Pricing
Specialty Floor Care
Verticalization
MSA
MISC
200
Explain what a run rate is and the difference between a hallway, restroom, carpet, hard floor service
A cleaning run rate is the time it takes to clean a specific area type per square foot. Hallways clean faster; restrooms are slower due to detail work; carpets are faster than hard floor services because you have to vacuum AND mop.
200
What type of floor do you perform a strip and wax? How does it work? How often should it be done?
VCT, It removes old wax finish, cleans the floor, and applies new wax for a restored, polished look. Every 6 to 12 months
200
What are the five verticals?
Healthcare, education, industrial, consumer services, property management
200
What is the process for getting redlines reviewed?
Send to me, I send to Sly and he gets legal involved. Do not try to negotiate the agreement yourself
200
Explain the 5 steps in the sales process. And when you would move to the next deal stage
BD, technical discovery, proposal, negotiation, signed. BD after first meeting, TD if secondary meeting is required for more info prior to proposal, proposal after pricing has been given, negotiation after agreement has been sent, signed once the MSA and PL are signed
400
What 4 items do you need from the customer to bid an opportunity?
SOW, frequency, square footage, timeline. Also accepted, budget
400
When dealing with dirty carpets. What is the tag job to bring the carpet back to life? How does it work and how often should it be done?
Carpet extraction. It uses hot water and cleaning solution to loosen dirt, then extracts it with a powerful vacuum. Every 3 to 6 months
400
What is our number one vertical? How much does it bill per month?
Healthcare. Will take within $500k
400
What are OW net payment terms?
Net 30 days
400
What does PIVOTT stand for?
Pain point, ICP alignment, validate DM, onboarding process, timeline/next steps, trial close
800
If its 4 hours per night, 5 x per week ,and hourly rate is $30 per hour. What is the monthly price?
$2,598
800
What is the distinction between auto scrubbing, burnishing, and strip and wax?
1. Burnishing
Purpose: Restore shine to a waxed floor.
How: Uses a high-speed buffer.
When to use: For routine gloss maintenance (e.g., weekly/monthly).
Key Result: Brighter, polished look.
2. Auto Scrubbing
Purpose: Clean the floor surface.
How: Uses an auto scrubber machine with water, chemical, and scrubbing pads.
When to use: Daily/weekly cleaning, especially in high-traffic areas.
Key Result: Clean but not necessarily shiny.
3. Strip and Wax
Purpose: Completely restore floor finish.
How: Strips off old wax + applies new coats of finish.
When to use: Every 6–12 months (depends on traffic).
Key Result: Brand-new appearance; resets floor condition.
800
What are the top 3 things that qualify an opportunity to fit within our ICP?
Industry, frequency of clean, size of the building
800
If a company has several locations and an MSA is signed. Do you need an MSA for every new location? Explain what document you need signed and why?
No, once an MSA is in place you only need a project letter signed
800
What does SUAVPC stand for?
Set the agenda, uncover buying motives and business objectives, agree on issues and proposed outcome, validate decision maker, plan next steps, trial close
1600
What four numbers are needed to create pricing?
Sq footage, run rate, hourly rate, frequency
1600
What specialty equipment is needed to service hard floors on a regular basis?
Auto Srubber
1600
What two verticals focus on the most on specialty floor care and why?
Education and healthcare. Due to amount of vct and lvt
1600
If services arent going well, can a customer get out of the contract? Explain the process
Yes, they have to provide written notice of cure period, if we dont cure the problems they have a 30 day out
1600
What is OW business model? How does it benefit the customer?
Franchise model. They get the feeling of working with a mom and pop local business but also the oversight of working with a national company that can provide services across the country.
2000
What is the standard run rate for a restroom? If it is a 6,600 square ft restroom, how long does it take to clean it?
2,200 run rate. 3 hours
2000
What specialty equipment is required for large restrooms, showers or locker rooms?
Kaivac machine
2000
What vertical commonly uses day porters? If it is 6 hours per day, 6 days a week. $30 per hour. How much is that per month?
Property Management, $4,676 per month
2000
Where do you find the current MSA?
Deal page, hubspot, pandadoc
2000
What is the target for ADVOL this year? Why is that important and how does Advol work?
$12 million