Pricing
Explain what a run rate is and the difference in a run rate for 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.
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
What are the five verticals?
Healthcare, education, industrial, consumer services, property management
Where do you find the most up to date MSA?
Hubspot>Deals Page>Pandadoc
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
What 6 items do you need from a BD with a customer to bid an opportunity?
*Hint: PIVOTT
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
How long is the sales cycle for a current logo? How long is the sales cycle for new logo?
Current Logo: 30 days
New Logo: 75 days
What are OW net payment terms?
Net 30 days
What year was OpenWorks founded?
1983
If its 7 hours per night, 5 x per week ,and hourly rate is $33 per hour. What is the monthly price?
$5,001.15
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.
What are the top 4 things that qualify an opportunity to fit within our ICP?
Revenue, industry, frequency of clean, size of the building
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
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
What four numbers are needed to create pricing in the passport?
Sq footage, run rate, hourly rate, frequency
What specialty equipment is needed to service hard floors on a regular basis?
Auto Srubber
What two verticals focus on the most on specialty floor care and why?
Education and healthcare. Due to amount of vct and lvt
What is the process for getting redlines reviewed?
Send to DOS or Sly, then he will escalate to Kari. Do not try to send to Kari yourself
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.
What is the standard run rate for a dialysis center or Fresenius (good). If it is a 14k square foot building. How many hours a day does it take to clean?
2,800 run rate. 5 hours
What specialty equipment is required for large restrooms, showers or locker rooms?
Kaivac machine
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
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
What is the target for ADVOL this year? Why is that important and how does Advol work?
$12 million