Window Cleaning Manual

By
Bobby Wells
The Window Cleaning Company
643 S. Water Street Williamsport, Ohio
Phone: 740-986-4465, Email: seekthelord@bright.net

Note: Mr. Bobby Wells is presenting the manual as a "Share Ware" product. If this manual is of value to you Mr. Wells requests that you make a contribution to the following charity which is a school for kids with disabilities and/or mental retardation. A contribution in the range of $10.00 to $200.00 would be appropriate. Please note with your contribution that you are making it in response to Mr. Wells "Window Cleaning Manual" on the internet. The charity is:

Brooks Yates School
200 E. High Street
Circleville, Ohio 43113
Mr. Randy Beach, Director
Phone: 740-477-3353

Thank you for supporting the "Brooks Yates School" your donations,
Robert M. Hinderliter
President Delco Cleaning Systems of Fort Worth
2513 Warfield Street, Fort Worth, Texas 76106-7554
Phone: 800-433-2113, Email: delco@dcs1.com

Now that you've jumped thru a few hoops to get your hands on this money making manual, lets get started. This manual will provide you the following, without excessive reading material. I don't believe in useless material, it takes to much energy to process it.

1. Services : types of cleaning options you offer to clients.
2. Sales and Marketing : valuable do's and don’ts
3. Supplies : tools and chemicals
4. Fees for services : $$$
5. The system that works : window cleaning style

Window cleaning is a very profitable business. Your overhead is low, if you operate out of your current residence it will save you a bunch in office expense. Like I said before I started with sixty dollars, and I have turned that into 65,000.00 dollars a year . There is no reason you can't achieve these same results.

My attorney says I have to put in this disclaimer, to protect myself as well as you.

This publication provides the Author's opinion in regards to the subject matter contained herein. Neither the publisher, nor the author (Robert Wells) intends, with this publication, to render legal, accounting or other professional advice.

With regards to licensing of a business enterprise or any other legal, accounting or tax matters, the publisher and author strongly suggest that the reader seek, when necessary, the services of appropriate licensed professionals and comply with the local licensing requirements of the community in which the reader resides, or conducts business.

The Publisher and Author disclaims any personal liability, loss or risk incurred as a consequence

of the use and application, either directly or indirectly, of any advise, information or methods presented herein. COPYRIGHT 1997 ALL RIGHTS RESERVED SERVICES

The following are a list of time frames. These will help you also to track customers, and keep a cleaning schedule that will produce return customer business. This means more money for you.

1. Weekly- windows are cleaned every seven days. The accounts you need to target for these types of cleanings should be : Retail Stores, Restaurants, Local businesses in downtown area. Any business that has a high traffic area (lots of customers). Video stores, fitness facility, etc…
2. Bi-monthly- these windows are cleaned every other week. In a month like March you will run these two times, but in the month July you will run these three times. So the term Bi-monthly is only a figure of speech for your sales pitch.. Good for all businesses above, for the customer looking to save money.
3. Monthly - windows cleaned once a month. These windows are rotated every thirty days, they contain accounts such as Hotels, Motels, Small office buildings, and of course, Houses . This is where residential business starts.
4. Quarterly- four times a year
5. Bi-annually - twice a year
6. Annually - once a year. Stay away from these accounts if possible, the windows have a full year to get dirty. A lot of crud can build up in a years time. However if you decide to do them adjust your price accordingly.

Quarterly, Bi-annual, and Annual accounts is where you will find most of your residential work. Houses should be cleaned a least twice a year, I inform all my clients that three times a year is best.

Three story buildings, apartment complexes, county courthouses, etc…can be cleaned on a Bi-annual basis.

REMEMBER IF IT HAS A WINDOW IN IT , HAS ANY KIND OF GLASS ON IT, IT BECOMES A POTENTIAL CUSTOMER.

I recommend a combination of all the above cleaning time frames to make a complete business. This will also keep you from becoming bored with cleaning windows. I know a window cleaner that does a lot of route work, (weekly cleaning). Five days a week he's running all over the place servicing three , four, and five dollar accounts. He needs to cover a lot of area to make good money. If he misses a day , he doubles up the following day. Man what a crappie schedule ! Can you imagine cleaning two hundred businesses in a day ?? To keep from falling into this nightmare be selective when hunting customers. Once you build a reputation for being a wonderful window cleaner you're going to have to turn down work.. Most window cleaners I talk to say they are so busy they can barely breathe.

When you can you need to buy a book about selling, which will help you understand the selling process. Here are a few tips :

1. Qualify your customers, make sure there is money there. Don't go to some dried up store and expect to get paid good for cleaning their windows. Go to a upscale Furniture store, they will pay nice wages. I hope you understand what I'm trying to say here.
2. Don't quit when you hear NO, come back another day. It took me three years to get one of my accounts, a small college and they are wonderful. They will spend approx.. $4,000.00 on window cleaning this spring.
3. Be fair with people and they will be fair with you.

Note: If you make an appointment with someone make sure you keep it. You're entering a service business, sell yourself, it will separate you from the so - so window cleaners.

ALWAYS BE ON TIME !!! If you start cleaning windows (weekly) on Tuesdays, keep doing it ! Your customers will be looking for you.

SALES AND MARKETING

Now you don't need to run out and start advertising all over the place ! Save your money!!

Believe it or not your best advertisement will be your mouth as well as others mouths. Word of mouth is the best in this business. But until you get some clients that are happy with your work let's try some different approaches.

Newspapers -classifieds are good , effective and affordable. The ad you answered to receive this manual was only three lines. Average cost was around $5.00 per three days to a week depending on paper.

Sample ad :

The important thing about advertising is it's a good tool for getting your name out. Studies show that an ad has to run three times in order for people to actually see it. Don't expect people to call about your ads, use them as a name awareness tool.

Here are some more ads, insert your information in them and use if you want.

You probably get the idea. Just watch your budget.

Other places to get your name out ! Restaurant placemats and menus, calendars, flyers - bulletin boards, signs, business cards, and newsletters. All are inexpensive. I use business cards,(the cheap ones).They are basic and do the trick. BUY lots and leave them everywhere. One good place is Hair Salons. I also bought magnetic door signs for my truck, Boy did my business pick -up !

Remember there are a lot of places to advertise and they all want your money!! Be selective and be patient, get out and clean glass (this is where you will be visible) and you will have more than enough work. By the way since I mentioned being visible, always LOOK, ACT AND BE PROFESSIONAL. This alone is a key to success!!!!!!

This is probably one of the most important areas in this manual. I will tell you the exact chemicals I use in my window cleaning solution.

A word of caution : if you mix chemicals and don't understand their composition you probably will get unfavorable results.

I tried out a new cleaning product around two years ago. I mixed it up and started cleaning with it. I cleaned a two story house, collected my money and left. A few days later the home owner called and said the windows were terrible. Knowing my own work I set out to investigate the matter. When I arrived I looked at all the glass. It looked as if someone sprayed water on it, dried and spotted the glass. I thought the homeowner used the hose to water the lawn. They informed me they hadn't . Well , I ended cleaning that house four times before I realized this chemical was causing what is known to bleed back. The squeegee rubber doesn't remove 100 % of your chemicals and because glass has pores, this chemical would bleed back in a day or two and make the windows appear to have mineral spots on them. I went back to my old trusty solution and haven't used anything else since.

Let's get to chemicals. I only use environmentally safe chemicals. You can post this on your estimates (looks real good). I refuse to do jobs that require any use for acids ! My hands are important to me . I've seen window cleaners with skin hanging off their hands and still trying to work.. Please be careful if you do decide to work with acids.

The solution: five gallons of water three big squirts of soap (DAWN)

This is a summer solution. In the winter you need something to keep the water from freezing. I use windshield washer fluid , it contains methyl- alcohol. Depending on ratio to water you can usually clean until the temp. dips to forty below (wind chill). Now you know why I clean all year long.

The secrets to some of this is as follows : Always make sure you put the water in the bucket , first then add soap. If you add soap, then water; you'll just have a bunch of useless suds.

If you were to put water on a sheet of glass, the water runs down the glass at very fast rate, because gravity is pulling it down. By adding soap to the mixture, it holds the water on the glass. The water then dissolves solids (dirt, and crud ) . I will cover more of this process in the style section.

The tools needed for this business are:

1. Scrubbers - assorted sizes 18" for beginners
2. Squeegees - assorted sizes 6", 10", 18"
3. Buckets - your pref. Something with a lid
4. Poles - 6' wooden 12' telescopic 24' telescopic
5. Ladders - assorted heights 12' , 24' , 32'
6. Huck towels - these are lint free towels ( BUY used )
7. Scrub pads - white only be careful with these ! They may remove nasty stains, but they will also scratch glass.
8. Razors and blades.

You will also need belts, squeegee holders, bucket on a belt, and some other neat window cleaning gizmos the pros make.

I wear a belt when I clean windows - all my tools hang from it. It contains a belt, a bucket on a belt, a 6", 10", 18", 24" squeegees, one 24" scrubber, razor with double edged blade. I tuck my towels under my belt, usually four to five. I carry my bucket and a pole if needed.

If you want to write or call this company for a catalog I'm sure they will send you one.

DETROIT SPONGE AND CHAMOIS CO.
16840 W. WARREN
DETROIT,MI 48228
1-800-535-6394

I have dealt with this company, and they have treated me very nice no matter how small the order.

SYSTEM

This window cleaning system is the most important thing you need to learn from this manual. You need to take your time to learn this technique. Practice prefect makes performance perfect. You will be slow at this for a short time but with practice your speed will increase .

First you need to find a good window to learn on. Find a business with windows that are about 4 feet wide and 4 feet high. Approach the business and tell them you are starting a window cleaning company . Ask the owner if you can practice on their windows, stating that their windows will be cleaned free of charge. The windows I learned on I still clean free of charge and that has been five years .

The only tools you need are a scrubber, squeegee, bucket and towels. (And of course water and soap!)

STEP 1 : Face the glass, dip scrubber into solution, place scrubber on glass and cover entire surface with solution.

STEP 2 : Pick up squeegee , hold squeegee out in front of yourself so that it forms a letter 'T' in your hand. Take the right side of the blade and put it in the top left corner of window . You need to rotate your wrist counter clockwise to achieve this.

push squeegee into corner , start rotating wrist clockwise, drag squeegee across top edge of window keeping right side of blade ahead of left side of blade. (next page-diagram)

Keep rotating wrist and run squeegee into right corner of window.

Pull down on squeegee and rotate to a "T" position.

Now if you look at the glass there will be a dry area and a wet area. You want to change direction of your squeegee. Keep the left side of squeegee above the wet line, around an inch or two, rotate squeegee so the right side is on the bottom this time.

Run left side of squeegee into bottom left corner of window , rotate wrist so squeegee is at a 90 degree angle with bottom window frame and drag across to right corner of window.

Watch your knuckles, frame edges can really hurt !

You're going to have to use a towel around the edges. Get a huck towel place one finger in it and wipe . Make sure a dry part of the towel is the only thing that touches the glass. Don't wipe the glass with big motions, you will smear the glass and have to start over.

This cleaning technique is for all glass that you can reach by hand. Now let's move on to pole work. This is an area where you can make good money because a lot of other window cleaners will not take the time to learn to pole effectively . I do pole work , clean as high as 40 feet and you don't have to leave the ground .

Again find a window to clean. Make sure it's a big 6x6 sheet of glass. Scrub with solution. Be sure not to hit the top frame of window with solution, it will drip down glass after you're gone.

Put squeegee on pole. Use "T" position, place squeegee in top left corner of window and pull straight down. NOTE: angle left side of squeegee blade lower than right. This will cause the solution to defy gravity and run back towards the wet area.

Repeat same stroke , let left side of blade extend into dry area a couple of inches. This will you from streaking glass.

stroke 1

stroke 2, WET EDGE

Repeat strokes to finish glass. You can buy a wooden pole at your local hardware store. Make sure your squeegee handle fit on the pole and doesn't spin on you.

CLEANING WINDOWS IN DIRECT SUNLIGHT IS EXTREMELY HARD. CHEMICALS BURN ON GLASS. IT WON'T HURT THE GLASS IT JUST MAKES YOUR JOB REALLY TOUGH !!!! If you have to clean, dilute solution, this helps.

No matter what size of glass you're cleaning these two styles will work.. You need to clean the same window the same way every time.

EXAMPLE

Let's say you want to clean the local shoe store every week . The store windows consist of five 4x4 sheets, a door, and 3 8x8 sheets of glass. All windows are ground level. Since they put lots of little shoes in their windows you will only want to clean the exterior, (stumbling over stuff cost you time) . They have 8 sheets of glass and a door that needs cleaned on both sides. PRICE $ 8.00 per cleaning. If they think price is too high drop to $ 6.00 and tell them you will clean the interior side of door for free. Also tell them when they change their displays you will be happy to clean the interiors at $6.00 also.

Now for the actual cleaning . Start by cleaning the first piece of glass on the left side of store, work to the right side. DO THIS THE SAME WAY EVERYTIME !!!!! This will build speed up and before long it will take you half the time to clean as when you first started.

If you are left handed you will need to reverse all cleaning processes. It will also be rewarding if you learn to clean windows with both hands. You can reach more from a ladder , meaning that you won't be running up and down your ladder as much.

FEES FOR SERVICES

The following section is a basic overview of my pricing policy. These prices work well in my area, and I'm on the higher end of the window cleaning spectrum. I don't bargain with people , I either get my price or I don't do the work. The reasons are this: If you go too low on your prices you will be driving the market down. Not only for yourself but for your fellow window cleaners. THIS IS REALLY IMPORTANT TO REMEMBER !!!! Other window cleaners are important to business. Competition is great it forces you to be top notch. You can reap numerous benefits for being considered the top in your profession.

Anyway back to pricing.

• Commercial accounts : storefronts 1 to 2 dollars per sheet of glass
• New construction : 3 to 5 dollars per sheet
• Residential:

1.      Ranch houses approx. 15 double hung windows $ 25.00 to $30.00

2.      Bi-levels $ 50.00 to $ 55.00

3.      Small two story $ 65.00

4.      Big two story $ 75.00 to $95.00

5.      Three story buildings : Retirement centers, court houses etc… your prices can really travel in this section of buildings. I have received as much as $ 700.00 and as low as $ 300.00 . Think of the lowest price you would clean it for and multiply it by two - there's your bid.

6.      Buildings from three stories and up is a whole different area. I currently hold some contracts for buildings in the six story range. I contract these out to other companies. However this spring I plan to tackle one myself. The equipment is expensive, but I have a feeling it will be well worth it.

7.      All these prices are for exterior work , just double your price for doing interior also.

Remember to qualify your customers. Don't ask a senior citizen for top dollar, give them the spring special and they will tell all their friends. Boom! Now you're busy. Hope you're getting the idea.

Call around and find out the prices of your competitors. Do some old fashioned snooping around. You will be surprised what people will tell you about window cleaning prices.

When I started cleaning glass I used to guess on prices. Sometimes you can take a beating and sometimes you don't.

I'm feeling really good today so I'm going to include some forms I use in my business. You won't have to buy them just make copies. Boy - you're saving money already!

I got offered a job the other day , working for someone else for the wage of 10 dollars an hour. If I worked 40 hours a week ,that would be 400 dollars , and if I worked a year that would be 52 weeks (with no vacation), meaning I would make before taxes $ 20,800.00. Well I though it thru and I decided that I would try to make 400 dollars a day cleaning windows . That way I would only have to work 52 days in that year. And you know what, that's equals to five - 80 dollar jobs. At worst it's eighty - 5 dollar jobs.

Happy hunting.

Now you have the workings tools for your own company. Remember to start small , focus on learning the correct style of cleaning. Everything will fall into place as long as you are out there cleaning glass.

Start up goals can include:

• INEXPENSIVE Business cards
• Establish one day a week for ROUTE work
• Give free ESTIMATES
• Be as neat as possible (don't leave sloppy messes around windows)

In the near future we will be offering Training videos, they are still in production but I believe they will be a valuable tool for any window cleaner.

The Window Cleaning Company will perform one on one training.

This training will include:

• · Teaching you the style
• Cleaning TOOLS - scrubber, squeegee, etc…
• Coaching in direct sales - what to say and when
• All about BUILDINGS - a cleaning system for all types
• AND MUCH MORE

All training will be done at your location. This will be a BOOST for your new business. I will come to you and teach you everything I can. The only thing you have to do is LEARN . I will bring a beginners tool kit with me, It will be yours when we are through.. I can not say enough good things about this type of training, I drove 400 miles for a one day training program six months after I started cleaning windows. I've saved a bundle of money.

If you are interested in this type of training. Please call (740) 986-4465 ask for Mr. Wells, or Email seekthelord@bright.net

I would like to say thank you for your donation to Brooks Yates School. If you need anything in the future please feel free to contact me.

Robert D. Wells
President

COPYRIGHT 1997,1998,1999, THE WINDOW CLEANING COMPANY, ALL RIGHTS RESERVED SERVICES

Webmaster: Robert M. Hinderliter of Delco Cleaning Systems of Fort Worth, 2513 Warfield Street, Fort Worth, Texas 76106-7554. Phone: 800-433-2113, Fax: 817-625-2059
email: delco@dcs1.com ; URL: http://www.dcs1.com/del