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Remove Fear from Your Upholstery Cleaning!
I've talked to cleaners about upholstery cleaning for decades, and I've often wondered why upholstery cleaning services represent as much as 50% of the residential cleaning volume of a few companies, and less that 10% of the volume of most others.
These were the reasons I have been given by most of the "10%" group.
#1 - Poor Results
#2 - Takes Too Long to Do
#3 - No Money in It
#4 - Fear of Damage Claims
As much as those reasons seem like distinctly legitimate reasons, they really are all based on this fundamental fact:
A lack of information that doesn't allow the cleaner to make decisions that will
avoid the following four problems.
Let's examine what information a cleaner could gain before cleaning upholstery that would eliminate each of one of these issues:
1. Fear of Damage Claims:
Most fears related to upholstery cleaning are greatly exaggerated or even unfounded altogether.
(a) Cellulose browning not nearly as common today as it once was due to better tools & cleaning products.
(b) Color bleeding is so rare its nearly (though not entirely) non existent if proper tools & products are used.
"Most Cleaners Would Be Afraid To Clean This Stained Satin Fabric! Are You?"
These fears can be minimized, if not completely removed, by learning how to inspect, test and identify the type of fabric to be cleaned, as well as by keeping up to date with the latest tools and products used for upholstery cleaning.
2. Poor Results:
This could probably be better worded as inconsistent results. Cleaners who encounter furniture that just doesn't clean up as well as others they have cleaned that seem to be the same thing may become very frustrated. A synthetic fiber fabric that is white in color will clean up far easier and faster than one that is made from a natural fiber such as cotton.
If you test to determine the fiber family (natural or blends versus synthetic fibers), you will be better able to choose cleaning products and methods that work better on natural fibers and blends, and also better qualify the work to the customer before beginning.
Additional needed information that could prevent poor results would be a knowledge of cleaning products and procedures so that you could gain far better results that you otherwise could not achieve.
3. "Takes too Long To Do":
It is frustrating for a cleaner to have to take longer to clean one sofa than all the carpet in the house. What causes such long cleaning times is a poor understanding of the fibers, fabric, pre-existing conditions, and proper procedures. An example would be the difference between cleaning a natural fiber velvet or chenille that require extensive texture restoration procedures after cleaning versus one made from synthetic fibers that can be cleaned and quickly brushed to leave a pleasing appearance.
If a cleaner knows the difference of the fibers involved ahead of time, they can qualify the job better, price it according to the time required, and then feel comfortable with the extra time needed to do it right.
4. "No Money In It":
In a way, this concern is related to points 1 and 2, but deserves its own discussion. Its difficult to properly (and profitably) price something with which you know too little. When you have an understanding of the value of the item to your customer, the training, products, and equipment necessary to clean it safely and properly, and you can translate that information in a positive and understandable fashion to your prospect, you can then price the work you do more profitably.
If you can get past these four roadblocks, you should be able and willing to promote upholstery cleaning services to more customers and increase your bottom line, with less fear and worry.
Coming Soon . . .
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Jim Pemberton's
Fabric Pro Upholstery Specialist Workshop
"Specialist" Course With Extensive "Hands On" Training
Class size is very limited for personal attention purposes, so register today.
Please Join Us Here - January 9 - 10, 2026 in Farmingdale, NY
How Can You Benefit From This?
Click here for complete class details
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