Clean & Clear

Rod, you definitely gave me some guidance and insight that I needed. I decided to go ahead and go through for it, so I'm going to give it a round. Having been in the service industry for nearly a decade, I really don't see it as being difficult to get up and running. I like your idea of a sprinter van, I will defiantly be changing vehicles now that my towing truck better known as gas guzzler won't be needed to tow around 3 or 4 zero turns at a time. I'll probably go for something economical. My main and only concern I would appreciate you touching on a little more is marketing and getting constant cash flow coming in. 
I'm really worried about constant cash flow, as in landscaping, I've had year around customers, on a weekly schedule, and that money was guaranteed every month. With power-washing I worry the week work schedule and work load could simply depend on luck in marketing. What do you do to guarantee cash flow? The first year, I plan to start solo, but can easily hire someone if it takes off. Just to make a living, according to my math, I'll need at bare minimum of 15 to 25 customers a week, depending on how much they spend on up-sells. If I can up-sell a lot through the week, I could make it work with 15 customers or jobs per week. 
Here's what I have planned for marketing, let me know what you think and if you think it will be enough to book between 15 and 25 jobs a week. 
Step 1:  Tomorrow I will start on building a website and a business Facebook account. I already have a business name in mind that I'll need to file a DBA for that is not in use around here. I'll use the social media for creating a portfolio and building a name, and also have the website ranked near the top on Google.
Step 2: I have a local printer that prints me (10,000 Full Page 8.5 x 11) Flyers at a time for $250.00. (I use full page, because I noticed an increased response rate in previous years over business cards and small postcards.)  I plan to have 2,500 of these go out every single week. I plan for this to be my primary mode of marketing. I will either pay someone to distribute 2,500 each week or use EDDM through the postal office. I expect a 1% response rate at minimum off of them each week. In turn, this should provide me with 25 calls at minimum. I prefer this method because I can control my work area and have a tight route each week, and practically be in the same zip code all week rather than having too much windshield time between each stop. 
Step 3:  Every job I complete, I intend to drop a 2nd flyer off by hand to the closest (5) neighbors, letting them know we had just did their neighbors, which I'm sure they will take notice of. I will also use coupons on the flyer to reel them in. 
 
With that said, I'm hoping these (3) small steps will be enough to at least get my feet wet and reel in the amount of work or 15-25 jobs a week that I need to keep a float until I build a reputation. 
 
Ram, please let me know what you think about the above and you think it will AT LEAST real in enough work to keep a solo guy busy his first year? Also, my ears are open to any other tricks or methods you might have to reeling in or securing steady cash flow. 

Hello and welcome to The Grime Scene.

#1 is a matter of demographics and preference.
I will answer for the residential aspect as we found more problems in securing reliable cash flow from commercial due to
many non-compliant companies always giving us 'their' schedule of when they cut checks etc.
Got fed up with the hassle and concentrated specifically on residential. The only part the comes close to commercial is our
relations with property managers which has been very successful and reliable.
The details on how to charge vary on what you are washing and if you are going to offer any followup services for wood
cleaning/restoration which involves some carpentry and sealant/stain applications. This part is highly weather dependent
and I would not dive in until you have taken a certification course to help gain a basis of knowledge. I suggest PWNA for a start.

The pricing has to do with YOUR business model and your pay structure. How long does it take you to wash 'X' and what does it
cost you to wash: wages, insurance, fuel(s) including travel time and ass time for your crew, chemicals, payments for equipment
and any rentals you may have to hire etc.

You can price by sqft but you have some math to do. Figuring out what you need to stay afloat is a start combined with the previous
paragraph will help guide you on your pricing. Rule of thumb: Raise your prices as the market will bear and only in relation to cost
increases you have to pass on to your customers.

Depending upon the job size we charge the customer a 1/3 to get started (upon booking) and balance upon completion. In cases where
the job is very large and requires more than on trip, 2/3 upon completion of (specified phase of work completed ei; wash/stripping a deck)
on the first trip. Balance upon completion of the rest.

Some companies offer financing to those customers whose jobs exceed a certain dollar amount and allow payments over a period of time.
That can work both ways positively and negatively on cash flow and making payroll if a number of customers are late on payments.


#2. You already have a client base to start from and if you have some decent references from them the advantages save you the advertising.
I would start by examining each customer you have and coming up with a sheet detailing the optional items you could wash: Patio, walkway,
Siding, gutters, pool apron, wall(s), deck(s), fence etc. and how much sqft of each. Offer them the additional services at introductory rates
while you are ramping up. At each customers location, pass out a flyer to each house next door and to all houses across the street as a rule.
As you know, people talk to their neighbors and ask for feedback on the contractors they use. Great word of mouth. You just have to generate
their attention. Landscapers/lawnmowers don't often get much attention but when a crew starts up a pressure washer, people become intrigued.
Use that to draw attention to your services.

#3. Consider a Sprinter van. They have up to 2 tons cargo  capacity. I have a dual gun pressure washer installed at the back, a 200gal square
supply tank just forward of it with a tool box on top (plywood table of sorts and a drawer/shelf system along side) and a 3 stack hose reel towards
the front just behind the driver seat. Of course you will want a partition wall to protect the occupants in the event of an accident but the main point is
all of what you need is on-board and enclosed from the weather and theft.

#4. You will find many pressure washers and wood restoration companies won't get out of bed for less than $75.00/hr. Others are around 100-125.
Depends on what your market will bear. Once you have done some research on other more established companies, you will find out what is competitive
and what you can be profitable on. After 18 years in business, we are of the top highest priced contractors and with a good reputation and service can
basically command your price.

#5. Sounds reasonable to start if that is what you always book. In our experience, travel also plays a factor in how much you can get done. The jobs get more
sporadic in locations as you may have guessed and this will factor into it. The size of the house(s), the type of surface you are washing, the landscape
difficulties (plantings and such that get in the way, make access difficult to not possible), rinsing and diverting water to ground (gotta watch out for the water cops)
[Clean water act] Plus you will have to check into local laws AHJ's (authorities having jurisdiction) as well.
Another issue is water access and flow. Many homes don't always have water flow that can keep up with a pressure washer so that is another factor you will
Have to consider in not only the equipment you purchase but if you may require a hydrant meter for tapping a water hydrant if the site doesn't have enough flow
AND how to charge for that option as well. The size of the tank can be an issue if you have too many residents with low flow (<4gpm-Gal/per/minute).

#6. Many of us 'Specialize' in a specific aspect and up-sell to other items as a rule. ie; we specialize in wood restoration and up-sell house washing and pressure
washing services (detailed items according to what is present). We are aware of a number of people in your area that target specifically house washing, fence washing
(species of wood specific too) etc. The rest are add-on services and it makes it easier for your crew to be able to sell them on the spot if you come up with a
structured price list they can follow.

I hope this helps provide some modicum of direction and sense of probability.

Rod