collapsible parts of the caddy.
WCM: Explain how the poles fit together. Dothey connect like modular’s?
WE: Each pole is extendable from the base. Each polehas it's own corresponding matched coupler and enddepth measuring device.
WCM: Can you quickly interchange with otherwagtail tools? Does this make you faster?
WE: Yes. We did a video, racing a friend and thedifference is incredible. My guy took two secondswhilst our mate was twenty seconds.
WCM: What is a Zap Jet?
WE: The Zap Jet was shown in England at a tradeshow but it is now a leap year ahead of what weshowed back then. The video is up on You Tube butit is for private viewing only at this stage.
Wagtail Swayless:We speak to Willie Erkenof Wagtail
Imagine the scene - you arrive at your first jobonly to see a new cleaner next door. As thattight feeling starts in the pit of your stomachyou mumble those same old words - "There heis again. Doesn't he know this is my area?"
If you've been in business long enough you've hadthat conversation with yourself many times as newguys tried their hand at starting a window cleaninground. Maybe you've even contemplated runningthem off or at least given them a dirty look as theyhesitantly waved to you. But is that the best wayto deal with competitors or is there a better way?
But It's My Area
That mindset may betray a lack of confidence inourselves. If we do good work and buildrelationships with our clients then new cleanersaren't a problem. In fact if we think rationally werealize that cleaning all the glass in our area isn'trealistic. Also we don't really want to clean for justanyone or anywhere. For instance we all knowthose people we wished we had never worked foror maybe we don't want to use ladders and someproperties require ladders. So what we considerour area may contain multiple locations that don'tfit our business model. Despite those realizationswe still fear seeing other cleaners in our area. Why?
The Fear Factor
While there can be individual reasons for ourreactions to competitors there are some generalfactors that come into play. What are they?
1)Peer pressure - you have been told by other"successful" business owners that crushing thecompetition is the only choice.
2)Fear of the unknown - maybe the new guy isfriendlier or offers services you don't that mightbe important in your area.
3)Unsure of your own worth - most of the timewe are projecting our own insecurities onto animagined threat.
While there are the occasional mean spiritedcompetitors in general other cleaners only wantwhat we do - to support our families. What are theconsequences of unchecked competition?
The Wal-Mart Equation
Everyone loves a deal right?! In fact it's almost anobsession with many people. It's likely one reasonfor the success of the big box stores like Wal-Mart.But that has lead to its own problems. The mainproblem with a lowest price philosophy is thedestruction of quality. As the prices race to thebottom so does the quality of the product orservice. In order to reduce costs there has to besacrifices. The first causality of that is usuallyquality.
Applying this to our area means that if we begin toengage in unchecked competition it usually meansa price war. While some might think this is
Why Hating YourCompetition Is SelfDefeatingBy Tony Evans
Add to that the quality enhancement factor.
What is that you ask?
Simply put, we have to keep our quality up as do theothers in our area because we have conditioned ourmarket to expect quality not lowest price.
It's a win/win for cleaner and client.
Are You Sure?
I know this seems like crazy talk but I've foundfirst hand how networking with fellow contractors inmy area has benefited my business immensely.
I've even been able to team up with a window cleaneror two and carry out window cleaning on largeraccounts that neither of us could have done alone.
In the end you have to choose your course. Butwouldn't you like to replace that tight feeling in yourgut for a firm handshake?
good for the client in reality it is not.
As was stated the Wal-Mart equation comes intoplay and the quality suffers. This means the clientgets an inferior job or the cleaner can't continue towork at those low prices and goes out of businessor both. Either way the market and our reputationas an industry suffers. Is there an alternative?
The Alternative
While it may seem crazy why not embrace yourcompetition. Developing a cooperative relationshipwill be mutually beneficial.
How so? As was stated earlier we don't all want towork for the same people nor do we work in thesame ways.
By networking with fellow cleaners (especiallythose who offer services we don't) we can makesure both businesses are profitable. No moreundercutting each other in a mad race to the lowestprice.
Tony Evans working on a commercial account
