The following is sponsored content from BSCAI partner Nilfisk

Kevin Lodahl has been in the cleaning industry for nearly 30 years. Lodahl, who serves as the Director of Strategic Accounts at Nilfsk, has been with the company for more than half his career, and helps customers with all of their capital needs. In his free time, he enjoys spending time outdoors with his children, family and friends.

BSCAI sat down with Lodahl to discuss where he sees the future of the industry is going, as well as leadership styles, embracing change and understanding what the customers want.

What are some trends you see developing in the building service contracting industry?

Right now, we’re seeing several trends emerge in response to various pressures on both building service contractors (BSCs) and their clients.

On the client side, many companies are simplifying their operations and their relationships with vendors. For example, single-source RFPs are becoming more common as facilities managers seek to benefit from economies of scale. More facilities are also bringing their cleaning programs in-house or adopting a hybrid approach where they do the standard cleaning and then outsource the more specialized work. These actions are putting even more pressure on BSCs to provide high-value services at competitive prices.

In terms of how BSCs are responding, the top trend I’ve seen is portfolio diversification. BSCs are slowly moving away from servicing traditional retail accounts because of the low margins. Instead, they’re finding growth by pursuing a variety of accounts, including single-tenant commercial buildings, light manufacturing, and distribution warehouses. Many BSCs are also adding specialized cleaning services — such as like window cleaning, carpet extraction, restroom restoration, high dusting, pressure washing, scrub recoat/floor stripping, etc. — to their existing contracts on an as-needed basis.

Sustainability is another big issue. Companies are prioritizing corporate social responsibility and expecting their suppliers to as well. For BSCs, this means reducing chemical usage and providing green options like chemical-free scrub and recoat, scrub and polish pad technology, water-reduction technology, and on-board chemical mixing systems. They’re also investing in equipment that provides employee productivity gains, like ride-on ( as opposed to walk-behind) scrubbers.

The last 18 months have also brought increased interest in new technologies that will improve BSCs’ bottom lines. These include new training tools, data collection programs, equipment autonomy, micro machines, and creative finance options, as well as digital technologies like specialized software, smart buildings, the Internet of Things (IoT) and, e-commerce. These technologies are changing how business is conducted and will continue to do so going forward.

Finally, BSCs and their suppliers are engaging with customers in ways they haven’t before, such as on social media. We’re in an era of knowledge-sharing. Whatever you sell, it’s important to keep your customers informed about new products, procedures, and solutions that can help them boost productivity and save money. This is a great way to add value to your brand and create a lasting, mutually beneficial relationship.

How would you describe your leadership style?

A combination of servant leadership and transformational leadership. I thrive on spending time in the field with my team, understanding our customers’ businesses, and making customer connections. I then bring that knowledge back to the organization. This allows us to change our course, if needed, to meet the ever-changing needs of the cleaning industry.

What is one challenge you’ve experienced in your career, and how did you handle it?

Over 28 years in the cleaning industry has shown me that change is still our biggest challenge. Whether it’s in the economy, the marketplace, the work environment, or technology, change is an everyday occurrence. And every day in this industry you make a choice — you can bury your head in the sand, or you can choose to embrace the change, be flexible, and look at it as a new challenge to conquer while constantly striving to improve your business and yourself.

Any advice for new BSCs coming into the industry?

It’s important that new BSCs clearly understand their customer’s definition of “clean.” Before agreeing to contract terms, you need to be on the same page and understand the metrics that will be used to score your cleaning performance. Those metrics should be communicated to both the BSC team and the customer’s team. Miscommunication will be the cause of conflict.

What is the best piece of advice you’ve received in your career?

I once had a former leader tell me that when you find yourself in a situation in which you’re unsure of the correct answer, to picture yourself as the owner of both companies and look for the compromise that will be acceptable to both parties.

About Nilfisk

As one of the world’s leading suppliers of professional cleaning equipment, Nilfisk offers an extensive product portfolio of high-quality and reliable floor cleaning, industrial vacuum, and pressure washer products. Leading brands include Advance, Clarke, Viper, Hydro Tek, and Pressure-Pro.

Nilfisk has been trusted for more than 110 years to deliver superior cleaning power to meet the highest industry standards and regulations while reducing costs and improving productivity. Our portfolio features innovative technologies, including EcoFlex™ to minimize environmental impact, TrackClean™ to improve business through fleet management, and autonomous solutions to drive efficiency.