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Index
Cover
Additional titles in Entrepreneur’s Startup Series
Table of Contents
Start Your Own Cleaning Service
Preface
Chapter 1: An Introduction to Cleaning Services
The Driving Forces
Chapter 2: Startup and Operations
What Are the Qualifications?
Predictable? Yes and No
Franchise or Independent Operation?
Buying an Existing Business
Chapter 3: Residential Cleaning Service
Who Are Your Customers?
Beyond Individual Homes
Who Are Your Competitors?
Equipment
Supplies
Standard Operations
What Will You Clean?
How Will You Clean?
Scheduling
What Does a Typical Day Include?
From That First Phone Call
Maintaining Customer Records
Pitfalls
Oops!
Chapter 4: Janitorial Service
Who Are Your Customers?
Who Are Your Competitors?
Equipment
Floor Cleaning Equipment
Chemicals
Standard Operations
Laundry
Maintaining Customer Records
Bidding
Estimating a Job
Be Prepared to Answer Questions
Cash Flow Issue
Security
Chapter 5: Carpet and Upholstery Cleaning Services
Who Are Your Customers?
Who Are Your Competitors?
Equipment
Cleaning Methods
Chemicals
Carpet Cleaning Basics
Carpet Cleaning Specifics
Handling the Initial Service Request
Visiting the Customer’s Home
Writing the Invoice
Performing the Service
Furniture Cleaning Specifics
Inspecting Furniture Before Giving an Estimate
Writing Your Estimate
Cleaning Furniture
Cleaning Drapes
Chapter 6: Other Cleaning Businesses
Window Cleaning
Disaster Cleaning and Restoration
Blind Cleaning
Pressure Washing
Restroom Cleaning
Chimney Sweeping
Ceiling and Wall Cleaning
Post Death and Trauma Cleaning
Chapter 7: Developing Your Plan
Business Plan Elements
To Market, To Market
Are You on a Mission?
Chapter 8: Structuring Your Business
Naming Your Company
Trademarks
Protect Your Mark
Legal Structure
Licenses and Permits
Professional Services
Create Your Own Advisory Board
Insurance Issues
Deliveries and Storage
Chapter 9: Money Matters
Sources of Startup Funds
Setting Prices
Labor and Materials
Overhead
Profit
Setting Residential Cleaning Service Prices
Setting Janitorial Service Prices
Setting Carpet Cleaning Prices
Keeping Records
Billing
Establishing Credit Policies
Red Flags
Accepting Credit and Debit Cards
Chapter 10: Setting Up Your Business
The Homebased Tax Advantage
The Commercial Option
Vehicles
Build a Fleet
Check Out the Drivers
Chapter 11: Human Resources
What Makes a Good Cleaning Service Employee?
Look In the Right Places
Evaluating Applicants
Take Care of Your Employees
Now That They’re Hired
Training Techniques
Uniforms
Employee Benefits
Child Labor Laws
What Should You Pay?
Employee Theft
When You Suspect a Problem
Chapter 12: Purchasing
Choosing Suppliers
Buying Supplies
Dealing with Suppliers
Suppliers Are Also Creditors
Negotiating a Deal
Chapter 13: Equipment
Basic Office Equipment
Telecommunications
Telephone
Answering Machine/Voice Mail
Cell Phone
Toll-Free Number
Email
The Best Equipment Is Information
Chapter 14: Marketing
Researching and Defining Your Market
Communicating with Your Market
What About Your Website?
The Elements of Image
Trade Shows
Trade Show Tips
Chapter 15: Tales from the Trenches
Never Stop Learning
Tap All Your Resources
Clean It Like It’s Your Own
Develop Systems
Be Careful!
Don’t Undersell Yourself
Take Care of Your Employees
Prepare for the Worst
Watch Your Chemical Combos
Find a Niche
Develop Your Computer Skills
Track Labor Costs
Invest in Customer Service
Keep Your Eye on the Economy
Don’t Take Every Job
Appendix: Cleaning Services Resources
Associations
Consultants and Other Experts
Credit Card Services
Equipment and Supply Sources
Franchise and Business Opportunities
Internet and Government Resources
Magazines and Publications
Successful Cleaning Services
Glossary
Index
Start Your Own Business
Editor: Marla Markman
Foreword
ON YOUR MARK ...
part 1 - THINK
chapter 1 - INTRODUCTION
chapter 2 - TAKING THE PLUNGE
The Entrepreneurial Personality
Your Strengths and Weaknesses
Go For the Goal
chapter 3 - GOOD IDEA!
Just Do It!
chapter 4 - GOOD TIMING
Market Matters
Financial Plan
Family Affairs
Getting Personal
Decisions, Decisions
chapter 5 - BUILD IT OR BUY IT?
Buying an Existing Business
Buying a Franchise
Calling All Franchisees
Buying a Business Opportunity
part 2 - PLAN
chapter 6 - CHOOSE YOUR TARGET
Practicing Nichecraft
On a Mission
chapter 7 - IF YOU BUILD IT, WILL THEY COME?
What It Is, What It Does
Market Research Methods
Secondary Research
Primary Research
chapter 8 - THE NAM E GAME
Expert Assistance
What Does It Mean?
Making It Up
Namestorming
Testing, Testing
Final Analysis
Say It Loud
chapter 9 - MAKE IT LEGAL
Sole Proprietorship
Partnership
Corporation
Limited Liability Company
The Nonprofit Option
chapter 10 - PLAN OF ATTACK
Executive Summary
Business Description
Market Strategies
Competitive Analysis
Design and Development Plan
Operations and Management Plan
Financial Factors
A Living Document
chapter 11 - CALL IN THE PROS
Hiring a Lawyer
Hiring an Accountant
part 3 - FUND
chapter 12 - ALL IN THE FAMILY
Do It Yourself
Friends and Family
How Much Is Enough?
chapter 13 - NOTHING VENTURED, NOTHING GAINED
Equity Basics
Venture Capital
Earth Angels
chapter 14 - LOOKING FOR LOANS
Types of Loans
Sources of Financing
Applying for a Loan
chapter 15 - FED FUNDS
7(a) Guaranty Loan Program
Making the Most of the SBA
Granting Wishes
part 4 - PREPARE
chapter 16 - WHAT’S YOUR DEAL?
What Is Negotiation?
Preparing for Negotiation
What Do You Want?
The Negotiation Process
Everything Is Negotiable
chapter 17 - SITE SEEKING
Types of Locations
Issues to Consider
What Can You Expect To Pay?
Commercial Leases
chapter 18 - LOOKING GOOD
Office Space
Designing a Logo
Business Cards
Selecting Stationery
Designing Your Sign
chapter 19 - STOCK ANSWERS
Inventory Control
Inventory Accounting
Suppliers
chapter 20 - IT’S IN THE MAIL
Mailing Equipment
chapter 21 - CHARGING AHEAD
Establishing a Credit Policy
Accepting Checks
Accepting Credit Cards
Accepting Debit Cards
chapter 22 - COVER YOUR ASSETS
Basic Insurance Needs
Choosing an Insurance Agent
Insurance Costs
chapter 23 - STAFF SMARTS
How To Hire
Alternatives to Full-Time Employees
chapter 24 - PERK UP
Benefit Basics
Health Insurance
Retirement Plans
Low-Cost Benefits
Employee Policies
Workplace Safety
Discriminatory Treatment?
part 5 - BUY
chapter 25 - BUYER’S GUIDE
Cost Cutters
Wise Buys
chapter 26 - BUSINESS 24/7
Equipping Your Virtual Office
Being Well-Connected
Choosing Partners
Office Productivity Software
chapter 27 - NET WORKS
Sounds Like a Plan
The Name Game
Website Basics
chapter 28 - KEEP IN TOUCH
Do Your Homework
Just the Beginning
Talk Is Cheap
Which Smartphone Is the Smartest?
At Your Service
Wireless Wonders
I’m IMing
Web Calling
It’s Your Turn
part 6 - MARKET
chapter 29 - BRAND AID
What Is Branding, Exactly?
Building a Branding Strategy
Bringing It All Together
Read All About It
chapter 30 - MARKETING GENIUS
Creating a Marketing Plan
Where to Advertise
Print Advertising
Radio and TV Advertising
Direct Mail
Classified Ads
Co-Op Advertising
Measuring Advertising Effectiveness
chapter 31 - TALKING POINTS
Getting Publicity
Special Events
Networking
chapter 32 - SELL IT!
Understanding Your Unique Selling Proposition
Cold-Calling
Making Sales Presentations
Speaking Effectively
chapter 33 - NOW SERVING
Building Customer Relationships
Customer Service
part 7 - ENGAGE
chapter 34 - NET SALES
A Marketing Tool
Attracting Visitors to Your Site
Keeping Visitors at Your Site
chapter 35 - SOCIAL STUDIES
Engaging Online Tools
Video Marketing
Overview of Social Bookmarking Sites
Content Marketing Online
Social Marketing Automation
chapter 36 - CAN YOU RELATE?
High-Level Networking
Target Market Connections
Groups and Discussions
Fan Pages
Media Connections on Social Sites
Center of Influence List
part 8 - PROFIT
chapter 37 - KEEPING SCORE
The Bookkeeping Advantage
Basic Accounting Principles
Accounting System Components
Cost Accounting
Under Control
Financial Statements
chapter 38 - MAKING A STATEMENT
Creating Financial Statements
Cash-Flow Analysis
chapter 39 - ON THE MONEY
Gross Profit Margin and Markup
Break-Even Analysis
Working Capital Analysis
Building a Financial Budget
Sensitivity Analysis
chapter 40 - PAY DAY
What You Need
What You’re Worth
What Your Business Can Afford
chapter 41 - TAX TALK
First Things First
Ins and Outs of Payroll Taxes
Declaration of Independents
Selecting Your Tax Year
Filing Your Tax Return
Sales Taxes
Tax-Deductible Business Expenses
Tax Planning
appendix - BUSINESS AND GOVERNMENT RESOURCES
GLOSSARY
INDEX
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