Historically, building service contractors (BSCs) have competed on price to win cleaning contracts. Outbidding a competitor meant offering a robust service menu at a more affordable price. This is because, in general, there aren’t many differentiators from one BSC to another. However, there’s another important factor that facilities need to consider, and increasingly, it trumps price. It’s quality. Read on to learn more about how the COVID-19 pandemic has turned the cleaning industry upside down, and how BSCs can successfully sell themselves to prospects and even current customers.
COVID-19 Changes the Game
The pandemic has ushered in major changes regarding the way businesses approach cleaning. Facilities that may not have invested heavily in cleaning pre-pandemic now recognize the value in regular and strategic cleaning and disinfecting processes. This is because customers and occupants feel reassured when they walk into a clean environment or see cleaning taking place.
Organizations are also finding value in adopting new cleaning methods to keep their facilities looking their best as well as safe. According to the 2020 CMM Building Service Contractor/Contract Cleaning Benchmarking Survey Report, 66% of BSCs are planning to adopt electrostatic technology to disinfect their customer’s facilities in the next 12 months. Additionally, 90% of BSCs performed coronavirus cleaning services in 2020. With infectious disease now top of mind, it’s unlikely that organizations will want to cut corners when it comes to cleaning. The health and safety risks are too great.
The CMM report also highlighted top customer issues. A large majority (85%) of BSCs report that “improving facility image” is a concern for their customers. Thus, BSCs should emphasize the ways in which they can keep facilities looking pristine. However, service providers must also highlight how they go beyond appearance. Surfaces can look clean but harbor harmful pathogens. Following the right cleaning and disinfecting procedures and using high-quality cleaning equipment ensures that facilities are clean from a health and safety perspective.
Environmental Concerns Grow
In addition to ensuring a cleaning program produces the intended results, facilities are also reviewing what it takes to achieve those results. Many are looking for ways to green their cleaning programs to reduce their impact on the environment and limit risks for visitors and occupants. Sustainable cleaning also supports the wellbeing of cleaning professionals who are working with chemicals on a daily basis.
Sustainability is not a passing trend. It’s here to stay because it is a strategy that drives business value and is an increasingly important demand among consumers. A 2014 study of S&P 500 companies found that corporations with sustainability strategies perform better financially. Some organizations have even committed to achieving formal certification for the buildings they manage. Today there are more than 80,000 projects affiliated with the U.S. Green Building Council’s (USGBC) Leadership in Energy and Environmental Design (LEED) green building certification.
Cleaning can make a big impact on the “greenness” of a building. In fact, LEED encourages facilities to adopt high performance green cleaning programs to fulfill certain certification points. Cleaning supports good indoor air quality and using non-toxic chemicals prevents hazardous solutions from impacting local communities and ecosystems.
Cleaning also protects assets. Regular carpet cleaning with a high-quality commercial carpet cleaning system can extend the life of flooring, ensuring that rolls of carpet won’t end up in already overflowing landfills before necessary. In the winter, periodic snow removal in front of building entrances keeps outdoor contaminants like salt, snow and moisture from making their way onto floors and wearing down surfaces.
Building services contractors hoping to differentiate themselves can highlight the ways in which they are environmentally responsible. From using safer, Green Seal certified carpet cleaning chemicals that don’t contain volatile organic compounds (VOCs) or fragrances to selecting water-saving floor care equipment to driving hybrid vehicles, there are many tactics that BSCs can implement.
Price Matters, But...
The reality is that price is a factor for many organizations when they are taking a close look at their cleaning programs. Spending an exorbitant amount on chemicals, overnight cleaning services and maintenance isn’t the hope of any facility manager.
However, price is just one of several key points that businesses consider before determining which service provider is best suited for their cleaning needs. The pandemic has greatly shifted the way that many organizations view cleaning. Never before has the 21st century faced a crisis so closely tied to cleanliness. From the effectiveness of cleaning programs to the total impact cleaning has on people and the planet, quality is becoming much more important than price.
Building service contractors that prioritize employee training and development and investment in high-quality tools and machines will set themselves up for success. Carpet care is an important service that many BSCs manage for their clients. With low-moisture carpet cleaning systems on hand, service providers can thoroughly remove stains and prolong the lifespan of carpet in a wide range of facilities.
Are you looking for a high-quality carpet cleaning system for your business? Learn about Whittaker’s safe and sustainable approach to carpet cleaning. Contact us at 800.422.7686 or email@example.com to discuss our Smart Care® TWIN and TRIO low-moisture encapsulation machines and CRYSTAL® chemistry.