1 eClean Magazine

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TM 1.800.433.2113

Quick Links - Pressure Washers - Surface Cleaners - Chemicals & Detergents - Cleaning Supplies - Parts & Accessories - Pumps & Repair Kits - Training Materials

TM 1.800.433.21132513 Warfield St. Fort Worth, TX 76106

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Cleans heavy grease, oil and scuff marks from un-painted concrete and other alkaline water safe hard surfaces. USDA authorized for use in meat plants.

R-202 Concrete Cleaner

Mosmatic 12” Graffiti Remover with Recovery Port + 1 Quart of D-VANDAL Graffiti Remover

• Wrap-Around Safety Goggles• 12” Gauntlet PVC Safety Gloves• Cordova Steel Toe PVC Safety Boots• Full Brim Non-Slotted Hard Hat• Heavyweight Apron• Visor Assembly for

Hard Hat• Glacier Glove Stillwater

Neoprene Bootie

This non-streaking cleaner leaves glass with reflective finishes and a film-free sparkling appearance. 1 gal-lon of concentrate makes 10 gallons of cleaner.

RP-3500 Window Cleaner Concentrate

DSR- 49 Deck RestorerDSR-49 Disodium Per-oxydicarbonate removes mildew stains and dirt while restoring a natural and bright look to vertical and horizon-tal grayed and weathered wood surfaces. Ideal for wood preparation prior to water sealer application.

DELTA-60™ Heavy Grease Remover (*)Contractors first choice for grease spot removal. Just apply Delta 60 to a dry grease spot and pressure wash off. Watch years of deep stains disappear! It restores drive-thru and entrance pads to look like new! The oils come out as solids leaving the concrete as clean as possible.

A fast-acting penetrating semi-gel that removes paints, inks (including ball point pen), permanent markers, crayons, caulking, urethane sealants and more off most surfaces. This product eliminates tedious scrub-bing to remove stubborn stains on surfaces by simply wiping with a soft cloth or using an all-purpose sprayer.

D-Vandal Graffiti Remover

Quickly removes dirt from vinyl fabric materials. 1 gal. bottle = 10 gal. of cleaner.

AC-12 Fabric Awning Cleaner

AC-22 Vinyl Awning Cleaner

Quickly removes normal dirt and grime from woven fabric materials. 1 gal. bottle = 5 gal. of solution.

The Whisper Wash Big Guy Surface Cleaner incorporates a signature balanced and machined spray bar with a 28” wide surface coverage area. The Big Guy’s pivoting wheel design and a heavy-duty nylon brush provide for easy navigation through large areas while still containing the pressurized spray. The Platinum Series of Whisper Pro Surface Cleaners offers:• A One-Piece Unitized Swivel Cartridge • A One-Year Full Coverage Warranty • 5000 PSI Max Working Pressure • 212º F Max Working Temperature• BONUS! This PowerWash.com EXCLUSIVE Bundle Pack also includes a FREE

5 lb. Sample Pack of R-202 Cleaner. This powerful sudsing alkaline powdered detergent is designed to clean heavy grease, oil and scuff marks from unpainted concrete and other alkaline water safe hard surfaces.

.Big Guy Surface Cleaner Specifications:• 2” Nylon Brush • One 4” Caster • Two (2) 10” Pneumatic Tires • Oversized, self-lubricating twin thrust bearings • 2000-5000 PSI Pressure Range • Max Temperature: 212º F • Max Flow: 4-10 GPM • Housing Size: 28” • Two (2) 25-Degree Size 2 Spray Tips

Whisper Pro Big Guy Platinum Series Surface Cleaner

This professional wall cleaner is specially designed for quickly remov-ing graffiti and stubborn dirt. The recovery port allows the user to attach a vacuum system to suction the dirty water. The brush ring prevents splashing and injuries from loose pebbles. It is soft and elastic but ex-tremely effective thanks to the thickness of the bristles.Specifications:• Surface Cleaning Diameter: 12”• Pressure: 5000 PSI• Max Temperature: 250 F• Weight: 7.1 lbs.• Swivel: 1xDYW• Rotor Arm: 2x 1/8” NPTF• Rotor Nozzles: Two (2) 1503

(15-Degree Size 3)

10% OFF Orders of $100 or more!Use Coupon Code eClean10Cannot be combined with any other offers. Exp: 06.01.13

Personal Protective Equipment

3 eClean Magazine

Bc

5

In This Issue:5 High-Rise Cleaning: 4 Things to Consider before

Taking the Plunge

8 Ladder Safety and You, by Tony Evans, A New View Window Cleaning

10 Collecting Information on Your Competitors: Discover the Do’s and Don’ts of Competitive Intelligence

14 Mark Your Calendars: 2013 PWNA Convention & Trade Show, October 17-19

10 2012 Annual PWNA Convention in Orlando

16 PWNA Vendor Profile: Soap Warehouse

18 Benefit from Emotional Control, by Bill Kinnard, Grandy & Associates

21 PowerWashStore.com Helps Family in Need

22 How to Prevent Accidents: Stay Alert, Stay Focused, Stay Safe, by Larry Miller, Larry Miller, Inc.

24 Stay on Your Feet (If You Can), by Rick Meehan, Marko Janitorial Supply

26 Which Online Directories Should You Use for Your Small Business? by Henry Bockman, Contractor’s Foundation

28 What Happened in Vegas: A Recap of the 2013 Garage Cleaning Event

31 How to Build Your Brand, by Jenna Horsley

33 4 Reasons to Pressure Wash Your Building, by Paul Horsley

34 Classifieds

Cover photo courtesy of Shaun Downham, Oahu Power Wash

eClean Magazine is published monthly

Publisher: Paul Horsley, paul@ecleanmag.comEditor: Allison Hester, allison@ecleanmag.comSales: Maurice Clark, maurice@ecleanmag.com

www.eCleanMag.com

eClean MagazineBox 262, 16 Midlake Blvd S.E.Calgary, AlbertaCanada T2X2X7www.eCleanMag.com

10

TM 1.800.433.2113

Quick Links - Pressure Washers - Surface Cleaners - Chemicals & Detergents - Cleaning Supplies - Parts & Accessories - Pumps & Repair Kits - Training Materials

TM 1.800.433.21132513 Warfield St. Fort Worth, TX 76106

Shop Online 24 Hours a Day

We provide products you NEED with the helpful service you Deserve!

Cleans heavy grease, oil and scuff marks from un-painted concrete and other alkaline water safe hard surfaces. USDA authorized for use in meat plants.

R-202 Concrete Cleaner

Mosmatic 12” Graffiti Remover with Recovery Port + 1 Quart of D-VANDAL Graffiti Remover

• Wrap-Around Safety Goggles• 12” Gauntlet PVC Safety Gloves• Cordova Steel Toe PVC Safety Boots• Full Brim Non-Slotted Hard Hat• Heavyweight Apron• Visor Assembly for

Hard Hat• Glacier Glove Stillwater

Neoprene Bootie

This non-streaking cleaner leaves glass with reflective finishes and a film-free sparkling appearance. 1 gal-lon of concentrate makes 10 gallons of cleaner.

RP-3500 Window Cleaner Concentrate

DSR- 49 Deck RestorerDSR-49 Disodium Per-oxydicarbonate removes mildew stains and dirt while restoring a natural and bright look to vertical and horizon-tal grayed and weathered wood surfaces. Ideal for wood preparation prior to water sealer application.

DELTA-60™ Heavy Grease Remover (*)Contractors first choice for grease spot removal. Just apply Delta 60 to a dry grease spot and pressure wash off. Watch years of deep stains disappear! It restores drive-thru and entrance pads to look like new! The oils come out as solids leaving the concrete as clean as possible.

A fast-acting penetrating semi-gel that removes paints, inks (including ball point pen), permanent markers, crayons, caulking, urethane sealants and more off most surfaces. This product eliminates tedious scrub-bing to remove stubborn stains on surfaces by simply wiping with a soft cloth or using an all-purpose sprayer.

D-Vandal Graffiti Remover

Quickly removes dirt from vinyl fabric materials. 1 gal. bottle = 10 gal. of cleaner.

AC-12 Fabric Awning Cleaner

AC-22 Vinyl Awning Cleaner

Quickly removes normal dirt and grime from woven fabric materials. 1 gal. bottle = 5 gal. of solution.

The Whisper Wash Big Guy Surface Cleaner incorporates a signature balanced and machined spray bar with a 28” wide surface coverage area. The Big Guy’s pivoting wheel design and a heavy-duty nylon brush provide for easy navigation through large areas while still containing the pressurized spray. The Platinum Series of Whisper Pro Surface Cleaners offers:• A One-Piece Unitized Swivel Cartridge • A One-Year Full Coverage Warranty • 5000 PSI Max Working Pressure • 212º F Max Working Temperature• BONUS! This PowerWash.com EXCLUSIVE Bundle Pack also includes a FREE

5 lb. Sample Pack of R-202 Cleaner. This powerful sudsing alkaline powdered detergent is designed to clean heavy grease, oil and scuff marks from unpainted concrete and other alkaline water safe hard surfaces.

.Big Guy Surface Cleaner Specifications:• 2” Nylon Brush • One 4” Caster • Two (2) 10” Pneumatic Tires • Oversized, self-lubricating twin thrust bearings • 2000-5000 PSI Pressure Range • Max Temperature: 212º F • Max Flow: 4-10 GPM • Housing Size: 28” • Two (2) 25-Degree Size 2 Spray Tips

Whisper Pro Big Guy Platinum Series Surface Cleaner

This professional wall cleaner is specially designed for quickly remov-ing graffiti and stubborn dirt. The recovery port allows the user to attach a vacuum system to suction the dirty water. The brush ring prevents splashing and injuries from loose pebbles. It is soft and elastic but ex-tremely effective thanks to the thickness of the bristles.Specifications:• Surface Cleaning Diameter: 12”• Pressure: 5000 PSI• Max Temperature: 250 F• Weight: 7.1 lbs.• Swivel: 1xDYW• Rotor Arm: 2x 1/8” NPTF• Rotor Nozzles: Two (2) 1503

(15-Degree Size 3)

10% OFF Orders of $100 or more!Use Coupon Code eClean10Cannot be combined with any other offers. Exp: 06.01.13

Personal Protective Equipment

4 eClean Magazine

by Henry Bockman, Henry’s Housework, www.HenrysHousework.com, and Contractors Foundation, www.ContractorsFoundation.com

5 eClean Magazine

Photos courtesy of Clean & Green Solutions, www.CleanandGreenSolutions.com

In March, an Australian window cleaning company finished the three-month project of cleaning

the world’s tallest building, Burj Khalifa. The Dubai skyscraper (featured in Mission Impossible 3) stands at a whopping 2,717 feet tall, is more than 160 stories, and hosts 24,830 windows for a total of 1,292,500 square feet of glass. Can you imagine yourself cleaning that? If so, then high-rise cleaning may be something that interests you.

However, there’s another important fact to consider. If you watch the headlines – and you can find them on our “Cleaning in the News Page” – you’ll quickly realize that hardly a week goes by without a window cleaning related accident, often leading to death.

In what is becoming an increasingly cutthroat industry, too many professional high-rise window cleaning companies are cutting corners when it comes to safety. That was the subject of a 2012 award-winning news story by Trish Van Pilsum of Fox 9 News in Minnesota, where four window-cleaning deaths had occurred since 2007 – the highest number in any state. In each case, OSHA determined the accidents could have been prevented through the use of proper safety training, equipment and procedures.

High-rise Cleaning:4 Things to Consider before Taking the Plunge

By Allison Hester, Editor

Left: Jeff Scott of Green Window Cleaning and reporter Trish Van Pilsum of Fox 9 News. All photos courtesy of Green Window Cleaning

In the news report, Van Pilsum worked with Jeff Scott, owner of Green Window Cleaning, to experience safely going “Over the Wall.” Scott, who has been doing rope access work for nearly 25 years and who is on the Board of Directors for the International Window Cleaning Association (IWCA), is known for his meticulous focus on safety. So for this article, I spoke with Scott to learn what a potential high-rise window cleaner needs to consider before ever “Taking the Plunge.”

Are You Right for High-rise Cleaning?1. Are you willing to learn? Safety training

is imperative to high-rise cleaning, and there are several places to get it. The IWCA offers classroom, hands-on and online safety training. Scott, who has taught the hands-on safety training in the past, said that the IWCA program “is a very good starting point. You can learn about the overall general information needed, but by no means will it make you ready to go off a building.” You can learn more about this training at www.IWCA.org.

Next, Scott recommends getting certified through SPRAT (Society of Professional Rope Access Technicians). “SPRAT is a great place to go for their level 1 (worker) training. It’s very comprehensive -- much more than what a window cleaner may need – but it’s something

everyone who works from a rope should have. It prepares you for the situations you’re going to encounter.”

SPRAT has three

levels of certification. Scott is currently SPRAT Level II certified and aims to get his Level III sometime in the near future. Many training companies offer SPRAT certification courses almost weekly in different parts of the country. You can learn more about SPRAT training at www.SPRAT.org.

Finally, for suspended scaffolding, there’s the SAIA (Scaffold and Access Industry Association), which offers a variety of programs in different areas of the country almost weekly. To learn more, visit www.SAIA.org.

And training doesn’t stop there. For instance, Scott and his crew still undergo monthly training sessions where they go over every piece of equipment and through the company handbook. Bottom line: being safe means being trained.

2. Are you willing to wait? Diving into high-rise cleaning. That’s what leads to accidents, injuries and even deaths.

“There’s nothing glamorous about putting workers’ lives at risk,” stressed Scott. That’s

About Jeff ScottJeff Scott is a second generation window cleaner, who recalls going

with his dad at a very young age to clean pay phone booths in Central Wisconsin. Scott was introduced to chair work in his mid-teens.

He worked for his dad’s company until a little over four years ago, when his father sold his business for a handsome sum. Because there was no non-compete clause with the acquisition, Scott started his own company – Green Window Cleaning – the day after the deal closed.

“I had actually planned to switch to residential work,” he explained. But when another company needed help with high-rise cleaning, he took all the money he had planned to use for marketing his residential business and instead put it into high-rise equipment.

Today, Green Window Cleaning has four employees, three trucks, and focuses on high-rise windows in Minnesota, Wisconsin and Illinois. “We cherry pick jobs where our skills are still an advantage,” he explained.

Scott is Secretary of the International Window Cleaning Association (IWCA) and has taught the association’s hands-on self rescue courses in the past. A big advocate of SPRAT training, Scott actually took one of the organization’s first rope access training courses. That accounted for the highest structure he’s ever descended from – the Hoover Dam. As for buildings, the high-rises he cleans “generally” are 300 feet high or less. He is also IRATA (International Rope Access Trade Association) Level II certified..

Today, Scott also offers safety training to companies around the country. He travels to their location to teach classroom and hands-on skills including equipment, rigging, self rescue and partner rescue. He also looks at companies’ kits, practices and procedures and helps them come up with the best options.

7 eClean Magazine

why “the novice should never, ever try to take on high-rise cleaning unless he’s worked along someone who has done it for some time.”

The first step, according to Scott, is to work for someone else. “Work for a company that has a good training program already set up. Talk to their employees. Talk to the owners on their willingness to train you. Talk about retraining.”

If you are already an established window cleaning business owner thinking of adding high-rise cleaning, Scott suggests hiring an experienced, well-trained crew and let them teach you the ins and outs of the business.

3. Are you willing to do it? Over the years, Scott has run across several guys who underwent training, got on the rooftop, but just couldn’t go over the side. “And that’s OK. It’s not for everyone. Some guys also just need more time,” he said. “If they’re around me for a time, I can often sense if they have an aptitude for it.”

However, there are also the overconfident guys “who have no respect for the dangers,” Scott added. Those are the guys Scott won’t allow to go over the edge until they “adjust their mentality. They often just get tired of having to wait and eventually go off and do something else.”

Beyond the need to be able to endure the heights, high-rise cleaning is hard work. You must also be able to physically handle it. “I enjoy it, but it does wear on you,” Scott stressed.

In addition to the physical work, there is a ton of documentation and paperwork that must be kept up with in high-rise cleaning. Without it, you – and the property owner – could be in big trouble. So in addition to physically and mentally being able to do the cleaning, you have to be organized enough (or hire someone who is) to be successful as a business owner in the high-rise cleaning industry.

4. Are you willing to pay? High-rise cleaning is expensive. You have to pay for training – and retraining – a qualified staff. You have to pay for equipment. And you have to pay for insurance. “The most expensive thing in our business is the insurance and workers

compensation,” Scott said. “In Wisconsin, for every dollar of payroll we pay over 38 cents to workers comp insurance alone.” And in Wisconsin, there are no split workers compensation codes. Since Scott cleans high-rises, his insurance takes the same percentage whether he’s cleaning a skyscraper or a house. So he has completely stopped doing small jobs and route work. “It’s far too expensive for us.”

Which brings up another point. “Honestly, if you do it right, you can make good money doing residential and mid-rise buildings,” Scott said. “High-rise cleaning doesn’t necessarily mean more money.”

So why do it?On the surface, high-rise window cleaning

is a glamorous looking job. But a lot of people go into it too quickly, and just as promptly get right back out.

However, for those who enjoy a challenge, high-rise cleaning can certainly fill that need. That’s one of the things that Scott likes best about this field. “Every jobsite requires different rigging,” he explained. “I especially enjoy the relationships I’ve built with property managers. It’s fun when they come up with problems and we can create solutions.”

Additionally, Scott says that the days go very fast, although they require hard work. And, when done right, there is money to be made. Even with all its added safety-related expenses, Green Window Cleaning has learned how to be very competitive because of their efficiency in cleaning. “What it boils down to is we work hard. We work efficiently, safely and by the book.”

Visit www.RoofSnot.com for more information. Available exclusively through Southside

Equipment, Inc., www.PressureWasherKY.com

8 eClean Magazine

One of the most profound statements I’ve ever heard when it comes to ladder safety is “there are two kinds of ladder users: those who have fallen off a ladder and those who will.” While you may not like the either/or scenario of that statement, it is sadly all too true. If we use ladders long enough we can find ourselves on the wrong side of an accident. But as professional cleaners, ladders are an essential part of our equipment. What can we do to minimize the risk?

Location, Location, Location! While most of us recognize this adage as

something to do with real estate, it is a vital element of ladder safety. Where we place our ladder is the most important step we take in using it safely. We need to make sure that the ground we are setting our ladder on is solid.

The ladder should also be set at a 75 degree angle. How do we know if we have it right? There are simple ways to check. To establish

the angle, simply set the ladder where you need it. Now, with your arms stretched out straight, your hands should land on the rung straight in front of you, then you have the proper angle. As for the stable ground, when the ladder is set, simply stand on the bottom rung and bounce a little. If the ladder doesn’t sink unevenly or deeply, then you’re ready to think about climbing.

What about uneven ground or getting on a roof?Every Ladder Needs These

I have found two ladder accessories to be invaluable when it comes to ladder safety – a standoff and the PiViT tool.

We use a Werner quick click standoff (some guys call them bullhorns) every time we set up the extension ladder. It keeps the top of the ladder away from the wall, which gives you a better angle to clean. It also gives more stability to the top of the ladder, which is especially beneficial when going from the

Ladder Safety and You

Ladder Safety and Youby Tony Evans, a New View Window Cleaning, www.windowcleaningschool.blogspot.com

9 eClean Magazine

ladder to a roof. We also use the PiViT tool, which looks

like a big black wedge. It is designed as a leg leveler as well as a plank support for interior scaffolding. Whatever you use, a leg leveler is a must for ensuring the ladder is always straight. Never climb a ladder that is leaning to one side, even if it’s only by a couple of inches.

Other Concerns If you live in an area where you may use a

ladder in winter, you may run into snow or ice where you set up. If there is no other option, then make sure to clear the surface of any snow or ice before setting up your ladder. Of course, there are other options for certain types of window cleaning, like extension poles or using different techniques to clean the exterior from the inside. Another great way to reduce the risk of using ladders is to not use them. We use water fed poles as often as possible to keep ladder use to a minimum in window cleaning. Or if you are soft washing a house, can you use a longer wand or telescopic pole to get the solution to a setback dormer?

Training is EssentialOne thing we also should discuss it the need

for training. While climbing a ladder may not

be rocket science, it is dangerous, and as with any dangerous activity, training can reduce those dangers. Most fire departments have training classes, so check with your local one to see if you can take a class.

There are networking events for cleaners around the country and some have safety courses and/or demos that you can attend. OSHA (Occupational Safety and Health Administration) has online classes (OSHA 10 and OSHA 30) that will help you with the classroom aspects of ladder safety if you take the ones for the construction industry.

To Use a Ladder or NotWhatever you decide, no job is worth taking

an unnecessary risk with a ladder. Analyze your options beforehand, apply any and all safety devices for the ladder, be willing to walk away from an unsafe scenario, and remember the only safe ladder is the one you never use!

Tony Evans and his wife own and operate A New View Window Cleaning, which offers window cleaning, house washing, roof cleaning and scratched glass restoration. Evans also enjoys helping new window cleaners learn the value of tools and techniques. To learn more, visit windowcleaningschool.blogspot.com.

by Tony Evans, a New View Window Cleaning, www.windowcleaningschool.blogspot.com

10 eClean Magazine

Collecting information about your competitors makes good business sense. However, you must do so in an ethical and reasonable way. Competitive intelligence from public sources, customers, and third parties can help businesses anticipate market opportunities, trends and competitive strengths and weaknesses.

These guidelines provide a step-by-step guide for acquiring the information you need without crossing the line.

1. Ask questions - If you come across or are offered competitive information and believe that it may be confidential or proprietary ask questions to find out how the information was obtained or why it was made available.

2. Be ethical - How would you or your business react if you found out that your competitors were receiving the kind of information that you acquired? If you think that a particular way of gathering competitive

intelligence may be unethical, you should assume that your competitors would view it the same way.

3. If it doesn’t seem right, don’t do it - If you’re ever in doubt as to whether a source of information or contemplated technique of gathering information is proper or legal, you should contact your manager or attorney.

4. Breaking the law has consequences - If you improperly gather or use competitive information, you can be disciplined or terminated, and you could face criminal and civil penalties. Breaking the law can also result in adverse publicity to your company. Think about how you’d feel if your actions were publicly disclosed on the front page of a newspaper.

5. Legitimate sources of competitive information include:

Public sources. You may gather information about your competitors from public sources

Collecting Information

on Your Competitors

Discover the Do’s and Dont’s of Competitive Intelligence.

by Marketing Scoop, Inc., www.marketingscoop.com/collecting-information.htm

11 eClean Magazine

such as: • Newspapers, magazines, other published

articles and television programs• Advertisements and brochures intended for

public distribution• Information freely available on the Internet

and online research services• Public filings made with governmental or

regulatory authorities, such as SEC reports, patent filings and litigation records

• Analyst reports• Industry surveys or reports• Public presentations given by competitors

at trade shows and conferences• Freedom of Information Act (FOIA)

and similar requests from governmental or regulatory agencies

Conversations with customers. Talking with customers is essential. The more you know about your customers and their businesses, the better you can meet their needs. However, you shouldn’t contact customers for the purpose of obtaining confidential information about a competitor. Customers may disclose information about a competitor’s products or pricing, so long as the information is not confidential.

Hiring third parties to obtain information. Sometimes companies hire third parties to help us gather competitive intelligence and information about the market for products and services. Third parties are subject to the same standards of behavior that you abide by, so you should assume that if we can’t do it directly, you can’t hire someone else to do it.

Third parties conducting focus groups or interviews with a competitor’s suppliers or customers generally don’t have to identify you as their client, so long as they identify themselves and their company. While a third party doesn’t have to disclose the purpose of the focus group or interview, the third party shouldn’t intentionally misrepresent the purpose.

A few of your competitors may have informed you that you cannot subscribe for their products and services. In these cases, you should not hire third parties to access the competitor’s products or services. However, absent knowledge that a competitor would

have barred or prohibited your access, you may engage a third party to subscribe to the product or service.

Keep in mind that your company can sometimes be legally responsible for damages or losses caused by a third party if you authorized or appear to have authorized any illegal actions. This can be the case even if you don’t issue direct instructions to the third party, but know of the third party’s likely conduct and “turn a blind eye.”

If you engage a third party to gather competitive information, you should have the third party confirm that it is aware of, and agrees to abide by, applicable laws related to competitive intelligence.

Some types of information gathering, however, can violate the law or may be considered unethical. Some examples include:

New Hires. There are things you can and can’t ask former employees of competitors.

You shouldn’t ask or encourage employees who previously worked for a competitor to divulge confidential or proprietary information

12 eClean Magazine

about the competitor, such as specific details about a competitor’s operations and intentions, including pricing, future plans and forecasts which may have been considered confidential or proprietary by a competitor.

If you previously worked for a competitor, you shouldn’t disclose information about your former employer that you believe is confidential or proprietary, or bring any of this information into your office.

However, you may discuss items of a general nature with an employee who previously worked for a competitor including anything that’s a matter of public record or that wasn’t treated by the employer as confidential.

Misrepresenting your identity. You shouldn’t misrepresent your identity in order to obtain competitive information, if the person you’re seeking information from would not ordinarily give you the information if they knew your true identity. This can be considered fraud. For example:

• You shouldn’t contact a competitor, posing as a customer, student, private research firm or potential vendor/supplier, to find out information.

• When providing information in order to gain access to a competitor’s website, you should answer all required blanks accurately, but you don’t have to fill in blanks that are not required.

Stealing information. You shouldn’t attempt to acquire a competitor’s confidential or proprietary information through illegal means, such as theft, spying or hacking.

You shouldn’t perform any surveillance or monitoring of competitors outside of public places or engage in any form of electronic eavesdropping. However, if you’re sitting on an airplane or are at an industry conference and happen to overhear a competitor discussing a confidential matter in the row ahead of you, the competitor likely has no reasonable expectation of privacy.

Giving gifts for confidential or proprietary information. In gathering competitive intelligence, you should not give entertainment, gifts, favors or gratuities to induce someone to provide you with information that’s confidential or proprietary. You may, however, pay third

parties for competitive intelligence that’s derived from legitimate sources.

Anonymous packages containing confidential information. If you receive anonymous submissions of competitive information you shouldn’t distribute or use the information.

Information marked “Confidential.” etc. You shouldn’t use or purchase information belonging to a competitor that is marked “confidential” or “proprietary.”

Offers to access competitors’ products and services. If you’re offered access to a competitor’s product or service by a customer, friend or other person, and you ordinarily would not be able to access the product or service on your own, you should decline the offer.

Misplaced or unattended confidential information. You shouldn’t use confidential information belonging to a competitor that is accidentally misplaced or left unattended.

Dumpster diving. This is inappropriate and it may also be illegal.

Competitive bid information. You shouldn’t seek or use information that you may receive about a competitor’s bid if you’re involved in bidding, especially on government contracts. However, you are free to use information that is disclosed by the government, publicly available or retrievable pursuant to a FOIA or other similar request.

Information offered in business pitches. If a customer offers competitive information to us during a business pitch, we should understand that the customer may owe a confidentiality obligation to our competitors who are also pitching for the business. As such, we should generally decline to receive information under these circumstances. However, if we are being told something very general or high-level, it may be appropriate for us to use this information in our bid and in our larger business strategy.

Regardless of what method you use to collect competitive intelligence, if you have any question as to the legality of your activity, err on the side of caution and chose another method!

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14 eClean Magazine

October 17 through 19, the Power Washers of North America will host its annual convention and trade show, which will again be at the Embassy Suites in Orlando, Florida. While the venue will be the same as last year, the event itself will be featuring many added highlights this year.

Education and Certification “We’re planning to have several new classes

this year, yet still offer certification courses,” explained PWNA Director Jackie Gavett. Certification classes that have been confirmed as of now are the Wood Restoration, Fleet Washing, Roof Cleaning, House Washing, and Environmental Certification Classes. “We will also offer a Kitchen Exhaust Cleaning class with Daryl Mirza, who has been in the KEC industry for over 30 years. However, this is not a certification class.”

Back on the schedule this year is “Taking Your Business into the Millions.” This invaluable panel discussion/question and answer session will be led by several PWNA members who have million-plus dollar businesses.

Another educational opportunity is the

Trade Show & Demos

2013 PWNA Convention & Trade ShowOctober 17 - 19

“snack and chat” round tables, which “are great for open discussion on specific topics,” said Gavett. Each round table has a designated facilitator to help keep the conversation on topic. Previous convention topics have included: • Equipment– Materials, Cleaners & Chemicals • Flatwork, Concrete Cleaning, Commercial Svc. • Fleet Washing • Growing Your Business • House Washing • Kitchen Exhaust Cleaning • Marketing • Residential Services • System& Processes • Wood Restoration

Trade Show and Demos The trade show floor will be open on Friday

and Saturday, and the PWNA is aiming to bring in more vendors than ever. Saturday will also include outdoor equipment demos, which are always a conference favorite. PWNA has many sponsorship and exhibitor opportunities available. Interested vendors should contact the PWNA headquarters.

“We also expect to have more vendors actually lead classes this year,” added Gavett. One example will be Seal n Lock’s Authorized Technician/PWNA Flatwork Certification Course. “We’re very much looking forward to Orlando. We’ve found the pressure washing industry to be a great group of guys, and they are a perfect fit for the sealing industry,” explained Rich Colletti of Seal ‘n Lock. “PWNA is a great outlet for us to introduce these guys to paver sealing. We’ve helped several pressure washing companies take their businesses into new directions with customers they were already serving.”

MARK YOUR CALENDARS

15 eClean Magazine

Networking Education

NetworkingAnother new program that the PWNA will

be unveiling soon and implementing at the conference is the New Member Mentoring Program. Watch for details on this in a future issue of eClean.

There will be a cocktail reception every night, opening up more opportunities for networking. The Embassy Suites host a wonderful full breakfast buffet, as well as free snacks and drinks in the evenings. “The facilities are beautiful, affordable, and are in an area where weather should allow us to do outdoor demos,”

said Gavett..So mark you calendars now because at the PWNA

convention, you get it all. Certifications taught by qualified instructors. Educational courses to help you grow your business. Time to meet face-to-face with vendors and see the latest equipment and products in action. Plus, networking opportunities with some of the top power washing business owners in North America.

To learn more about the PWNA, its certification courses or the annual convention and trade show, visit their website at www.PWNA.org.

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