Not much luck getting into commercial cleaning... hwe? Encap? What can I do?

[bonedrycarpet]

I have a decent amount of residential work, that keeps me quite busy. I know that there will be slow times, so I really want to start to get some commercial work. I have been giving prices, based on my hwe price of about .25 per square foot. Each time I end up too high...example:

Both examples pretty trashed...

2600 Sq ft of Chinese Buffet-- $600 with them moving everything. Told they got a hwe price of $400...

3000 Sq ft Chicken Wing place--$700 with me moving everything. Told they currently pay $350 for hwe. Said my price was way way too high.

So, what can I do to compete? I tried encapping a little with the Oreck Orbiter and my host crb machine but the results are not that great. I know I am asking it do a lot so I accept it may be my fault. I have not used it on large areas, just small offices, spots, and stairs. Sometimes great, sometimes does not touch it. What am I doing wrong?

So, my question is... What machine would get me in the game for commercial?
What would be your price for encap on my two examples?
How confident would you be that it would look great?
Is there one universal machine that would work on all commercial carpet?

Thanks so much!