Scott R. Smith

It varies, says Scott Smith, owner of Executive Cleaning Co.Inc. in Billings, Mont.He also owns Rimrock Technologies, a software company in Billings.

,Most BSCs and cleaning managers in general all realize they need something to help them manage their business or department,, says Smith. ,But a lot of them kind of expect that once they install the software, all of their problems go away, which of course isn,t the case.You,re only going to get out what you put in, regardless of the software that you purchase.,

BSCs who understand that software is only a tool, not a panacea, tend to get the most out of their technology investments.

Although contractors often have a reputation for being resistant to change, Smith says that,s not the case.When he speaks with BSCs about technology, they,re receptive to new things, and they even offer their ideas for improvement, including suggesting new products and modules.

In the pipeline,The No. 1 thing people ask for that I don,t already offer is something for hand-held devices,, Smith says. ,But I actually see that trend going down , which is surprising, but in the last year or so, they don,t ask for that as much.,

Smith does offer an inspection program for hand-held computers (such as the Palm Pilot), as do other software vendors, but he says most customers just want their existing software to perform better.

Offering a variety of value-added services has worked well for Scott Smith, owner of Executive Cleaning Co., Inc., Billings, MT. Though his blind cleaning, high-rise window washing, and tenant services programs are not needed as often as general cleaning, Smith says they keep customers who otherwise would have to hire two or three companies to accomplish all the projects.

When customers request services his firm can't supply, Smith acts as a middleman, still encouraging customers to call him, but subcontracting the work.

"The value we provide is everything," he says, stressing the increased customer convenience in a single-provider relationship.

Cleaners can often identify value-added services by examining the businesses they serve.As some of Smith's largest accounts were banks and health care facilities, he expanded into document shredding to maximize profits.

Though it helps to ask clients if they would be interested in a service before investing in equipment, clients often prefer consolidating services with one provider, cutting costs.

Workers as a resource

It isn't always necessary to invest in expensive equipment to expand services: labor itself can be a big resource.

Offering a variety of value-added services has worked well for Scott Smith, owner of Executive Cleaning Co., Inc., Billings, MT.Though his blind cleaning, high-rise window washing, and tenant services programs are not needed as often as general cleaning, Smith says they keep customers who otherwise would have to hire two or three companies to accomplish all the projects.

When customers request services his firm can't supply, Smith acts as a middleman, still encouraging customers to call him, but subcontracting the work.

The value we provide is everything, he says, stressing the increased customer convenience in a single-provider relationship.

Cleaners can often identify value-added services by examining the businesses they serve.As some of Smith's largest accounts were banks and health care facilities, he expanded into document shredding to maximize profits.

Though it helps to ask clients if they would be interested in a service before investing in equipment, clients often prefer consolidating services with one provider, cutting costs.

by Scott Smith
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(Scott Smith is a principal of Executive Cleaning Co., Inc., a building service contractor located in Billings MT)

It became apparent to Scott Smith, Executive Cleaning's General Manager, and his right-hand man, Shaun Hanner, that the business needed to become more technologically advanced if it was to continue to prosper.
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As Scott and Shaun honed and refined their business tools they began to recognize an emerging theme - the notion that their peers in the cleaning industry might benefit from the very solutions that they were developing.
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In early 1995 Scott and Shaun attended the annual trade show for an industry trade organization that they belong to.
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At the end of the day, Shaun and Scott rented two computers, had them delivered to their hotel, and locked themselves in a room for the rest of the week to brainstorm about industry needs and compare them to the tools that they were developing.

Scott R. Smith, President/Owner Executive Cleaning Company, Inc.