Home' Inclean : INCLEAN Jul-Aug 2016 Contents 20 INCLEAN July/August 2016
By Jerry Land*
I talk to a lot of CEOs and vice presidents
of sales in the jansan industry, and one of
the biggest problems I’m hearing regarding
recruiting and hiring is that prospective
candidates don’t find the jansan industry
very glamorous. So how does one sell the
industry to prospects to bring in fresh, new
talent? What does the jansan industry offer
that other industries don’t? The answer is
actually a lot.
To get different perspectives, I enlisted the help of some of my
clients within the cleaning industry as well as a few of the individuals
that, as a jansan recruiter, I have placed who were recruited from
outside the industry. Below are the top reasons these individuals
cited as to why the cleaning industry attracted them and still attracts
them to this day.
Opportunity. The jansan business is a US$51 billion industry.
Because of the size of the industry, there is tremendous opportunity
to make money and build an exciting, long-term career whether in
manufacturing, distribution, or as a manufacturer rep. or cleaning
professional. In fact, the cleaning services industry, both In-house
providers and building service contractors, is expected to enjoy 12
percent job growth from 2012 to 2022, according to the U.S. Labour
Department, Bureau of Labour Statistics. This equates to 280,000
new jobs, strong growth for a career that does not require a formal
education or a lot of experience to get started. And as the headcount
continues to increase so, too, will the need for more supervisors and
managers, which means upward mobility.
Monetary success. The cleaning industry’s products and services
are always in demand. Sure, sometimes it seems cleaning is the first
budget line to be cut, but unlike many industries, it cannot be tossed
aside for long! And as the public’s perception of the connection
between cleaning and human and environmental health continues
to strengthen (as the Value of Clean continues to hit home), there is
all the more opportunity to be extremely successful and handsomely
rewarded in this business.
Residual returns. Whether you work for a manufacturer or a
distributor, you benefit from consumable products that, once used,
must be replenished. For service providers, what buildings do not
need to be cleaned and maintained regularly to remain inhabitable
and healthy? In many other industries, the sales people close a sale
and have to move on to the next one. No matter what segment of
the jansan industry chosen, you can build momentum as opposed to
having to start from scratch each week or month.
Reoccurring commissions. For cleaning industry sales professionals,
not only can money be made by selling products or services, but
unlike a lot of other industries that only pay a one-time or sliding
scale commission for new customers, a majority of companies in
the cleaning industry pay a commission on every single profit dollar
sold to the customer for the life of an account. By building a solid
account base, it is easier to grow your income as you manage and
accounts while still building new ones. In other words, the jansan
industry offers an enjoyable long-term business model.
Relationships. Because customers will continue to reorder and
Laws of Attraction: selling the jansan
industry to potential hires
purchase products and services on a continuous basis, professionals
in our industry get to develop long-term relationships with their
clients – and vice versa.
Large customer pool. Who does not need cleaning products or
services? Healthcare, industrial, education, government, commercial,
hospitality, food service.... The list is virtually endless as are the
facilities that house these services versus many industries where the
audience is narrow, targeted—and shrinking.
Innovation. The move towards more technology has impacted
every industry, not the least of which is the cleaning industry. From
e-commerce, mobile apps, and quieter vacuums for day cleaning
to software helping streamline budget analysis, inventory control,
and work loading, this is NOT the same mop and bucket days of
yore. Consider such cutting-edge products as self-cleaning surfaces,
robotics, sensors, green cleaners, battery powered equipment,
advanced dispensing systems, vacuum backpacks, floor finish
polymers, hand care sanitisers and foams.... just attend the annual
ISSA/INTERCLEAN trade show, and you will be amazed at what
has been developed in the industry from one year to the next!
Trends, such as increased health and safety, energy and labor
savings, and sustainability, have fueled the cleaning industry and
will continue to do so for years to come. Manufacturers in the
jansan industry will continue to invest in research and development
and product innovation to stay on the cutting-edge. This is good
news for engineers, designers, software development, and those in
information technology. It is also good for the distributors who
will have a steady stream of new products to sell and the service
providers who will have new ways to do their work faster and
Extensive product/service lines. With the exception of some niche
manufacturers, the ability of cleaning industry product or service
suppliers to expand, cross-sell, and bundle their offerings is limited
only by their own imaginations – food service, safety, etc.
Consultative selling. Sales professionals in the industry help
customers be more cost-effective, maximize worker productivity
and solve their challenges by fulfilling their needs. This saves those
in the industry from having to compete on price only where profits
Continuous improvement. ISSA, IEHA, and Building Service
Contractors Association International are just a few examples of
associations that offer ongoing educational conferences and trade
shows to keep your industry knowledge and skills sharp.
Certified status. An opportunity to become an expert – ISSA
certifications and credentials such as Cleaning Industry Management
Standard (CIMS), ISSA Certification Experts (I.C.E.) and Cleaning
Industry Training Standard (CITS) as well as others, such as
Environmental Health Services (EHS) or Leadership in Energy
& Environmental Design (LEED) – all these offer a chance for
professionals to achieve certification, raising their professional status
and stature and often pay and revenue.
Savvy buying. Afflink, Nissco, Pro-Link, TripleS, and other
buying groups that serve the industry help improve purchasing
power and negotiate better terms for distributors while helping
drive prices down for buyers. They also allow their members to
share ideas and discuss solutions to common problems within the
industry (see page 18).
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