milliCare’s Strategic Accounts Team Builds Revenue for Franchise Owners

A national team augmenting local efforts means that franchise owners get the benefit of two sets of sales professionals helping to land new business

A good sales force is vital when it comes to getting, keeping and growing a client roster. For milliCare commercial floor cleaning franchise owners, that’s doubly true thanks to national efforts that supplement what’s happening in each market.

“We have a strategic accounts team in place to work on larger, national accounts. That way, we can bring in business that crosses state lines and benefits many owners at once,” explains Bill Helton, Director of Franchise Development. “They are able to secure that business more easily than a single franchise owner, or group of owners, could, because they can present a comprehensive bid that covers all buildings in all markets.”

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Competitive pricing on a large scale

That national strategy pays off for local milliCare franchise owners in many ways, most notably with the chance to grab a large client that otherwise might be unattainable. If a company has offices in 10 states, for instance, but the central purchasing person is five states over, a local franchise owner may not be able to swing a bid. The national team can showcase all of milliCare’s advantages and put together a price structure that’s good for the client and still generates significant additional revenue on the local front.

“The strategic sales team allows us to leverage all of our franchise owners,” explains Helton. “They are always looking for very large companies that have crossover in our markets, and then seeing if they can capture that business on behalf of everyone. They can offer a bulk deal that is very competitive when lined up against other commercial floor cleaning operators, but that still allows for each milliCare owner on the contract to make a good profit.”

National team supplements local efforts

The strategic sales team also benefits the local milliCare franchise sales team, because it allows them to cover more territory in terms of sales calls and proposals. If they know the national team is working an account, for instance, they can focus their efforts on other, smaller companies on their prospect list, and win that business.

“The idea is that every company in a territory is being targeted, either locally or nationally,” Helton says. “By working in this manner, we ensure that every milliCare commercial floor cleaning franchise owner is able to maximize brand awareness and improve market penetration, not to mention earn more revenue.”

Ranked 206 in Entrepreneur’s Franchise 500 list, milliCare Floor & Textile Care franchise is a business-to-business floor and textile maintenance company with 70 locations in 29 states and six countries. Our parent company, Milliken & Co., holds more than 7,000 patents in flooring, textiles and floor cleaning — experience and tools milliCare leverages as we carve out a niche in the floor cleaning industry. Start-up costs start as low as $106,000 to $150,000, making the potential for high returns remarkable.

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