Starting a janitorial supply business—especially one focused on commercial laundry supplies — is an untapped opportunity in the cleaning industry. Businesses such as hotels, hospitals, laundromats, gyms, and industrial facilities depend on commercial-grade detergents, disinfectants, fabric softeners, and stain removers to maintain hygiene and cleanliness at scale. Unlike household cleaning supplies, these businesses buy in bulk, reorder frequently, and require reliable suppliers—making it a highly profitable, recurring-revenue industry.

But this isn’t a business you can start without proper planning. It requires deep market research, reliable product sourcing, competitive pricing strategies, and a strong sales approach to secure long-term contracts with clients. If you get it right, you can build a steady, cash-flow-positive business that thrives for years.

This guide covers everything you need to know to successfully launch and grow your janitorial supply business, from business planning and market research to product selection, pricing, and marketing strategies.

Step 1: Business Planning – Laying the Foundation for Success

Many entrepreneurs jump straight into sourcing products without laying down a proper business plan—which is a huge mistake. Before you even think about inventory, you need to define what type of janitorial supply business you’re starting, who your customers are, and how you will sell to them.

Choosing Your Business Model

There are three main ways to operate a janitorial supply business. Each model has its own pros and cons, depending on your budget and target market.

1. Brick-and-Mortar Store – This model involves setting up a physical store or warehouse where customers (mainly local businesses) can walk in and purchase supplies. It works well if you’re targeting local laundromats, small hotels, and cleaning businesses that prefer in-person shopping. However, it requires higher startup costs for rent, storage, and staff.
2. Online Janitorial Supply Business (E-Commerce & B2B Sales) – This approach involves setting up a website or online store where businesses can order supplies, which are then shipped from a warehouse or third-party supplier. It allows you to sell nationwide and doesn’t require a physical storefront, but it involves managing shipping logistics and online marketing.
3. Wholesale Distribution (Selling Directly to Businesses & Institutions) – Instead of selling individual units, you work directly with hotels, hospitals, and large laundries to supply cleaning products in bulk. This requires strong B2B sales skills and long-term contracts but has higher revenue potential.

Many successful janitorial supply businesses combine multiple models—for example, selling online while also serving local businesses with in-person sales and bulk deliveries.

Writing a Business Plan (Yes, You Need One)

A solid business plan will serve as your roadmap, helping you understand costs, target markets, pricing, and operational needs. Your plan should cover:

• Market Research: Who needs your products? What are their specific cleaning requirements? Who are your competitors?
• Products & Suppliers: What products will you sell? Where will you source them?
• Business Model & Sales Channels: Will you operate a retail store, an online shop, or a wholesale distribution network?
• Startup Costs & Budgeting: How much capital do you need for inventory, marketing, storage, and operations?
• Pricing & Profit Margins: What will you charge? How will you stay competitive while making a profit?
• Marketing & Sales Strategy: How will you attract customers and secure contracts?

Creating a business plan will also help you secure financing if you need loans or investors to get started.

Step 2: Market Research – Identifying Your Target Customers

A janitorial supply business thrives on repeat customers—so choosing the right market is critical. Different businesses have different laundry supply needs, and you need to understand these before launching.

Who Buys Commercial Laundry Supplies?

1. Hotels & Resorts – They go through massive amounts of linens, towels, and uniforms daily and need detergents that remove stains while keeping fabrics soft and fresh. Many hotels sign long-term supply contracts, so reliability is key.
2. Hospitals, Clinics & Nursing Homes – Healthcare facilities require hospital-grade disinfectants and antibacterial laundry detergents that comply with strict sanitation regulations. Selling to this market requires compliance certifications and approvals.
3. Commercial & Industrial Laundries – These businesses wash clothes and linens for hotels, hospitals, and restaurants. They need bulk detergent, degreasers, and fabric softeners, often in 55-gallon drums or large-capacity containers.
4. Gyms, Spas & Wellness Centers – These businesses deal with sweat, oil, and bacteria and require strong odour-removing detergents that don’t damage towels and robes.
5. Laundromats & Dry Cleaners – They purchase cleaning products regularly and often look for cost-effective, high-efficiency detergents.

Understanding who you’re selling to allows you to stock the right products and craft sales pitches tailored to their needs.

Step 3: Finding the Right Location (If Opening a Physical Store or Warehouse)

If you’re opening a physical store or warehouse, location is critical. You need to be close to your customers while keeping rent and logistics costs manageable.

Key Factors to Consider:

• Proximity to Customers – If you’re serving hotels, laundromats, or hospitals, choose a central location near these businesses.
• Warehouse vs. Retail Store – A warehouse allows for bulk storage and distribution, while a retail store is better for walk-in customers.
• Accessibility & Parking – Your facility should have loading docks or easy parking for deliveries.
• Zoning Regulations – Check if your chosen location allows for chemical storage and distribution.

Many janitorial supply businesses start with a warehouse and delivery model, rather than a physical storefront, to reduce overhead costs.

Step 4: Sourcing Products & Setting Up a Supply Chain

Your suppliers will make or break your business. You need to source high-quality commercial detergents and cleaning chemicals at the lowest cost possible while ensuring consistent availability.

Where to Find Suppliers:

• Direct from Manufacturers – The cheapest option, but requires large bulk orders.
• Wholesale Distributors – Easier for small businesses to work with, but slightly higher prices.
• Private Label Manufacturing – You can sell under your own brand, giving you higher margins and long-term brand recognition.

Negotiate bulk discounts, compare multiple suppliers, and always have backup vendors to prevent supply chain disruptions.

Step 5: What Products Should You Sell?

To be successful, you need to offer more than just basic detergents. Your customers want a one-stop shop for all their commercial laundry needs. Here’s what your product range should include:

Essential Laundry Chemicals

• Industrial detergents – Stronger than household detergents, designed for high-volume washing.
• Fabric softeners – Reduces static and adds a pleasant scent to linens and uniforms.
• Bleaches and stain removers – Essential for healthcare and hospitality businesses.
• Disinfectants & sanitizers – Critical for hospitals, gyms, and nursing homes.

Cleaning Equipment & Dispensers

• Laundry carts & trolleys – Used to transport large loads of laundry.
• Chemical dispensers – Ensures correct chemical dosing, saving costs and preventing waste.
• Lint rollers & brushes – Necessary for dry cleaners and uniform services.

Specialized Products

• Eco-friendly detergents – Many businesses prefer sustainable cleaning solutions.
• Odour eliminators – Especially useful for gyms, hospitals, and nursing homes.
• High-efficiency (HE) laundry chemicals – Designed for modern industrial washing machines.

Your goal is to be a reliable supplier for everything your clients need so they don’t have to source from multiple vendors. Some businesses even use a vending machine supplier to distribute laundry detergent, fabric softeners, and stain removers in laundromats and hotels, creating passive sales streams.

Step 6: Pricing & Profit Margins

Pricing janitorial supplies strategically is key to making a profit while staying competitive. Instead of just looking at the cost per gallon, consider the cost per use—since businesses care about efficiency, not just price.

For example, if your supplier sells commercial detergent for £5 per gallon, you can:

• Sell it at £12 per gallon for small businesses.
• Offer bulk pricing at £10 per gallon for 50+ gallons.
• Give contract discounts for long-term customers.

Bundle complementary products (like detergent + fabric softener) to increase your average order value.

Step 7: Marketing & Selling Your Products

Unlike consumer products, janitorial supplies aren’t impulse buys. Businesses need a supplier they can trust long-term. Here’s how to attract and retain customers:

Online Presence

✅ Website & Online Store – A professional website with clear product descriptions, bulk pricing options, and easy ordering is essential.
✅ SEO & Google Ads – Businesses search for suppliers online, so ranking high on Google matters.
✅ LinkedIn & B2B Networking – Many decision-makers in the cleaning industry use LinkedIn. Engage with facility managers and purchasing directors.

Direct Sales & Cold Outreach

✅ Cold calling & email marketing – Contact hotels, hospitals, and laundromats directly.
✅ Attend trade shows & industry events – Great for networking with potential clients.
✅ Offer free samples – Let businesses try your products risk-free to build trust.

Customer Retention Strategies

✅ Loyalty discounts – Encourage repeat business with volume-based discounts.
✅ Reliable delivery – Timely shipments keep businesses happy and loyal.
✅ Excellent customer support – Answer queries promptly and resolve issues quickly.

Final Thoughts: How to Win in the Commercial Laundry Supply Industry

A janitorial supply business is a highly lucrative niche—but only if you understand the right strategies. This isn’t a simple buy-and-sell operation; it’s a logistics, B2B sales, and supply chain management business. The biggest players in the janitorial supply industry succeed because they solve real business pain points: reliable supply, consistent quality, and competitive bulk pricing.

If you’re looking for a reliable supplier for your janitorial and commercial laundry supply needs, check out Sudsy. They offer a wide range of industrial cleaning products to help businesses maintain high hygiene standards. Whether you’re running a hotel, hospital, laundromat, or industrial facility, having a trusted supplier can make all the difference in keeping operations smooth and efficient.