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ScaleUp Radio

Aug 28, 2023

Welcome to ScaleUp Radio, where we bring you inspiring stories of businesses that have achieved remarkable growth and success. In today's episode, Kevin and Siva dive into the incredible journey of Service Master's AAA, a commercial cleaning business that experienced phenomenal growth in just six years. Strap in and get ready for some valuable insights into the cleaning industry and the strategies behind scaling up.

The cleaning industry is not without its challenges, and Kevin and Siva explore some of the major hurdles faced by businesses in this sector. Staffing and retention issues can be particularly daunting, but Service Master's AAA found a way to rise above these obstacles. By providing legitimate services backed by the right infrastructure and documentation, they positioned themselves as the go-to choice for clients seeking reliable cleaning solutions.

Siva, an experienced franchise business professional, recognized the immense potential in Service Master and decided to buy into the franchise in 2017. He was drawn to the established reputation of the brand and the opportunity for growth. But he didn't stop there. Siva took on the challenge of turning around an existing franchise with limited apparent growth potential. How did he do it? Listen on to find out!

Our guest shares his secrets to success, revealing how he adopted a flexible approach to business growth. By targeting a wide range of clients and outsourcing lead generation, Siva was able to expand his customer base and drive revenue growth. He also strategically acquired new territories to further expand his franchise, demonstrating a shrewd understanding of market dynamics.

But it doesn't end there. Kevin and Siva also delve into the topic of business valuation. They discuss how to assess the value of a business based on its profit and a multiplier, shedding light on an important aspect of scaling up. Furthermore, they share valuable insights on integrating new businesses into a portfolio, providing support to managers, and implementing performance-related bonuses for cleaners.

As the conversation unfolds, Siva opens up about his achievements and goals. From winning prestigious awards to building a happy team, he has made significant strides in his entrepreneurial journey. With a focus on expanding his business to a staggering 2000 employees, Siva is on a mission to leave a lasting legacy for his son or daughter to join the team. Trust in his employees plays a crucial role, and he emphasizes the use of various platforms for lead generation to ensure a steady stream of clients.

Join us in this engaging episode as we unravel the story behind Service Master's Tripe A and gain valuable insights into the world of scaling up in the cleaning industry. Don't miss out on the strategies, lessons, and inspiration that await you.

Scaling up your business isn't easy, and can be a little daunting. Let ScaleUp Radio make it a little easier for you. With guests who have been where you are now, and can offer their thoughts and advice on several aspects of business. ScaleUp Radio is the business podcast you've been waiting for. 

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Kevin's Latest Book Is Available! 

Drawing on BizSmart’s own research and experiences of working with hundreds of owner-managers, Kevin Brent explores the key reasons why most organisations do not scale and how the challenges change as they reach different milestones on the ScaleUp Journey. He then details a practical step by step guide to successfully navigate between the milestones in the form of ESUS - a proven system for entrepreneurs to scale up. 

More on the Book HERE -


Find ServiceMaster AAA here: 

And find Siva here: 

And his recommendations here: