Shred Nations is the shredding industry’s only online marketplace. Shred Nations’ job is to attract a large flow of shredding inquiries from the internet. We vet each inquiry to discover customers with an immediate need for shredding services. Shred Nations then matches customers with local shredding companies that are a part of our network. Your job is to sell your service. We help you grow your business by providing you with new customers.
Partners.shrednations.com, is a useful resource in the form of marketing information that can be customized for any zip code. Within a 50-mile radius of any zip code, the information you’ll receive includes the number of customers sold by Shred Nations over the past 12 months. It also includes an estimate of the revenue earned by shredding companies from those customers.
Shred Nations delivers customers to its partners for a very low cost. All other marketing techniques require chasing prospects and spending time vetting the customer.
Check out i-Sigma, an industry trade organization created through a merger of NAID, the National Association for Information Destruction and PRISM, the association for records information management companies. The members of this organization are a mixture of established and new records destruction and information management companies. This paramount industry organization serves the shredding and records information management industry. It fosters professionalism, third party certification for individuals and companies, and organizes an annual convention that is open to members and non-members.
Understand the Industry
Buy the book “Information Disposition” by Robert Johnson. This book is by far the most authoritative book available about shredding.
Shredding Sales Techniques
Shred School is a formal training program for salespeople and managers. Shred School is the education arm of the National Association for Information Destruction (NAID). It is designed to provide affordable training to all secure destruction industry professionals and NAID active members in an effort to improve their businesses.
A direct market research approach involves creating a list of potential customers and seeking information directly from them. Your list should include organizations that are required by law to shred. Among them are those engaged in financial, health, education, and government activities.
It is important to learn:
- Does the organization currently shred records?
- What type of services do they need?
- Are they open to doing business with a new company?
- Do they have contracts with a service provider and if so, when do the agreements expire?
Getting answers is not easy. People are busy and when making phone calls, voicemail is mostly what you’ll get. You’ll learn more by making personal visits, which is time consuming. Personal visits will give you exposure to non-verbal signals and you can see your competitors shredding containers.
An indirect market research technique is to ask friends and people you know. By asking for “advice”, they may give you introductions to their network of associates and this may lead you to others.
You will learn about your competition from potential customers. You may call them directly to learn how they answer incoming calls. Explore their website. When you encounter their drivers at a location, ask if their company is a good one to work for and ask if their specific truck is reliable.
Create a Business Plan
Make it realistic and achievable. Build in some contingencies for the unknown. Make sure you know how much capital you’ll need. If you go through more cash than you’re allotted in the starting period, it may be too late to get more.
Experienced entrepreneurs know it’s very difficult to start with all the cash you’ll need. Your plan reveals how much cash you’ll need. Once your business is launched, in the “real” world, you probably will exceed your plan some of the time and under perform some of the time. Both conditions eat up more cash than the plan called for.
Business is complex beyond what it first appears. You’ll need legal, accounting, and insurance help. By selecting professionals with experience and good reputations, you’ll avoid common pitfalls. If you are lucky, they will keep you from getting into serious trouble.
Tools of the Trade
Shop for the right equipment: Visit these industry suggested suppliers
Learn about them on the internet, talk to their salespeople, visit the factory and request a demonstration. Research what size to buy and how to maintain the equipment. Research local support options and get quotes. Research operating costs, new equipment versus used, study financing terms and shop to get the best financing deal. Then decide, what’s right for you and your business.
Revisit Your Business Plan
Update your business plan using your newly acquired knowledge and understanding about equipment and facility economics. Compute your need for start-up capital Add in a contingency. Polish your business plan because you’ll be relying on it to raise capital. In many cases, it’s all possible investors have to base their judgement. Raise more capital, get going, and keep going.