This conference will now be recorded.
- Doug Holste
Hey, it was.
- Doug Holste
Oh, gosh.
- Doug Holste
Are.
- Robert Cain
You doing?
- Doug Holste
Good.
- Robert Cain
Great, thanks for joining this morning.
- Justin Woodford
We’ll just be a few minutes and just making sure everyone gets in here, OK?
- Doug Holste
No worries.
- Doug Holste
No worries.
- Doug Holste
And I may have to Early, I got some crazy stuff going on today.
- Doug Holste
But if I do, I can get a, I can get a copy of the correct.
- Robert Cain
Yeah, absolutely.
- Robert Cain
We’re gonna have a recording available, as soon as the meeting is over.
- Doug Holste
Ok, great.
- Robert Cain
Yeah.
- Doug Holste
Yeah.
[speaker unknown]:
So.
[speaker unknown]:
Yes.
[speaker unknown]:
Ok.
[speaker unknown]:
Yes?
[speaker unknown]:
Yes.
[speaker unknown]:
Ok?
[speaker unknown]:
Yes.
- Doug Holste
I assume we’re just watching and not hearing anything right now, Correct?
- Robert Cain
Yes, that’s correct.
- Robert Cain
We’re just, We’re just waiting on a couple others to join before we get started here.
- Doug Holste
You’re absolutely just wanted to make sure I didn’t have an audio.
- Doug Holste
I wasn’t here and no problem.
- Justin Woodford
Yeah, we’ll give it till 10 and 5.
- Justin Woodford
And if they’re not logged in and we’ll just start recording.
- Doug Holste
No worries.
- Doug Holste
I know I’m firing out e-mails, so I’m good.
[speaker unknown]:
Yeah.
- Doug Holste
Yes.
[speaker unknown]:
So.
[speaker unknown]:
So.
- Robert Cain
Ok, let’s go ahead and get started, those that signed up.
- Robert Cain
Again, we’ll also be able to receive a recording of this meeting here, and we really appreciate you joining us this morning, and especially, in these uncertain times.
- Robert Cain
I think that now, more than ever, it’s extremely important to be able to use technology to our advantage, especially, you know, for those companies that have yet to implement the price matrix strategy within their office.
- Robert Cain
It’s really a great time saver.
- Robert Cain
But also an excellent way to ensure that you’re keeping your salespeople safe.
- Robert Cain
And you can quickly did a project without having to do a face-to-face meeting with a client Jenkins very gracious enough to put something together this morning to where we can walk through this process and answer any questions that you have about the matrix, and, you know, discuss the various estimating solution in it.
- Robert Cain
During these uncertain times.
- Robert Cain
And I’ll go ahead and pass it over to Justin, and let him take it away.
- Justin Woodford
Well, thanks, Rob.
- Justin Woodford
Could you share my screen?
- Robert Cain
Yep, and then take the link there.
- Justin Woodford
You guys got this map over here?
- Justin Woodford
Yeah.
- Justin Woodford
Yeah, awesome.
- Justin Woodford
Alright.
- Justin Woodford
So the first thing I was gonna go over is how to get property square footage off the internet basically without having to visit the property.
- Justin Woodford
And there’s a few different ways we can do that.
- Justin Woodford
And once with the idea is once we get the square footage, we can really build a lot of pricing for a lot of services based off the square footage Especially Once we start collecting some historical data on, on clients and service history and that sort of thing.
- Justin Woodford
If we have the data on those properties that we’ve already service.
- Justin Woodford
So first I’m going to show I’m going to show you guys a couple a couple of freeways to do it for the first way is using Google Maps.
- Justin Woodford
So for this example, I’m using our shop address here, 251 negative road.
- Justin Woodford
Let us go to maps dot google dot com, You can see this.
- Justin Woodford
Then we’ll click on the satellite view, and here you can see the parking lot to build a dirt lot here.
- Justin Woodford
So for this example, I’m just going to pretend that this is the graph area here, if we want to say give very low estimate online.
- Justin Woodford
Knowing we specifically we do our lawn mowing by square footage.
- Justin Woodford
We also do our spring and fall cleanup, sparse square footage.
- Justin Woodford
We also are fertilizing.
- Justin Woodford
Our air rating or overseeing are all done by square footage.
- Justin Woodford
So again, you might not know right off the bat, you know how much you charge, per square foot.
- Justin Woodford
But if you have properties you service.
- Justin Woodford
The best way to get started is to start saving the square footage of these properties in your system.
- Justin Woodford
And after that you can run reports off the dispatch board or from the report center and get some averages.
- Justin Woodford
You start to nail down your price per square footage, these different services.
- Justin Woodford
So for this example we’re going to use lawn mowing because the simplest so we’re going to do is you find the property in Google Maps.
- Justin Woodford
Again, you go to the satellite view, if you right click the submit option here for measure distance.
- Justin Woodford
And you can square off these, the your property and you literally go to draw around the grassed area that’s going on here, total area.
- Justin Woodford
So this area is roughly 20,000 square feet.
- Justin Woodford
You could then say this in your service autopilot account.
- Justin Woodford
So that’s one way to do it with Google Maps.
- Justin Woodford
Another way, as we’ve been maps to, same idea, so here’s the building again, The reason why I’m showing Bing and Google Maps, is, a lot of times, they have different satellite imagery.
- Justin Woodford
Can, give you different perspective.
- Justin Woodford
So sometimes, you can’t quite see a house.
- Justin Woodford
You’ll have a different perspective on Bing maps.
- Justin Woodford
So you can maybe get a better view.
- Justin Woodford
So, if you’re having trouble seeing something, a, lot of trees in the way, it’s worth trying a different perspectives.
- Justin Woodford
Also.
- Justin Woodford
Bing maps, as a bird’s eye view, not in this particular instance, but these are the bird’s eye view, that gives you a different perspective on the properties.
- Justin Woodford
So in the same example, we’re going to measure distance, I’m just gonna do a rough on.
- Justin Woodford
Double click here, and we can do is close shape.
- Justin Woodford
And that’s gonna give you an area here, So it’s kinda a little bit differently.
- Justin Woodford
I don’t know if I measured it a little bit differently, but, based on the last one, I’m gonna highlight a slightly different area.
- Justin Woodford
But this is how you get the square footage using Bing Maps here.
- Justin Woodford
Lastly, I’m going to show you, and this is not, those are both Freeways, Get Square footage Service.
- Justin Woodford
Autopilot has, obviously, has their own built-in.
- Justin Woodford
It’s called Smart Maps.
- Justin Woodford
If you want to add that Subscription, you are here under Account, and building the Smart Maps, I believe it’s $47 a month.
- Justin Woodford
So, once you enable smart maps, you’re going to have this is the clients, are familiar with it and service autopilot, under this more menu you can do property measurements.
- Justin Woodford
So it’s a little more sophisticated.
- Justin Woodford
The reason I like it is because it save these property measurements in your account, whereas if you do this in Google Maps, you don’t remember like, almost exactly.
- Justin Woodford
I just showed you on Bing Maps.
- Justin Woodford
You don’t remember which area highlighted our social status measurements.
- Justin Woodford
So if you come back a year later, or the person expands the property, you can double check the measurements and see exactly what, what was measured.
- Justin Woodford
So here is, again, we’ll go to satellite view, and we’ll use the same example.
- Justin Woodford
So, we’re going to click measure the distance.
- Justin Woodford
So, it’s going to measure this one also got close to 20,000 square feet, so I don’t maybe I measured like, …
- Justin Woodford
Maps or something like that.
- Justin Woodford
Again, the satellite imagery wasn’t as good, sir, can tell exactly as measuring.
- Justin Woodford
If you choose, you can select a color to kind of differentiate, we can make it red.
- Justin Woodford
So, you don’t select different areas.
- Justin Woodford
You know, if you, if you guys do other quotes on the parking lot of a lot square feet, garden beds, that sort of thing, you can measure it.
- Justin Woodford
That way.
- Justin Woodford
This one will name will return again.
- Justin Woodford
This is lawn so we can add that.
- Justin Woodford
Also, if there is, in this example, I don’t have a say, these, these, these trucks, you don’t want them in the square footage, because there’s no law in their searches there.
- Justin Woodford
And the rest of this, as long, you can measure another one.
- Justin Woodford
Here, so this is something you can’t do in getting Bing or Google Maps.
- Justin Woodford
I’m gonna give you 540 square feet here and we hit this little subtract.
- Justin Woodford
It will actually subtract that square footage.
- Justin Woodford
This comes in handy if you have a big lot with a house in the middle, you can measure the, the, the area of the entire property that you can subtract out the and other, any obstacles in Milan.
- Justin Woodford
So, if you want to, you can start with a different color.
- Justin Woodford
So you can kind of differentiate that.
- Justin Woodford
Down here, this, once you measure this, you have to save it somewhere.
- Justin Woodford
So, if you want to save it to a custom field for using estimates, this example, I guess I already set this up, but with a lot and a house square footage.
- Justin Woodford
So, if we wanted to, we can separate these out, but property square feet, I’m gonna set as a total square feet here.
- Justin Woodford
I didn’t save this one, this one’s going to be, we’re going to turn this one is often says, house, for this example.
- Justin Woodford
So what it’s going to do is going to take that.
- Justin Woodford
It’s going to subtract and it’s gonna give you the net square footage here.
- Justin Woodford
So, we’re going to do is going to say the property square feet are going to be the total square feet.
- Justin Woodford
Save as pulling it from here.
- Justin Woodford
It’s gonna be the sum of these two.
- Justin Woodford
If you wanted to save to the entire lot, you can obviously to select these individual measurements that we want the whole lot, or you just want to say, the house, which in this example, we selected, the trucks that are, part.
- Justin Woodford
There are we do house and save.
- Justin Woodford
Those are different.
- Justin Woodford
Custom fields, Once the safe, literally save down to the bottom, The account in these custom fields.
- Justin Woodford
So again, here’s those, those custom fields I showed you about, where the house square feet and the property square feet.
- Justin Woodford
So we only saved this field.
- Justin Woodford
So it’s gonna save it in the account and show you in a minute, how, that’s gonna kinda fall into remote estimating.
- Justin Woodford
But, in summary, it’s going to pull this number is going to plug it into your quotes.
- Justin Woodford
And if you have your Rate Matrix built, it will then use this data to calculate the price for your writing restaurants and save you some time.
- Justin Woodford
So, moving forward Robs, you want to jump into the the Rate Matrix?
- Robert Cain
Yeah, definitely.
- Robert Cain
And.
- Justin Woodford
The building.
- Justin Woodford
Yep.
- Robert Cain
Switch over here.
- Robert Cain
All right.
- Robert Cain
You guys can see my screen now.
- Robert Cain
I think you have to stop showing your screen.
- Robert Cain
Oh, hang on.
- Robert Cain
Yeah, that works.
- Justin Woodford
Well.
- Robert Cain
You guys can see what I’m looking at?
- Robert Cain
One great thing about, Oh, did you have any questions before we move on?
- Doug Holste
I did not have any questions about that.
- Robert Cain
No sweat.
- Robert Cain
All right.
- Robert Cain
So, you want to be sure to edge, to make sure that you have that discussion built into your account.
- Robert Cain
Here, Especially if your customer service representatives are going to be getting that, you want to make sure that the square footage is going to live on your client account.
- Robert Cain
When we, When we create these custom fields, you access them by going to Settings.
- Robert Cain
Yes, search Custom Fields.
- Robert Cain
You.
- Justin Woodford
Are our mentor.
- Justin Woodford
I meant to cover this.
- Robert Cain
That’s OK.
- Robert Cain
So, we went ahead and created that.
- Robert Cain
Test square.
- Doug Holste
Footage, and.
- Robert Cain
We want to make sure that the text type is a number.
- Robert Cain
So that it, like this is actually going to pick up a value.
- Robert Cain
Once you’ve created this custom field, I always recommend creating that customer intake forum for customer service, and that is just a very based example of what that could look like.
- Robert Cain
But essentially, your, your customer service representative would enter in the client information, and at some point in time, be able to enter and custom field value for their lot square footage.
- Robert Cain
So, once they’ve taken that measurement, they’re actually creating the estimate or appointment, or even creating a customer based off of these forms, and it’ll map that information directly into the, into the client account.
- Robert Cain
So that’s one way to make sure that that tapping, you want to create the number of fields within the form, then entered the field, mapping that to field number, and we’re going to test square footage now that that will actually live on my account.
- Robert Cain
So I’m gonna go back to view the headline here, and ensure that they have that field.
- Robert Cain
So, that’s also going to live in the client profile right here.
- Robert Cain
And when we go to custom fields, we’ve got our test square footage, and I’m just gonna go ahead and put it inside that, actually making it odd number here.
- Robert Cain
Goodness sakes.
- Robert Cain
So when I go back to that client.
- Robert Cain
You’re going to see that, that custom field ID here, living at the very bottom of that screen.
- Doug Holste
Ok?
- Robert Cain
Now, as I’m setting up the services, we have a variety of different services that they work with.
- Robert Cain
Most of the clients that I’ve worked with, they’re really interested in setting up for services, but at the end of the day, you can get your your rate based off of at square footage.
- Robert Cain
You have a couple of different options here as you’re creating these new services.
- Robert Cain
And, again, you can find those settings.
- Robert Cain
So when we go into estimates, we have an option to select the number that if you’re trying to build like an annual estimate, you can, you can input there, member of visit here.
- Robert Cain
So let’s just say, for example, you’re paying on biweekly service, Your number of visits would be 26.
- Robert Cain
A lot of clients provide some margin for their customers to not use their services throughout the course of the year, especially in the winter months.
- Robert Cain
So, if you wanted to reduce that to like 22 or 20 visit, in order to provide a warm feeling price to your client, you can do that on the estimate.
- Robert Cain
But especially if you’re, if you’re interested in creating long term contract, or long term packages for your client, that would really be, how you would You would use it, the field, right here.
- Robert Cain
As it relates to the Rate Matrix.
- Robert Cain
When you’ve input that field, and there you have it calculation option, which it’ll calculate the number of visits into that rate matrix, but for the purposes of a single visit, we’re only going to use this quantity times rate matrix here.
- Robert Cain
Then we’re going to want to make sure that, based off of that test square footage value.
- Robert Cain
So this is that field value that we’ve, that we’ve created in there.
- Robert Cain
All right.
- Robert Cain
This is how, this is, This is how the service will be able to call that value, when you’re creating these estimates.
- Robert Cain
So, in order to better understand this portion of the Rate Matrix, you’re going to end Jessie’s, gonna walk through this, like how he’s been able to really calculate what his rate matrix should look like from the business standpoint.
- Robert Cain
But in order to build this out, you need to think of, really these terms.
- Robert Cain
So, from zero to 2000 feet, square feet, like I want my rate to be $50, then I can set the budget of hours.
- Robert Cain
How long I want my cruise out there on a job like that.
- Robert Cain
So, you’re gonna have your job analysis involved in creating this matrix right here, but especially for reporting purposes, You want to, You want reporting and scheduling purposes, you want to make sure that you have a poll on how long you guys are spending at these properties, based on square footage, and then also, like.
- Robert Cain
What that, what that cost is going to be, that labor cost is going to be.
- Robert Cain
This case, I’m.
- Justin Woodford
Just going to.
- Robert Cain
Input you.
- Justin Woodford
Mentioned something real quick, I just wanted to highlight on this, on this calculation part, if you notice any real wacky numbers, you’ll probably have the …
- Justin Woodford
Times quantity times right times visits.
- Justin Woodford
If you’re quoting seventh, coming up, millions of dollars, because what it’s doing is it’s multiplying.
- Justin Woodford
It’s either based off of the square footage or multiplying, based off of that, based on that field.
- Justin Woodford
Sarah, I just wanted brush on that, because I’ve run into that problem a bunch of times.
- Robert Cain
Not necessarily fine.
- Robert Cain
All right, so a bunch of hours, I’m going to enter zero point five, that’ll be a half an hour.
- Robert Cain
Because it’s going to be 20, $20.
- Robert Cain
And again, these are just numbers right here.
- Robert Cain
And if I wanted to add another matrix item, like that right there, and then from 2001 square feet to 4000.
- Robert Cain
I want my rate to be, let’s just say, $70.
- Robert Cain
And then I’m going to increase my budget hours by a quarter of an hour, so 15 minutes.
- Robert Cain
And this is, you gotta do the math conversion there, but actually how that works, and then my budget, a class, is going to increase by 10 bucks.
- Robert Cain
Now, once you get to a certain level, so, when you start getting into like, the, you know, 12,000, 15,000, and 20,000 square feet, you’re gonna run into the larger properties, but you don’t have to build a matrix out.
- Robert Cain
Especially if you have some incremental idea what value you want those services to be rated.
- Robert Cain
And so eventually, when I get to like 20,000 square feet, I’m gonna go ahead and go to for every, for every 2000 square feet, over 20,000.
- Robert Cain
The cost of my service is going to be $10 more and.
- Robert Cain
I’m going to allocate another zero point one hour and budgeted hours and allocate another $5 in additional class.
- Robert Cain
So, again, contingency.
- Robert Cain
If you have properties that are over specific guide, that you don’t want to continue to build that rate matrix, that you can just have it can contingency value, that will rate that client property based off of that specific square footage over.
- Robert Cain
Like, whenever.
- Robert Cain
Wherever you’re stopping at, your last Matrix item, at 20,000, for every 2000 over that, gonna be $10 more with zero point one more hour, and then your additional classes, it’s $5, but the.
- Doug Holste
Way you’ve done and then I would have to build a matrix all the way up to 20,000, correct.
- Robert Cain
Correct that or what you wanted to do, I mean, you can.
- Doug Holste
You can.
- Robert Cain
Build at a time.
- Robert Cain
But this is that contingent a parameter that would ensure that it doesn’t stop at that price.
- Robert Cain
You have a 10000 square foot property, like everything above that would be that same prior to that 10000 square foot property so they fill, this will ensure that it continues to add more value and more more hours to that.
- Robert Cain
So, I’m going to go ahead and make sure that I have file value here.
- Robert Cain
And I’m just going to do 4000 that way when I create that.
[speaker unknown]:
Yes!
- Robert Cain
When I create that service on the client account And it’s going to work, so, I’m gonna go ahead and save it.
- Robert Cain
Now, go back to my client account, I’m just going to do a quick refresh to ensure that everything is saved within the system and I can pull it up here.
- Robert Cain
When I go to Add my Estimate, I have my square footage stayed on the test client account, and I’m going to select the estimate document that I want to use.
- Robert Cain
And this is where you can add like different templates for various estimates.
- Robert Cain
So if you have like like a specific estimate document that you want to use for a specific service, you can like that within that Kevlar or building templates out based off of those service types.
- Robert Cain
So, I’m going to cancel that right now, and just add my service item iteration, and we have the calculation, which immediately goes in there.
- Robert Cain
Quantity is one visit, the rated 1 44 that guy’s property, and I’ve got the budgeted cost, and they’re based on my service matrix.
- Robert Cain
Now I can switch that to quote, and save it, and then a quota directly to the client I want to, with that service in there.
- Doug Holste
Yes?
- Robert Cain
Cool.
- Robert Cain
I’m gonna go ahead and pass it back over to Jeff and I’m going to show you how he’s using the Rate Matrix, and we’ll keep going here.
- Robert Cain
Climate change, present it.
- Robert Cain
All right.
- Justin Woodford
Ok, thanks, Rob.
- Robert Cain
So.
- Justin Woodford
I’m gonna go over so that blended to real-world.
- Justin Woodford
What Rob just went over, if I’m gonna go over how to actually come up with those numbers based on your historical data.
- Justin Woodford
And cover a little bit just on pricing services as well.
- Justin Woodford
Now that works.
- Justin Woodford
So this spreadsheet here I have a basic example.
- Justin Woodford
In this example it’s for Fertilizer.
- Justin Woodford
And so I had a bunch of sample properties here.
- Justin Woodford
How long they took and the square footage of the properties.
- Justin Woodford
So if you have, you know, a bunch of lawn mowing clients, fertilizing clients, however you want to.
- Justin Woodford
Whatever job you’re trying to price out, again, you’re gonna need to know how long it took and the square footage of the property service autopilot as long as your guys are clocking in and out of jobs and that data’s correct.
- Justin Woodford
Know, making sure that you’re checking those numbers at the remembering the clock out.
- Justin Woodford
You can always delete bad data if it’s in line here.
- Justin Woodford
If you have a guy that says he was there for 50 hours, you can just delete that from the data, Make sure all the data looks in line and it makes sense.
- Justin Woodford
And you can always go and measure again, measure the properties.
- Justin Woodford
If you don’t have their square footage, you can use one of the methods that we just went over to get the square footage on those properties.
- Justin Woodford
Once you have that, you’re going to end up coming up with a time per square foot.
- Justin Woodford
You can also add in here a material per square foot for fertilizer, this you can get off of.
- Justin Woodford
You can literally go to your bags that you’re going to use, so if you’re using a certain product for your first fertilizer application, it’s going to say that the recommended coverage.
- Justin Woodford
So, right there, you can get the material cost per square foot.
- Justin Woodford
So what we did is, we have this, this, I built this line directly up at the rate matrix and the account.
- Justin Woodford
So what you can do is, once you get the price per square foot, then you note that you can multiply that times.
- Justin Woodford
However, you want to go from 0 to 5000, 0 to 3000, 0 to 10000, however you want to start that out, you’re probably going to have a minimum price to go to a property because you do have drive time included there.
- Justin Woodford
So, what you can do is get, you can get the price by multiplying the time per square footage, times your charter It.
- Justin Woodford
Which I have right here and like I said, I’m going to show you how I came up with that just.
- Justin Woodford
It’s just a general known strategies for coming up with pricing to make sure that your prisoner jobs correctly.
- Justin Woodford
So, once you know the square footage of this property is the time per square foot, you’re going to buy the time per square foot, times the square foot.
- Justin Woodford
Times your charge rate, it’s gonna give you your price here, and also, obviously, adding in the cost of materials.
- Justin Woodford
So, here, you can see the formula here, It’s pulling in, like I just said, it, multiplying the square footage, times the time, times the charter, and the materials.
- Justin Woodford
So, we add that together, we’re gonna get the rate for 5000 square feet.
- Justin Woodford
Budget hours, again, we know how long it’s gonna take, zero point thirty five hours because we have the time per square foot times 5000, which is going to give us the time that it’s supposed to take budgeting cost.
- Justin Woodford
This is pulling off of where I got this number from this other tab over here, I’ll go over in a minute.
- Justin Woodford
And then, you know, right here, you’re just dividing by 5000.
- Justin Woodford
So we’re getting the price per square foot will just take this number divided by 5000, here’s the formula.
- Justin Woodford
So you can see it as you guys are interested in, a copy of Spreadsheet Software, issues an e-mail, I can send it over to you.
- Justin Woodford
But this is simply coming up with a price per each square footage.
- Justin Woodford
The default rate is just pulling from here and this this lines up with the custom fields within the, within the service itself.
- Justin Woodford
Like we’ve been showing you in that services setting inside the service itself.
- Justin Woodford
This is just the Rate matrix and the sunscreen.
- Justin Woodford
I have these default default rate default budget hours.
- Justin Woodford
This is just, so if you don’t enter a square footage or you want a minimum, this is the …
- Justin Woodford
Going to show by default on service.
- Justin Woodford
So that’s how we build our pricing in service autopilot for, for, for my landscaping company.
- Justin Woodford
You can pull the data a couple different ways.
- Justin Woodford
When we do from the dispatch boards is simple, you obviously can do some reporting center, you can build reports but if you want to get into that a simplest way, I just pulled from the dispatch board.
- Justin Woodford
What you can do is go to your dispatch board You can filter for a service.
- Justin Woodford
Mean a weekly mowing.
- Justin Woodford
We don’t have in this example, how we have the fertilizer application one, but we can do weekly mowing.
- Justin Woodford
Search to dispatch board.
- Justin Woodford
You can change the dates to an entire season.
- Justin Woodford
That’s going to export all of your clients all demos.
- Justin Woodford
And right here you can add these special columns.
- Justin Woodford
You don’t need to but I just did it for example inside this columns we selected off these custom fields that we created that Robin over.
- Justin Woodford
So that’s going to do is come up with the, it’s going to come up with all your customers that have that you’re going to have the time under the closeout debut.
- Justin Woodford
This is all going to export anyway.
- Justin Woodford
But if we had the times record here, start and stop on this job, it would it would export that as well.
- Justin Woodford
So, you know, how long you spent in this job, you know, square footage of the job.
- Justin Woodford
So simply by searching, again, putting us filter for your service and search an entire year.
- Justin Woodford
If you have the the time data clocked into these jobs as your employees that these jobs throughout the year and you also have the square footage of the property, you’re going to have the data you need to build out these rate matrix.
- Justin Woodford
So, once you have that, you don’t have to worry about let’s close out you’re not aware of any these checkboxes.
- Justin Woodford
You can visually see it on the screen, while you’re going to do more and export.
- Justin Woodford
Once you export that, whether these fields are available or not with some, this column drop-down is going to be in the Excel sheet that exports, and once you get this Excel spreadsheet, you’re gonna have all the data.
- Justin Woodford
You can clean it up.
- Justin Woodford
And you, once you tidy down, it’s gonna look like this.
- Justin Woodford
This is all the data you need.
- Justin Woodford
Not spreadsheets going to export everything about that client.
- Justin Woodford
You know, their, their client portal user, login, or password, all this stuff.
- Justin Woodford
You don’t need to clean up that spreadsheet.
- Justin Woodford
Delete the data that’s not relevant, and you’re going to end up with a nice tidy sheet like this.
- Justin Woodford
You can also break it up.
- Justin Woodford
Like Rob is going, you can add an extra rose.
- Justin Woodford
Mess around with this, Get it more exact.
- Justin Woodford
You know, because some of your properties that are maybe this property that’s 23,000 square feet is going to take longer than this profit of five, or sorry, less time per square foot and a profit at 5000, excuse me, customized, great nature, make written matrices and to make them more and more accurate and the more data you have to work with, the more accurate your price infinity.
- Justin Woodford
So just to jump in, again, I’m not going to cover this too much depth.
- Justin Woodford
I know we’re going over a lot of stuff, but I just want to give you an idea.
- Justin Woodford
I just want to make sure, You know, a lot of the businesses we talked to, they have no idea how to price their services.
- Justin Woodford
You don’t just want a price to the going rate nor a price according to your expenses.
- Justin Woodford
You know, you’re always going to make money.
- Justin Woodford
If you’re not the guy working in the field, you’re hiring someone else.
- Justin Woodford
Have unit price, your services, right?
- Justin Woodford
You’re not going to make money, you can even lose money, so.
- Justin Woodford
So the basic idea here is, we have, we have overhead recovery per hour and we have the labor rate recovery per hour, so you can get, you can go to your account and you can export from QuickBooks, you’re gonna get your total overhead for the year, which is going to include anything you’re not bidding on estimates, I think they’re bidding on estimates isn’t going to be included in here.
- Justin Woodford
This is gonna be just you know, your rent, your monthly payments on your equipment, your gasoline seems like that.
- Justin Woodford
All the overhead, any office people you have is going to be in this number here, that’s the total Graham’s took, the excuse me the grand total.
- Justin Woodford
You need to cover on an annual basis to make sure that you cover all your overhead.
- Justin Woodford
You’re also going to need to know.
- Justin Woodford
The total hours worked in the field.
- Justin Woodford
So if you know you have X number of guys that work X number of weeks, X hours per week, you’re going to know the total hours that they’re going to work in the field once.
- Justin Woodford
You’ve figured out, even at the bottom, you’re gonna know that your overhead per hour, and this is gonna change.
- Justin Woodford
The more guys you have in the field, if your overhead is relatively fixed, compared to the hourly wage, You pay your guys.
- Justin Woodford
So, you’re gonna need to recover.
- Justin Woodford
If you work this many hours in a year, you’re going to need to $30 an hour, $3, $700.
- Justin Woodford
You need to be charging to recover your overhead.
- Justin Woodford
Plus, of course, or whatever your direct costs are in that job.
- Justin Woodford
Your fertilizer the labor for your guys’ journalists.
- Justin Woodford
So that’s one half of the equation, the other half the equation, figuring out the cost per hour of your employees, you’re going to call it the average pay, your workers, the view of 10 guys.
- Justin Woodford
When you guys are at the average rate, you pay them, and say that’s 15.
- Justin Woodford
Generally speaking, you can get your exact numbers, and it’s me probably around like 18 to 25% year over year, excuse me, your, your payroll burden on those employees, which is gonna be your workers’ comp, our social security taxes, all, the employer portion of your payroll taxes.
- Justin Woodford
So, someone who caused the, You’re paying $15 an hour.
- Justin Woodford
You may or may not be aware, when you run through payroll, or prior coffee mark, $18 an hour.
- Justin Woodford
So to come up with your charge rate, obviously, new dollars an hour, and you get to $18 an hour, you’re gonna add them together, 30 plus 18, 48.
- Justin Woodford
Don’t really need to make a profit.
- Justin Woodford
Anywhere if 10 to 20%, depending on on your overhead besides your company.
- Justin Woodford
You’re gonna die back, excuse me, add that back.
- Justin Woodford
And the last thing is, you can estimate this, but this is what you need to highlighted here, the charge that you need for each hour, Your employees are paid.
- Justin Woodford
So your employees may be outworking 10 hours.
- Justin Woodford
How many hours are they actually working as?
- Justin Woodford
The question?
- Justin Woodford
Because they’re gonna be setting up in the morning, they can be drawn between jobs.
- Justin Woodford
So, if you pay them $18 now, are you beginning $53 an hour for every hour?
- Justin Woodford
You’re paying on this $18 an hour?
- Justin Woodford
So what you need to do is charge this rate by your billable time.
- Justin Woodford
So if you run, if, you know, when your average day, they’re actually working on the job site for six hours.
- Justin Woodford
You can also ballpark this, you know, how much time and setting up an idea, how much time they spent drive between jobs or you can actually track it, but you need that data.
- Justin Woodford
You can call them a ballpark so if you know that seven hours a day, they’re going to be working on the site and three hours and setting up for a day job between jobs.
- Justin Woodford
You’d up charge this to make up for that because you know, if you did your jobs, the dollars an hour you end up at 63 at the end of the day.
- Justin Woodford
So this is how we came up with this code right here and how this all works with the right metric.
- Justin Woodford
So I saw the brush on that.
- Justin Woodford
I know it’s a lot to cover at once, but again, if you guys want a copy of the spreadsheet, I’d be happy to send it over to you.
- Doug Holste
Absolutely.
- Justin Woodford
So one last thing I wanted to cover, before we go over any questions.
- Justin Woodford
Is this.
- Justin Woodford
These, these documents, so I actually created this in the marketplace.
- Justin Woodford
Anyone who wants to download it, we have these all pretty set up for, you can download them, into your account.
- Justin Woodford
You don’t have to create them yourself, but we have some tactics here.
- Justin Woodford
So we pretty much do all of our estimates remotely.
- Justin Woodford
We really try to push that way because it’s just the most efficient way to run a company and in reality, when you think about value provided, if you have, have a sales guy, August, drive around all day and look at properties like she’s not actually doing anything.
- Justin Woodford
You just give them the guy’s a price, and they give them the lead, the price, and I can choose whether or not to do it.
- Justin Woodford
But ideally, if you don’t have the overhead of someone just driving around, your customers often have to pay for it, you can have a little bit more competitive pricing.
- Justin Woodford
Just run a more efficient business.
- Justin Woodford
And especially obviously with everything that’s going on, right now, this is especially helpful to be able to perform these estimates remotely.
- Justin Woodford
So only the only caution with this approach is, things are gonna change.
- Justin Woodford
So, when you’re running your data, and you have this square footage pricing, the only way you really know your charge in the product, the correct price, is based on that specific property.
- Justin Woodford
How long it takes.
- Justin Woodford
You know, an average can take a certain amount of time per square footage, but certain properties.
- Justin Woodford
Maybe someone leaves garbage all over the line.
- Justin Woodford
Maybe those obstacles, maybe there’s a sense, then backyard, all these different variables.
- Justin Woodford
If you’re if you’re bidding only on the average, you’re gonna have jobs actually here on jobs take longer to take more time, you’re asking of job to take less time.
- Justin Woodford
So so obviously, the jobs require less time.
- Justin Woodford
And you’ve been in remotely, you when that, if you wouldn’t that jobs.
- Justin Woodford
And then great, you make out ahead, but the jobs that you bid by square footage that take longer than the average, that’s the ones you can get burned on.
- Justin Woodford
So that’s what these that’s what these strategies are used to develop to make sure that we don’t get burned on those jobs that take longer.
- Justin Woodford
So the first thing is we try to encourage people over the phone to do there.
- Justin Woodford
To do there, to let us send the estimate remotely.
- Justin Woodford
Some people want me in person for existing clients.
- Justin Woodford
That’s next section.
- Justin Woodford
We’re always happy to meet with people.
- Justin Woodford
They’re already paying off the already paying for our time.
- Justin Woodford
If they want a new that installed were happy, and they wanted me in person, we’re more than happy to go over and give them our time because they’re paying for it.
- Justin Woodford
The problem is newly that come in.
- Justin Woodford
They just want a price on a pro shop that has cost me money.
- Justin Woodford
They’re not giving you anything back.
- Justin Woodford
So that’s what these are for.
- Justin Woodford
So we try to, and obviously, this is all discretionary.
- Justin Woodford
But, general, we try to send people resistance remotely if they really want to meet for appointments.
- Justin Woodford
This is the the document will send out or verbally tell about the phone.
- Justin Woodford
And again, this is in that Marketplace Downloader together interest and so we just say we can send the quote hourly, which a lot of people will bite for that.
- Justin Woodford
Some people may not.
- Justin Woodford
So we’re trying to steer them either square footage pricing, or we’ll do an hourly because it’s both these methods we can’t lose.
- Justin Woodford
And lastly, if they want to meet in person, we do provide the option, but we saw on the $50 deposit, so you’re gonna remember, there’s going to push people away at.
- Justin Woodford
People don’t want to pay for deposit unless they’re already sold them job.
- Justin Woodford
So, you know, if you take that, if someone’s actually not pay for, for the quote, then you are either already getting paid for it to be.
- Justin Woodford
You’re going to have the book of job, and they’re already a client.
- Justin Woodford
So no, this is going to push clients away.
- Justin Woodford
Or if they’re out of your area.
- Justin Woodford
If you’re kind of a bad feeling about them and they also received, they don’t want your square footage price, they want you to meet to talk to you about the project, then this is a good approach, is effective.
- Justin Woodford
They’ll make sure that you’re not gonna lose, and you’re not going to waste your time.
- Justin Woodford
Says, there’s no real restaurant, it’s filtering out.
- Justin Woodford
The people who are Just Price shopping and people are serious.
- Justin Woodford
If it’s a big projects, you know, they’re shopping around for $20,000 job, you know, I don’t see why it would be an issue for them to put down a ….
- Justin Woodford
Nothing’s going to filter out the people that are serious on the people who are just kind of shopping around wasting your time, It’s obviously, you know, they’re gonna back out, but you’re obviously not a good lead.
- Justin Woodford
Anyhow, so this is one approach we use, we trusted people.
- Justin Woodford
So, we know we’re not wasting your time.
- Justin Woodford
We’re doing estimates remotely.
- Justin Woodford
And we’re getting paid for our time.
- Justin Woodford
We do the sales.
- Justin Woodford
And for our actual services themselves.
- Justin Woodford
So we have disclaimers in here, It doesn’t know there’s a notice of a typo here.
- Justin Woodford
Anyway, so for our fall cleanup, for example, we send them based on the average again, we have prices that are based on how long this job takes on average.
- Justin Woodford
So, we have a disclaimer here that basically says that this job is hourly, so we’re gonna send them a price.
- Justin Woodford
But we’ve put in here that it’s an estimate only reserve the right to charge the work complete an hourly basis.
- Justin Woodford
So this is basically saying that, you know, this is an estimate only, we’re making it clear.
- Justin Woodford
They’re going to sign off on this and the estimate.
- Justin Woodford
We’re gonna have a signed copy.
- Justin Woodford
And we obviously, we try to let people know if we’re going to go way over.
- Justin Woodford
We let them now we’re going over the Aster whenever possible, but we do end up charging fees jobs hourly if they, if they go over the other the, the set amount of time.
- Justin Woodford
So before here and these are these are real life things you know, because a lot of people call it, so deferred maintenance.
- Justin Woodford
So, obviously, if you cause for fall cleanup, and you haven’t done it for three years, it’s going to take longer than average.
- Justin Woodford
So, you put that disclaimer right in here, deferred maintenance.
- Justin Woodford
It’s going to probably costs more, as you have really high grass.
- Justin Woodford
And these are all pretty obvious things, but these are filtering out the people that are gonna try to take advantage of you, You’re gonna have their credit card on file, Ideally, and they’re gonna, You’re never sign quote.
- Justin Woodford
So, if they call you, they are also The grass is greater than six inches.
- Justin Woodford
It’s probably going to take extra long as well.
- Justin Woodford
The lastest panel we have, it’s pretty much covers every single other estimate is having a property service for the first time.
- Justin Woodford
So, this is just basically saying, we have a certain scope of work.
- Justin Woodford
We just certain quality, you know, Joe Schmo landscape, or did your clean up last year.
- Justin Woodford
He may not have done it as well as we head or as thorough as we will.
- Justin Woodford
So that’s why the price may be different.
- Justin Woodford
So, basically, is saying that it will likely increase your quote beyond this estimate.
- Justin Woodford
So, in reality, in reality, when we send these out, it works for, I’d say 85%, 80, 85% of our quotes are accurate, we don’t change the price, the other ones, we do have a disclaimer and Melissa people now.
- Justin Woodford
And lastly, we have a disclaimer.
- Justin Woodford
Let us know if you want a time cap.
- Justin Woodford
So, you know, if they, if it’s estimated, If they’re like, listen, I know you’re gonna charge X amount per hour, I want to make sure that I’m not going to share with us much.
- Justin Woodford
Send us let us know when we put that on the job notes.
- Justin Woodford
The last document I have here is, we have this thing called our promo.
- Justin Woodford
So, this little strategy works really well.
- Justin Woodford
So we, we send this out to pretty much all of our new customers.
- Justin Woodford
You know on postcards, we have special rate.
- Justin Woodford
So we send out our quotes, excuse me, at two thirds, roughly two thirds of our normal mowing professional sent to our customers are guaranteed.
- Justin Woodford
We’re going to lose on those first four cuts.
- Justin Woodford
But when we sent out as quote, I would rather lose on the first floor cut than lose for the entire season or longer.
- Justin Woodford
So we’ll do the status quo, and sometimes it works Honestly, if it’s Overbid both square footage price, and our job takes a little bit less longer.
- Justin Woodford
We can actually keep that price.
- Justin Woodford
What we do is, we run this promo.
- Justin Woodford
We gather data for, for cuts and see how long it’s going to take, and we then know exactly how long that property is going to take, And then we send our second quote, which will then tell them what the price of the new moving forward.
- Justin Woodford
So let’s ensure that we’re not going to burn the entire season.
- Justin Woodford
We’re not just going to send them a quote that’s too low based on square footage and lose out.
- Justin Woodford
We’re gonna send them this quote, knowing that we’re going to have to go back and look at after four visits, and then we’re gonna adjust accordingly.
- Justin Woodford
And then what we do is we only have them sign this proposal.
- Justin Woodford
We then have an e-mail, which is, I believe, in this marketplace document, that we’ll send out that actually just says, you know, they agree that they’re going to be sent this e-mail.
- Justin Woodford
To, say, after the fourth visit is completed, you’ll be sent an e-mail at the cost of all future visits.
- Justin Woodford
So we just send them an e-mail letting them now, and if they don’t respond, we just, we start doing it at that new rates.
- Justin Woodford
They were alerted the opportunity, but we also will make it easy for them to change it if they get back to us great.
- Justin Woodford
If they don’t, we’re going to keep running it, and they’re going to, you know, see the value of our service, and we’re happy to pay that.
- Justin Woodford
We do have a disclaimer here, in case we have to, if someone tries to call us.
- Justin Woodford
And again, the grass, there were six inches, and we’re there for, you know, all day.
- Justin Woodford
We do have a disclaimer here that will cover us, if need be.
- Justin Woodford
Obviously, our guys would call us if they show up.
- Justin Woodford
And, you know, in the grasses two feet tall.
- Justin Woodford
That’s all I’ve got for this stuff.
- Justin Woodford
If you have any questions around you want icing and before we jump into that.
- Doug Holste
I’m good.
- Justin Woodford
Yeah.
- Robert Cain
Great, great content.
- Justin Woodford
Cool.
- Justin Woodford
Alright.
- Justin Woodford
Um, yeah, and again, in the marketplace we have this and just to add to that, we also have automation is built around this.
- Justin Woodford
So, we actually have automation setup that, once a promo is scheduled, it’s gonna wait for weeks, and then it’s going to create a task for the Office, Office admin to check the hours and send the e-mail.
- Justin Woodford
So, a lot of this stuff we have built into our automation as well, but the strategy has worked well.
- Justin Woodford
And they do allow you to obviously remotely bid and comes really handy in this situation.
- Justin Woodford
So that’s all I got.
- Justin Woodford
I guess we’ll close down if there’s no questions.
- Robert Cain
All right, yeah.
- Robert Cain
I mean, the recording will be available here shortly.
- Robert Cain
We’ll go ahead and e-mail that out to all attendees that you guys connected content, and you also have the downloadable content available in the marketplace.
- Robert Cain
We really appreciate you guys joining us this morning.
- Doug Holste
Thanks, guys.
- Doug Holste
I.
- Justin Woodford
Hope you got some value from it.
- Doug Holste
Ideas are shared.
- Doug Holste
Thank you very much.
- Justin Woodford
Take care.
0e40f09
