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Green Clean Pros

Business Plan
April 23, 2016

72 Stacy Drive
Marlborough MA, 01752
Phone: 508-485-3574
Email: Aoliveira@greencleanpros.com

Arthur Oliveira, Owner

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Table of Contents

I. Executive Summary .......................................................................................................................... 3

II. Mission, Vision, and Culture ............................................................................................................ 5
III. Company Description ....................................................................................................................... 6
IV. Opportunity Analysis and Research .................................................................................................. 6
V. Industry Analysis .............................................................................................................................. 7
VI. Environmental Analysis .................................................................................................................. 10
VII. Competitive Analysis ...................................................................................................................... 11
VIII. Marketing Strategy and Plan ........................................................................................................... 11
IX. Services ........................................................................................................................................... 12
X. Materials and Equipment ................................................................................................................ 12
XI. Pricing ............................................................................................................................................. 13
XII. Promotion........................................................................................................................................ 13
XIII. Place ................................................................................................................................................ 14
XIV. Management Team ................................................................................................................. 15
XV. Physical Location ............................................................................................................................ 16
XVI. Facility Expansion ......................................................................................................................... 17
XVII. Inventory, Production & Quality Assurance ................................................................................ 17
XVIII. Income Statement Projections ..................................................................................................... 18
XIX. Financial Analysis & Funding Request ......................................................................................... 19
Appendices............................................................................................................................................ 220
References ............................................................................................................................................... 22
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Green Clean Pros

I. Executive Summary

Green Clean Pros specializes in providing the highest quality cleaning services to all

commercial businesses in the New England area. The company will mainly provide services to

businesses in Massachusetts, Connecticut and Rhode Island. It will also provide services to

businesses in the lower part of Vermont and Maine. The business is structured as a sole

proprietorship, and is owned by Arthur Oliveira.

The company will be focused on providing high-quality, eco-friendly cleaning options for

various business. The company will offer specialized services such as floor waxing, equipment

sterilization and grout cleaning. Other services will include window cleaning, office cleaning and

general cleaning. To ensure the company's success, it is important to ensure that the customers

are satisfied. Green Clean Pros will assure customer satisfaction by having quality control

policies in place. These policies will be enforced and the company will not be satisfied until the

customer is satisfied. The customers will be highly influenced to spread the word and to leave

positive reviews online. This type of customer relations will increase brand awareness and

recognition.

The main target market will be small and medium sized established commercial

businesses. Some examples of the businesses would be offices, private schools, gyms,

restaurants, banks and churches. All these business are dependent on commercial cleaning
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companies to ensure their buildings are clean. There is a high demand for this service because

maintaining the buildings clean for their clients is a priority.

To ensure the companys success, it will have an impeccable sales and marketing

strategy. The marketing will be heavily revolved around the internet and radio. The companys

main marketing strategy will be focused on the internet. The company's goal is become relevant

when a potential customer's searches for cleaning services. The sales strategy for the company

will be crucial for its success so its important for the company to focus on it. To ensure the sales

are being made properly it is important to have the right sales team in place. The sales team will

be responsible for teaching the customers about the services and benefits of choosing Green

Clean Pros.

The companys overall goal is to grow at a steady pace by increasing clientele and

improving services. At first the company will be a home based business but has hopes of

growing by franchising. The success of the company will be heavily dependent on meeting the

short and long term goals. The short term goals for the company is to establish several revolving

accounts and increase brand awareness. The long term goals for the company would be to

expand the market, retain major accounts and establish a reputable reputation.
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II. Mission, Vision, and Culture

Green Clean Pros takes pride in providing the highest quality cleaning services to all of

its customers. Green Clean Pros will work with commercial businesses to ensure that the

buildings are always clean. The companys goal is to eliminate the worry for business of having

a clean work environment.

The company culture will be a positive work environment that promotes personal growth.

The company understands that in order for it to be successful, the employees also have to be

successful. To ensure employees are successful the company will empower the crews from day

one. Giving employees power, promotes them to envision the companys overall goal.

Empowerment also ensures the cleaning crews are cleaning thoroughly and carefully while being

effective.

Green Clean Pros mission is to provide businesses the highest-quality, eco-friendly

personalized cleaning service to remove the worry of having a clean working space.

The vision of Green Clean Pros is to exceed the demands of the customers while being

the leader in eco cleaning industry.

For a company to be successful in the long run, they must envision where the future of the

industry is going. The future of the cleaning industry is bright but there many changes emerging.

Currently most companies are going green, which is cleaning with eco-friendly products. For a

new commercial cleaning company to survive for decades, it will be important to focus on

environmentally friendly services.

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Consumers are becoming more aware of the impact that companies have on the

environment, so they are requiring companies to take more responsibility for their actions. By

using eco-friendly products, the company will have a major advantage over the competitors while

also being a responsible company.

III. Company Description

Green Clean Pros is located in the Metrowest Area but offers services to the majority of

New England. It is a family run business, which is owned and operated by Arthur Oliveira. Green

Clean Pros offers eco-friendly cleaning services to a wide range of commercial businesses. The

company is focused on providing the high quality cleaning service at a competitive price. It also

makes the customers needs a priority and exceeds the customer's expectations. The company will

not only satisfy all the customers needs, it will also eliminate the worry of having a clean working

environment. Green Clean Pros strategic advantage to do continuous research and remain experts

in the greenest cleaning products and practices. Also, the company will be part of the service based

industry that is constantly growing.

IV. Opportunity Analysis and Research

The target customer for Green Clean Pros is small commercial companies that have

physical buildings that required frequent cleaning. These companies often have been established

for several years and are successful. They often have several buildings that are used daily. Due its

daily use, it is inevitable that they get dirty. In order to maintain the businesses buildings clean,

often times the business hires a commercial cleaning company to do the dirty work.
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V. Industry Analysis

Change is inevitable and the US the economy is constantly evolving. The US economy is

steadily shifting from a manufacturing based economy into a service based industry. In an article

published by the Washington Post, it stated that in 1990, the manufacturing industry employed

more workers than any other sector in 36 states. Today, the picture is totally different:

Manufacturing is the dominant industry in only seven states. (Wilson, 2017). In the article, there

was a great chart, showing the shift change from manufacturing in 1990s to the service industry

in 2013.

(Wilson, 2017)

Please click on map to view in motion

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There are many reasons and factors that influence this change in the economy. A major

influence in the shift in change has to do with the numerous recessions in the recent years. The

recessions have forced companies to find new ways to save money. The recession also forced

many retail stores to close therefore the retail jobs also went. Another factor that is helping the

US become a service based industry is the amount of offshoring that the US is doing. For

companies to minimize costs, they have been off shoring procedures and services to other countries

such as China and India. Offshoring can be extremely beneficial to companies but it can have

negative effects of the overall economy.

Another key influence in the change of industries, is the overwhelming growth of the

healthcare and social assistance industry. According to the Washington Post, the health-care and

social assistance industries have nearly doubled in size, from 9.1 million in 1990 to just over 18

million today (Wilson, 2017). So, the jobs that were lost in the manufacturing industry were

nearly replaced by the jobs created by the healthcare and social assistance industry. An interesting

fact is that the popular belief is that manufacturing in the US is declining, although that is not the

case. The US is actually manufacturing more now than it ever has but there's a slight change. Most

of the manufacturing in the US is being automated, which saves money and time. Automation is

more accurate than humans and does not require health insurance or salaries. Although there has

been a shift in the economy, this has helped the cleaning industry as it created more buildings to

be cleaned. Due to these various changes and other factors, it is evident the United States economy

is shifting into a service based economy.

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The service based industry is a multi-billion dollar industry that consists of many

different types of businesses. All these businesses don't produce a physical product but instead

offers a service. Examples of these services are accountants, mechanics, plumbers, restaurants,

computer services and many others. Most businesses have a physical building that is used daily.

Due to the daily use of these buildings, it is inevitable that they get dirty. In order to maintain

businesses clean, often times the businesses hire a Commercial Cleaning Company to do the dirty

work.

As long as there are business buildings, schools, restaurants and fitness gyms, there

will a demand for commercial cleaning companies. A Commercial Cleaning Company is a great

start up company for various reasons. One of the biggest reasons is that there is a high demand for

this type of service. An article about the future growth of the commercial cleaning industry stated

that Over the years to 2019, revenues are projected to grow at an annual rate of 2.1% to $57.7

billion. (SBDCnet, 2017). This part of the service industry is constantly growing, so its a great

industry to go into. The market for a commercial cleaning company is enormous, but with hard

work, taking a small piece of the pie is possible. Another plus to starting a commercial cleaning

company is its business hours. Most businesses and stores want their business cleaned after hours.

Most commercial cleaning companies work overnight, therefore leaving plenty of time to maintain

the day job until the business is established. For a startup, commercial cleaning company, it would

be best to focus of smaller local businesses rather than big corporations. Local businesses tend to

be smaller so cleaning multiple buildings per night may be reasonable. On the other hand, big

corporate businesses might require multiple crews to clean a single building overnight.
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VI. Environmental Analysis

Green Clean Pros has many strengths that enables it to have a competitive advantage. One

of the major strengths that Green Clean Pros has is due to the processes and procedures that it has

in place. The companys eco-friendly process enables it to be an environmentally responsible

company. This is a major strength because customers now want a company that is responsible for

everything it does. Also the companys commitment to customer satisfaction is Green Clean Pros

strength. Although Green Clean Pros has several strengths, it also has a major weakness. The

biggest weakness that the business has is its lack of experience. Since the business is in its

beginning stages, it has not made a name for itself. Since this weakness is a major drawback for

the company, it has to increase the brand awareness to overcome this weakness.

An opportunity that is viable for Green Clean Pros is to learn new eco-friendly processes

that will help it solidify its market share. Focusing on being eco-friendly, offering exceptional

service and customer satisfaction, the company will be able to build a strong reputation. A strong

reputation will enable the company to expand into new markets and possible franchising

opportunities.

A possible threat to Green Clean Pros is the entrance of other eco-friendly commercial

cleaning companies to the market. Due to the nature of the industry, technology has a great impact

on new companies. With the constant technological advancements new companies have access to

more affordable and effective cleaning equipment.

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VII. Competitive Analysis

The commercial cleaning industry has several major companies that would be direct

competition to Green Clean Pros. The direct competitors would be any and all, eco-friendly

commercial cleaning company that offers a high quality services. The indirect competitors would

be the general cleaning companies. Companies that do not offer high quality service and are not

focused on customer satisfaction would not be a competitive threat.

Green Clean Pros has several major competitive advantages over other companies. One of

the biggest competitive advantage that it has it eco-friendly products and services. Also, Green

Clean Pros has superior customer service relations that will help spread brand awareness.

VIII. Marketing Strategy and Plan

The success of a commercial cleaning company is heavily dependent on good marketing.

Due to the nature of the business, Green Clean Pros will be more of an online business rather than

a bricks and mortar business. Most of the marketing and customer rapport will be via the internet,

so having a strong online presence is extremely important. To gain new contracts and retain current

customers, it is important for the company to constantly be in contact with its customers. On top

of promoting and having a strong presence online, to get new customers Green Clean Pros must

market in many ways. They will need to give promotional discounts, hand out fliers, business cards

and even start a direct mail campaign.

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IX. Services

Green Clean Pros offers numerous services to its customers. It performs tasks such as

general cleaning, trash pickup, vacuuming and moping. Also, they offer specialty services such as

floor polishing, carpet washing, duct cleaning and washing windows. Although various services

are offered, each customer will be custom. As each one will have a different type of business.

Customization of each job will be crucial to maintain the customers satisfied. A fitness gym might

require all the equipment to be sterilized and the floors cleaned and waxed. On the other hand, a

restaurant could require a deep grease tile and grout cleaning as well as sterilization of the kitchen

equipment. Although there are numerous services, most of them can be done with the same core

materials.

X. Materials and Equipment

To offer the best possible service, Green Clean Pros will require a various types of materials

and equipment. Commercial grade equipment is a must in order for it to survive in the long run.

Green Clean Pros will need commercial grade vacuums and buffers. The company will also need

rubber gloves, mops, buckets, sponges and rags, a squeegee, a supply of garbage bags and eco-

friendly cleaning products. To haul these materials around and to get to the jobs sites, a reliable

company van will be needed.

According to Entrepreneur.com, it stated the startup cost for a commercial cleaning

company does not have to break the bank. It stated that the startup costs can be under 10,000

dollars, which is extremely economical. It also stated that a commercial cleaning company can be
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operated from home and just as part time business. (Chessman, 2017). Although, less than 10,000

dollars, would be ideal, it's simply not reasonable. A reliable van will cost a pretty penny but the

remainder equipment can be purchased or leased in that price range.

XI. Pricing

Green Clean Pros will offer various services, so it is important for it to have an idea of what

it should charge per job. Time studies will be crucial in order minimize the amount of time spent

at each job site. Times studies will set a benchmark on how long each job will take and the amount

of supplies that will be needed. By having this benchmark, the company will have something to

base off and it will help dictate the pricing for jobs. The company should create its own time studies

and constantly reanalyze to make needed changes. The goal would be to find the most efficient

cost to clean per square feet. Having the amount that would cost to clean per square feet would

make it easier to quote new jobs.

XII. Promotion

Green Clean Pros promotion strategy will be mainly focused on the internet. Its main goal

will be to become the number one search engine result. Having a strong online presence will give

the company a competitive advantage. The company will also offer promotional discounts for

businesses that sign extended contracts. Other promotional strategies such as coupons, free trials

will be implemented to gain and retain customers. The company will also be present at trade shows

across New England to promote the brand awareness.

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XIII. Place

Green Clean Pros will offer superior commercial cleaning services across the majority of

New England. By reaching various states, it opens up new markets for the company. The company

will be travelling to the sites, so there will not be a need for a store front. The companys ability

to customize to every single job will give it a competitive advantage. Green Clean Pros will also

exceeds every customer's need; so there will constantly a demand for the businesses services.
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XIV. Management Team

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In the first few years of operations the employees would be my uncle and I. Given his

commercial cleaning experience and my customer service experience, we will form a successful

partnership. As more clients are added, the company must reanalyze if additional employees are

needed. During the following years, additional experienced professionals will be hired and

undergo rigorous training. The main shifts would be during off hours which is usually 10 pm to

7am. The nature of the business is during the night which is perfect because it will enable us to

keep our day jobs. Once the company grows and has a reliable turning capital, one of us would

quit our day jobs and focus all the attention on business.

As the business grows, the job volume will increase, so it is important to have a plan in

place to take care of the waiting lines. The waiting lines will be handled in as needed basis.

There will need to be a way to prioritize to which clients are the most beneficial to the company.

Once the company has more clients than it can service, it will have to hire additional employees.

The goal will be to have my uncle supervising multiple jobs per day, while I set up new and retain

contracts.

XV. Physical Location

The company will be home based and located in Marlborough Massachusetts. Since the

company will be home based, it is important to have a designated area for it. The company will be

based out of a two-bay garage with a small office space. There is a walk-in storage closet that will

be transformed into an office with a computer, printer and office supplies. The layout of the space
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is roughly 600 sq. ft., which is plenty of space. The space will be ideal to store the van, cleaning

equipment and materials.

XVI. Facility Expansion

In the beginning, there will have enough space for the company. As the number of clients

increase and new equipment is purchased, there will be a need for additional space. To increase

the capacity size, the company must look for additional space. To increase the overall space, the

shed should be redesigned. The shed is also roughly 600 sq. ft., so there's plenty of working space.

Including the shed into the business will nearly double to initial space. Lot sizing will be incredibly

important since the company will have limited space in the growing phase. Once the company

outgrows both areas, it will then have to consider leasing some sort of storage or warehouse.

XVII. Inventory, Production & Quality Assurance

Since the employees, will be paid on hourly basis, it is important to maximize the work

time. Time studies will be crucial in order minimize the amount of time spent at each job site.

Times studies will set a benchmark on how long each job will take and the amount of supplies that

will be needed. By having this benchmark, the company will have something to base off and it

will help dictate the pricing for jobs. The company should create its own time studies and

constantly reanalyze to make needed changes. The goal would be to find the most efficient cost to

clean per square feet. Having the amount that would cost to clean per square feet would make it

easier to quote new jobs.

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To ensure that the customers are happy, there needs to have a quality policy in place. The

quality policy will have various aspects to ensure that the customers are satisfied and the

employees are doing their job. Employees will receive an intensive on the job training but will also

have to follow daily policies. Each employee will have an electronic checklist to ensure that they

properly performed every task. The company will also request the customer to also fill in a weekly

checklist. Also, after each service the company will send a quality questionnaire to the

customer. This type of quality policy will ensure that the employee properly completed their job.

It will also ensure that the customer is satisfied after each service.

The main expenses for a commercial cleaning business consists of the equipment,

supplies and of course labor. For the business to be successful, it needs the proper supplies in its

inventory. The stocking plan is to keep at least one months worth of cleaning supply. To keep

track of the supplies at hand, there will need to be a weekly review of the stock. The weekly review

should calculate if there's enough supply for the upcoming week, based on the types of jobs. Muda

will be crucial in this company because it will minimize expenses while maximizing the limited

storage space.
XVIII. Income Statement Projections
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XIX. Financial Analysis & Funding Request

A successful and profitable business has an impeccable business and operations plan.

Green Clean Pros has demonstrated a perfect business in order for it to be successful. Green Clean

Pros is part of the service industry, which is the fastest growing section of the economy. Since the

US is transitioning into a service based economy, a commercial cleaning company has a high

chance of being successful. Using eco-friendly materials and having a functional operations plan

in place will give the company an advantage over the competition. Due to these circumstances

and the low cost; a commercial cleaning has incredible potential to be successful.

Upon the review of the industry analysis, financial projection and through operational plan

for Green Clean Pros, it is reasonable for the request of a loan of $50,000. The loan would be used

for the first five years of operations to the finance the van, commercial cleaning equipment and

the marketing strategy.

Appendices
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Arthur Oliveira
14 Susan Road
Marlborough MA 01752
(774) 285-3467
arthur.oliveira@nichols.edu
OBJECTIVE:
Outstanding professional fluent in English and Portuguese offering proficient skills in Microsoft Office and
in accounting.

EDUCATION:
Nichols College - Dudley, MA May, 2017
In Progress, Bachelors in Business Administration, focus in Finance
Professional Programs:
Excel
SmuAccounting
SGA Accounting
AS-400
Spirit
EXPERIENCE:

The Metrowest YMCA 2016-Present

Accountant & Accounts Payable
Implemented a system to properly track American Express Transactions
Reconcile Daily Cash for all branches
Reconcile all the accounts at the end of each month
Created new procedures and forms to ensure all employees are properly trained
Lead project manager for researching and relocating all storage files
Ensure account, payables and invoices have proper code and authorization
Check accounts, figures, posting, and documents to ensure that all the information is
correct, mathematically accurate and properly coded
Maintain standard monthly payments and assure timely payments of all invoices
Shrewsbury Credit Union 2012- 2016
Accounting/Operations/Loans Assistant
Administered all daily teller transactions and prepare quality reports
Managed Accounts Payable accounts by communicating with vendors
Organized and update incoming Loans and Insurance policies to ensure they are up to
date
Reconciled General Ledgers by collecting, inputting and analyzing daily reports
Store, file and retrieve important documents when needed
St. Marys Credit Union 2012 - 2012
Operations Assistant
Recorded and processed teller mail
Processed Bill Pay checks
Scanned and managed incoming documents into a secure database

ACADEMIC & PROFESSIONAL ACHIEVEMENTS:

College
Microsoft Certified Application Specialist in Word, PowerPoint, Excel
Phi Theta Kappa International Honor Society
Deans List: 2014, 2015, 2016, 2017
Treasurer of the Criminal Justice Club
Worcester County Reserve Deputy Sheriff Volunteer
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References

Chessman, Kristin. "The Top 10 Commercial Cleaning Franchises." Entrepreneur.

Www.entrepreneur.com, May 2016. Web. 08 Feb. 2017.

Clipperton, Gary. "National Pro Clean Corp." National Pro Clean Corp. Nationalproclean.com,

May 2014. Web. 08 Feb. 2017.

Entrepreneur.com. "Commercial Cleaning." Entrepreneur. Www.entrepreneur.com, Mar. 2014.

Web. 08 Feb. 2017.

Franchise Help. "Cleaning Industry Analysis 2017." Cleaning Industry Analysis 2017 - Cost &

Trends. Www.franchisehelp.com, n.d. Web. 08 Feb. 2017.

Jan- Pro. "Franchise Cleaning Business." Jan-Pro - Corporate. Jan-pro.com/, 23 June 2016. Web.

08 Feb. 2017.

P, Carlos. "Starting Your Commercial Cleaning Business." Residential Cleaning Business

Coach. Online-cleaning-coach.com, 28 Mar. 2014. Web. 08 Feb. 2017.

SBDCnet .org. "Janitorial Services Business 2015." Janitorial Services Business 2015 -.

Www.sbdcnet.org, n.d. Web. 01 Mar. 2017.

Sirisena, Prabhath. "20 Facts About Small Businesses That Will Keep You Up at Night

Hiveage."Hiveage. Hiveage, 3 June 2015. Web. 26 Feb. 2017.

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Small Business Association. "Small Business Trends | The U.S. Small Business Administration."

Small Business Trends | The U.S. Small Business Administration | SBA.gov. Www.sba.gov, Jan.

2017. Web. 26 Feb. 2017.

Wilson, Reid. "Watch the U.S. Transition from a Manufacturing Economy to a Service

Economy, in One Gif." The Washington Post. WP Company, 03 Sept. 2014. Web. 01 Mar. 2017.