First Place Team for Marketing Capstone Course Competition

BenchMark Facility Solutions

Change The Standard: Joshua Cameron, Chen Peng, Kelly McDuff, Amanda McDonald, Luis Arzola, and Nick Mostowfi

Mission and Vision Statement BenchMark Facility Solutions

Mission and Vision Statement • BenchMark’s mission statement is to "Change The

Standard" in Facility and Property Services for our Clients by empowering our Team Members to design, differentiate, and deliver services, purposed by innovation and sustainable practices, while elevating the Standard in our industry.

• BenchMark’s vision is to “Set the Standard to Exceptional Service Levels” and they are able to do so by continuing to commit themselves to their clients, contracted customers and employees through experience, knowledge and teamwork.

SWOT Analysis BenchMark Facility Solutions

Strengths• Low Employee turnover• Multi-skilled workforce• Ability to travel within DFW and surrounding cities• Current contracts with 2 of the most popular tourist

sites in DFW• Contracts guarantee permanent bond with client

Weaknesses• Geographic Concentration: Only in DFW area• Strong Local Competitors:

o Integrity Facility Solutionso ABM-Facility Services

• Strong Competition in Valet Trash Services segment:o Dallas Valet Trash & Junk Removalo Empire Valet Trasho Valet Waste

• Cash flow is a primary challenge in business growth• Marketing and Sales efforts are weak

Opportunities• BenchMark has little to no local market share.• Shifts in consumer consumption habits that are

moving toward increased utilization of cleaning services.

• A business model that is easily scalable. • Wide range of locations for Valet Trash and

Destination Locations.• Market is showing consistent growth.

Threats• Service portfolio is similar to what is already offered

by major companies.• Potential clients are integrating facility service duties

onto their employees.• Low barriers of entry allows for more competition.• Ease of finding substitutes.• Procurement prices indicate a decrease in janitorial

profit

Markets

Valet Trash Services • Targets: Apartment Complexes, Senior Living Apartments• Low startup cost• Low overhead• Gets our foot in the door, so that we can offer other

services and increase contract size• No risk for apartments

Destination Locations• Targets: Museums, Theaters, Aquariums, Landmarks• Require attention to detail and skilled labor• Fits into our biggest competitive advantage• Some experience already• Single Local Locations- Doesn’t spread BenchMark

too thin (more manageable)

Destination Locations Cont.• Problem: Many of these locations have in-house

cleaning services.• How do we get our foot in the door?• Floor Maintenance: Many locations researched

source this process out to third parties. So this is our Trojan Horse into Destination locations.

Competitor Analysis Valet Trash Services

Major Valet Trash CompetitorsEmpire Valet Trash• In Dallas area, they pick up trash at apartments,

student housing centers, and senior living facilities.

• Providing doorstep trash collection five nights a week.

• Delivering a welcome letter to the customers with instructions before they begin service.

• A valet trash site coordinator will come to the service property and walk the entire complex at least once a week.

Sources: empirevalettrash.com

Major Valet Trash Competitors

Valet Waste• Created Doorstep Collection for the multifamily housing

industry in 1995.• Offering a standard five nights per week trash and recycling

collection service.• Offering numerous waste container options, collection

dates, and service times.• Providing iValet smartphone application that enables the

valets to provide detailed and specific information to all the customers as well as provides unparalleled service. Sources: valetwaste.com

Major Valet Trash CompetitorsValet Waste Cont.Standard collection service• Residents place the waste outside on the

doorstep between 6:00 PM and 8:00 PM, Sunday through Thursday.

• Trash will be collected at 8:00 PM• Residents place the empty waste containers back

by 9:00 AM the next morningSources: valetwaste.com

Major Valet Trash CompetitorsDallas Valet Trash & Junk Removal• Trash is collected 2-5 nights per week. • Using leak-proof receptacles and onsite

dumpsters.• Providing regularly maintaining service to

dumpster areas.• Providing recycling services.• Providing free junk removal to community

partners.• Providing great discounts on general property

maintenance services to the partners.

Sources: dallasvalettrash.com

DemographicsValet Trash Services

Data Collection by CityAllen: 7Rockwall: 5Plano: 14Denton: 9Garland: 3Dallas: 7Wylie: 1The Colony: 1Bedford: 1College Station: 1Mesquite: 1

Total: 50

Demographics: TexasPopulation: 25,145,561

• male-49.6%• female-50.4%

Median resident age: 34 yearsMedian household income: $51,704Source: http://www.city-data.com/

Demographics: Allen (2013)

Population: 92,020• male-47.3%• female-52.7%

Median resident age: 35 yearsMedian household income: $91,204Per Capita income: $37,874Median gross rent: $1,235

Demographics: Rockwall (2013)


Median resident age: 36.7 yearsMedian household income: $92,612Per Capita income: $36,404Median gross rent: $1,146

Demographics: Plano (2013)


Median resident age: 38.2 yearsMedian household income: $80,448Per Capita income: $41,868Median gross rent: $1,120

Demographics: Denton (2013)


Median resident age: 28.8 yearsMedian household income: $43,976Per Capita income: $24,643Median gross rent: $887

Demographics: Garland (2013)



Demographics: Dallas (2013)

Population: 1,257,676• male-49.9%• female-50.1%


Demographics: Results

ConclusionsHigher income/rent cities are more likely to have Valet Trash Services.

• This means that tenants are more likely to pay for Valet Trash but it also means a higher level of competition in these areas.

Lower income/rent cities are less likely to have Valet Trash Services.

• This means that tenants are less likely to pay for Valet Trash but it could present an opportunity for BenchMark because of the lower competition. If tenants can be sold on the benefit or if we can operate on lower margins. Perhaps a opt-in decision can be made on an individual tenant basis.

Primary ResearchValet Trash Services

Questionnaire (Valet Trash Service) Questionnaire (Valet Trash Service)

Hello, my name is ______ , and I am working on a marketing project for The University of North Texas and would like to speak to the property owner/manager, if that is okay, to see if they have 5-10 minutes to answer a few questions for our research report. (If the property owner or manager is not available ask if there is a better time to call back and try again)

Do you offer Valet Trash Services for your tenants?

Yes:

Do you handle that service yourself or do you contract a company that is responsible for the pickups? What do you like about Valet Trash Services? Is there anything you don’t like or would change? Do your tenants find Valet Trash Services beneficial? Have you ever had any complaints and if so what are some of the most

common complaints?

No:

Have you heard of Valet Trash Services before? Have you ever considered Valet Trash Services? Why or Why Not?

Do you contract a Facility Services Provider to help with things like: cleaning walkways, parking lot sweeping/cleaning, landscaping and carpet cleaning?

Yes:

Do you use one company or multiple companies for these services? Is it or would it be easier to have one company handle all of your facility services for your business? What are you looking for in a facility service provider? (quality, low expense, speed, all-in-one service, etc.)

No:

Do you handle these services yourself? Would it be easier to have one company handle all of these services?

Thank you for taking time out of your day to answer my questions, have a nice afternoon.

Target Customers: ApartmentsPROPERTY MANAGEMENT SURVEYED APARTMENTS TEXAS LOCATIONS

Allen Harrison Ridgecrest 28

Allied Orion Group Twin Creeks Crossing 104

Alpha Barnes Providence Place 55

American Communities Bel Air Ranch 8

Austin Ranch Austin Ranch 3

Bassnam Properties La Ventura 14

BH Management Settler's Gate Apartments 91

BH Management Benton Pointe Apartment Homes 91

Brookdale Brookdale Club Hill 25

Camden Property Camden Legacy Creek 43

Capital Senior Living Crescent Point 35

Carter Haston Eastside Village 1

Citygate 19 Twenty 28

Co Star Group INC Auberry at Twin Creeks 118

Gables Residential Creekside at Legacy 38

Horizon Realty Advisors The Venue 6

Inland Residential Summer Meadows 5

JRK Property Heritage at Lakeside 8

Target Customers: ApartmentsPROPERTY MANAGEMENT SURVEYED APARTMENTS TEXAS LOCATIONS

Lease Star Orion Rockwall Unknown

Lease Star Creekside South Unknown

Lease Star Wyndsor Court Unknown

Lease Star 1201 Park Unknown

Lincoln Property Company Rockwall Commons 27

Luma Corporation Paces Crossing 23

Middleburg Management Mission Eagle Pointe 4

Milestone Management The Domaine 76

Oak Properties Oak 5th Street Crossing 6

Omnium Cottages at Tulane 12

Pinnacle Mission Rockwall 124

Pinnacle Timberlinks 124

SIMC Property Management Woodhill Unknown

Southern Land Company The Loft at Watters Creek 5

Spectrum Properties Preston Place 6

Sunridge Management Group Sonoma Court 59

UDR Highlands of Preston 11

Wesstdale Assest Management Copper Canyon Apartments 84

Wesstdale Assest Management La Colina 84

Primary Research: Valet Trash Services

Do you offer Valet Trash Services for your tenants?

Have you ever considered Valet Trash Services?

YES 68%NO 32%

YES 37.5%NO 62.5%



Do you contract a Facility Services Provider to help with things like: cleaning walkways, parking lot sweeping/cleaning, landscaping and carpet cleaning?

Do you use one company or multiple companies for these services?

YES 62%NO 38%

One 26%Multiple 74%



Is it or would it be easier to have one company handle all of your facility services for your business?

What are you looking for in a facility service provider? (quality, low expense, speed, all-in-one service, etc.)

YES 76%NO 14%

Depends10%

Quality 71%Low Expense 62%Speed 44%


Secondary ResearchValet Trash Services

According to the Customer Satisfaction Survey of Facilities Services Results:Trash pick-up meets my expectations

Sources: Brannon, W. (2015, April 15). CUSTOMER SATISFACTION SURVEY OF FACILITIES SERVICES RESULTS SUMMARY [PDF]. OFFICE OF FACILITIES AND ADMINISTRATIVE SERVICES.

Valet Trash Service

Customer Major Concerns About Valet Trash

• Trash collection should be at the end of the week.

• Trash collection should be increased from once to twice a week.

• Trash collection shouldn’t be scheduled too early.

• Trash collection service should be consistent.• It is important to communicate the trash

collection schedule with employees • Trash shouldn’t be mixed with recycling

during pick-ups.

Sources: Brannon, W. (2015, April 15). CUSTOMER SATISFACTION SURVEY OF FACILITIES SERVICES RESULTS SUMMARY [PDF]. OFFICE OF FACILITIES AND ADMINISTRATIVE SERVICES.

Competitor Analysis Destination Locations

External AnalysisLocal Competitors

ABM- Facility Services• Strengths: Country-wide recognition and multiple

locations, Emerging market and expansion abroad.• Weaknesses: Previous restatement errors, Low R&D.

Integrity Facility Solutions• Strengths: Have major educational facilities under

contract, Several locations statewide.• Weaknesses: Lack Valet Trash services, Fair Labor

Standards Act lawsuit.

Major Facility Service Competitors

ABM-Facility Service• Having nearly 10,000 employees in

Texas• Serving more than 4,500 buildings• Providing commercial cleaning

services, electric lighting, parking enforcement, etc.Sources: http://locations.abm.com/tx/dallas/facility-services-dallas-tx-955.html

Major Facility Service Competitors

Integrity Facility Solutions• Providing carpet cleaning, floor

stripping, day porter, green cleaning and window cleaning

• Expertise covers 12 types of buildings, such as banks, church and general office, etc.Sources: http://www.integrityfacility.com/

Primary Data Destination Locations

Questionnaire (Destination Locations)Questionnaire (Destination Locations)

Hello, my name is ______ , and I am working on a marketing project for The University of North Texas and would like to speak to the manager, if that is okay, to see if they have 5-10 minutes to answer a few questions for our research report. (If the property owner or manager is not available ask if there is a better time to call back and try again)

Do you believe it is important to maintain a high standard of cleanliness for your business and if so why?

Do you (1). contract a facility services provider for your business？ or (2). self-employ workers to handle facility cleaning services?

If they choose (1):Are you contracting different jobs (i.e. trash pickup, landscaping, window cleaning, parking lot sweeping, etc.) with multiple facility service providers?

Yes: Are these service providers doing well in these different jobs? Which part do you think they should improve to make you more satisfied? Would it be beneficial if one company can handle all of those services?

No, I am contracting one facility service provider: Is this service provider doing well in handling all different jobs?

Which part do you think your service provider should improve to make you more satisfied?

If they choose (2):Are these workers doing a great job in handling these facility-cleaning services?

Do you think contract a facility services provider will be a better choice than self-employ workers to handle these facility-cleaning services?

What do you look for in a facility service provider if you are going to contract one?

Primary Research: Destination Survey

Do you (1). contract a facility services provider for your business? or (2). self-employ workers to handle facility cleaning services?

Prefer contract a facility service provider 40%

Prefer self-employ workers 60%

Primary Research: Destination Survey

Secondary Data Destination Locations

Target Customers: Museums

• The total number of museums in North Texas area is 190.

• There are 77 of them around Dallas/Fort-Worth area

Dallas; 21

Arlington; 4Denton; 9Fort Worth; 21

Grapevine; 5

Irving; 6

McKinney; 4Frisco; 2

Plano; 3 Terrell; 2

Museums around Dallas/Fort-Worth area

Target Customers: TheatersThere are 28 theaters around Dallas/Fort-Worth area.

Dallas; 9

Fort-Worth; 12

Others; 7

Other Target Customers

• Dallas/Fort worth area Landmark sights 89• Dallas/Fort worth area movie theaters 81

Goal FormulationBenchMark Facility Solutions

Goals• Find a way to differentiate ourselves in a market

with established competitors.• Find our competitive advantage in the market and

fill a niche for the janitorial services industry.• Increase revenue and market share, establishing

ourselves in the industry.

Strategy FormulationBenchMark Facility Solutions

Employee Focused Campaign• Employee tab on the website with bios on all established

personal, including background and skills.• Social Media: Feature employee of the month, video

interviews, recognition, past work history, current jobs, etc.• Customer Testimonials on the website, with a recommend

button for customers to suggest employees and their past work.

• Employee referrals (leads).

Service Inquiries • Tab on website where customers with one time jobs can request

help (hardwood floor laying, landscaping, pressure washing).• Employees can volunteer during downtime, or if business is slow,

BenchMark takes a small “finders fee” cut. • List of jobs that our employees can perform with rates based on

square footage.• Can be used to turn one off jobs for realtors/property owners into

larger contracts for more properties which would be handled by BenchMark as a company, versus the individual employee.

Valet Voice • Tab on website that allows customers to provide feedback

to BenchMark directly. • Can be used to report violations by tenants.• Also used as a way to garner feedback from customers

about things that are being done well, room for improvement or alter pickup times to better fit with the consensus.

• Allows for direct, quick access to your end users.

Forms of Customer CommunicationBenchMark Facility Solutions

Advertising• Advertising may work well for B2C segments but it is not ideal or focused

enough to reach B2B segments which are BenchMark’s main targets. • A standard advertising campaign doesn’t apply to the majority of the

population through standard means because of the nature of the facility services industry.

• Any form of radio, television, billboards or other physical advertisements aren’t focused enough to apply to the targets that we have set forth, we need a more focused marketing campaign.

• BenchMark is fairly early in its development and as such the burden of investing in advertisements is too risky for the time being.

Digital MarketingWebsite• Video content directly on homepage. Meant to set up BenchMark

as an employee focused company but also to show the innovations we have created and explain the overall layout of the website.

• Valet Voice Tab: Customer feedback and violation reports.• Service Inquiries Tab: Customers can request help with one-off

jobs by providing some basic information, BenchMark comes back with an estimate and an employee can volunteer for the job.

• Our Staff Tab: Highlights employees and their skills, which is absolutely crucial for BenchMark’s competitive advantage.

Website• Front Page

Website Costs-Covered• Planning – $600 – $1200• UX (sitemap, wireframes) – $0 – $600• Visual Design – $960 – $2400• Programming – $3000- $7200• Content Support – $240 – $600

-----Already covered by our team, so the costs for these parts are $0Source: http://executionists.com/much-website-cost-2015/

Website Costs-Actual• Domain name – $10/year (or less)• Hosting – $50 to $100+ a year depending on traffic and

hosting services. For example you may want to pay extra for regular website backups and extra security features.

-----The actual costs for the website is from $60-$110/year

Source: http://executionists.com/much-website-cost-2015/

Digital MarketingSocial Media • Twitter and Facebook- Each month will have a “Virtual Employee of the

Month” where we will highlight one employee. We will highlight past achievements and jobs, talk about current jobs and projects. We also need to make sure we highlight them as a person. Perhaps a get to know me duration of the month, with basic information including but not limited to favorite movie or food. Any personal information will have an opt in option for the employee.

• LinkedIn and Google+- These resources will highlight the professional side of the business. We really want to highlight some of the more interesting jobs that BenchMark is working on (example: The Dallas Aquarium) and once again make sure to mention that these jobs are only possible because of our talented and experienced employees.

Virtual Employee of the Month• Example from the website:

Social Media Advertising Costs

Cost-per-click advertising: only pay when someone click on BenchMark advertisement Google AdWords • Helps to target based on keywords – longer lifecycle since its based on

related keywords• Costs: the average cost per click is between $1 and $2

LinkedIn Ads • Helps to select target audience based on location, revenue, job function,

decision making levels • Costs: the average cost per click is between $2 and $5

Source: http://www.wordstream.com/blog/ws/2015/05/21/how-much-does-adwords-cost, https://blog.kissmetrics.com/guide-to-linkedin-ads1/

http://www.wordstream.com/blog/ws/2015/05/21/how-much-does-adwords-cost

https://blog.kissmetrics.com/guide-to-linkedin-ads1/

Direct SellingSales People• Using the target markets we have laid out we can target

the segments that our important to our goals. Some of the other marketing approaches are too broad and don’t hit the segments that we need to excel in. We have outlined two segments: valet trash for apartment complexes and retirement facilities, and floor maintenance for destination locations.

Direct Selling: Marketing Intern

Job responsibilities• Responses/Maintaining the website• Interaction on Twitter/ Facebook/ Google+/ LinkedIn• Other market activities

Wage Expense• $10 per hour• 30 hours per week• 50 weeks per year• Total Salary: $15,000 per year

Direct Selling: Salesperson

WAGES PER HOUR $10.00WORKING HOURS PER WEEK 40WORKING WEEKS PER YEAR 52BASE SALARY $20,800.00COMMISSION RATE 5%TOTAL REVENUE FROM PROJECTION $207,317.12TOTAL COMMISSION $10,365.86TOTAL LABOR COST $31,165.86

P&L: Salesperson Projections

VALET TRASHAPARTMENTS IN DALLAS 196,962APARTMENTS FORT-WORTH 61,748TOTAL APARTMENTS IN DALLAS FORT-WORTH AREA 258,710UNITS PER APARTMENT COMPLEX (AVERAGE) 200TOTAL COMPLEXES IN DALLAS FORT-WORTH (ESTIMATE) 1293.55POLLED LOCATIONS THAT DON'T HAVE VALET TRASH 32%AVAILABLE TARGETS 413.936VALET TRASH PROJECTION 8ANNUAL MARKET SHARE 2%QUATERLY PROJECTION OF MARKET SHARE 0.5%


DESTINATION LOCATIONMUSEUMS IN DALLAS FORT-WORTH AREA 77THEATERS IN DALLAS FORT-WORTH AREA 28LANDMARKS IN DALLAS FORT-WORTH AREA 89TOTAL TARGETS IN DALLAS FORT-WORTH AREA 194DESTINATION LOCATIONS PROJECTION 8ANNUAL MARKET SHARE 4%QUATERLY PROJECTION OF MARKET SHARE 1%


REVENUE MAY JUNE JULY AUGUST SEPTEMBER OCTOBERVALET TRASH 1/$22,715.28 1/$22,715.28 1/$22,715.28DESTINATION LOCATIONS (FLOOR MAINTENANCE) 1/$3,199.36 1/$3,199.36 1/$3,199.36 2/$6,398.72

REVENUE NOVEMBER DECEMBER JANUARY FEBRUARY MARCH APRILVALET TRASH 1/$22,715.28 1/$22,715.28 2/$45,430.56 1/$22,715.28DESTINATION LOCATIONS (FLOOR MAINTENANCE) 1/$3,199.36 2/$6,398.72

TOTAL REVENUE $207,317.12


TOTAL REVENUE PROJECTION $207,317.12TOTAL MATERIAL COSTS $17,744.16TOTAL LABOR COSTS $58,720.00TOTAL MARKETING COSTS $10,365.86GROSS MARGIN $120,487.10OVERHEAD AND OTHER EXPENSES $28,143.28PRETAX PROFITS $92,343.82TAX $14,442.40PROFITS AFTER TAX $77,901.42

Word of Mouth/1-on-1 • Become a part of review sites such as Angies List,

Yelp, Google Reviews etc.• Facebook likes and Twitter followers on

BenchMark’s social media pages. • Destination Locations, and Apartments Valet Trash

use a hashtag on social media to spread BenchMark reviews.

Word of Mouth / 1-on-1Website • Valet Voice-Tab online allows customers to give feedback

including preferences on pickups and quality of work, and the ability to report violations.

Quality of Work• Experienced employees that are showcased.• The best quality work. Valet Waste is not known for quality

work, they have 1 out of 5 stars on Yelp. We need to be better and we can be.

• Show our work and interact with customers and social media as well as the website.

Valet Voice • Website Tab

Public Relations• Offer janitorial services for charity events such as the Little Big Shot

Jocks and Jerseys Gala (April 24th, 2016) and the Big Brothers Big Sisters Big Black Tie Ball (October 28th , 2016).

• Allows BenchMark to give back to the local community by offering their skills to a good cause, while not being to cost prohibitive to a company like BenchMark that is still in an early stage of development.

• Gets BenchMark’s name out there in a positive connotation and gives some positive PR for them.

• “Facility Services for tonight’s event offered by BenchMark Facility Solutions”

Public Relations Costs • 2 Employees• 2 Hours • $7.50-$12.75 per hour• Wage Expenses: $30-$51• Supply Expenses (estimate): <$20• Total Cost: $50-$71

Sales Promotion• Sign a 1-Year contract for valet trash, we will

provide landscaping services for the first month at no additional charge.

• Shows to the consumer that BenchMark Facility Solutions offers more than just valet trash. Not only that they offer more but they can do a better job than is currently being performed.

Sales Promotion Costs LANDSCAPINGWAGESAVERAGE EMPLOYEE WAGE RATE (CREW) 13.50$ AVERAGE EMPLOYEE WAGE RATE (CREW CHIEF) 21.00$ ESTIMATED TIME (IN HOURS) PER EMPLOYEE 1.5EMPLOYEES PER LOCATION 2VISITS PER MONTH 4WAGE EXPENSE PER MONTH 207.00$ FUEL AND SUPPLIES (ESTIMATE) PER MONTH 19.80$ INDIRECT EXPENSES AND OVERHEAD 79.60$ TOTAL PROMOTIONAL EXPENSE 306.40$

Event Marketing• Local trade shows that allow BenchMark to put

their name out in the industry and gain exposure to a broad customer base.

• Industry trade shows to gain more knowledge about the industry and new techniques and products that will be beneficial to BenchMark.

• Example: ISSA in Chicago

ISSA-The Worldwide Cleaning Industry Association

Formerly known as the International Sanitary Supply Association, with more than 7,000 companies in the professional cleaning industry from all over the world. Offering business tools, educational products, publications, industry standards, and legislative and regulatory services that specifically focus on the professional cleaning industry.

Source: http://www.issa.com/about-issa.html#.VxPuZZMrL_Q

ISSA-The Worldwide Cleaning Industry Association

The One Show for Facility SolutionsOctober 25-28, 2016 | Exhibits: October 26-28McCormick Place South Hall, Chicago, IL, USA

Meet people who matter: Nearly 16,000 of peers, customers, technical experts from around the world

See the hot trends: More than 700 exhibitors from more than 20 countries will be showcasing thousands of products and services

Soothe your achy pain points: With more than 45 seminars and workshops to help you find strategic, high-level executive advice.

Get inspired: Three Keynote Speakers to get you fired upSource: http://www.issa.com/trade-shows/issa-interclean-chicago-2016/attend_2016.html#.VxPqF5MrL_R

Plan For The ISSA Chicago Event

• Two attendees• Date: October 25-28• McCormick Place South Hall, Chicago• Plane Tickets: $220 per person, total $440• Hotel Cost: $250 per night, total $1000 (two-days: $500)• Per diem: $50 per person per day, total $400 (two-days:

$200)• Attending fee is $0 but have to register online

Total costs for the two-days Chicago Event: $1140Total costs for the four-days Chicago Event: $1840

Referrals• Referral 1- Employee at apartment complex or destination location

notices other areas that need work, return to Mike or Brian, management talks to apartment or destination location management and they refer their services. Employee will receive 5% of gross revenue for making these referrals.

• Referral 2- Companies contract certain employees to do small side jobs. BenchMark gets a small cut from contracted job since employee is staffed by BenchMark. BenchMark will get 30% and the employee will receive 70% of the profit. These are the one-offs jobs but if an employee finds an opportunity to referral a property owner for a future contract the employee gets the same referral incentive.

Relationships• BenchMark owners Mike and Brian have many

years of experience in the industry, therefore they have built many lasting relationships with people who can become potential customers.

• Sending out Newsletters, updates, etc. to your contacts can keep your relationships long lasting by keeping them updated and aware.

Creating Long-Term Loyalty• If something goes wrong, make it right.• Create an experience the customer will never forget.• Make integrity the main focus of the company.• Our employee focused marketing proposals will also

keep the loyalty of our skilled laborers by showing them loyalty and appreciation.

Monitoring Satisfaction• Be sure we get customer feedback through our

Valet Voice tab and social media outlets, and be quick to respond and alter approaches to fix any potential issues.

Service Inquiries BenchMark Facility Solutions

Service Inquiries• Step 1: Potential customers are able to fill out the

contact form located on the “Service Inquiries” tab that allows them to send an e-mail to BenchMark that contains the contact info, job type, square footage, location, and pictures, etc.

• Step 2: BenchMark receives the email correspondence and is able to bid the job as well as finalize any details required for the listing.

Service Inquiries

Current Listings• Step 3: BenchMark can create a quick listing with

the pertinent data and place it under the “Current Listings” section.

• Step 4: Employees are able to look at the “Current Listings” section to add some quick jobs for any spare time that they would like to use to earn extra income.

Current Listings

Financial Viability Valet Trash and Floor Maintenance for Destination Locations

Valet Trash Costs and Profits

VALET TRASHWAGES % OF SALESAVERAGE EMPLOYEE WAGE RATE 12.50$ UNITS PER COMPLEX 200ESTIMATED TIME (IN HOURS) 2EMPLOYEES PER LOCATION 1PICKUPS PER WEEK 5PAID HOURS PER WEEK 10WAGE EXPENSE PER WEEK 125.00$ PAID HOURS PER YEAR 520 WAGE EXPENSE PER YEAR 6,500.00$ 28.6%

Valet Trash Costs and Profits Cont. COGSSUPPLIES N/AEQUIPMENT 47.50$ EMPLOYEE UNIFORM 5.46$ RESIDENT TRASH CANS 1,262.56$ COGS EXPENSE PER YEAR 1,315.52$ 5.8%

OTHER EXPENSES INDIRECT EXPENSES 1,005.19$ OVERHEAD 2,271.53$ TOTAL LIABILITY:FEDERAL PAYROLL TAX 1,625.00$ OTHER EXPENSES PER YEAR 4,901.72$ 21.6%

NET SALES PER VALET TRASH LOCATION 22,715.28$ PROFIT 9,998.04$ 44.0%

Floor Maintenance Profits

FLOOR MAINTENANCEWAGES % OF SALESEMPLOYEE WAGE RATE (MIN) 10.50$ EMPLOYEE WAGE RATE (MAX) 15.50$ VISITS (INITIAL) 1VISITS (MAINTENANCE/MONTHLY) 12WAGE EXPENSE PER YEAR 840.00$ 26.3%

COGSEMPLOYEE UNIFORM 12.50$ SUPPLIES 890.00$ COGS EXPENSE PER YEAR 902.50$ 28.2%

Floor Maintenance Profits Cont.

OTHER EXPENSESINDIRECT EXPENSES 121.19$ OVERHEAD 120.00$ TOTAL LIABILITY:FEDERAL PAYROLL TAX 180.30$ OTHER EXPENSES PER YEAR 421.49$ 13.2%

NET SALES PER FLOOR MAINTENANCE JOB (4000 SQ. FT.) 3,199.36$ PROFIT 1,035.37$ 32.4%

Floor Maintenance Costs

Hard Floor Cleaner, DCC, #35 Pourpak, Alkaline 2oz per pac$0.84 per pacEvery pac of cleaner can clean up 10,000 square feet

Minimum Maximum

Employee Wages $10.5 $15.5

Floor Maintenance Costs

Minimum wages

NAMES sq ft pac needed cleaner costs employee wages rate hours total wagesDMA 515,520 $51.55 $43.30 $10.50 30 $315.00 African American Museum 38,000 $3.80 $3.19 $10.50 2.2 $23.1 Fort Worth Museum of Science and History 166,000 $16.60 $13.94 $10.50 9.7 $101.85 National Cowgirl Hall of Fame 33,000 $3.30 $2.77 $10.50 2 $21.00 Dallas Aquarium 20,000 $2.00 $1.68 $10.50 1.5 $15.75

Maximum wages

NAMES sq ft pac needed cleaner costs employee wages rate hours total wages

DMA 515,520 $51.55$8,557,632.0

0 $15.50 30 $465.00

African American Museum 38,000 $3.80 $630,800.00 $15.50 2.2 $34.1

Fort Worth Museum of Science and History 166,000 $16.60$2,755,600.0

0 $15.50 9.7 $150.35

National Cowgirl Hall of Fame 33,000 $3.30 $547,800.00 $15.50 2 $31.00

Dallas Aquarium 20,000 $2.00 $332,000.00 $15.50 1.5 $23.25

Testing and RolloutBenchMark Facility Solutions

Testing and Rollout• Immediately- Social media and virtual employee of the month• 2 weeks- Website rollout • 2-3 months- Start using Google AdWords and LinkedIn Ads• 6 months- Hire marketing Intern/Associate to run website,

customer interactions, sales, and cold calling• 12 months- PR Charity Events • 12-24 months- Start attending industry events

Feedback and ControlBenchMark Facility Solutions

Feedback and Control We have multiple built in avenues to receive feedback and interact with customers but we have to use these to not only respond and interact but be nimble enough to change with the tastes of the consumer. BenchMark is small but they are skilled, knowledgeable and creative, with these traits they should be better received than competitors like Valet Waste. • Valet Voice tab • Contact Us • Social Media

Website

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Demonstration and Video

Appendix

Works Cited • empirevalettrash.com• valetwaste.com• dallasvalettrash.com • Source: http://www.city-data.com/• http://locations.abm.com/tx/dallas/facility-services-dallas-tx-955.html• http://www.integrityfacility.com/• http://executionists.com/much-website-cost-2015/• http://executionists.com/much-website-cost-2015/• http://www.wordstream.com/blog/ws/2015/05/21/how-much-does-adwords-cost,

https://blog.kissmetrics.com/guide-to-linkedin-ads1/ • http://www.indeed.com/salary/q-Marketing-Intern-l-Dallas,-TX.html• http://www.issa.com/about-issa.html#.VxPuZZMrL_Q• http://www.issa.com/trade-shows/issa-interclean-chicago-2016/

attend_2016.html#.VxPqF5MrL_R

Apartments: Phone Numbers APARTMENTS PROPERTY MANAGEMENT Phone NumberRockwall Commons Lincoln Property Company 214-740-3300Sonoma Court Sunridge Management Group (972) 243-7648Orion Rockwall Lease Star (855) 993-7788Oak 5th Street Crossing Oak Properties (304) 472-1993Creekside South Lease Star (855) 993-7788Mission Rockwall Pinnacle (214) 891-7801Austin Ranch Austin Ranch (972) 820-2250Camden Legacy Creek Camden Property (972) 313-2382Creekside at Legacy Gables Residential (214) 252-2600Heritage at Lakeside JRK Property (310) 268-8344Highlands of Preston UDR (972) 774-0552La Ventura Bassham Properties (858) 842-4469Summer Meadows Inland Residential (630) 218-8000The Domaine Milestone Management (214) 561-1200Twin Creeks Crossing Allied Orion Group (713) 622-5844Settler's Gate Apartments BH Management (214) 965-9363Auberry at Twin Creeks Co Star Group INC (312) 263-6246Wyndsor Court Lease Star (855) 993-7788Benton Pointe Apartment Homes BH Management (214) 965-9363

Apartments: Phone Numbers The Loft at Watters Creek Southern Land Company (615)-778-3150Copper Canyon Apartments Wesstdale Assest Management (940) 442-6878Mission Eagle Pointe Middleburg Management (703) 291-0300Eastside Village Carter Haston (615) 279-92001201 Park Lease Star (855) 993-7788Bel Air Ranch American Communities (972) 265-6900Cottages at Tulane Omnium (210) 479-7805Brookdale Club Hill Brookdale (888)-221-7317Crescent Point Capital Senior Living (972) 770-5600Preston Place Spectrum Properties (972) 992-3444Ridgecrest Allen Harrison (713) 808-1234La Colina Wesstdale Assest Management (940) 442-6878Paces Crossing Luma Corporation (214) 361-6666The Oaks of Denton Wesstdale Assest Management (940) 442-6878The Venue Horizon Realty Advisors (206) 352-9500Woodhill SIMC Property Management (469) 207-1050Timberlinks Pinnacle (214) 891-7801Providence Place Alpha Barnes (972) 960-010019 Twenty Citygate (972)-979-1442