Rolling Suds Powerwashing: A Family Business Franchise Blueprint

[00:00:00]welcome to ion franchising where you will learn the a to Z's hello everyone and welcome back to another fabulous episode of ion franchising I'm your host Lance skrelick today you know franchising is often said I often say that franchising is the team sport and here's another fabulous example of why this crew right here I got three people three people on this podcast today I got Brian Wendling Jr I have Brian Wendling senior and I have my old friend Aaron Harper they are cleaning up cleaning up in the power washing business and we're going to hear about this amazing brand we talk about franchising being a team sport and this brand has been around almost 33 years you get the benefit of all this knowledge and all of these learnings and we're going to hear about it today so welcome gentlemen eye on franchising thank you for having us yes thank you awesome thanks awesome so uh let's see Brian senior we're going to start with you give us the back story go go way back in center field and then go out that center field fence and just keep on going and you know you're from Pennsylvania so that would be the Phillies right yes we're Philly fan yes an eagles well go way back and give us that that backstory for almost 33 years in business what were you planning when you got out of high school or whatever what were you initially planning and how the heck did you get into power washing um well I used to work in the car wash industry and then from there I was doing some detailing and then we started washing trucks and then within the first year we really got into a power washing homes and uh we made some money watching homes for years and then we really got into the commercial work and uh that's where we made really a lot more money and a lot more profit and uh so yeah 1990s when I started uh my wife came in and she helped me run the office run the whole business with me and uh we just started growing from there I would say the first 10 years was really just all hard work and getting it together and then we realized that uh we can make a lot more money by doing more sales and getting off the truck and getting out of behind the windshield you know that's right no no more Chuck in the truck no then we started really realizing that you know a lot more commercial work would really bring in a lot more money hiring more people then what we really realized is we have to get everything systemized a lot better putting a lot of you know a big CRM program website together uh because it's funny 1990 there was no really you know internet so I couldn't learn earn stuff from other people as much as you can now you know so it was a lot harder um I love I love how you just threw that in there and we'll we'll talk about that certainly in more detail later how technology has really changed franchising and yeah but I love it what really made it uh better was um I want to say probably 2015 or something like that no maybe even no I guess it was more like two thousand six seven eight we started getting bigger trucks bigger machines bigger tanks on the trucks to hold more water because out obviously when you get bigger machines and you start having 10 gallon machines on the trucks and we have three machines on each truck we started going from 200 to 500 to now we have 900 gallon tanks on the trucks so that way we don't run out of water as much as fast yeah because now with our systems in place and the bigger machines bigger uh pumps we can really uh we can shoot our machines you know four or five stories easily without having to get a lift and we can do it a lot more jobs from the ground so we then realized that the more faster and efficient we can do it then the better we can get our prices down a little bit more and then we can get more jobs so as the time went on and then 2015 Brian Jr came in and uh he really helped me because then I started getting a little burnt out um But as time went on then we even started growing more and more and buying more trucks and getting more people and then it really came down to is where can we get the business we got to make sure we get a lot more business so then we started different marketing plans and with the different marketing plans we have in place now we can reach out um I guess a larger area and get more commercial work so now we do a lot of universities a lot of office complexes uh homeowner associations so we can go in and the best thing is now since we have a lot of trucks we can actually go in and do a whole community in one day for them and a lot of our managers are like oh my God that is great other powers guy told me it was going to take them three weeks I'm like nah we can do it in one day so uh so I want to make sure the audience knows so we have Brian Wendling senior senior you were just uh speaking and you were the founder uh and and uh president of the brand today Brian Wendling Jr Brian you're the vice president and you joined in 2015 dad just said yeah that's right at the end of 2015. so I want to hear a little bit about that so 2015 you know you see Dad was doing this when you were much younger and you're a lot and you know at some point like with my dad am I going to join him in the business am I not so what at what point did you realize hey I'm joining uh for me yeah like you just said too you know I was around in my whole life you know my mom would babysit me while I'm in the office playing video games she's on the phone my Dad's in the field all that so growing up with it it was always something you know you're around and then in college um I was actually doing finance and management and I loved that and was thinking of maybe getting into the finance world and then I did see where like my dad was saying for a few years it was starting to grow more I could see that both my parents were starting to get a little bit tired and I looked at it like well you know I'm confident in myself too and I've been around this forever and I know I'll work hard and thinking I could go off and do this Finance thing maybe or you know maybe I have an amazing opportunity that a lot of people don't have you know I have a great life that my parents gave me in a business that's around and established well what if I could come in you know maybe get my mom to retire get my dad to enjoy his life a little bit more and work on sales because he's more of a good sales guy and I could work really hard and that would be a very honorable life to repay my parents and family by growing this company making it a lot bigger make it even more profitable more systems in place I can be proud of myself I can feel like I gave back to my parents and we're all helping each other and with each other and uh that would be a really cool life to have and to build a legacy that way I love your story and you know I I just knew it listening to you you know you get your Finance got your Finance background you're like you know my clothes my food everything's been paid for from this business and if I jump into this it's already there it's already TurnKey I just have to actually help them now they've helped me my whole life how cool would it be if we could increase sales even more and and join forces so I absolutely love that you uh join the family business and helped it expand now where tell us guys before we get to uh Aaron Harper here how did the transition happen so you build this business you're probably growing you know double digits over the years and and and revenue which you know at what point did you say we want to conquer the entire United States I think uh you know we did it like you said we had some good years there and we're growing pretty rapidly and uh then we were just thinking well what's next especially uh you know when covet hit for us it was a little bit of a Down year but not too terrible but it helped us to get more systems in place because I had a little bit more time too and then coming out of it we bounced back and had an amazing year and it was actually a little bit surprisingly easier for us and especially for me because we had even more systems in place now so it was like what's the next thing to do we should start another business and then it was like well this is what we know this is what we can do very well why take time away from our business to start something we don't know and also it would be pretty awesome to help people create their own legacy and family business and whatever and help their own families with a career and business that we can help them with instead of just figuring out how to clean the next lady's house so it would be more of an impact grow our own brand as well and create our own legacy and for other people at the same time yeah and I can chime in to say that what uh what was great too is when Brian came in and he works his butt off and he really has helped us a lot um I want to say it was 2017 or 18 we actually opened up another location because we're we're kind of close to Philadelphia in Bucks County but we went over to Chester County and opened up another location in Westchester and that was really good so then we were going to open up another location in New Jersey because we also do the whole state of New Jersey and we do all the way down in Delaware Baltimore all the way Harrisburg you know you guys get around so we do get around which is great um so then we were going to open up another territory in New Jersey and that was right before covid and then when covet hit we said oh let's just pump that a little bit and we can just run it out of our main office here and just drive all over the place um and then after that that's when we decided then well how can we grow this and keep going more and it's like oh do we have to get more offices in all kinds of cities and run it ourselves or let's try the franchise world so that's what we love it and give me that that sort of transition Brian senior you guys are talking about that you're thinking about that then what happens uh then we met um a company SMB Steve bigelman he um runs and he's actually he is great for the industry and he does a lot Nationwide but the great thing is he literally is 10 minutes up the road from us yeah so we got to meet him and right away he was like Hey I've told a lot of people that are starting a franchise that they're not ready but you guys are so ready you are at the prime time right now you should do it so we jumped in and we decided we were going to do it and we were going to try and do it ourselves and then last year we met Aaron at one of the conventions and everybody was telling us and we were talking with another person too that this is what they do they blow up franchises and then we started thinking hey maybe we should partner with somebody and it would go a lot faster than just doing it ourselves boy and and lightning struck for everybody in such an amazing way and answer Aaron Harper now CEO of rolling Suds so Aaron and my old buddy so give me give me your version of how that really happened I'm just kidding sure yeah um yeah no happy to be here Lance I I appreciate you uh bringing me back for a second time um I I and you know with with Brian and Brian on here it's my pleasure it's so exciting to be able to talk about rolling Suds and everything they've built and everything we've been building together since we met so yeah my background is in in franchising I've kind of stayed in the home service space since I started um and uh worked on a couple Brands which um you know you know of Chem-Dry and then the patch boys um so so humble Aaron Harper is you know sold hundreds hundreds of units for some amazing Brands and uh and no this is just an amazing team so I love it but Aaron keep going sorry I just gotta plug that for you thank you thank you Lance yeah we we uh we were able to at those two Brands help a lot of entrepreneurs um get get started in business ownership in in an industry that they didn't know anything about and they were able to come in and it was just really uh exciting and so with the last brand I worked on about the middle of last year we were pretty close to selling out of the country because we had we had grown uh pretty rapidly and we had a lot of happy franchisees and um so in the middle of last year I started thinking about what I wanted to do next and what you know what what kind of brand I wanted to work on and you know every kind of major franchisor in in the home service space in any other spaces were actually reaching out to me asking if I either wanted to come manage their brand do franchise development I got a few offers to be you know a CEO of platform companies and help multiple Brands grow and um you know Lance have done a ton of work with you and and Fran serving the community that you're part of and I ultimately decided to make a leap make a leap that a lot of uh franchisees future franchisees and past franchisees have made on their own and decide I'm going to take everything that I know about the systems and and um processes in franchising and apply that um to a home sir a home service concept um and and I'm gonna find a a business that is not yet a franchise but would like to become a national franchise and um and partner with them to to help grow their um their their business and and that that brand and just just to give the audience just a little bit of background um the last brand that I I had worked on we um when I got involved there was a hundred units 40 franchisees but we needed to build a lot of the systems um and we were able to utilize Belfor franchise group uh which is a large home service franchisor and take some of the systems that I had learned from previous Brands and apply them to this emerging concept where we were able to amplify the franchisees businesses that um when when I got involved and I also got involved with that brand during covid right so it was June of 2020 and we were you know there was a lot of fear I think at that time people were probably still washing their groceries um so it was it was one of those just crazy times but I wanted the franchisees to know that we were there for them and that we wanted to help them grow their business and so as I asked them what they needed um we built systems around what they needed and so for about six months we built these systems and then when I felt like it was ready to start opening new locations we opened our first location at the end of October of 2020 and almost 24 months later from October of 2020 to October of 2022.

[00:15:28]um I sold 223 franchise locations for that brand um what I'm super proud of is they all opened um so there wasn't any sold not opened I wasn't selling five licenses to one person or 10 licenses to one person it was a I feel like we did it in a very responsible way no one bought more than three territories and no one bought less than two territories to start and everyone left training and they were doing jobs in their Marketplace the first day they got back had a full-time employee hired prior to going to training so I was like this is something that I could make a little bit better and do with another brand that is maybe either more simple or just in the mobile service space so I looked at a lot of businesses um and decided that um I I wanted to take up people first numbers uh second approach um because I did find a lot of good businesses that had killer numbers but the people weren't right and um and I think that's just for anyone who's thinking about buying a franchise I think that's a good approach to take make sure you believe in the team and make sure you believe in the people and then you know if the numbers are there obviously that that needs to be there too but I feel like that took me a few like trial and errors of talking to people to be like okay I just that's not right for me and so in September at springboard um which is a a conference um for emerging franchisors um and interesting you know it's a great conference you know it's been around for a long time um a lot of really good people around that conference Brian um Junior came to that conference and he had decided they had decided at that point all right like we should maybe don't want to do this on our own it's kind of a completely different business let's look at some other options and they were talking to some franchisors as well and then um they met Alicia and Joan and said hey I'm interested in growing my system and making it a national brand and Alicia and Joan from France serve um texted me and said you need to you need to and told Brian you need to meet Aaron and so at that party I came over I met Brian and um and then the next day the conference ended at noon and I took an Uber up to to Warrington 45 minutes from Philadelphia saw the operation and then Brian and I have been talking almost every day since then I I love this this is great and obviously you guys did a deal you figured it out and we did yeah we did we uh we raised Capital um we figured out a deal in January we closed the deal and then in the middle of February we um decided we were to kind of ready to take it to the franchise market and we're signing up our first franchisee on Tuesday so congratulations the first the first one yeah so uh you know I love uh love a lot of what all of you guys have said so far but you know Aaron you just said something you know I it's about everybody that's looking at business opportunities whether they think they want a franchise or not somewhere somehow people decide I don't want to do this on my own and the interesting thing is that's what you were just saying where you know Brian Brian Jr Brian senior at some point they realized I don't want to do this on my own I want someone else that's already been there and that's the beauty of franchising truly being that team sport that I always refer to because you have all these people that want you to be successful and I that's what I've always loved about it so let's talk uh who wants to sum up it's been talked about but what is rolling Suds what is rolling Suds you're doing commercial you're doing residential why does it exist give me that uh those highlights um I'm gonna let um Brian and Brian do it because they've they've been building this for 33 years and I want to perfect I think they know it better than anyone I just want to make sure people clearly understand you know what what it is well we power wash the outside well you could say power washer soft wash soft wash meaning that we use chemicals to remove mold mildew algae dirt grease gum oil but basically it would bar main focus is really more on is cleaning the outside of buildings and homes so we do use some chemicals and we don't you really use a high pressure so it is more of a soft pressure but we do use our pressure washing machines and like I said before with our machines we are able then to end the systems we put in place we were able to shoot the chemicals you know four or five stories without even needing to lift so for us we uh very fastly and efficiently can clean a large building and uh make money because that's really the big thing as you want to make one and that's your secret sauce right there is shooting chemicals and stuff four or five stories yes that's not something you knew from the beginning no definitely not from the beginning and uh we used to do a lot more with pressure so then you realize that you don't really need high pressure to clean a lot of surfaces you do need some pressure in some areas you know to clean like you know we do a lot of parking garages and shopping centers and you know so for cleaning concrete we do have big surface you know uh cleaners to use so that way we can clean big areas and uh very fast uh but yes most of our bread and butter is using the chemicals and cleaning the outside of buildings we like to remove we'd love to see a really dirty building or a really dirty house because it just comes out so good when it's done you know yeah let me yeah let me we do rinse it down with a lot of water afterwards so everything does get rinsed love it Aaron yeah let me jump in real quick so um we the the cool thing is is like they're they're using chemicals but they use it in a way where the dilution is enough to where it's not actually like dangerous in the sense that it's gonna hurt people if it hits and like that's the thing about what I've learned about the power washing industry as a whole is like there's a lot of people who are either you not using chemicals or using them the wrong way or using too much pressure or using too little pressure and anyone who kind of goes and grabs a you know a 300 machine from Home Depot can can kind of be a power washer and what Brian Brian have learned over the years is like in order to kill black mold on the side of a house or algae that's corroding a roof is you have to use a certain uh chemical with a certain amount of dilution in order to kill that otherwise it's going to come back but if you use the wrong amount of chemical you can actually kill plants you can do things that can actually pretty severely damage a home but over 33 years they've figured out how to not do that and when they're franchisee signs up today we're able to take that 33 years of knowledge condense it into a training program that has an ongoing learning element to it we can teach them that process they can come out the gate and do that and the one thing I'll say and then I want to hear from Brian Jr is they're one of the only I know you know we haven't got into numbers yet but they're one of the only power washing companies in the United States that's doing over 2.2 million a year in in gross revenue and that's based upon kind of our 2022 numbers with our 2023 FDD but like there's not many power washers who are doing over 2.2 million dollars a year so they've really figured it out so anyways I'll let Brian Jr jump in now sure yeah and I just want to say to piggyback off what Aaron was just saying about uh numbers with being able to do over 2.2 million I mean that's us being pretty stingy in the jobs that we choose to do um we actually got to a point where um reading like the 80 20 book and things like that where it was like you know there's some jobs out there that everyone does that are just not as great uh we still think that people should do them but for us growing and doing better and trying to just maximize profit we took away certain jobs we turned down a lot and just do the jobs we want to do in order to do that because we could do a lot more than that even um and then on top of that uh the other thing I wanted to say with you know using the chemicals the right way and doing the soft washing versus power washing the other thing that we made it really big for a franchisees and ourselves over the year is that it's easier we also made it a lot easier um whenever I hire a new employee or I'm talking to a customer that I know is going to watch us uh do the work I always say it's going to be a lot easier looking and if you do it a lot easier than what you're thinking in your head we're not getting all ladder on the side of your house we're not you know doing that kind of thing we're not uh moving the machines or moving chemical everything's mounted on the truck everything's lightweight hose it's it's very simple compared to how it was years ago um that being said also you have to let the customers know sometimes it's going to be a lot faster than you think as well so yeah but yeah that's what we've been doing over the years which is pretty cool well buying the right equipment and having the right trucks so that's why when you see us pull up in our trucks you know the truck and the equipment we're spending over a hundred thousand dollars on this truck so it's not just a a pickup with a power washer in the back and and there is a perfect segue because I want to talk about that investment what is that General investment in this business yeah I'll jump in on that um so the the reason we get these types of trucks is because in 2019 Brian and Brian really kind of perfected this process they started buying the bigger trucks they started getting the certain types of equipment and that basically allows us to have what we call the professional wash method which is a proprietary process that I've confirmed no other people in the industry are doing this is the secret sauce you're divulging right here to the audience this is the professional watch method so what we've what we've done basically when they figure that out in 2019 they realized they could probably move twice as fast depending on the guys that are on the truck maybe even sometimes three times as fast as a normal Power Washer because of this method so so the trucks are expensive but in order to get this type of you know return on investment you have to have that equipment you have to have that amount of water on a truck you have to have a 16 foot box truck you have to have two guys on a truck there's all these elements that um we've really condensed into kind of this professional wash method that we get to teach franchisees now which is cool because you started in 1990 Ryan yes so 2019 that's 29 years yeah yeah so so franchisee gets to basically Buy 29 years and and get taught that immediately which is really cool right um so um the the amount of that it costs to answer your question to get in um to this franchise uh liquid capital is somewhere between 150 to 200 depending on how big of an area they want to buy um we have the ability to get the trucks financed with the equipment in them a good piece of it so that's why it's a little bit less if they were to buy the truck outright um they're probably looking at about 250 000 um and then they'll need some you know people will need some working capital above and beyond that we don't recommend necessarily going and buying the trucks cash because the leasing element of it that's just a write-off uh for the entire life of the lease and so there's a lot of tax benefits to that um also we've found a leasing company who can provide the trucks um fully wrapped with the equipment installed everything like nicely packaged and drop shipped to anywhere in the United States which is challenging right now with the vehicle market so we were able to kind of identify that um and so so that's about the cost to get in um and again it just depends on whether they go with a 500 000 population area or a 750 000 population area which are kind of the two options which is a standard Market or a premium Market got it and obviously uh there's quite a bit of profitability in power washing because based on the systems and what you've described you know you've made this a lot more efficient and it's been mentioned so the word systems have been mentioned many many times and for those playing along at home listening to this or wherever you might be at this moment systems are meant to be changed especially as volumes increase you know there there's a whole other mechanism to deal with and it's a good problem when you have tremendous volume in a lot of accounts right guys yes absolutely like not running out of water would be a good thing right yes yeah so let's talk about who you're looking for who is the ideal candidate Aaron you've been doing this a long time so you know who is a great candidate in general and that funny is could be someone from all walks of life I mean it's not like one industry right right so yeah I'll I'll hit that one um so I've I've specialized in recruiting franchisees um since I started that's been kind of what I've done is been able to identify who's who's good for a brand and and who's not and um you know what I'll say before getting into that is we're being very picky right now um as we bring in our first 10 to 15 franchisees we really want people to um to tutor who are completely um want to be part of that that mission and the goals that we have so um I've turned away we've turned away six people since we started um which is about one a week so there is a lot of interest um like my calendar is stacked with qualified candidates that I'm talking to on a daily basis but we really want people who align with our goals so let me talk a little bit about our goals first and what we who we are as a company um and then I'll talk about what we're looking for in a candidate that works for you guys um so our mission statement is this is a relationship so anyone we're talking to whether it's a customer a referral partner commercial relationship um employee we we think that the relationship comes first and if the relationship if every if every interaction is approached with with the idea that the person we're talking to will become a long-term relationship for us then we're going to have a better kind of uh experience with the people that we talk to right so I make sure that um potential franchisees know that are um four core values are compassionate courteous honest and helpful um you know we kind of pride ourselves on being The Helpful experts that just want to make sure that people have you know have one less thing to worry about they don't have to worry about power washing because we're going to handle it um and so the other thing is is we want to grow to the biggest fee the biggest power pushing company in the world and um and so the people who come on they got to be aligned with that and and we want to scale fast we want to scale responsibly but we want to scale fast and so someone coming in we are looking for someone who wants to build to multiple trucks the one guy the one truck operator who's going to buy one territory and do this with his son power wash buildings that's not who we're looking for for this franchise it was so 30 years ago yeah exactly so so we are looking for people who want to to build this with us uh because we give people such a large population I mean half a million or 750 000 people we want people who can uh franchisees who can can attack that total addressable market and the total addressable Market I know this this is something that said a lot in franchising right so like if you buy an area What's the total addressable market so if you buy a biohazard cleanup company the total addressable Market is hoarders uh crime scenes uh you know drug houses raids stuff like that so the territory needs to be much larger because there's only so many of those that happen in one area with mosquitoes it's it's every person who doesn't want mosquitoes in their backyard right so that's kind of the addressable Market with power washing the entire the addressable Market is every single building that we drive by like that's the addressable market right so the territories we want someone to be able to understand that when they step into a market that they're going to drive past 15 buildings on the way to their job at least and they can go in and talk to the people who manage that building and clean it right so so with that being said some of the things we're looking for is um kind of a in a hungry aggressive approach um when you start with a new franchise you know there's not as much certainty so the guy who's looking for 17 years of of data franchisees operating and he can't analyze the last five years and see that it's probably not the guy we're looking for because he's looking for something that's more you know maybe he's looking for a 500 unit established brand we're looking for the person who wants to find the Orange Theory Fitness before it becomes Orange Theory Fitness that's who we're really looking for is someone who can see oh gosh there's no national leader in the power washing space there are window cleaners that do power washing there are gutter cleaners that do power washing but there is not one 300 400 unit franchise system that just focuses on the niche of power washing so really whoever comes in needs to understand that see that and and basically be willing to come in and provide this incredible experience to their customers because Brian and Brian and my goal and team that we've built is to provide an incredible experience to our franchisees so someone comes in as a franchisee how can we better their experience they're going to pay us a royalty and in return we're going to provide them a Litany of services and so our goal is to provide these services in a way they're not going to be able to get anywhere else so those are some of the things we're looking for sales experience is good management experience is good operations experience is good we're going to help them hire two people before they go to training and get a truck fully wrapped and earn leads on while they're at training and we have a call center and they'll have estimates lined up when they get back from training so we really want someone who can just come in follow a system and be aggressive awesome let's talk a little bit about training so what is the training that somebody gets how many hours Hands-On training classroom training how does that work sure um so we've built a really incredible training program so we call it our power launch program because we're rolling Suds the power washing professionals so we want to give people a really hot positive power launch so it's it's a six to eight week kind of ramp up training where their franchisees have an LMS which is a learning management system where they're watching videos on a weekly basis on how to run the business we also have calls with our business coach VP of operations Kevin huben who's awesome and he's going to make sure that all the logistics are taken care of so QuickBooks get set up Ein um you know accounting software the CRM that is going to allow franchisees to automate their entire customer experience set up with the call center so like all this stuff is happening in those six to eight weeks prior to going to training Vehicles wrapped ordered equipment shift like all that's happening along with you know virtual learning that's that's able to happen on the weekends or in the night time so that someone can keep their job during that time and then that All Leads up to a week-long in-person training at our corporate location where Brian and Brian are located in Warrington Pennsylvania and um we built a really cool training room which I'll let Brian and Brian talk about um because they've really been spearheading that but the weak in-person training is going to be practical application of everything they've learned in those last six to eight weeks everything franchisees have learned so estimating um how to talk to customers how to answer the phone how to deal with customer complaints how to um you know do how to use the CRM in Practical usage for specific situations we're going to go use the equipment we're going to bring two technicians to training here each franchise he's going to bring two technicians training we're going to put them on the truck for a couple days we're going to teach them the professional launch method so our goal is to basically get someone within you know somewhere between six to nine weeks or seven to nine weeks to know everything or a lot of what Brian and Brian have learned over the last 33 years so they really get to step into a quick ramp up time but I'll let Brian and Brian talk a little bit about kind of the training program they've built and and a little bit more if they want to if you guys want to add more to what what's included in the training program sure yeah I think that we built a 20 by 40 room so and we have a huge TV in there and a whole a whole bunch of desks and all that so we're ready for training and showing you know virtually everything that we've put together a lot of videos of how to do this how to do that and uh so they can even go online and really see everything with all the videos that are in place which is great but to come here to our main office see all our guys our trucks and the equipment that we have and for them to go out and get a Hands-On training for a couple days that that's a lot I mean they're going to learn a lot you know yeah and once they leave as well if anything they forget about then they have all those trainings still online and videos and pictures and we have tons of short videos and pictures with a page two-page document that explains every single little facet of that picture uh that Kevin and I have been working on and uh they can refer to that later if they have any questions so it makes it pretty streamlined that way as well so guys when uh Brian senior when you talked about technology earlier you know as I'm listening to Aaron and and all of you guys for that matter you know the CRM turning on leads um you know the the uh all the different videos uh it's changed a little bit since you started right no yeah if you really think about it 1990 I started and we didn't even really have internet so no I didn't I didn't get the chance to really learn everything you know quickly and easily as everybody has and we're putting all these programs together and uh Aaron and Kevin are saying you guys you need to have a video on every single thing so like to the point of like how do you put a nozzle in a quick connect I'm like oh my God these guys they could learn something on their own channel everything how to hook up a hose to a spigot it's like that but that is the value right there is how do you you know learn on your own without having to have an instructor standing there doing everything with you well that's the great thing about all this we're putting everything in place so anybody who buys a franchise and comes in they will have everything raise their fingertips to learn and we're here to help you because that's one of the biggest things we want is to help people we want people all around the country to be successful have a good business have a you know help their family grow and have a good income as well and that is one of our goals and we're we're really going to be happy I mean I can't I can't imagine me driving to you know uh Houston you know and seeing a rolling Suds truck go by you know it's pretty cool gonna be exciting so talk a little bit about marketing you know we were talking about turning on leads but you know again a lot of listeners out there are toying with do I create my own business obviously uh versus buying a franchise and and they hear this and they're like holy cow I can't do all that on my own no you can't and it's not easy and I can even tell you that uh over the years I've done so many different marketing and spent a lot of money and I've made mistakes but everybody's going to benefit from all the mistakes I've made as well because you obviously figured it all out uh well I didn't figure it all out I'm always here you know you you like you said you learn from your mistakes you know throw that away we move on with different methodologies that definitely did work for you yes so we do have a lot of good marketing and systems in place that we think that would really help benefit and get somebody going a lot faster if they didn't have these in place yeah got it so um go ahead let me just jump in on that real quick so the marketing piece is something that we're really strong with um with the previous brand we were able to um turn leads on while franchisees were at training and so everyone would basically be like answering calls and booking estimates live at training um which was really cool because someone would step outside and they'd be like I just picked two estimates Monday you know first thing and and um and so we were able to to Really create these systems and so when I left we had a new franchisee signing up every eight days on average and then every six weeks we were launching seven franchise groups in different markets across the country and all of them were basically doing jobs in their Marketplace the first week they got back so basically what we've done now with rolling says is instead of instead of two different marketing companies and four months of leads included in The Upfront investment which is what we did back then now it's four different marketing companies and six months of leads is included in their upfront package so you hear a lot in franchising you need to have a grand opening budget you need to do this you need to do that well we're doing that but we're also taking part of the franchise fee that people invest with us and we're investing it back into the franchisee in their local market awesome so we're buying leads for them we're making sure that those leads are coming in and then what we do is basically we turn on the call center as well so we didn't have a call center before with the previous brand now we do I've trained their agents on how to convert those leads into estimates and franchisees basically get to have that call center fill their calendar um which is going to be really cool because then they can focus on what's going to be the highest leverage activity of theirs which is developing relationships and doing estimates and taking care of their customers and their employees um and and then the one other thing is you know the question I get a lot is like well where am I going to find my people right where am I going to find the people to hire and when you run a service business whether it's Home Services or massage or anything where you're providing a service you need to constantly be hiring you need to make sure that you've got good people and then you need to make sure you take care of those people and so with the previous brand we were able to get franchisees to hire someone before they went to training and now we're going to do the same thing we're going to figure out in their Marketplace what an average person that does exterior cleaning is making per hour being offered and then we're going to tell franchisees that we're going to say hey we should we think you should increase it to two to three dollars more per hour here's the job posting here are the interview questions here's here are the qualifications here's what you're looking for and also here's a portal where you can post to all the different sites and and and there's everything you need right there and so the last two to three weeks prior to going to training we get franchisees get really aggressive here and we basically make sure that they have two people higher prior to going to training and so they go to training then they've got two people they bring those two people for at least a couple days of training we teach them how to use this the software we teach them the professional wash method we teach them how to focus on customer experience and they come to that training they're like oh my gosh this is like a real deal company right they're not gonna get they're not gonna get 21 an hour for from John's pressure washing who does it by himself and needs a helper for fifteen dollars whereas rolling Suds franchisees are going to be making double the amount of Revenue in a day if not more than that so paying two three four dollars more per hour to keep someone long-term is not a problem right um and so those are two things that we really help with from a marketing and a hiring perspective so that franchisees can leave training with estimates lined up and they're doing work in their Marketplace the first month back yeah I love it I love it so guys this has been a there's been a lot of great information shared so each of you uh give me your final thoughts final words of wisdom for the listeners Brian Jr why don't you go first sure uh my final thoughts are that you know we're ready everything's in place we're excited and uh look out for us in the future when you see rolling Suds trucks out there we have our own convention and we're excited to uh become a part of people's families and help them build their own legacy love it love it Brian senior um yeah I'm excited too let's let's clean America I love it I love it yeah I'm excited Yeah final word for the day go ahead Brian I did I think you had something else to say no I was just gonna say I'm excited I also to help families out and help people start business and help them grow as well love it um I'm excited for the opportunity to become the national leader in power washing by providing exceptional service to our franchisees and our customers and um and grow into a 350 or 450 or 500 unit system where we're able to change a lot of lives and that's what I'm most excited about and so if there's anyone who's interested um in in becoming a franchisee um they can go on to rulingsudsfranchise.com hit apply now and then they they talk to me and then eventually Brian and Brian and we figure out if it's the right fit so I'm super excited well Brian and Brian and Aaron thank you for being here rolling Suds is going to be clean in America and come join them everybody thanks for listening thank you very much for listening today please like follow And subscribe this is Lance skrelick until next time