1-800-GOT-JUNK? has created a foundation that has grown exponentially by nurturing relationships

Six years ago I was confident enough to start the first 1-800-GOT-JUNK? in the N.Y. area, but still uncertain about the market's demographics and its endurance during economic fluctuations. Discussing the former with seasoned 1-800-GOT-JUNK? veterans in other areas of North America got me pretty excited and admittedly, a little confused. "Upper, upper middle class," someone would say, "Lower middle class to low-income...," I would hear from another. I realized that in the reflection of these conflicts was a consensus that the way we provided our service created markets in all environments. But the unanimous staple in the 1-800-GOT-JUNK? diet has been our commercial service. Although our commercial and residential services are virtually identical, by nurturing relationships with a focus on future business, we have created a foundation that has grown exponentially. It is one that weathers seasonal and economic slow-downs. 1-800-GOT-JUNK? is the world's largest junk removal service. But individual franchise owners ensure personal service within their respective territories as well as neighbors'. Our founder and CEO, Brian Scudamore coined the phrase, "It's all about people." Everyone in our system has learned the meaning of that philosophy and has applied it to create a culture that is reflected in every step our truck teams take. They completely understand the commercial environment and the unique needs of those clients. Commercial properties, like homes, sell more quickly when they are attractive and ready for move-in. Realtors, buyers and sellers have relied on our service to inject some certainty into the process. Most of our business is from referrals. "Have you ever seen such a mess?" Yes, we have. Several times each day we quickly take away cubicles, desks, file cabinets, paper, e-waste and everything else in office and industrial spaces. This economy has placed more emphasis on cost. 1-800-GOT-JUNK? Has been able to grow its market share by keeping our prices surprisingly low. While our operating costs increase, we have resisted price increases by constantly evaluating efficiencies. Countless industries passed along the increased cost of fuel. With some foresight, our approach paid off. Although our fleet of trucks appears identical, their engines are powered by gas, diesel and even bio-diesel. We can actually put vehicles on the road based on current fuel costs. The niche that we fill in the residential market is the same in the commercial arena. Multiple efficient trucks and our plain price structure allow us to bounce around from location to location to take away a single file cabinet, pallet or boiler, and then converge on any office complex or industrial park for large-scale cleanouts. Since our clients are everywhere, most property managers have our insurance certificates on file. Those managers have proved to be an additional source of referrals. Are things tough right now? Sure, business has not been growing as phenomenally as it has in the past six years. But the foundation that is our commercial market continues to support us as well as we have supported it. Brian Heiser is a franchise partner - Long Island for 1-800-GOT-JUNK?, Smithtown, N.Y.