Grease Free and Fire Safe – Brett Muller of Guardian Services

Brett Muller, President and CEO of Guardian Services

Brett Muller, the President and CEO of Guardian Services, grew his company’s revenue from $1.3 million in 2014 to $3.1 million in 2017, a 135% increase, and to around $3.3 million in 2018.  

Guardian Services provides professional kitchen exhaust cleaning services for hotels, restaurants and other businesses.  

In this interview with Eversprint‘s Malcolm Lui, Brett shares how he and his team accelerated their high value sales by:  

  • Providing his team with the training and the tools to do their work efficiently and effectively.  
  • Generating sales opportunities through referrals, digital marketing, RFPs and partnerships.  
  • Taking responsibility when problems arise, and learning from their mistakes.  

Computer generated transcript - Guardian Services Interview (transcribed by Sonix)

Download the "Computer generated transcript - Guardian Services Interview" audio file directly from here. It was automatically transcribed by below:

Malcolm Lui: Welcome to the High Value Sales Show of I'm Malcolm Lui, the Managing Member of Eversprint, and today we're speaking with Brett Muller, the President and CEO of Guardian Services, a provider of professional kitchen exhaust cleaning services for hotels, restaurants and other businesses. Welcome to the call Brett.

Brent Muller: Thanks for having me.

Malcolm Lui: Brett, you grew your company's revenue from $1.3 million in 2014 to $3.1 million in 2017, a 135% increase, and in 2018 you hit around $3.3 million. Before we talk about you grew your company so fast, can you briefly share what your company does beyond my quick intro, and how your company differs from the competition?

Brent Muller: Certainly. You know I came into ownership of this company from an outside industry so I took a very different approach to how these services should be packaged and delivered to clients. And just in general tried to professionalize the operation of the business so that we could compete for a larger higher dollar value clients. And so in doing that we were able to appeal to a very different segment of the industry than we traditionally had and then we were able to grow and at scale to the business which allowed us to then continue to compete for larger and larger customers. And so it was really kind of building one puzzle piece at a time until we could complete a picture that appealed to kind of the high value clients that we really wanted to be servicing

Malcolm Lui: Now for the other kitchen exhaust cleaning services out there. If a hotel was comparing you to them what would are what are the differences in their minds

Brent Muller: I think that's the primary difference is in support and assurance. So when I see support I mean we're there 24/7 365 for our clients. We view the kitchen exhaust system as a critical system to the safe and effective operation of any kitchen. And so if that system goes down there in need of immediate response services and we provide that. Also we work very hard to take a preventative approach to any maintenance needs for those systems because they are generally out of sight out of mind. And so if someone's not looking after fan belts and motors bearings and all of those components that help that system run smoothly then it will break down. And so providing that assurance we help our clients maximize uptime. And then when I'm talking about compliance I'm talking about a package of services that photo documents and then paper report documents certification whatever is necessary to show compliance with cleaning standards and completeness for any system that we service. So if you're a hospital you're going to be reporting to a joint commission if you're part of a large corporate entity you got a report up the change the facilities and you want to have those reports and materials that show that these systems are being cared for properly and completely in a timely manner

Malcolm Lui: Right. Got it. Now when you clean a kitchen exhaust system how long does it take.

Brent Muller: That varies dramatically depending on the system. We generally are focusing on large kitchen facilities and so they generally have multiple food systems within the kitchen. And each food system can take up to five or six hours a piece to clean and on from there depending on the size of the building the length of the dock runs the complexity of the system. There's a whole variety of equipment that can operate within these systems to filter and otherwise augment the airflow for the particular use or need or exhaust point of that system. And so none of these systems are cookie cutter. They are all unique and individual per facility. Even something like a McDonald's from one location to the other is going to have variances in the resources.

Malcolm Lui: These are systems not simply what's over the stove is it potentially all the way out to the roof.

Brent Muller: There is a system of ductwork and then ultimately some type of a fan connected to that system to move the air through the system. And so the entirety of the interior of that system has to be inspected cleaned and certified safe for use

Malcolm Lui: Okay great. And I guess of course the restaurants and hotels they don't want their kitchen to go down during your normal maintenance and cleaning so you would do this in off hours on weekends outside of normal operating hours. Is that how it works.

Brent Muller: Correct. Yeah. We're generally servicing these facilities when they are not operating. So the majority of our work starts between 10:00 p.m. and 1:00 a.m. and goes on until the early morning hours

Malcolm Lui: Right. Any you service your service area is all of Texas or just

Brent Muller: I

Malcolm Lui: About

Brent Muller: Would

Malcolm Lui: This area.

Brent Muller: I would categorize it is greater North Texas. We're going as far south as college station and as far north as you know right up to the border with Oklahoma. So we've got a pretty large surface area

Malcolm Lui: And are all your people based in Dallas and they just check it out there you have people scattered throughout the north Texas area.

Brent Muller: We are all centrally based in Dallas. We do have two office locations in Dallas but the majority of the work that we do outside of Dallas is either project work or it is on a recurring travel schedule for my kids

Malcolm Lui: Right. Okay got it. Now you agree your business quite handily from one point three million in 2014 all the way to a three point three million in 2018. Can you share with the three biggest drivers were behind that sales growth.

Brent Muller: Three biggest drivers. I think number one was the operating ability to deliver services as we grew and so a certain sense of scalability in our operations the ability to hire train and manage technicians in the field. So part of it was our operating ability. I think the other component was really a people component and that was kind of sales and getting out there and getting the message out there getting in front of customers and really generating opportunities to to burn business. And even though traditionally referrals had been our best source of of growth we were able to expand several other channels and very early on we're trying to utilize a lot of the web capabilities that are now everybody assumes you're taking advantage of. We really jumped on very early on in our industry and so we were able to capture a large share of those leads and opportunities through multiple channels.

Malcolm Lui: I took a peek actually right before we start our interview of your web presence in regards to SEO and paper click ads and I didn't really see any at least not for the your main web site. Are you

Brent Muller: The timing is such that you caught us in a transition we just launched a new website yesterday.

Malcolm Lui: Okay.

Brent Muller: So we just transitioned and so I imagine that all the the PPC advertising has been paused and as CEO is getting ramped back up is the new site comes live and we're doing a little bug fixes and optimizations. I had a chance to look at the site when it was up yesterday I think it's a it's a great foundation for us to build on. It gives us a lot more flexibility moving forward and I think it's better organized to better represent kind of the package of services that we currently offer and and the ways in which we can help clients save money and improve the operation of their facilities.

Malcolm Lui: Right. Okay. Fantastic. So the number one driver operating ability to scale grow. Number two having sales and getting the message out there and developing other channels besides word of mouth. And what's number three for the big driver of your sales growth

Brent Muller: Number three I would say is taking responsibility. The idea that we're going to deliver 100 percent perfection at each and every client location is is is is daydreaming. And so it's about taking responsibility when things don't go right when there is a problem when there is an issue when there is a complaint being responsive and really taking that as an opportunity to demonstrate value by showing up getting the problem resolved quickly and efficiently and then debriefing after the fact to see what we can learn from that experience is it a training issue is it an equipment issue. Was it a communication issue so that we can hopefully try to document that and deliver better services the next time around my industry doesn't have the best reputation for its follow through when things go wrong. And so we wanted to be that company that said hey listen if we make a mistake we're going to make it right. And then we're gonna go above and beyond to try to show that we care about the ongoing services and operation in their facilities

Malcolm Lui: Okay. Got it. So just to recap the three drivers one operating ability to scale and grow to having a sales process in place to get the message out there as well as genuine leads and referrals and the third one is is taking responsibility. Get things done right. Okay great.

Brent Muller: Our clients knew they could count on us whether things were going right or wrong that we would be there and available and responsive to their needs.

Malcolm Lui: Right. So like for example if they they discovered that all of a sudden that they're exhausted some isn't working right they'll call you up and you'll have a team out there. Within hours is a tepid response

Brent Muller: Correct. Correct. And we're not going to we're not going to ask for a credit card over the phone. We're not going to charge them a trip fee. We're going to show up and make it right. And then we're going to after the fact we're going to kind of investigate what could have been done differently if anything to try to prevent that downtime or that issue.

Malcolm Lui: Right now the downtime might not have been related to what your company does though or are you responsible for ensuring that there is no downtime

Brent Muller: We are not responsible for ensuring no downtime because there's just too many other interconnected systems relating to the operation. The kitchen exhaust system and oftentimes that would tell you the problem is just not originate in the exhaust system. Oftentimes it's a you know it's an electrical issue. It's outside of our control it's a plumbing issue but we want to help the a partner in resolving any of those issues a role that we can play in helping diagnose and repair a situation. Whether I have to call in other vendors or manage other vendors to get it taken care of. That's something we're ready to do.

Malcolm Lui: Right. Okay got it. Can you share more details on your operating ability to scale and grow. You know what processes and systems you have in place that allows for that

Brent Muller: Well traditionally in our industry there was very high turnover especially amongst the technicians in the field. As you can imagine it's night work. It can be very physically demanding and traditionally wasn't a very high paying role. And so I worked very hard to try and formalize the prospects of onboarding continuous training both safety and job performance training and then also ensuring that my technicians had all of the tools equipment safety you know PPC and everything else in order to do the job efficiently effectively and safely. And so once we could demonstrate that we could find these guys and keep them as we grew the company we were able to add a package of benefits both health insurance for a 1 k paid family leave and these other types of things that are really the really strong performers want to have. And so we were able to start attracting technicians that maybe would have traditionally gone to a much larger company because we took that very personalized approach in that we were really adding value by giving them training and skills that they could then carry forward whenever they move to their next start in

Malcolm Lui: To grow your business then it's it's it's really just a function of the number of technicians you have available within right

Brent Muller: Correct. I mean we're a labor business and so it's really about labor utilization. And so the more technicians I have I've got to I've got to keep them busy so I'm going to make sure that there's work out there for them in the field and that's another reason we were able to attract good folks is because the nature of our business is that we are not seasonal. And so we attract technicians from other industries where there is a lot of seasonality looking for just a good steady paycheck and a good place to work where they're appreciated and recognized

Malcolm Lui: Right now in terms of your business and trying to reduce the fluctuations are you What is your plans that you have with your clients at a subscription based like they're paying your regular fee every month to do what you need to do.

Brent Muller: No. Our services are generally delivered quarterly and so we're generally on net 30 terms with the more majority of our clients where we come out provide the service on a scheduled basis and then we build them after the fact and collect afterwards. So I would call it a service agreement not necessarily a hard contract although there are some companies that we are in hard contracts with the majority of our clients are service agreements and so it's you know continuous until one party or the other notifies termination

Malcolm Lui: Right. Okay good. So yes you can. When you say you're on a scheduled plan for maintenance now that means it's pretty much set and they expect to see you once a month for you to do what you need to do

Brent Muller: Yeah. You know we're generally maintaining the schedules for our clients and so our scheduling dispatch system maintains their contracts and so at the beginning of every month we get a list of customers that are due for service. We reach out to them and schedule a time that's convenient for them for our crews to be out there and service some some clients know they have special events or other activities going on and so there needs to be a little bit of flexibility in scheduling but generally it's about once every three to four months that we're seeing the majority of our clients

Malcolm Lui: Once a three a month. So your service doesn't have to be monthly You don't need a clean exhaust every month. I guess what you're cleaning does is a really deep cleaning

Brent Muller: It is a deep cleaning and the service frequencies are the guidelines are set by NFLPA which is a code setting body that determines cleaning frequencies for safety and fire protection and so we follow those guidelines. We make recommendations to our clients but ultimately the code states that they are responsible for cleaning and maintenance in their systems and so we're going to proactively contact them when we feel like they're due.

Malcolm Lui: Right.

Brent Muller: But it's going to be up to them to allow us to come clean on a schedule basis

Malcolm Lui: Sure. Are there any environments where you actually have to do it once a month. Some heavy

Brent Muller: Yes there are some clients very very high demand clients that we were cleaning on a monthly basis. There's certain types of systems that are very high. Greece load systems. You think somebody who's grilling hamburgers for 12 hours a day every day. Something like that generates a substantial amount of reason also solid fuel cooking pizza ovens charcoal based grilling those kinds of things are also higher risk because of the smoke and ash and grease that those cooking systems generate. So sometimes those have to be cleaned as often as monthly.

Malcolm Lui: Okay. Interesting. Driver number two sales getting the message getting the message out there. Can you talk a little bit more about that

Brent Muller: Well it was really about handing off sales and not being solely responsible for new and incoming business. As a small business owner I had to wear a lot of hats and divide my time amongst the many many things that needed to get done and so as we were able to add quality clients I was able to bring on staff to take over various roles things that I was either not particularly good at or didn't enjoy doing. Accounting is a good example. No. Nor was I very good at it or did I enjoy it. So I was happy to hand off those responsibilities and then ultimately finding a great salesperson who could come in and follow a process where we could show value and earn clients business. So that way we were able to increase our rate of growth over time. And now we have a team of salespeople in various departments that are out there every day you know connecting with new clients and finding those opportunities.

Malcolm Lui: Great. Can you talk about the marketing that you have now to help generate leads for your sales people.

Brent Muller: Sure there's really two different marketing opportunities that come about in our industry. One is an event based scenario where the client has an issue either with their system or with their current service company. And so they have a fairly immediate need to replace their vendor. And so we do get quite a few of those leads and generally those are based on either Hey you call up your buddy who works at the restaurant down the street and say Hey who do you use or you do a quick web search. You see the top three or four companies that come up and you call him for a quote. The other type of opportunity is based on RFID or request for quotes and proposals which larger organizations will put out from time to time when they are looking to competitively bid for their exhaust cleaning services. And we participate in a number of those as well.

Malcolm Lui: Okay. How did you find out about the art piece.

Brent Muller: You know it's really about having your name in as many places as you possibly can various databases that are out there of service providers both at the state and local level and making sure that you know as a certified operating company through our industry trade group we qualify for a lot of those RFP opportunities based on our certifications because they're looking for a company that they feel like shows the knowledge and credibility to provide services on an ongoing basis

Malcolm Lui: Right now would it be helpful to build relationships with the potential businesses out there the ones that do do are our piece of that they will actually think of you and invite you personally to do the RFP is a process that you do as

Brent Muller: Absolutely.

Malcolm Lui: Well

Brent Muller: Absolutely. You know we work with a number of the large what I would call facility operators the CB Richard Ellis's and those types of companies who are in a variety of different types of facilities and we have great relationships with those guys to the industries just to name a few that are out there working in facilities day in and day out and we want to be there go to company food through the kitchen exhausting you made it. And for the HPC system cleaning work that we do as well.

Malcolm Lui: Okay. That's a separate business are part of Guardian services

Brent Muller: No

Malcolm Lui: That

Brent Muller: That's

Malcolm Lui: A

Brent Muller: Just a department within our business that we provide on a project basis air conditioning cleaning and restoration services for commercial systems

Malcolm Lui: Like

Brent Muller: Often in conjunction with a remodel or construction project. We're coming in and cleaning and restoring parts of the system that are going to remain and be connected to new components

Malcolm Lui: Okay. And the third driver taking responsibility when things don't go right now. I imagine from a sales perspective that just allows you to one keep the business going. With your existing clients and two guests I would also encourage referrals as well.

Brent Muller: Certainly. Yeah I mean I had to train my staff you know for some reason it's a little counterintuitive but this idea that hey listen when are when we're really going to show up when we're really going to demonstrate value where we're really going to build a customer connection is when we make a mistake because it's an opportunity to show that we will take responsibility and we understand the client's needs and we're going to get the problem solved quickly and efficiently and effectively which unfortunately is not always necessarily the norm. Whether it's in our industry or in other industries. And so it's a way you can really differentiate yourself as a service provider to show up and quickly resolve a problem without asking a bunch of questions and without trying to blame someone else really you know collect data and understand what went wrong and and take steps to make sure that you don't repeat it. And that's the key is to learn from those mistakes and not let them reoccur

Malcolm Lui: Right now do you have any quantifiable data to show how that helps your business. I mean intuitively it does right. I mean like you I got before and after like before our client retained the retention rate was this but now that we started doing this taking responsibility paradigm things

Brent Muller: You know

Malcolm Lui: At this

Brent Muller: The

Malcolm Lui: Level

Brent Muller: Data that I that I follow is our is our average length of client engagement. And as long as that number is increasing I know that we're building long term value for our clients. And I think at last look that number was was north of four years.

Malcolm Lui: Nick

Brent Muller: So in our industry that's that's a very strong indicator of delivering strong and recurring value to our clients in that they would retain us for that period of time because they're constantly being bombarded by other service providers wanting to provide a quote wanting to probably underbid or undercut us. And they're they're saying no we're happy with what we have. They're taking turns.

Malcolm Lui: Yeah okay yeah. Makes sense. Looking a bit ahead 2019. What is the biggest sales and marketing opportunity that you see.

Brent Muller: Well the biggest opportunity for us is the ability to deliver our services utilizing some new technology. We recently partnered with wool guard which is a pre filter that is designed to be put directly in front of the metal baffle filters in the hood and it absorbs the grease before it enters the exhaust system. It's a removable product. It's a green product. It's biodegradable and it is fire safety. And so it's an opportunity for us to provide a product to our clients that reduces the frequency of cleans. And so once we've once we once we've installed the product and we've trained their staff the product is disposable and so it's used and then a new filter is put up but most dramatically what it does is generally reduces the number of cleanings by half or more and annual basis. And as you can imagine the most expensive part of the maintenance of that system is the full system cleaning. So a lot of labor involved in that. And so if we can cut down on the number of cleanings on an annual basis we can show generally at least a 30 percent savings dollar for dollar a year over year

Malcolm Lui: Sounds pretty good. Sounds awesome. The kind of impinge on your revenue a little bit. If you have

Brent Muller: Not not at all. We are about being a long term partner for our clients and it's not just about trying to increase your labor rate every year. We understand the new technology and a little bit of disruption can be a good thing in our industry because it's going to help keep our clients safer on an ongoing basis and this technology is highly effective it's highly efficient. It's been upgraded it's been tested it's been certified and it's just a matter of getting that message out there that hey this is something new that's available. It's something that we exclusively offer in north Texas. And it's something that can save you money and make your facility safer.

Malcolm Lui: Any

Brent Muller: And I think when winning something like that comes along. You have an obligation to bring it to your clients and help them incorporate that into their operating capability.

Malcolm Lui: So how will you get the message out about the whoa guard filter

Brent Muller: Well we just launched a new Web site yesterday actually and was redesigned specifically with wool guard in mind trying to put that information front and center to introduce it to anyone who's coming to our Web site for the first time or to give our clients a resource they can go to to learn more about the products. And then it's about getting out there and demonstrating it. We do a significant number of field trials with that product because I believe seeing is believing and so we're happy to put that product in and let the client see how well it works in their systems in their facility. So that's that's really the key to us is just getting as many opportunities as possible to allow clients to see it work and then show them through projections by what they can save over the long term implementing the system into their facility

Malcolm Lui: So how many of these systems can you potentially install in the north Texas area with the

Brent Muller: Thousands

Malcolm Lui: Walled garden filter.

Brent Muller: Thousands

Malcolm Lui: I mean say thousands I mean thousands of filters at thousands of companies can use it

Brent Muller: Thousands of different types of companies any commercial kitchen. There are very very few exceptions to the types of systems that this product can be installed and it's very adaptable. And we have we have our own filters set with a specialized frame that we use to install it. It's a very high quality stainless steel. It's usually an upgrade to the existing good systems and it doesn't impede the airflow in any way. And so the client's able to continue cooking as normal we don't need to make any changes to their fan of their equipment. And we're able to save money.

Malcolm Lui: Yeah very cool. Now your client that you work with who can use this can be as small as a food truck. Is that someone that you want to install it in. Or did the disastrous a minimum size business before you work with them.

Brent Muller: I am happy. I am happy to provide these filters to any commercial kitchen exhaust system regardless of size shape or color. There are clients out there that we are already in a filter relationship with that we do not do their ongoing cleanings either because the facility doesn't meet our minimum qualifying guidelines for full system cleaning or because they have their own vendor and that's one of the unique opportunities about this product is that we don't have to be your cleaning and maintenance service provider to sell you this product.

Malcolm Lui: Right. Got it. Now we say commercial kitchen like whenever I hear the word commercial I'm thinking okay any a any proper business is commercial. I kind of get a sense that commercial kitchen might mean more than to someone with a food truck and a kitchen within it.

Brent Muller: Generally we're talking about someone who has a either a captive or a public food service operation right. So you're either a restaurant that is selling food to the public where you're a captive food service where you're a cafeteria inside of a corporate kitchen or a hospital. Something to that effect. And so if you have to have a license per the Health Department to serve and sell food then you're potentially applying

Malcolm Lui: Right. Okay. And does the size matter.

Brent Muller: Not particularly no.

Malcolm Lui: Okay. Good to know. All right. Three last questions for you. The first one is what would be your billboard message on a fast moving freeway. Typically people have only six seconds to read and see in and comprehend a billboard. So what would be your six second message.

Brent Muller: You know we have a model that we've run by it for a very long time clean safe and done right. I believe it encapsulates what we deliver as a service. We're about making sure that our clients can operate safely and efficiently and in their in their facilities and for their for their customers and for their employees and so clean safe and done right

Malcolm Lui: Okay got it. And can you recap again. Who your ideal clients are. And the best way for them to contact you and your team

Brent Muller: Certainly. Our ideal client is any commercial food service operation whether captive or public that has a need for kitchen exhaust system maintenance on an ongoing basis. We're happy to provide full system services including repair install augmentation with full documentation and certification of each and every cleaning and service done by a professional company that's well insured and happy to go above and beyond for each and every client

Malcolm Lui: And right now at this time your clients are Germany to be in the north Texas area

Brent Muller: Greater North Texas would be to service Syria that I would identify. And we do a great deal of business with large institutions as well as individual restaurant operators. And so we have a wide range of clients over that service sharing

Malcolm Lui: We didn't get into this but I should ask you this. What are your plans for going into southern Texas.

Brent Muller: You know it's all about understanding the marketplace and feeling what we've you know we've kind of maximized our opportunities in our current market. It doesn't make a whole lot of sense to throw a lot of resources into a new market where there's you know there's a pretty difficult ramp up to get that business scaled and operating profitably. When I feel like we still haven't even maximized our market share in our our growth capacity and greater North Texas it's just such a vibrant economy that we have up here. And the areas that we service just seem to be a lot of growth and opportunity. And so until we feel like we've really maximized that I don't know that it would make sense for us to open satellite offices. Sam stand or somewhere like that. But

Malcolm Lui: Right

Brent Muller: If you could certainly be in the near future if we feel like we've reached scale here in Dallas and that there's a greater opportunity in other markets

Malcolm Lui: All right. Where do you feel you are now in terms of market share of the Greater North Texas area that you have today and what potential

Brent Muller: Since

Malcolm Lui: Market

Brent Muller: This

Malcolm Lui: Share.

Brent Muller: A such a big market you know I would be I would see to my my best estimate is that we're at about an 8 or 9 percent market share and being one of the probably the largest for companies providing this service in Dallas Fort Worth area. So it's a massive market it's very diverse. And unfortunately in our industry there is no licensing authority for kitchen it's all system providers. So for instance Malcolm if you decided tonight and we're certainly motivated you could get a bucket and a mop and a pressure washer and you could go clean hoods if you felt so inclined and so

Malcolm Lui: Great

Brent Muller: That very low barrier to entry does have a tendency to pull down rates. And you know generally holds back. I think the overall image of the industry has kind of been this very back of the truck grease monkey type thing. And we're working very hard to professionalize that and we're also advocating for licensing here in Texas. I think it's probably still a couple of years off but I'm hopeful that just like fire suppression services just like plumbing electrical mechanical and all these other critical systems that are maintained in facilities I think kitchen exhaust the maintenance should be licensed as well and it isn't many other states just not currently in Texas.

Malcolm Lui: Right. And and certainly when you have something like this where if it's done improperly and you end up getting a grease fire in the kitchen exhausted and that's that's bad news on many different fronts

Brent Muller: It's a very very dangerous scenario and it does happen on a regular basis. You know there are fires you know weekly that we keep track in our service area when we see suspected grease exhaust fires and there's hardly a week goes by that there isn't one somewhere and they don't always hit the news and sometimes they seem very minor from the outside looking in but I can tell you even the smallest fires in the kitchen cause tens of thousands of dollars of damage and

Malcolm Lui: Right

Brent Muller: There's insurance claims and investigations and lawsuits it gets very very messy and so we're all better off if we do the work properly we protect our clients and we prevent those fires because they're easily preventable if you maintain the system problem.

Malcolm Lui: Yes definitely. Now can you share your contact details or your website URL. The best way for your ideal client to reach you

Brent Muller: Yeah you know the main line for guarding services is 2 1 4 6 3 7 1 5 2 0. And our website is guardian Dallas dot coms. Feel free to come and visit us and gain some information and interact with us we think we've we've got a new feature on our new Web site where you can text chat directly through the Web site as well as submit a request for a survey we do. We do survey in person all clients all potential clients because every system is unique and we want our clients to understand their own equipment which often times if it's new to you you're a new restaurant a new service a new food service vendor you may not know all the components of your system and so we're out there to help educate clients and then provide them the most reliable service we can

Malcolm Lui: Fantastic. Thanks for joining us today Brett and sharing how you accelerated your company's high value sales

Brent Muller: Thank you very much for having me Malcolm I enjoyed.

Malcolm Lui: We've been speaking with Brett Muller, the President and CEO of Guardian Services, about his company's rapid growth. For interviews with other fast growing, high value sales companies, or to learn how we can accelerate your firm's high value sales through automation, visit

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