💼 In the third and final mini episode recorded live at ISSA’s Business Growth Strategies conference, Hard Refresh co-host Caden Hutchens sits down with Billy McGrail and Michael Staver of KleenMark to talk about breaking free from the low-bid trap—and building a sustainable growth model rooted in value, trust, and people.

From hockey careers to tariff strategy to RFP landmines,this episode is a masterclass in how KleenMark balances profit with purpose across distribution and BSC operations.

In This Episode:

🔹 Quick Control:

• Missed Mini Episode 1? Go back to Ep. 15 with Channing Johnson of KP Building Services
• Mini Episode 2 (Ep. 16): Luis da Costa of Modular Concepts on values-based growth
• Main Series Ep. 14: Alex Crowley & Brad Klein on vertical brand strategy

🔹 Clear Cache:

• Why chasing volume and cutting prices nearly broke KleenMark’s margin—and culture
• How value-based selling improved long-term retention, morale, and reinvestment
• Using consultative strategy and quarterly usage reports to “get sticky” with clients
• Tariff talk: Proactive price change conversations that built deeper trust
• RFP strategy: Educating clients with real procurement questions to filter low bidders
• Balancing janitorial and distribution models with the same brand DNA
• Transition plans, multi-tier pricing, and 13-week performance promises
• Bonus: Billy’s minor league hockey story & Michael’s dreadlocks reveal

💡 Whether you’re in operations, sales, or procurement, this conversation reframes how to grow without sacrificing whatmatters most.

🎧 Subscribe & Follow Hard Refresh on Spotify, YouTube, or wherever you get your podcasts.

Connect with the Hosts & Guests:
Caden Hutchens – https://www.linkedin.com/in/caden-hutchens/
Karina Neff – https://www.linkedin.com/in/karina-neff-01b0782a/
Billy McGrail – https://www.linkedin.com/in/billy-mcgrail-5687474a/
Michael Staver – https://www.linkedin.com/in/michael-staver-115752b5/