Bill Stewart has been in the international sanitation supply industry for over 40 years, having spent the last 30 at Spartan Chemical Company where he now serves as the West Coast building service contractor manager. Get to know Bill, including his leadership style, advice for new building services contractors, his take on recent trends in the industry and more in this exclusive Executive Insights conversation.
BSCAI: What are some trends you see developing in the building service contracting industry?
BS: Client diversificiation. According to CBRE, the U.S. commercial real estate office space vacancy rate has hit a 30-year high. With recession fears, hybrid work and more companies seeking to give up their office space or subleasing, the U.S. vacancy rate has climbed to 17.8%. This is leading building service contractors (BSCs) who focus on the commercial office space to diversify their client portfolio by pursuing other market verticals such as education, health care, industrial manufacturing, recreation and transportation.
Additionally BSCs are expanding their added value services to include hard floor care, truck mount extraction and tile restoration, concrete and terrazzo polishing, mold remediation, fire and flood restoration, vent filter cleaning/replacement, drain line and back dock maintenance, engineering and presticide services. Providing additional service support to existing clients is an easier, cost-effiecent path to increased revenue and profitability.
BSCAI: How would you describe your leadership style?
BS: Being in a hands-on industry driven by products and services, my leadership style is three dimensional. It is one of strategy, having an objective in place to pursue specific sales or operational growth, which supports multiple employee layers or decision makers. Whether by structured business plans, rollout implementation schemes or executing through coaching individuals or BSC companies, my job is to develop and help those involved excel in what they do by identifying and nurturing their strengths to bring out their best.
BSCAI: What is one challenge you’ve experienced in your career, and how did you handle it?
BS: Throughout my 42 years in the international sanitation supply industry, the greatest and current challenge we face is devaluing our products and/or services. Many in the industry think if they lower the price of a product or the service it will attract clients, sell more products or give a company a project over its competition. Some may employ this strategy to gain entrance to a customer in hopes of getting a greater share of the business but the fact is that services are diminished. Charging less than the competition signals to a client you don’t respect the value of your company, services or product.
As one of my BSCAI executive friends stated, “You go low with price, you achieve low price results.” My recommendations are to reaffirm your company’s expertise, share the added-value services you provide, continuously seek to improve performance and implement sustainable practices, industry knowledge and certifications. Quality and education is king! You’re only as good as your word; trust and creditbility are foundations for a successful client partnership.
BSCAI: Any advice for new BSCs coming into the industry?
BS: Be the best at everything you do. Always do everything better than your competion and become exceptional. Coming into the industry on the product end of the business, this was ingrained into me. At first it was the easy stuff — how to dress for a job, keep my car clean, how to show presentation materials and write follow-up letters. I was also trained on how to conduct hands-on product demonstrations, how to clean restrooms, strip floors, apply finish and run the equipment my comapny sold.
There is no other way to establish your creditability in this business than by leading by example, which established my creditability today with the many BSC partners Spartan Chemical is aligned with. Aim to know everything about the BSC industry, constantly develop your hidden talents and teach yourself all the skills specific to the industry, including the new ones. Also enroll in BSCAI classes and network with others to gain knowledge.
Give your absolute best every day and serve people to the best of your ability. High achievers make a difference in people’s lives and serve at the highest level to solve their clients’ issues. In conducting yourself at the highest standard, you will become the #1 expert in your industry and place of business so your clients will think of you first.
BSCAI: What is the best piece of advice you’ve received in your career?
BS: “If it’s to be, it’s up to me.” This was a title of a book by Thomas B. Smith which focused on how to develop the attitude of a winner and become a leader.
My exposure came from the vice president of sales at Spartan Chemical who instilled in me the importance of leading others for positive accomplishments through high-performance leadership. This includes being a positive influencer, caring about others, setting goals and following your dreams. In my roll as West Coast building service contractor manager for Spartan Chemical, I take this practice seriously with our BSC partners.