CHICAGO, July 11, 2002 -- Usually we think of summer as hot fun, warm weather, and relaxing days around the pool. But in the cleaning business the summer months are often the "bidding season." This is when facility managers request new estimates for cleaning their buildings. For janitorial contractors, it can be a trying time.

"Every summer, I lose a few customers," says Richard Sanchez, a large janitorial contractor in Northern California. "It just happens and you never know who will mail the termination letter," the pink slip in the cleaning business. "Customers change because of price, some because they are unhappy with the service, and some change just to change," adds Sanchez.

However, "with ever door that closes, a new door opens," says Robert Kravitz, author of two books written for and about the cleaning industry. "Contractors must accept that losing accounts in the summer is part of the commercial cleaning business. The way to stay on top of the game is to stay educated," suggests Kravitz.

Kravitz provides a number of marketing tips at his Web site, www.drklean.com and his books detail a variety of ways to bid. For instance, many cleaning contractors do not realize that there are ways to estimate the cost of cleaning a facility other than just the time it takes to clean or the square footage of the facility. Contractors can also consider estimating by using "profit margin" and "cost analysis" techniques.

There are also many resources to help the janitorial contractor. Kravitz notes, "When I started my first cleaning business in 1970, there were few sources of information for this industry. It's one reason I wrote my books, to help share what I have learned in the past 30 years."

The cleaning industry is apparently getting more and more professional and our customers are expecting us to be professional," says Kravitz. "They want professionals cleaning their buildings. Luckily, the resources and knowledge to be a professional are now available for the cleaning industry."

Robert Kravitz, a 30-year veteran of the janitorial industry, has authored four books on the janitorial industry, writes for several industry and business magazines, and lectures frequently on Web content, technology, and janitorial issues. He now works as Web content manager at the International Sanitary Supply Association (ISSA). Robert may be reached at robert@drklean.com