Contracting Profits

NEW! 2025 Customer Expectations Study: How Working Together Impacts Cleaning Programs NEW! 2025 End User Purchasing Study Outlines Expectations of Cleaning Products Cleaning: Business & Industry Building service contractors (BSCs) are aware of the importance of diversifying services. It brings in revenue, widens portfolios, and enhances customer relationships. Yet, with what feels like endless opportunities, it can be daunting to start moving into new markets.

Having worked in various industries before commercial cleaning, I’ve noticed something over time. The level of discouragement and disappointment in this industry feels higher than what I experienced elsewhere. In sales, it might look like working hard on a proposal, feeling confident about your chances, and then finding out you didn’t win. Sometimes you don’t even get a call. It might be receiving an email from a customer saying they’re ending services and moving to another vendor.

Managing customer relationships effectively is one of the biggest drivers of retention, operational stability, and long-term revenue for contract cleaning and janitorial services. While every company has its own philosophy, from highly structured tiering models to relationship-driven approaches, the most successful leaders share a common foundation: intentional, consistent, and transparent engagement.

Splitting a mop bucket system into two sides is easy enough. What’s difficult, evidently, is maintaining the parts on the bucket system. Buckets are used a lot, so they go through normal wear and tear, just like a car. One important aspect of the mop bucket system that jan/san distributors say can cause trouble is the wringer used to squeeze water out of the mophead and into the bucket. There are two common types of wringers: side press and down press.

Robotic floor scrubbers, internet of things-enabled fixtures, and other technology might be the provocative eye candy on trade show floors, but traditional cleaning tools still dominate janitors’ closets. The trouble is that brooms, brushes, mops, and similar hand tools are so entrenched in the profession that it’s easy for building service contractors (BSCs) to simply click “purchase” the moment they need to buy another one.

Selecting the right cleaner-disinfectant combination is only part of the solution. Without proper application techniques and adherence to recommended dwell times, even the most effective products can fall short in preventing the spread of infection. Fortunately, there are solutions and standardized processes BSCs can implement to streamline training and deliver consistent, effective results.

Once considered a priority for healthcare facilities, infection prevention is now routine in a building service contractor’s (BSC) cleaning contract. But meeting this expectation requires more than surface-level cleaning—it demands a clear understanding of how cleaners and disinfectants work together to reduce risk. This shift redefines what it means to deliver a complete cleaning program, with proper training and correct product use essential to meet current industry standards.

Last month I attended Interclean Amsterdam, the largest cleaning industry event in the world, drawing 30,000 attendees and 850 exhibitors from 140 countries. The value of an event this size is the diversity of both manufacturers and attendees. I saw many new products not yet available in the United States, as well as heard creative, outside-the-box ideas that U.S. contractors may not typically consider. Each conversation presented a slightly different view of where the industry is headed.

NEW! 2025 Customer Expectations Study: How Working Together Impacts Cleaning Programs NEW! 2025 End User Purchasing Study Outlines Expectations of Cleaning Products Cleaning: Infection Control Ask anyone in commercial cleaning, and they will list the myriad ways the industry continues to innovate. For every geopolitical challenge impacting operational logistics, a solution to enhance cleaning capabilities is created.

Carpeting is a major investment in any facility, meaning preserving its lifespan and appearance are of the utmost importance. That’s why a robust maintenance program is essential. Building service contractors (BSCs) looking to promote a strong carpet care program for their customers should involve these three key phases: 1. Daily/Routine Maintenance Daily carpet care focuses on maintaining an aesthetically pleasing appearance by preventing damage caused by foot traffic and outdoor debris.