Leather Cleaning: The “Natural” Add-On Service

Leather Cleaning: The “Natural” Add-On Service

In the ever increasing competitive world of carpet cleaning, it can be tough to stand out from the crowd. Especially when there are 300 or more other cleaners promoting themselves, as there are in my service area. What do I do that makes my company stand out from the others? What makes my company really shine?

I specialize.

Why specialize? Well, let’s run a comparison. Who charges more? The General Practitioner or the Brain Surgeon? I think you get the point. You can make more money specializing because you are doing something that most others aren’t trained to do. What should you specialize in?

My suggestion is Leather Cleaning. You could say that it is a natural add-on service, because leather is a “natural” product. Leather is a by-product of the meat industry and is the oldest and one of the most comfortable seating surfaces known to man. Leather adjusts to your body temperature, and because it is a “skin”, it’s pores absorb and release approximately 30% of it’s weight in moisture. Leather is soothing to both your body and your mind.

Look under Leather Cleaners in your phone book. How many do you see? Five or six? Compare that to 300 carpet cleaners. Have I got you thinking yet? Do you see the ratio of cleaners to clients? This is a NATURAL add-on service to your in-home up sell. Most people aren’t even aware that their leather should have professional maintenance. The client who has leather upholstery can afford to have it cleaned. But, it is much more than just cleaning. Once you start cleaning it, you will fall in love with leather! It’s really great stuff!

Most leather is pigmented or protected, which means that it is painted and a type of urethane is applied to protect that paint. This is the largest portion of leather at about 80%.

Aniline makes up 10-15%. Aniline is soft and buttery and very easily stained. While Nubuck feels like velvet and makes up the remaining 5%. These last two types of leather create the most challenges and the highest rewards. Very few cleaners will pursue these leathers because of the time involved to clean them.

My projected leather business (this year) is 65% of my total revenue (on 50% less jobs than my carpet cleaning division). Your clients have probably already asked you, if you will clean their leather upholstery, right? What are you going to do about it? Let another cleaner steal your client, because you don’t clean leather?

No way! Here’s what you do:

Go to your nearest BridgePoint distributor and take the Leather Care classes or contact
your chemical supplier and ask them for a class. I, myself, would be glad to teach such
a class.

What do you use to clean leather? Great question! Glad you asked. I have tested various
products and do use different products from various suppliers, but in my opinion, the
best overall system is by a company called Leather Master. Leather Master is approved
by over 300 tanners and manufactures. Their “deck tags” are the industry standard for
care instructions. Pull up a few cushions and you will probably see the Leather Master
logo. Leather Master is owned by Stainsafe, the largest warranty provider in the USA (on

I could tell go on to tell you exactly how to clean leather, but that is best done “hands
on” in a classroom environment. Though, I will try my best to answer any questions
about Leather Care on both the VLM Message Board and the LMCCA Message Board.

Now that you know the leather and the $$$$ are waiting for you, go out and get that
natural add-on service!

Lonnie McDonald