Educating Facility Executives Promotes Carpet Care Initiatives

BSCs, of course, know all the components of carpet care. They are the experts after all. Millsaps monetized his knowledge of carpet care, and how protection is the first line of defense, into a valuable walk-off mat program for his clients.  

“We added a walk-off mat program to our services,” he says. This valuable revenue stream has his crew bringing mats back to an in-house shop for cleaning.  

Millsaps also admits to selling more low moister encapsulation services than deeper, extraction cleaning.  

“That really helps keep costs down and everyone is looking at costs,” he says. “I’m selling clean carpets, not a process.” 

Stapleton agrees. “Low moisture encapsulation is an easy sell to customers when you share the many benefits of this method of interim carpet cleaning. As referenced by the Carpet and Rug Institute (CRI), ‘such systems are intended to be high production and return the carpet to use quickly.’"  

Educating customers on the benefits of a complete carpet care program is key. This will become even more necessary as the workforce edges closer to back-to-office protocols. Marin Marinov, SV Clean Inc., in Westminster, Colorado, explains.  

“Investing in carpet maintenance programs ensures a productive, comfortable, and professional workspace that meets the expectations of returning employees,” he says. “With employees spending more time in the office, comfort and aesthetics become critical.”  

Marinov continues, “Clean carpets contribute to a welcoming and comfortable environment. A well-maintained office space, including clean carpets, can boost productivity. Clean carpets can improve indoor quality. Also, proper maintenance extends the life of carpets, reducing waste and supporting sustainability. Neglecting carpets can lead to costly repairs or replacements, especially in high-traffic areas.”  

Griffin agrees, stressing that keeping to a complete carpet care system greatly expands the material’s life.  

“People expect carpet to last between seven and 10 years. But if properly maintained, you can get 20 or even 50 years out of the material,” says Griffin. Those savings multiply when examining the hidden costs of replacing carpet.  

“You have to shut work down and then move and store furniture, cubicle walls, and chairs,” says Griffin. “This is far more expensive than installing carpet in a vacant space.”  

Turning a Loss into a Win 

Despite the obvious benefits of prioritizing a complete carpet care system, clients will defer services in the name of saving money. At that point, Millsaps turns to sharing his extensive knowledge in the hope that clients will eventually come to a better-informed decision.  

“It’s not about sales at that point,” he says. “It is about leading the conversation with expertise and talking about issues like indoor air quality, certifications, and better equipment. These factors do set your business apart.”  

Marinov outlines his plan for when customers say no.  

“You have to understand the reasons for rejections,” he says. “Then you can communicate the benefits of carpet cleaning programs and address cost concerns. This builds trust and credibility. And of course you want to follow up with the customer.” 

But for Millsaps it’s about immersing yourself further into education and certifications to get results.  

“You have to keep working to be the best,” he says. “Drink the Kool-Aid so you can sell it.” 

Amy Milshtein is a freelancer based in Portland, Oregon. She is a frequent contributor to Contracting Profits.