00:01
Welcome back to the essay
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Welcome back to the essay Weekly Talk show Mike Allen
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Weekly Talk show Mike Allen here with cohost Cody Owen and
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here with cohost Cody Owen and special guest Dylan Rothenberg
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special guest Dylan Rothenberg of uh originally Sudbury
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of uh originally Sudbury Ontario, but now of Kingston
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Ontario, but now of Kingston Ontario up in the north, so uh
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Ontario up in the north, so uh don’t I go way back he was
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don’t I go way back he was actually probably the first
00:18
actually probably the first simple growth automation
00:18
simple growth automation clients so uh we’ve known known
00:20
clients so uh we’ve known known each other quite a bit and uh
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each other quite a bit and uh talk some serious business and
00:24
talk some serious business and particularly around snow
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particularly around snow removal. so the time we get
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removal. so the time we get into right now um doesn’t
00:28
into right now um doesn’t really seem like it’s ready for
00:30
really seem like it’s ready for snow but if you’re in the north
00:31
snow but if you’re in the north or northeast uh right now, it
00:32
or northeast uh right now, it is. The time you wanna start
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is. The time you wanna start thinking about snow removal
00:36
thinking about snow removal contractor renewal and
00:37
contractor renewal and marketing if you haven’t
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marketing if you haven’t already so I’m gonna probably
00:39
already so I’m gonna probably suggest you behind the eight
00:40
suggest you behind the eight ball already. so we thought it
00:41
ball already. so we thought it was no better time to bring in
00:43
was no better time to bring in the expert of all things, snow
00:46
the expert of all things, snow removal and uh disruptive as
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removal and uh disruptive as well uh of different
00:49
well uh of different technologies and equipment that
00:51
technologies and equipment that uh Dylan had been using in his
00:53
uh Dylan had been using in his company. Max Lawn care so uh
00:55
company. Max Lawn care so uh dealing with people haven’t met
00:55
dealing with people haven’t met you before if you wouldn’t mind
00:56
you before if you wouldn’t mind just giving a little background
00:57
just giving a little background on how you got into the uh
00:59
on how you got into the uh lovely world of landscaping and
01:01
lovely world of landscaping and particularly snow removal and.
01:04
particularly snow removal and. Sudbury Ontario Yeah. So it’s
01:06
Sudbury Ontario Yeah. So it’s uh definitely a unique segment
01:08
uh definitely a unique segment to be in for sure uh long
01:10
to be in for sure uh long hours, but basically I started
01:12
hours, but basically I started out with just a landscaping
01:13
out with just a landscaping company We eventually uh
01:15
company We eventually uh especially being in Sudbury
01:16
especially being in Sudbury where we get uh 250 plus
01:18
where we get uh 250 plus centimeters uh a year on
01:20
centimeters uh a year on average, it was just um the
01:23
average, it was just um the logical solution to roll into
01:24
logical solution to roll into snow removal eventually uh
01:27
snow removal eventually uh kinda picked off uh picked up
01:29
kinda picked off uh picked up fairly slowly but as we started
01:32
fairly slowly but as we started dialing in our services, a
01:32
dialing in our services, a little bit better that was the
01:34
little bit better that was the most explosive part of our
01:36
most explosive part of our business and um by the end of
01:38
business and um by the end of it before. My business actually
01:40
it before. My business actually that was probably about sixty
01:42
that was probably about sixty to 70% of our actual total
01:44
to 70% of our actual total revenue. um so, yeah definitely
01:46
revenue. um so, yeah definitely use some some pretty unique
01:48
use some some pretty unique equipment uh at least for our
01:49
equipment uh at least for our market, It’s becoming a little
01:50
market, It’s becoming a little bit more and more popular now
01:52
bit more and more popular now with our uh tractor snowblowers
01:53
with our uh tractor snowblowers and and stuff like that. But
01:55
and and stuff like that. But I’m sure we’ll we’ll get into
01:56
I’m sure we’ll we’ll get into that a little bit deeper. Yeah.
01:58
that a little bit deeper. Yeah. and that’s something that uh to
01:59
and that’s something that uh to be honest, I had never really
02:00
be honest, I had never really seen uh until I saw uh I
02:03
seen uh until I saw uh I believe it was protex uh snow
02:05
believe it was protex uh snow warriors or something like
02:06
warriors or something like that. it was uh a documentary
02:08
that. it was uh a documentary they did it was the Vine
02:08
they did it was the Vine Company up out of um I’d be
02:11
Company up out of um I’d be Quebec Canada. And they had
02:13
Quebec Canada. And they had kinda revolutionized the way
02:15
kinda revolutionized the way they plowed snow up there and
02:17
they plowed snow up there and they get so much freaking snow
02:17
they get so much freaking snow that you can’t plow because the
02:19
that you can’t plow because the mountains of snow literally
02:20
mountains of snow literally twelve to fifteen feet on each
02:21
twelve to fifteen feet on each side of the road and the
02:23
side of the road and the driveway so they went in and
02:25
driveway so they went in and created this inverted uh snow
02:27
created this inverted uh snow blowing opportunity and a lot
02:29
blowing opportunity and a lot of guys like yourself um about
02:31
of guys like yourself um about the same time jumped on to that
02:33
the same time jumped on to that And now in the states, it’s
02:33
And now in the states, it’s probably not that uh well
02:36
probably not that uh well adapted so if you’re looking to
02:37
adapted so if you’re looking to actually see what this looks
02:38
actually see what this looks like here, I’ll actually blow
02:39
like here, I’ll actually blow up my screen and then we’ll get
02:40
up my screen and then we’ll get into the content but uh if
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into the content but uh if you’re watching live on the
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you’re watching live on the Facebook here or uh listen to
02:45
Facebook here or uh listen to the podcast, it’s worth
02:45
the podcast, it’s worth checking out the live stream
02:46
checking out the live stream here because it’s. Very
02:49
here because it’s. Very interesting, what this actually
02:50
interesting, what this actually looks like here so you can
02:51
looks like here so you can kinda see it. uh here’s Dylan
02:53
kinda see it. uh here’s Dylan standing in front of a couple
02:54
standing in front of a couple of the tractors that he owned
02:56
of the tractors that he owned uh in his business, but um
02:57
uh in his business, but um really interesting in the back
02:59
really interesting in the back of the snow blower, just an
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of the snow blower, just an inverted uh snow blower that
03:02
inverted uh snow blower that drops down and shoots
03:03
drops down and shoots everything else out. So uh it
03:05
everything else out. So uh it allows you to move a lot
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allows you to move a lot quicker and we’re gonna talk
03:08
quicker and we’re gonna talk about the benefits and
03:09
about the benefits and disadvantages of actually
03:10
disadvantages of actually attract your mounted
03:11
attract your mounted snowblowers well and if you
03:12
snowblowers well and if you look in the links of the essay
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look in the links of the essay weekly here on the Facebook
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weekly here on the Facebook live Um there is an additional
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live Um there is an additional article that Dylan has been
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article that Dylan has been featured in Snow magazine the
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featured in Snow magazine the three keys to revolutionize
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three keys to revolutionize your markets so in this. Dylan
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your markets so in this. Dylan was kind enough to break down
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was kind enough to break down uh through the main things he
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uh through the main things he did to differentiate himself in
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did to differentiate himself in that market and pretty much go
03:30
that market and pretty much go out and dominate so uh have a
03:32
out and dominate so uh have a little added bonus content of
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little added bonus content of there. Yeah, let’s drop the
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there. Yeah, let’s drop the link to that article again. I
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link to that article again. I think you gave everyone the
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think you gave everyone the link to join our broadcast. Uh
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link to join our broadcast. Uh yeah I did didn’t I yeah
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yeah I did didn’t I yeah welcome to the show everyone
03:47
welcome to the show everyone welcome to the show. Alright,
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welcome to the show. Alright, here we go let’s have allowed
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here we go let’s have allowed to handle the technology here,
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to handle the technology here, so I appreciate that Cody
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so I appreciate that Cody Alright, so we’ve got that and
03:57
Alright, so we’ve got that and that should be in the notes
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that should be in the notes live here uh in a few minutes
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live here uh in a few minutes so we’ll see what else is
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so we’ll see what else is joining the show. It’s a
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joining the show. It’s a special guest in a few minutes
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special guest in a few minutes um but I guess the first thing
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um but I guess the first thing Dylan I really wanna talk about
04:07
Dylan I really wanna talk about here is uh marketing and one of
04:10
here is uh marketing and one of the things that I was really
04:10
the things that I was really impressed with you right out of
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impressed with you right out of the gates when we met was your
04:14
the gates when we met was your approach to marketing. so would
04:15
approach to marketing. so would you mind breaking down how you
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you mind breaking down how you wanna actually marketed your
04:18
wanna actually marketed your snow removal services and then
04:20
snow removal services and then did it transition and did? The
04:22
did it transition and did? The type of marketing and the
04:24
type of marketing and the content from when you went to
04:26
content from when you went to uh snow plowing with actual
04:28
uh snow plowing with actual trucks to the actual um
04:30
trucks to the actual um tractors was there was there a
04:32
tractors was there was there a difference uh play on the
04:33
difference uh play on the marketing there? Yeah. So when
04:35
marketing there? Yeah. So when we first started marketing it
04:37
we first started marketing it pretty heavily uh we were just
04:38
pretty heavily uh we were just doing the plowing and the thing
04:41
doing the plowing and the thing we kinda found was there was a
04:42
we kinda found was there was a wide range of people were
04:44
wide range of people were charging for a driveway or a
04:45
charging for a driveway or a lot. um commercial lots are
04:46
lot. um commercial lots are gonna differ entirely. uh you
04:48
gonna differ entirely. uh you most likely need to um do a
04:50
most likely need to um do a specialized quote. But we
04:52
specialized quote. But we really wanted to have like
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really wanted to have like simplified upfront pricing for
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simplified upfront pricing for our residential customers and
04:58
our residential customers and kinda change the conversation,
05:00
kinda change the conversation, where instead of their calling
05:00
where instead of their calling for a quote. They don’t really
05:01
for a quote. They don’t really know when you’re getting back
05:02
know when you’re getting back to them, they had already seen
05:04
to them, they had already seen all of our content on our
05:05
all of our content on our website on our postcards door
05:07
website on our postcards door hangers whatever that might be
05:09
hangers whatever that might be and they could already kind of
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and they could already kind of place where they were in the
05:12
place where they were in the pricing structure and they were
05:13
pricing structure and they were calling us more to maybe ask
05:14
calling us more to maybe ask one or two final questions and
05:16
one or two final questions and then actually sign up for the
05:17
then actually sign up for the service instead of a week or 2
05:19
service instead of a week or 2 week long estimate and finally
05:20
week long estimate and finally getting to sign-up process so
05:22
getting to sign-up process so when we are able. To kinda turn
05:25
when we are able. To kinda turn on the jets when it came to
05:27
on the jets when it came to marketing, we were able to
05:29
marketing, we were able to actually accept much more
05:29
actually accept much more customers rather than have it
05:30
customers rather than have it be a big burden on our office.
05:33
be a big burden on our office. That was kind of the very
05:35
That was kind of the very initial starting of it when
05:37
initial starting of it when we’re still doing the actual
05:38
we’re still doing the actual plowing um basically everything
05:40
plowing um basically everything it kinda changed. We were
05:42
it kinda changed. We were growing steadily but nothing
05:44
growing steadily but nothing really to write home about I
05:45
really to write home about I when it came to the snow
05:47
when it came to the snow plowing the minute we got the
05:49
plowing the minute we got the tractor uh basically everything
05:51
tractor uh basically everything had changed. there was actually
05:52
had changed. there was actually already another company in our
05:54
already another company in our market that was well capital.
05:57
market that was well capital. Had purchased several uh very
05:59
Had purchased several uh very nice brand-new tractors before
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nice brand-new tractors before us, we’re kind of a little bit
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us, we’re kind of a little bit late to the jump in our
06:04
late to the jump in our relatively small market uh but
06:05
relatively small market uh but the the service was so unique
06:08
the the service was so unique and so different compared to
06:09
and so different compared to all the plowing companies that
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all the plowing companies that uh with the right marketing,
06:13
uh with the right marketing, we’re actually able to explode
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we’re actually able to explode that segment. so we started off
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that segment. so we started off with just like the regular uh
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with just like the regular uh Facebook ads, Google ads and
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Facebook ads, Google ads and stuff like that um and I
06:24
stuff like that um and I thought it was interesting to
06:25
thought it was interesting to note that uh our best
06:29
note that uh our best performing Facebook ad that we
06:29
performing Facebook ad that we ever had. We tried you know.
06:33
ever had. We tried you know. Discounts catchy little phrases
06:35
Discounts catchy little phrases whatever that might be we’ve
06:36
whatever that might be we’ve even tried. radio advertising
06:37
even tried. radio advertising stuff like that, But the thing
06:39
stuff like that, But the thing that perform the best that I
06:41
that perform the best that I found this kind of unique was
06:42
found this kind of unique was literally just a video about uh
06:45
literally just a video about uh thirty to 42nd video of a guy
06:47
thirty to 42nd video of a guy doing a driveway with a snow
06:48
doing a driveway with a snow blower. I mean it kinda makes
06:49
blower. I mean it kinda makes sense when you think about it,
06:51
sense when you think about it, but I found that very unique
06:53
but I found that very unique that we probably had over
06:54
that we probably had over 100000 views of that video on
06:56
100000 views of that video on Facebook of people just
06:57
Facebook of people just watching a guy do a driveway
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watching a guy do a driveway with this unique technology. So
07:03
with this unique technology. So in that and it kinda, I think
07:04
in that and it kinda, I think that makes sense uh because a
07:06
that makes sense uh because a lot of us are kinda engaged and
07:07
lot of us are kinda engaged and if it’s new, we wanna figure
07:08
if it’s new, we wanna figure out how is it gonna work?
07:09
out how is it gonna work? What’s it look like um and as
07:11
What’s it look like um and as you’re kinda looking at that
07:13
you’re kinda looking at that marketing play Dylan uh once
07:15
marketing play Dylan uh once people saw that video what it
07:17
people saw that video what it actually looks like and how it
07:19
actually looks like and how it operated was, there’s certain
07:20
operated was, there’s certain things based on the regular
07:22
things based on the regular plowing with the truck versus a
07:23
plowing with the truck versus a tractor was their benefits,
07:24
tractor was their benefits, pros and cons that were
07:26
pros and cons that were highlighted in that marketing
07:27
highlighted in that marketing content. How did you use the
07:29
content. How did you use the ability of that track to
07:30
ability of that track to differentiate yourself from
07:32
differentiate yourself from that market? Yeah. So there’s
07:33
that market? Yeah. So there’s there. A couple of main points
07:34
there. A couple of main points you touched on one of them, the
07:37
you touched on one of them, the fact, especially in Sudbury,
07:38
fact, especially in Sudbury, you’re you’re 100% right by the
07:39
you’re you’re 100% right by the end of the winter, Sometimes
07:41
end of the winter, Sometimes you’d literally have on a
07:42
you’d literally have on a regular uh winters like six to
07:45
regular uh winters like six to eight feet of snow banks at the
07:46
eight feet of snow banks at the end of your driveway right, it
07:48
end of your driveway right, it becomes quite a bit of a hazard
07:50
becomes quite a bit of a hazard um and and you actually do run
07:52
um and and you actually do run out of room sometimes with just
07:53
out of room sometimes with just a regular truck where you have
07:55
a regular truck where you have to back and push it up into the
07:57
to back and push it up into the lawn. so on heavy winters,
07:58
lawn. so on heavy winters, people would literally have to
08:00
people would literally have to call like a backhoe or a loader
08:01
call like a backhoe or a loader and actually push those banks
08:03
and actually push those banks back in their lawn with the
08:04
back in their lawn with the snowblower there was. That you
08:06
snowblower there was. That you have full visibility all winter
08:09
have full visibility all winter and there was never no matter
08:11
and there was never no matter how intense the winter was.
08:13
how intense the winter was. there was never a chance of you
08:13
there was never a chance of you having to call someone to
08:14
having to call someone to actually relocate the snow.
08:17
actually relocate the snow. That was that was really easy
08:17
That was that was really easy point So go ahead. Oh uh I
08:21
point So go ahead. Oh uh I wanted to ask a question and
08:21
wanted to ask a question and this might be like because I
08:23
this might be like because I grew up in Texas and the most
08:25
grew up in Texas and the most snow I’ve ever seen is like you
08:28
snow I’ve ever seen is like you know a half inch one winter 10
08:30
know a half inch one winter 10 years ago. um how is a
08:33
years ago. um how is a snowblower creating like not
08:36
snowblower creating like not creating a bank and this is
08:37
creating a bank and this is probably just me not
08:38
probably just me not understanding the technology so
08:39
understanding the technology so feel free to no. No. It’s a
08:40
feel free to no. No. It’s a great question. So rather than
08:43
great question. So rather than like the typical residential
08:45
like the typical residential snowblower where you’re kinda
08:45
snowblower where you’re kinda pushing it and it’s it’s going
08:47
pushing it and it’s it’s going up right. This has quite a bit
08:49
up right. This has quite a bit more power, so you could
08:50
more power, so you could literally launch the snow, you
08:53
literally launch the snow, you know 3040 feet up in the air
08:54
know 3040 feet up in the air right uh depending on the size
08:55
right uh depending on the size of the tractor that you have so
08:57
of the tractor that you have so by putting it so far back
08:59
by putting it so far back initially and then eventually
09:01
initially and then eventually being able to load the snow on
09:01
being able to load the snow on top and on top, you never
09:03
top and on top, you never really ran out of room. It’s
09:05
really ran out of room. It’s dispersing it. okay. Yeah cool.
09:08
dispersing it. okay. Yeah cool. Yeah. and these are these are
09:09
Yeah. and these are these are big agricultural tractors.
09:10
big agricultural tractors. These aren’t just like a little
09:12
These aren’t just like a little track you get down to home
09:13
track you get down to home depot lows. These are these are
09:14
depot lows. These are these are good size uh almost a cab of a
09:16
good size uh almost a cab of a backhoe. Put it in perspective,
09:19
backhoe. Put it in perspective, it’s not seeing these things
09:19
it’s not seeing these things they’re they’re good size
09:21
they’re they’re good size machines um and they’ve got a
09:22
machines um and they’ve got a lot of horsepower off the back
09:25
lot of horsepower off the back end. um so talk about the
09:26
end. um so talk about the benefits they’re in the
09:27
benefits they’re in the differentiation of that
09:28
differentiation of that equipment. Dylan uh one of the
09:29
equipment. Dylan uh one of the things I found interesting is
09:30
things I found interesting is it actually look like if I had
09:32
it actually look like if I had done my research right that you
09:33
done my research right that you actually GPS enabled the
09:36
actually GPS enabled the tractor um but to take on it is
09:37
tractor um but to take on it is a lot of us in the snow
09:38
a lot of us in the snow removal, including myself, head
09:40
removal, including myself, head GPS and all our trucks and
09:41
GPS and all our trucks and salts and loaders um but do you
09:44
salts and loaders um but do you actually open up the GPS to
09:45
actually open up the GPS to your client base? Yeah. That’s
09:47
your client base? Yeah. That’s a great question. We did not
09:50
a great question. We did not for the commercial just we
09:52
for the commercial just we didn’t really want to open
09:54
didn’t really want to open ourselves up to kind of the
09:56
ourselves up to kind of the liability potentially there,
09:57
liability potentially there, but for all of our residential
09:59
but for all of our residential customers for sure um and it
10:00
customers for sure um and it was something we kinda had to
10:02
was something we kinda had to look at uh just to the volume
10:04
look at uh just to the volume of requests and and calls that
10:06
of requests and and calls that would come in during a storm.
10:08
would come in during a storm. We were kind of looking at any
10:10
We were kind of looking at any way possible to diminish that
10:12
way possible to diminish that amount of response during a
10:13
amount of response during a snowstorm when everybody’s
10:15
snowstorm when everybody’s wondering where where are you
10:16
wondering where where are you guys or whatever? Snow started
10:19
guys or whatever? Snow started late at night so by opening up
10:20
late at night so by opening up the GPS um we’re basically able
10:23
the GPS um we’re basically able to allow them to look and see
10:25
to allow them to look and see where their specific tractor
10:26
where their specific tractor was so as we were dispatching
10:29
was so as we were dispatching the the different tractors they
10:30
the the different tractors they are all numbered each tracker
10:32
are all numbered each tracker at a number and then the root
10:34
at a number and then the root had a number as well. The
10:35
had a number as well. The customers actually started to
10:36
customers actually started to kind of realize that okay
10:39
kind of realize that okay tractor number six, for
10:40
tractor number six, for example, was their tractor so
10:42
example, was their tractor so when they got the dispatch a
10:43
when they got the dispatch a tractor number six is your
10:44
tractor number six is your tractor. Here is the login most
10:46
tractor. Here is the login most people would save it on their
10:46
people would save it on their phone. In the app and they
10:49
phone. In the app and they would actually log in and see
10:51
would actually log in and see that and not everybody but like
10:53
that and not everybody but like fifty to 75% of them were
10:55
fifty to 75% of them were actually really good at that
10:56
actually really good at that and um you know kinda diminish
10:58
and um you know kinda diminish the amount of calls coming into
10:59
the amount of calls coming into the office, which is huge
11:00
the office, which is huge during a stressful snowstorm.
11:03
during a stressful snowstorm. Yeah, I can’t I you know, I
11:04
Yeah, I can’t I you know, I wish you’d shared that with me
11:05
wish you’d shared that with me in the earlier years because I
11:06
in the earlier years because I tell you I almost had some
11:07
tell you I almost had some heart attacks along the way I
11:09
heart attacks along the way I mean in Callahan’s we’re
11:10
mean in Callahan’s we’re plowing uh at our hay day uh
11:12
plowing uh at our hay day uh when we cap it at 600
11:15
when we cap it at 600 residential driveways, so you
11:15
residential driveways, so you can imagine obviously very
11:17
can imagine obviously very similar to what you’re doing in
11:18
similar to what you’re doing in Sudbury when that if you if you
11:19
Sudbury when that if you if you don’t have that kind of volume,
11:20
don’t have that kind of volume, you can imagine what that looks
11:22
you can imagine what that looks like you know. 600 driveways
11:25
like you know. 600 driveways are getting all done. You’ve
11:26
are getting all done. You’ve got you know, fifteen or twenty
11:27
got you know, fifteen or twenty vehicles or tractors going out
11:30
vehicles or tractors going out the call volume and especially
11:32
the call volume and especially a massive storm. uh was
11:35
a massive storm. uh was unbelievable and the worst was
11:35
unbelievable and the worst was one that they actually the city
11:37
one that they actually the city would shut down the main
11:38
would shut down the main streets to just plow trucks and
11:39
streets to just plow trucks and emergency vehicles and you get
11:41
emergency vehicles and you get so many calls you couldn’t go
11:43
so many calls you couldn’t go anywhere you literally would
11:43
anywhere you literally would get out of your driveway in
11:45
get out of your driveway in behalf of the snow, but
11:46
behalf of the snow, but everybody wanted to know when
11:47
everybody wanted to know when you’re gonna be there so the
11:49
you’re gonna be there so the ability to open that up and it
11:50
ability to open that up and it was one of the things in the
11:51
was one of the things in the article um that I really. The
11:54
article um that I really. The snow magazine based all around
11:55
snow magazine based all around Dylan’s outfit is how he had
11:57
Dylan’s outfit is how he had that transparency the
11:59
that transparency the communication um, and, in
12:00
communication um, and, in addition how some of the
12:02
addition how some of the utilize the power of service
12:02
utilize the power of service Autopilot to go out through his
12:05
Autopilot to go out through his estimate process and actually
12:07
estimate process and actually communicate uh through
12:09
communicate uh through different mediums such as um,
12:10
different mediums such as um, email and text, so kinda
12:12
email and text, so kinda dialing into that Dylan um now
12:14
dialing into that Dylan um now that we’ve kind of set our
12:17
that we’ve kind of set our marketing play and we’ve kinda
12:18
marketing play and we’ve kinda differentiate ourselves based
12:19
differentiate ourselves based on the equipment. We’re using a
12:20
on the equipment. We’re using a different features of that
12:21
different features of that equipment and the
12:22
equipment and the communication. What did your
12:25
communication. What did your estimating process look like
12:26
estimating process look like and I know you had an
12:27
and I know you had an interesting approach to it. So
12:28
interesting approach to it. So I’ll kinda let you explain it
12:30
I’ll kinda let you explain it but uh would you kind of mind
12:31
but uh would you kind of mind breaking that down? um the
12:33
breaking that down? um the estimating process and how you
12:35
estimating process and how you broke down the different
12:35
broke down the different service offerings uh all inside
12:37
service offerings uh all inside service Autopilot. Yeah, for
12:39
service Autopilot. Yeah, for sure so even though our pricing
12:42
sure so even though our pricing was very very upfront and it
12:43
was very very upfront and it was visible on our website and
12:45
was visible on our website and like I said earlier, people
12:46
like I said earlier, people were calling more so to sign up
12:47
were calling more so to sign up due to even the little bit more
12:50
due to even the little bit more limited liability when it comes
12:51
limited liability when it comes to residential snow removal, we
12:53
to residential snow removal, we still have to get every single
12:55
still have to get every single person to sign off on something
12:56
person to sign off on something so you’re you’re. Uh
12:58
so you’re you’re. Uh essentially the only variable
13:00
essentially the only variable that we really needed for the
13:01
that we really needed for the driveways was driveway size, so
13:03
driveways was driveway size, so I know some people do driveway
13:05
I know some people do driveway square footage. We simplified
13:07
square footage. We simplified it even more how many cars
13:09
it even more how many cars could you squeeze into your
13:10
could you squeeze into your driveway? um so basically
13:13
driveway? um so basically anything up to six cars was our
13:14
anything up to six cars was our standard price couple of years
13:15
standard price couple of years back that was about 405 or
13:17
back that was about 405 or sorry 499 550 plus tax um so we
13:23
sorry 499 550 plus tax um so we we would actually send them a
13:24
we would actually send them a proposal uh in service
13:25
proposal uh in service Autopilot, they kinda have this
13:28
Autopilot, they kinda have this unique installment amount um
13:29
unique installment amount um feel that you can pull from so
13:31
feel that you can pull from so we’re able to offer them. A
13:33
we’re able to offer them. A seasonal rate with the
13:35
seasonal rate with the discount, but then also have a
13:36
discount, but then also have a secondary um kind of merge at
13:39
secondary um kind of merge at the bottom. It’s said if you
13:40
the bottom. It’s said if you were looking to break this into
13:43
were looking to break this into six installments, we also have
13:44
six installments, we also have that option and we would give
13:46
that option and we would give them the installment amount and
13:48
them the installment amount and I’d say about 25% of people
13:50
I’d say about 25% of people would just respond back and
13:52
would just respond back and say, okay. I’m gonna sign it,
13:52
say, okay. I’m gonna sign it, but let’s proceed with option
13:54
but let’s proceed with option two, which was essentially the
13:56
two, which was essentially the flat rate billing for um I
13:57
flat rate billing for um I think it was either the five or
13:59
think it was either the five or the 6 months of the contract.
14:01
the 6 months of the contract. Um we we. Have a kind of like
14:03
Um we we. Have a kind of like the template um services for
14:05
the template um services for sidewalk shoveling and salting
14:07
sidewalk shoveling and salting as well, but we were we were
14:08
as well, but we were we were able to get quotes out
14:10
able to get quotes out basically within seconds while
14:11
basically within seconds while on the phone with people, we
14:12
on the phone with people, we wouldn’t even tell them to like
14:13
wouldn’t even tell them to like get off of the phone because
14:15
get off of the phone because we’d say, hey your quote is
14:17
we’d say, hey your quote is done uh we send it over uh they
14:19
done uh we send it over uh they basically accept it right then
14:21
basically accept it right then and there as soon as we got the
14:22
and there as soon as we got the acceptance back, we grab the
14:23
acceptance back, we grab the credit card and that was
14:25
credit card and that was essentially the extent of our
14:26
essentially the extent of our estimating process. Our terms
14:27
estimating process. Our terms were right at the bottom of the
14:30
were right at the bottom of the estimate proposal, so there’s.
14:32
estimate proposal, so there’s. Contract that they have to sign
14:33
Contract that they have to sign or anything like that, and I’m
14:35
or anything like that, and I’m sure most people know, but
14:36
sure most people know, but obviously it saves the PDF
14:37
obviously it saves the PDF right in their files. So there
14:39
right in their files. So there is no question as to what
14:40
is no question as to what they’re actually accepting. So
14:42
they’re actually accepting. So just a quick recap, so you’ve
14:44
just a quick recap, so you’ve got a couple of different
14:45
got a couple of different options, one for an installment
14:46
options, one for an installment or paid upfront and the process
14:48
or paid upfront and the process was you basically closed over
14:50
was you basically closed over the phone to simplify the
14:51
the phone to simplify the process. You may have checked
14:52
process. You may have checked it on maps or pro plus or maps
14:54
it on maps or pro plus or maps plus or smart maps, but the
14:56
plus or smart maps, but the idea of even really create that
14:59
idea of even really create that speed so very similar to what
15:00
speed so very similar to what John Potosi of Ami talks about
15:02
John Potosi of Ami talks about those are your gateway services
15:03
those are your gateway services the services that you’re
15:04
the services that you’re selling over the phone and
15:05
selling over the phone and you’re closing immediately. so
15:06
you’re closing immediately. so you took that to the next level
15:07
you took that to the next level and said, Hey how many cars can
15:09
and said, Hey how many cars can you fit in that driveway?
15:10
you fit in that driveway? approximately it’s gonna come
15:10
approximately it’s gonna come out in the wash. Get that
15:13
out in the wash. Get that process going and then you had
15:14
process going and then you had them actually sit on the phone
15:15
them actually sit on the phone while you quoted it live and
15:17
while you quoted it live and you literally closed them over
15:18
you literally closed them over the phone and have them sign
15:20
the phone and have them sign and accept the electronic
15:22
and accept the electronic signature inside service
15:23
signature inside service Autopilot on their phone. So
15:24
Autopilot on their phone. So I’m assuming probably you can
15:25
I’m assuming probably you can handle sales and price
15:26
handle sales and price injections when they got to the
15:28
injections when they got to the letter of the law in the actual
15:29
letter of the law in the actual contract itself is that is that
15:31
contract itself is that is that a fair assessment of the
15:32
a fair assessment of the process is there anything else?
15:33
process is there anything else? We missed no you’re 100% bang
15:35
We missed no you’re 100% bang on and you’re right. We did
15:37
on and you’re right. We did basically pull up the street
15:37
basically pull up the street view while we’re talking to
15:39
view while we’re talking to them, I mean you can’t really
15:40
them, I mean you can’t really take their word for bond about
15:41
take their word for bond about how many driveways they think
15:42
how many driveways they think they could fit. so you’re
15:44
they could fit. so you’re you’re you’re right, We would
15:45
you’re you’re right, We would pull that up. We’d verify the.
15:48
pull that up. We’d verify the. And that’s really all we have
15:48
And that’s really all we have to enter into the estimate The
15:50
to enter into the estimate The pricing come in based on the
15:52
pricing come in based on the price matrix and and you’re
15:52
price matrix and and you’re right, We will answer any
15:54
right, We will answer any objections right then in there,
15:56
objections right then in there, okay is that it seems like a
15:57
okay is that it seems like a big concern with a lot of
15:59
big concern with a lot of people, especially in the
16:00
people, especially in the service. Autopilot ecosystem is
16:01
service. Autopilot ecosystem is how do I go out and actually
16:02
how do I go out and actually get these estimates out there
16:04
get these estimates out there quickly. Usually it’s I gotta
16:04
quickly. Usually it’s I gotta go Bop around town when I’m
16:06
go Bop around town when I’m done doing my aeration
16:08
done doing my aeration overseeding and my fall
16:09
overseeding and my fall cleanups and now I’ve got to
16:11
cleanups and now I’ve got to spend the next 3 hours driving
16:12
spend the next 3 hours driving around haphazardly looking at
16:13
around haphazardly looking at all these driveways. So what
16:14
all these driveways. So what you’ve done is created this on.
16:18
you’ve done is created this on. Buying process well before it
16:21
Buying process well before it was really a thing in the
16:21
was really a thing in the service industry. so that’s
16:23
service industry. so that’s really interesting. I think one
16:24
really interesting. I think one of the keys to success by
16:25
of the keys to success by watching you from afar is the
16:28
watching you from afar is the ability to have people buy
16:29
ability to have people buy immediately. um you know over
16:30
immediately. um you know over the phone or through the
16:32
the phone or through the website through those processes
16:33
website through those processes and service autopilot. So we’re
16:34
and service autopilot. So we’re all accustom to the Amazon and
16:36
all accustom to the Amazon and Netflix to Uber the door dash
16:38
Netflix to Uber the door dash like people want it when they
16:39
like people want it when they want it and they wanna check it
16:41
want it and they wanna check it off their list so well before
16:43
off their list so well before that major shift in buying
16:44
that major shift in buying habits, you know Dylan’s out
16:45
habits, you know Dylan’s out here. Cody You know probably
16:48
here. Cody You know probably three 4 years before that, so
16:50
three 4 years before that, so that was pretty interesting,
16:50
that was pretty interesting, especially that snow magazine
16:52
especially that snow magazine article. If you check out the
16:53
article. If you check out the link it kinda breaks down and
16:54
link it kinda breaks down and even greater detail step by
16:56
even greater detail step by step how he did that um so as
17:01
step how he did that um so as we’ve kinda down to find the
17:02
we’ve kinda down to find the process uh you’ve got several
17:04
process uh you’ve got several hundred plowing accounts. What
17:06
hundred plowing accounts. What did that look like in your
17:08
did that look like in your business? um to actually go out
17:09
business? um to actually go out and renew those contracts. so I
17:11
and renew those contracts. so I know it Callahan before we put
17:12
know it Callahan before we put a system to it. That would be
17:14
a system to it. That would be almost a two to two and a half
17:15
almost a two to two and a half month process to actually go
17:17
month process to actually go out to. Clients um the first
17:19
out to. Clients um the first couple of rounds is pretty
17:21
couple of rounds is pretty easy, but then we were
17:22
easy, but then we were literally having to get on the
17:23
literally having to get on the phone and chase these folks and
17:26
phone and chase these folks and then anybody who didn’t sign
17:27
then anybody who didn’t sign back up. We’re trying to go
17:28
back up. We’re trying to go back out and fill those gaps.
17:30
back out and fill those gaps. So I’m kinda curious how you
17:32
So I’m kinda curious how you tackle tackle that and max lawn
17:34
tackle tackle that and max lawn care it was there any tips that
17:35
care it was there any tips that you could share with us for
17:36
you could share with us for anybody watching right now
17:38
anybody watching right now going out to renew their snow
17:39
going out to renew their snow removal contracts, whether it’s
17:40
removal contracts, whether it’s a smaller company, maybe doing
17:42
a smaller company, maybe doing seventy or eighty driveways or
17:43
seventy or eighty driveways or a company doing upwards of a
17:44
a company doing upwards of a thousand, I mean um I’m
17:46
thousand, I mean um I’m assuming these tactics are.
17:48
assuming these tactics are. Scale depending where you’re at
17:50
Scale depending where you’re at Yeah, for sure, so we actually
17:52
Yeah, for sure, so we actually tried to we were one of the
17:54
tried to we were one of the first ones in our area to
17:55
first ones in our area to actually try to auto renew uh
17:57
actually try to auto renew uh very common in the south, but
17:59
very common in the south, but in the northern markets,
18:01
in the northern markets, really, no one auto renew you
18:03
really, no one auto renew you essentially lose all your
18:03
essentially lose all your customers and then you need to
18:05
customers and then you need to resign. everybody back up every
18:07
resign. everybody back up every spring or every fall so with
18:10
spring or every fall so with our full year um customers we
18:12
our full year um customers we really try to cement in their
18:14
really try to cement in their minds that you’re signing up.
18:15
minds that you’re signing up. you can cancel at any time but.
18:18
you can cancel at any time but. An auto renewing service uh how
18:22
An auto renewing service uh how everybody still needs kind of a
18:23
everybody still needs kind of a reminder, though, especially if
18:24
reminder, though, especially if they’re not a full year
18:25
they’re not a full year customer that you know you
18:26
customer that you know you still have service with us and
18:28
still have service with us and we are coming back so we kind
18:30
we are coming back so we kind of uh altered the automations
18:31
of uh altered the automations that we had just to remind them
18:35
that we had just to remind them so at the end of the season, we
18:36
so at the end of the season, we would kinda remind them. you
18:37
would kinda remind them. you know. thank you for being such
18:38
know. thank you for being such a great customer. uh just just
18:40
a great customer. uh just just a reminder that your services
18:42
a reminder that your services do auto renew will be by uh I
18:44
do auto renew will be by uh I think it was roughly October
18:45
think it was roughly October 1st to stay on your driveway
18:46
1st to stay on your driveway again and if you prepaid, we’ll
18:48
again and if you prepaid, we’ll take your pre-payment at the
18:49
take your pre-payment at the same time as you did last year
18:50
same time as you did last year if you paid monthly your
18:51
if you paid monthly your monthly payments will start. Um
18:54
monthly payments will start. Um but we’re always hit them with
18:56
but we’re always hit them with another automatic emails, so
18:57
another automatic emails, so everybody who had the the
18:58
everybody who had the the tractor snow blowing in our
19:00
tractor snow blowing in our service Autopilot with
19:02
service Autopilot with essentially gets another email
19:04
essentially gets another email usually about September uh just
19:06
usually about September uh just reminding them that you know
19:06
reminding them that you know we’re gonna come and stay on
19:08
we’re gonna come and stay on your driveway and all those
19:09
your driveway and all those other things again. So most
19:10
other things again. So most people were kind of regimented
19:13
people were kind of regimented to that process. You’d get a
19:14
to that process. You’d get a small influx of people that you
19:16
small influx of people that you know obviously wanted to
19:18
know obviously wanted to cancel. you can’t please
19:19
cancel. you can’t please everybody um and then other
19:20
everybody um and then other people that wanted to change
19:21
people that wanted to change their service or. Just had an
19:23
their service or. Just had an informed you but this email
19:25
informed you but this email reminded them and we’re pretty
19:27
reminded them and we’re pretty much able to buy September have
19:29
much able to buy September have a fairly accurate count of who
19:31
a fairly accurate count of who was actually renewing right,
19:34
was actually renewing right, the amount of people that were
19:34
the amount of people that were basically confirmed again. We
19:36
basically confirmed again. We had a valid credit card on file
19:38
had a valid credit card on file we hadn’t heard anything back
19:38
we hadn’t heard anything back from them and we almost use
19:42
from them and we almost use that email and then the staking
19:44
that email and then the staking of their driveway as a way to
19:46
of their driveway as a way to as a secondary reminder to weed
19:48
as a secondary reminder to weed out the people that potentially
19:49
out the people that potentially didn’t want us. uh we build 1
19:51
didn’t want us. uh we build 1 month in advance for all of our
19:53
month in advance for all of our monthly customers as well so
19:54
monthly customers as well so that there was no. We’re
19:57
that there was no. We’re showing up um even though it’s
19:58
showing up um even though it’s an auto renewing service, there
19:59
an auto renewing service, there was no chance that we’re
20:01
was no chance that we’re showing up come November 1st
20:02
showing up come November 1st and then try to charge their
20:03
and then try to charge their card and it was declining and
20:05
card and it was declining and they never got back to us about
20:06
they never got back to us about wanting to service. so we tried
20:08
wanting to service. so we tried to reduce the risk of a
20:09
to reduce the risk of a accounts receivable and cancels
20:13
accounts receivable and cancels by addressing it months months
20:15
by addressing it months months in advance, doing sort of a
20:17
in advance, doing sort of a theme that I’ve heard and kinda
20:19
theme that I’ve heard and kinda all three of the things that
20:21
all three of the things that we’ve talked about is really
20:22
we’ve talked about is really taking a big load off of the
20:24
taking a big load off of the office staff. Uh by by trying
20:27
office staff. Uh by by trying to set up processes that help
20:29
to set up processes that help customers serve themselves,
20:31
customers serve themselves, make things easier for them, it
20:33
make things easier for them, it was that was like the offices
20:35
was that was like the offices throughput like a big
20:37
throughput like a big bottleneck for you or were you
20:37
bottleneck for you or were you just like focus on streamlining
20:40
just like focus on streamlining everything and it just so
20:41
everything and it just so happens that we’re talking
20:41
happens that we’re talking about the few things that
20:44
about the few things that impacted the office. No. That
20:45
impacted the office. No. That was a huge point of like a
20:49
was a huge point of like a reason why we made that
20:50
reason why we made that decision by the end of it we we
20:52
decision by the end of it we we have basically about a thousand
20:53
have basically about a thousand driveways that we’re doing. And
20:56
driveways that we’re doing. And that becomes a pretty momentous
20:57
that becomes a pretty momentous task to to renew all those
21:00
task to to renew all those people, especially when the
21:01
people, especially when the conversation for 8090 percent
21:02
conversation for 8090 percent of them is I’m back up. You
21:04
of them is I’m back up. You still have my credit card right
21:05
still have my credit card right charge it. They just want the
21:08
charge it. They just want the service right. so it’s it’s
21:09
service right. so it’s it’s kind of a little bit for that.
21:12
kind of a little bit for that. everybody’s still has this this
21:13
everybody’s still has this this old tactics regimented that you
21:15
old tactics regimented that you need to send them a fresh
21:16
need to send them a fresh estimate you need to do all
21:17
estimate you need to do all these things right. so we
21:20
these things right. so we really just thought that was a
21:21
really just thought that was a little bit crazy to be
21:22
little bit crazy to be perfectly honest and we really
21:24
perfectly honest and we really try to cement in our market
21:25
try to cement in our market that if you if you. We’re gonna
21:28
that if you if you. We’re gonna continue to come if you don’t
21:29
continue to come if you don’t want us, We’ll we’ll cancel and
21:30
want us, We’ll we’ll cancel and I did lighten the load,
21:32
I did lighten the load, obviously very substantially on
21:33
obviously very substantially on the office if any of my older
21:36
the office if any of my older office employees are are
21:37
office employees are are listening to this, they’ll
21:38
listening to this, they’ll probably because we definitely
21:39
probably because we definitely filled up all the time with the
21:41
filled up all the time with the new sales and that was kinda
21:42
new sales and that was kinda what we wanted right to be able
21:43
what we wanted right to be able to focus on new sales and um
21:46
to focus on new sales and um continue to grow the business
21:46
continue to grow the business that way rather than spend
21:48
that way rather than spend months and months on renewals.
21:52
months and months on renewals. Awesome. So I know I’m I’m just
21:53
Awesome. So I know I’m I’m just taking a look at a couple of
21:53
taking a look at a couple of notes on the screen that I had
21:55
notes on the screen that I had and it basically you know you
21:56
and it basically you know you went in and increased
21:58
went in and increased deficiency with the machines.
22:00
deficiency with the machines. Uh you started selling early um
22:01
Uh you started selling early um one thing we didn’t touch on um
22:03
one thing we didn’t touch on um that I’m assuming is did you
22:06
that I’m assuming is did you use any of the database or
22:08
use any of the database or anything inside service
22:09
anything inside service Autopilot far is um automations
22:11
Autopilot far is um automations or even a manual process to go
22:12
or even a manual process to go in and say hey, it looks like
22:13
in and say hey, it looks like you’ve got either regular lawn
22:15
you’ve got either regular lawn mowing or the automated uh lawn
22:17
mowing or the automated uh lawn mower but uh service, but you
22:20
mower but uh service, but you don’t have snow removal is
22:20
don’t have snow removal is there any segmentation of the
22:22
there any segmentation of the database to actually upsell
22:23
database to actually upsell that service to kinda create a
22:24
that service to kinda create a year-round client? Yeah. So.
22:27
year-round client? Yeah. So. Mentioned a little bit of
22:28
Mentioned a little bit of shameless self promotion for a
22:29
shameless self promotion for a simple growth I was the uh
22:32
simple growth I was the uh first automations client. I
22:33
first automations client. I believe that they got
22:34
believe that they got transferred over to service
22:35
transferred over to service auto when they first had their
22:36
auto when they first had their automation so that made it very
22:39
automation so that made it very simple to segment based on who
22:40
simple to segment based on who actually had the service who
22:42
actually had the service who potentially cancel the service
22:44
potentially cancel the service um who had gone a quote for
22:46
um who had gone a quote for that service before so we can
22:47
that service before so we can kinda start to have those
22:48
kinda start to have those different conversations, but
22:50
different conversations, but for sure we basically segmented
22:52
for sure we basically segmented into a couple of emails we
22:53
into a couple of emails we weren’t necessarily bombarding
22:55
weren’t necessarily bombarding them uh but we made it. Simple
22:58
them uh but we made it. Simple for them to respond to those
22:59
for them to respond to those emails and not necessarily sign
23:02
emails and not necessarily sign up but request a quote or book
23:03
up but request a quote or book a call to speak to us and uh I
23:06
a call to speak to us and uh I forgot the exact subject line
23:08
forgot the exact subject line of it, but um there there was
23:10
of it, but um there there was one that we we used to kind of
23:12
one that we we used to kind of an odd subject line for the
23:14
an odd subject line for the very last email that almost
23:15
very last email that almost made it seem as though like um
23:18
made it seem as though like um I should have pulled it up, but
23:19
I should have pulled it up, but it was essentially like there
23:20
it was essentially like there was a mistake or something and
23:22
was a mistake or something and the open rate on that last
23:23
the open rate on that last email was just absolutely
23:24
email was just absolutely insane but the mistake. Play on
23:26
insane but the mistake. Play on it was that they made a mistake
23:28
it was that they made a mistake for not hiring us, but the
23:30
for not hiring us, but the subject line almost grabbed
23:32
subject line almost grabbed everybody off to pull that up
23:33
everybody off to pull that up and put that in the notes, but
23:35
and put that in the notes, but uh we did use a segment of a of
23:37
uh we did use a segment of a of a couple of emails to at least
23:38
a couple of emails to at least nurture those people. but then
23:40
nurture those people. but then we’re also targeting those
23:42
we’re also targeting those neighborhoods with with
23:42
neighborhoods with with postcards and um another thing
23:45
postcards and um another thing that I wasn’t sure we’re gonna
23:46
that I wasn’t sure we’re gonna touch on that. I definitely
23:47
touch on that. I definitely wanna mention is um a
23:50
wanna mention is um a relatively low cost option for
23:51
relatively low cost option for the marketing was actually our
23:53
the marketing was actually our driveway markers as well. so
23:54
driveway markers as well. so every single one of our. Was
23:57
every single one of our. Was orange and every single one of
23:59
orange and every single one of our our driveway markers was
24:01
our our driveway markers was orange as well. so they’re
24:02
orange as well. so they’re about three inches wide by
24:05
about three inches wide by about six feet wide and when
24:06
about six feet wide and when they’re new to your market,
24:07
they’re new to your market, they look really obscure and
24:09
they look really obscure and kind of ugly, but eventually
24:10
kind of ugly, but eventually everybody kinda got over that
24:13
everybody kinda got over that uh since you put two on each
24:14
uh since you put two on each side or one on each side of the
24:16
side or one on each side of the driveway to mark your driveway
24:17
driveway to mark your driveway and yes, it helps you find the
24:20
and yes, it helps you find the driveway in the middle of the
24:21
driveway in the middle of the night. So you’re in GPS in
24:21
night. So you’re in GPS in every house when you can’t
24:23
every house when you can’t really see the house numbers,
24:24
really see the house numbers, six foot tall, you’re not. Bad
24:27
six foot tall, you’re not. Bad boys by the end of it by the
24:28
boys by the end of it by the end of the season, sometimes
24:29
end of the season, sometimes they they were hidden um but I
24:33
they they were hidden um but I was also really really key
24:35
was also really really key marketing thing right, so
24:37
marketing thing right, so they’ve got a couple of these
24:37
they’ve got a couple of these postcards. They’ve probably got
24:39
postcards. They’ve probably got some of these emails um and
24:41
some of these emails um and then they start driving home
24:42
then they start driving home down the street and they see
24:45
down the street and they see six driveways in a row with
24:45
six driveways in a row with these markers right and this is
24:47
these markers right and this is in like early October. so every
24:49
in like early October. so every day they’re driving past these
24:51
day they’re driving past these markers and it kinda starts to
24:52
markers and it kinda starts to regiment that almost every
24:54
regiment that almost every single person on my street has
24:55
single person on my street has these guys so they look at the
24:56
these guys so they look at the website. And then they may get
24:58
website. And then they may get hit with another email or
24:59
hit with another email or another postcard, and it just
25:01
another postcard, and it just starts to kinda drive
25:02
starts to kinda drive everything home as like a full
25:04
everything home as like a full body approach. Weird Cody are
25:07
body approach. Weird Cody are you seeing any similarities
25:09
you seeing any similarities well before Jonathan Potions a
25:11
well before Jonathan Potions a five of dominate your market?
25:14
five of dominate your market? Uh Dylan has single-handedly I
25:15
Uh Dylan has single-handedly I think taking at least six of
25:17
think taking at least six of the seven things that Jonathan
25:18
the seven things that Jonathan broke down in about 45 45
25:20
broke down in about 45 45 minutes to literally dominate
25:22
minutes to literally dominate your market um so he literally
25:23
your market um so he literally went out through the Facebook
25:24
went out through the Facebook ads and Google and casted. He
25:27
ads and Google and casted. He went to offline marketing to
25:30
went to offline marketing to build density through door
25:33
build density through door hangers um branding through the
25:35
hangers um branding through the tractors that we’re all orange
25:36
tractors that we’re all orange and the plow state. so when
25:37
and the plow state. so when Jonathan tells about his
25:39
Jonathan tells about his business city turf lawn care
25:41
business city turf lawn care company, one of the things that
25:42
company, one of the things that he scaled the 10000000 beyond
25:44
he scaled the 10000000 beyond uh an annual revenue
25:46
uh an annual revenue residential only was that the
25:47
residential only was that the city turf yellow trucks would
25:49
city turf yellow trucks would literally just be dominating
25:50
literally just be dominating this they would consistently
25:51
this they would consistently see them in the neighborhoods
25:52
see them in the neighborhoods and that’s all I saw very
25:53
and that’s all I saw very simple. If you’ve got a
25:55
simple. If you’ve got a thousand driveways and you.
25:56
thousand driveways and you. Track is that I’m seeing they
25:57
Track is that I’m seeing they just um Max Lawn care orange in
26:00
just um Max Lawn care orange in their sleep. These things are
26:01
their sleep. These things are just pumping through
26:02
just pumping through reinforcement, then you’re
26:03
reinforcement, then you’re hitting them with emails and
26:03
hitting them with emails and postcards and everything in
26:05
postcards and everything in between. So it’s really
26:05
between. So it’s really interesting that if you’re
26:07
interesting that if you’re gonna compare the two
26:08
gonna compare the two businesses, I think there’s
26:09
businesses, I think there’s some key factors if you’re
26:09
some key factors if you’re watching this just starting out
26:10
watching this just starting out in snow removal or really
26:12
in snow removal or really looking to go out and grow that
26:13
looking to go out and grow that business is it isn’t just one
26:17
business is it isn’t just one secret uh silver bullet. It’s a
26:19
secret uh silver bullet. It’s a combination of things that
26:21
combination of things that Dylan is so kindly breaking
26:22
Dylan is so kindly breaking down to us but that off the
26:23
down to us but that off the line to the offline marketing.
26:25
line to the offline marketing. And then building route
26:26
And then building route identity if you’re being
26:28
identity if you’re being awareness and going in and
26:29
awareness and going in and doing that and then taking the
26:31
doing that and then taking the pain of actually signing up and
26:32
pain of actually signing up and the process and expediting that
26:34
the process and expediting that um and those factors at least
26:36
um and those factors at least from looking at the outside is
26:37
from looking at the outside is what II really think amongst
26:39
what II really think amongst other things. Dylan has been
26:40
other things. Dylan has been the key to your success as a
26:42
the key to your success as a lot of other people using uh
26:43
lot of other people using uh essay and kind of following
26:45
essay and kind of following Jonathan’s um footsteps that I
26:46
Jonathan’s um footsteps that I know obviously uh this is well
26:49
know obviously uh this is well before SA five. I got you know,
26:49
before SA five. I got you know, I gotta give you a credit man
26:51
I gotta give you a credit man to go out and do your homework
26:52
to go out and do your homework and figure out the systems and
26:53
and figure out the systems and processes whether it’s through
26:54
processes whether it’s through reading. You know just coming
26:56
reading. You know just coming up on your own uh but really
26:57
up on your own uh but really really impressive there. How
26:59
really impressive there. How you how you did that um and I
27:00
you how you did that um and I guess it’s kinda wrap this up.
27:02
guess it’s kinda wrap this up. Cody if you have any questions
27:03
Cody if you have any questions but uh I guess Dylan would be
27:05
but uh I guess Dylan would be is my question would be um what
27:08
is my question would be um what would be what you know now if
27:12
would be what you know now if you knew it earlier when you
27:13
you knew it earlier when you first started snow removal,
27:13
first started snow removal, what would be the one or two
27:15
what would be the one or two takeaways um in in hindsight,
27:17
takeaways um in in hindsight, like if you knew this when you
27:19
like if you knew this when you first started how would you
27:20
first started how would you have changed or what we’ve done
27:22
have changed or what we’ve done to pivot? uh that’s. Question
27:26
to pivot? uh that’s. Question so the the first thing that
27:28
so the the first thing that comes to mind is just being
27:30
comes to mind is just being more selective uh when you’re
27:32
more selective uh when you’re first starting to grow and
27:33
first starting to grow and you’re you’re actually getting
27:35
you’re you’re actually getting some traction. It’s it’s
27:36
some traction. It’s it’s definitely hard to say no to
27:38
definitely hard to say no to those things so if I was to
27:40
those things so if I was to relaunch my business, I
27:42
relaunch my business, I definitely wouldn’t do like
27:44
definitely wouldn’t do like residential plowing and all
27:45
residential plowing and all these other things and and even
27:47
these other things and and even commercial plowing even though
27:48
commercial plowing even though it definitely brings in some
27:50
it definitely brings in some nice sales the level of uh
27:53
nice sales the level of uh servers that. They compared to
27:55
servers that. They compared to this driveways is is a
27:57
this driveways is is a basically a completely
27:58
basically a completely different business model um so
28:01
different business model um so that I would say it would
28:02
that I would say it would probably be the main thing and
28:04
probably be the main thing and just really focusing in on this
28:07
just really focusing in on this one service um that was really
28:09
one service um that was really the key like it was more than
28:11
the key like it was more than the 8020 principle. It was like
28:13
the 8020 principle. It was like the 90.5 principles if we just
28:15
the 90.5 principles if we just focus on this from day one um
28:18
focus on this from day one um we’ve got a lot further and had
28:20
we’ve got a lot further and had way less headaches it. the only
28:23
way less headaches it. the only thing I wanna touch on is kinda
28:24
thing I wanna touch on is kinda honing in on that. More we
28:27
honing in on that. More we would take rental properties,
28:29
would take rental properties, we would take other little odd
28:31
we would take other little odd properties like that, and that
28:33
properties like that, and that actually ended up kind of
28:34
actually ended up kind of hurting us in a sense where
28:37
hurting us in a sense where like you, said the influx of
28:40
like you, said the influx of responses on a big storm could
28:41
responses on a big storm could be massive. Well, It’s even
28:43
be massive. Well, It’s even more massive when you’re
28:44
more massive when you’re dealing with rental properties
28:45
dealing with rental properties that have like six tenants that
28:46
that have like six tenants that could be kind of trying to
28:49
could be kind of trying to contact you right. So not all
28:50
contact you right. So not all of those driveways were rental
28:52
of those driveways were rental properties, but even if two 300
28:53
properties, but even if two 300 of them that could be 1800
28:55
of them that could be 1800 people. That are potentially
28:57
people. That are potentially wondering where these guys are,
29:00
wondering where these guys are, and they don’t know the ins and
29:01
and they don’t know the ins and outs of the landlord sign
29:04
outs of the landlord sign either. um so it definitely
29:05
either. um so it definitely causes some issues there. we
29:07
causes some issues there. we would have just stuck to cookie
29:10
would have just stuck to cookie cutter Nice neighborhoods with
29:13
cutter Nice neighborhoods with accessible driveways and the
29:14
accessible driveways and the tractors snow blowing and I
29:17
tractors snow blowing and I think um we would have a lot
29:17
think um we would have a lot more of an efficient of the
29:20
more of an efficient of the business and that’s interesting
29:21
business and that’s interesting that you mentioned. That’s a
29:22
that you mentioned. That’s a standardize the actual type of
29:24
standardize the actual type of property your servicing, so
29:25
property your servicing, so we’re talking about snow
29:26
we’re talking about snow removal right now. Uh there was
29:27
removal right now. Uh there was a. Callahan’s, as well, so we
29:31
a. Callahan’s, as well, so we had unbelievable route density.
29:32
had unbelievable route density. It’s an older neighborhood and
29:34
It’s an older neighborhood and we had originally started.
29:35
we had originally started. We’re literally it had to be a
29:36
We’re literally it had to be a square driveway and the idea
29:37
square driveway and the idea was twelve to 1300 square feet,
29:39
was twelve to 1300 square feet, but we had such great density
29:41
but we had such great density with the lawn care in this
29:42
with the lawn care in this area, and we’re really older
29:43
area, and we’re really older homes that we thought this
29:44
homes that we thought this would just make sense. It’s
29:45
would just make sense. It’s gonna be low hanging fruit but
29:47
gonna be low hanging fruit but what we found is when we got
29:48
what we found is when we got out of our perfect product fit
29:50
out of our perfect product fit just like you’re mentioning
29:52
just like you’re mentioning Dylan. Some of these driveway
29:53
Dylan. Some of these driveway swooped around the side of the
29:54
swooped around the side of the house. they’re up against the
29:55
house. they’re up against the house. they had the drive the
29:56
house. they had the drive the the house and then the
29:57
the house and then the driveway. Garage was off like
29:59
driveway. Garage was off like Kiddie corner on a forty-five,
30:01
Kiddie corner on a forty-five, so we didn’t ever really have
30:03
so we didn’t ever really have issues of plows rubbing up
30:04
issues of plows rubbing up against the sides of houses
30:05
against the sides of houses hitting garage doors things
30:06
hitting garage doors things like that and when we got away
30:08
like that and when we got away from the standardization of
30:09
from the standardization of what we are good at what the
30:11
what we are good at what the equipment was set up for uh we
30:12
equipment was set up for uh we have the same issues. I mean we
30:14
have the same issues. I mean we had one truck that was buried
30:15
had one truck that was buried behind the house literally for
30:16
behind the house literally for like seven or 8 hours and the
30:17
like seven or 8 hours and the storm of like over a foot of
30:19
storm of like over a foot of snow, but it was because we got
30:20
snow, but it was because we got out of what we are good at. we
30:21
out of what we are good at. we kind of got greedy and thinking
30:23
kind of got greedy and thinking like well if we we stretch this
30:25
like well if we we stretch this out a little bit, we can get
30:26
out a little bit, we can get more work so. That’s a big take
30:29
more work so. That’s a big take away, not only for snow removal
30:30
away, not only for snow removal for lawn care and cleaning as
30:32
for lawn care and cleaning as well uh but particularly for
30:34
well uh but particularly for snow. If you’re equipment is
30:35
snow. If you’re equipment is not set up for you haven’t
30:36
not set up for you haven’t standardized it. um that’s a
30:38
standardized it. um that’s a big issue and and I guess we
30:40
big issue and and I guess we didn’t really talk about this
30:41
didn’t really talk about this beforehand but um based on the
30:44
beforehand but um based on the standardization of your
30:45
standardization of your equipment and standardization,
30:47
equipment and standardization, particularly if you’re to do it
30:48
particularly if you’re to do it again of the actual driveways
30:51
again of the actual driveways um did that lead to any uh I
30:55
um did that lead to any uh I guess benefits in your training
30:56
guess benefits in your training as far as being able to. The
30:58
as far as being able to. The training as well and and what
30:59
training as well and and what did that look like because you
31:01
did that look like because you know it’s snow removal with
31:03
know it’s snow removal with plowing occasionally, you’ll
31:04
plowing occasionally, you’ll see some guys or girls get um
31:05
see some guys or girls get um like real, dry soil or maybe
31:07
like real, dry soil or maybe some loose gravel and at least
31:09
some loose gravel and at least be able to manipulate what that
31:10
be able to manipulate what that looks like because you can’t
31:12
looks like because you can’t train until it snows and when
31:13
train until it snows and when it snows, you gotta be out
31:14
it snows, you gotta be out there. so was there the ability
31:17
there. so was there the ability to at least train folks on
31:19
to at least train folks on those tractors before you had a
31:21
those tractors before you had a snowfall and in in since you’ve
31:23
snowfall and in in since you’ve trained folks on the tractor
31:24
trained folks on the tractor versus the plow, what’s the
31:25
versus the plow, what’s the difference? I obviously don’t
31:27
difference? I obviously don’t know, but I mean I’m assuming
31:28
know, but I mean I’m assuming there’s gonna be a bit of a
31:29
there’s gonna be a bit of a different learning curve or is
31:30
different learning curve or is it the same. No definitely
31:33
it the same. No definitely different learning curve. uh
31:35
different learning curve. uh the other thing I didn’t
31:35
the other thing I didn’t mention was every single. one
31:37
mention was every single. one of our tractors is hydrostatic,
31:39
of our tractors is hydrostatic, so there was no gears to shift
31:42
so there was no gears to shift um anything like that you’d see
31:43
um anything like that you’d see on larger tractors basically if
31:46
on larger tractors basically if you could drive like a go cart,
31:47
you could drive like a go cart, you could probably drive one of
31:49
you could probably drive one of these tractors in a couple of
31:51
these tractors in a couple of minutes. now, you’re not gonna
31:52
minutes. now, you’re not gonna be perfect doing twenty 3040
31:55
be perfect doing twenty 3040 driveways an hour uh but you’re
31:57
driveways an hour uh but you’re gonna be able to go out there
31:59
gonna be able to go out there and actually do it so that
32:01
and actually do it so that definitely shortened our
32:02
definitely shortened our learning curve in our training
32:04
learning curve in our training um down quite substantially uh
32:07
um down quite substantially uh definitely. To plow truck,
32:09
definitely. To plow truck, where you definitely need to be
32:11
where you definitely need to be more careful and there’s so
32:11
more careful and there’s so many more factors than simply
32:13
many more factors than simply just back in drop it turn on
32:15
just back in drop it turn on the PTO and drive out um so we
32:19
the PTO and drive out um so we were able to basically train
32:20
were able to basically train someone up to be functional in
32:22
someone up to be functional in the driveway, not super
32:23
the driveway, not super efficient, I’d say within like
32:24
efficient, I’d say within like twenty to 30 minutes um but for
32:27
twenty to 30 minutes um but for them to become an expert.
32:29
them to become an expert. Obviously there was a couple of
32:30
Obviously there was a couple of week learning curve, so we
32:31
week learning curve, so we would always try to uh get
32:33
would always try to uh get those people out quite early uh
32:35
those people out quite early uh during the storms, but
32:37
during the storms, but honestly, I’m. Experience this
32:39
honestly, I’m. Experience this too, no matter what amount of
32:41
too, no matter what amount of training it seems like we did
32:42
training it seems like we did before the season began the uh
32:46
before the season began the uh the first storm is always
32:48
the first storm is always interesting to say the least
32:49
interesting to say the least and I kinda got firsthand
32:50
and I kinda got firsthand action with that again actually
32:52
action with that again actually helping the company that had
32:54
helping the company that had bought me out um last year
32:56
bought me out um last year during the first storm of the
32:58
during the first storm of the season, so it was a pretty
33:00
season, so it was a pretty interesting perspective Just
33:02
interesting perspective Just talking about this. I got the
33:02
talking about this. I got the snow anxiety uh kicking in
33:04
snow anxiety uh kicking in already so I uh if you’ve never
33:06
already so I uh if you’ve never plowed snow or run a business.
33:08
plowed snow or run a business. um you know you don’t know. No
33:10
um you know you don’t know. No anxiety is, but anybody’s
33:11
anxiety is, but anybody’s watching this knows if you I
33:13
watching this knows if you I don’t care how big the business
33:14
don’t care how big the business is how removed you are. If
33:16
is how removed you are. If you’ve sold your business, I
33:17
you’ve sold your business, I will tell you uh even after
33:19
will tell you uh even after going on 2 years now with
33:20
going on 2 years now with Callahan’s uh being acquired, I
33:22
Callahan’s uh being acquired, I still wake up in the middle of
33:23
still wake up in the middle of night when I see snow when I
33:24
night when I see snow when I get uh I get the snow anxiety.
33:26
get uh I get the snow anxiety. I’m like a little kid licking
33:27
I’m like a little kid licking the window like oh it’s
33:28
the window like oh it’s snowing. uh what’s going on out
33:30
snowing. uh what’s going on out there. So it’s interesting that
33:31
there. So it’s interesting that uh you know there’s such
33:33
uh you know there’s such commonalities, no matter where
33:34
commonalities, no matter where in the market um but as we’re
33:35
in the market um but as we’re we’re talking about that
33:36
we’re talking about that equipment in that tree, I also
33:38
equipment in that tree, I also I guess uh naively wanna know
33:39
I guess uh naively wanna know cuz. People are intrigued by
33:41
cuz. People are intrigued by the equipment set up uh what’s
33:43
the equipment set up uh what’s it look like far as visibility,
33:44
it look like far as visibility, so not be a tall guy myself.
33:45
so not be a tall guy myself. Sometimes I’d have to get the
33:47
Sometimes I’d have to get the old uh phone book out of the
33:49
old uh phone book out of the old uh you know out of the
33:49
old uh you know out of the house to be able to put it on
33:51
house to be able to put it on you so I could see over the
33:52
you so I could see over the back of the truck and from the
33:53
back of the truck and from the back it up. So what’s that look
33:55
back it up. So what’s that look like are those seats adjustable
33:56
like are those seats adjustable is it? I’m assuming it’s almost
33:57
is it? I’m assuming it’s almost a glass cab three-sixty. So are
33:59
a glass cab three-sixty. So are you are you having a better
34:01
you are you having a better visibility? Is it just is it
34:02
visibility? Is it just is it safe or is it easier to
34:04
safe or is it easier to manipulate uh around those
34:05
manipulate uh around those driveways? Yeah. It’s great
34:06
driveways? Yeah. It’s great visibility compared to a truck
34:08
visibility compared to a truck for sure and. Thing that people
34:10
for sure and. Thing that people don’t realize about the
34:11
don’t realize about the tractors is most time you think
34:12
tractors is most time you think of a tracker. you think it has
34:13
of a tracker. you think it has like the attachment in the
34:17
like the attachment in the front and like maybe something
34:18
front and like maybe something in the back well. All we have
34:20
in the back well. All we have in the front was basically I
34:21
in the front was basically I think it’s about eight suitcase
34:23
think it’s about eight suitcase weights and the right down near
34:25
weights and the right down near the tires so you had literally
34:27
the tires so you had literally full visibility out in front of
34:29
full visibility out in front of you. There is no bucket
34:30
you. There is no bucket anything like that. so the
34:32
anything like that. so the maneuver ability and the
34:33
maneuver ability and the visibility was completely night
34:36
visibility was completely night and day compared to uh compared
34:37
and day compared to uh compared to a truck for. The other thing
34:40
to a truck for. The other thing too, is you back in with these
34:41
too, is you back in with these blowers cuz they’re inverted so
34:44
blowers cuz they’re inverted so you’re back into the garage and
34:44
you’re back into the garage and then you drive forward. uh so
34:48
then you drive forward. uh so you’re never backing out onto a
34:49
you’re never backing out onto a road like you would with the
34:51
road like you would with the plow truck, which is very
34:52
plow truck, which is very common. You’re always driving
34:53
common. You’re always driving forward out onto the road,
34:56
forward out onto the road, which definitely helps quite a
34:56
which definitely helps quite a bit. Um you know, inevitably,
34:59
bit. Um you know, inevitably, you’re gonna be doing some
35:00
you’re gonna be doing some plowing during the day um on a
35:03
plowing during the day um on a busy road and backing up, you
35:04
busy road and backing up, you know you could be stuck in a
35:05
know you could be stuck in a driveway for easily 20 minutes,
35:07
driveway for easily 20 minutes, but if you can pull out quickly
35:09
but if you can pull out quickly uh you’re able to actually
35:09
uh you’re able to actually kinda. Do it and then maybe
35:11
kinda. Do it and then maybe back in if you need to do
35:13
back in if you need to do another pass. So there’s
35:14
another pass. So there’s there’s so many benefits uh if
35:15
there’s so many benefits uh if anybody is looking to to
35:17
anybody is looking to to actually implement this um I
35:19
actually implement this um I definitely definitely recommend
35:22
definitely definitely recommend it. awesome. Cody any closing
35:24
it. awesome. Cody any closing thoughts your questions for
35:25
thoughts your questions for Dylan. Um I know it’s a little
35:26
Dylan. Um I know it’s a little bit outside of your with snow
35:27
bit outside of your with snow and probably the most snow and
35:29
and probably the most snow and ice you’ve seen is probably in
35:30
ice you’ve seen is probably in the snow cone, but uh I it
35:34
the snow cone, but uh I it we’ve definitely seen enough of
35:34
we’ve definitely seen enough of uh you know the uh service auto
35:37
uh you know the uh service auto pilot ecosystem in this
35:38
pilot ecosystem in this industry and it continues to
35:41
industry and it continues to grow. um I remember my talk in
35:42
grow. um I remember my talk in front of four 500 people at a
35:44
front of four 500 people at a SCA um last year in Pitts. In
35:46
SCA um last year in Pitts. In the top 100 there for the snow
35:48
the top 100 there for the snow contractors um that industry
35:51
contractors um that industry and the technology and
35:51
and the technology and everything that’s going on
35:52
everything that’s going on continues to evolve um and I
35:54
continues to evolve um and I know a lot of people that work
35:56
know a lot of people that work with simple growth as a
35:58
with simple growth as a certified adviser, um recently
35:59
certified adviser, um recently like right now, the big push is
36:01
like right now, the big push is that I need to get these
36:02
that I need to get these estimates set up or the
36:03
estimates set up or the contract set up for snow. So is
36:05
contract set up for snow. So is there anything that you’re
36:06
there anything that you’re seeing in the essay side of
36:07
seeing in the essay side of things that uh would be
36:09
things that uh would be applicable to deal or just
36:10
applicable to deal or just thoughts or comments before we
36:11
thoughts or comments before we wrap it up here a bit. Yeah.
36:13
wrap it up here a bit. Yeah. Actually, I had one more
36:14
Actually, I had one more question for Dylan. As someone
36:18
question for Dylan. As someone who clearly had like really
36:19
who clearly had like really wrap their brain around
36:22
wrap their brain around marketing for service
36:24
marketing for service businesses, what do you
36:25
businesses, what do you recommend other business
36:27
recommend other business owners? read or watch like Is
36:29
owners? read or watch like Is There’s something that really
36:31
There’s something that really sticks out as like a turning
36:31
sticks out as like a turning point for how you thought about
36:35
point for how you thought about marketing? Uh that is a great
36:36
marketing? Uh that is a great question. So honestly not so
36:39
question. So honestly not so much um like books per se with
36:42
much um like books per se with regards to my specific snow
36:44
regards to my specific snow removal or or marketing
36:45
removal or or marketing strategy for that. but the one.
36:48
strategy for that. but the one. They kinda comes to mind is
36:49
They kinda comes to mind is like there’s people doing this,
36:52
like there’s people doing this, whether it’s snow removal or
36:53
whether it’s snow removal or something else. There’s someone
36:54
something else. There’s someone that’s doing it. That’s doing a
36:55
that’s doing it. That’s doing a really good job at it so you
36:57
really good job at it so you don’t need to completely
36:59
don’t need to completely reinvent the wheel um and you
37:01
reinvent the wheel um and you know being a first mover in the
37:03
know being a first mover in the market is great, but sometimes
37:05
market is great, but sometimes being a second or a tenth
37:07
being a second or a tenth mover, it’s actually even
37:09
mover, it’s actually even better. you can take like the
37:10
better. you can take like the best parts of each one of these
37:12
best parts of each one of these businesses and implement them
37:13
businesses and implement them right from the get go rather
37:15
right from the get go rather than making all of these
37:16
than making all of these mistakes so whether it comes.
37:18
mistakes so whether it comes. Or the actual business process,
37:20
Or the actual business process, um there’s people out there
37:21
um there’s people out there like Ottawa and Montreal
37:24
like Ottawa and Montreal specifically and lots of places
37:25
specifically and lots of places all throughout Ontario uh doing
37:27
all throughout Ontario uh doing this and doing this amazingly
37:29
this and doing this amazingly well so you can definitely
37:30
well so you can definitely replicate those models and
37:32
replicate those models and marketing models to have
37:33
marketing models to have success right out of the gate.
37:37
success right out of the gate. Awesome feedback cuz I know a
37:38
Awesome feedback cuz I know a lot of people in the states
37:39
lot of people in the states right now are looking at this
37:40
right now are looking at this and trying to figure it out. Uh
37:41
and trying to figure it out. Uh there’s one guy locally that I
37:42
there’s one guy locally that I think he’s got one tractor.
37:44
think he’s got one tractor. He’s kinda got dialed in, but I
37:45
He’s kinda got dialed in, but I don’t think the ability to.
37:47
don’t think the ability to. That has really been done at
37:48
That has really been done at least in um in my market and
37:51
least in um in my market and we’re right now. we’re the
37:52
we’re right now. we’re the third uh Rochester New York
37:53
third uh Rochester New York actually is the third largest
37:55
actually is the third largest snowfall market in the whole
37:56
snowfall market in the whole United States. so if it hasn’t
37:57
United States. so if it hasn’t really been adopted here, I
37:59
really been adopted here, I think that, at least in the
38:00
think that, at least in the states, this is uh kind of the
38:02
states, this is uh kind of the next shift of snow removal. One
38:04
next shift of snow removal. One thing you didn’t hit on Dylan.
38:04
thing you didn’t hit on Dylan. I always felt that it was an
38:06
I always felt that it was an issue at least in our market is
38:08
issue at least in our market is was the turf damaged
38:09
was the turf damaged significantly last with these
38:11
significantly last with these snowblowers, I know sometimes
38:12
snowblowers, I know sometimes in a rough winter, we would be
38:14
in a rough winter, we would be literally spending thousands
38:14
literally spending thousands and thousands of dollars just.
38:17
and thousands of dollars just. Materials not even including
38:18
Materials not even including the labor to fix these lawns We
38:20
the labor to fix these lawns We destroyed. yeah, that was
38:22
destroyed. yeah, that was definitely something we had
38:23
definitely something we had plastered all over our
38:24
plastered all over our marketing materials as well, um
38:26
marketing materials as well, um just to kinda put some scarcity
38:28
just to kinda put some scarcity into to people’s minds. Maybe
38:30
into to people’s minds. Maybe not scarcity is the correct
38:32
not scarcity is the correct word but people even though it
38:34
word but people even though it might not be 100% true they
38:36
might not be 100% true they associate plows with
38:38
associate plows with potentially after you implement
38:40
potentially after you implement these tractors with special
38:42
these tractors with special cutting edges people associate
38:44
cutting edges people associate this plows with damaging
38:46
this plows with damaging driveways whether it’s asphalt
38:48
driveways whether it’s asphalt or interlock uh versus this.
38:51
or interlock uh versus this. That I’ve kind of um special UH
38:54
That I’ve kind of um special UH MW kinda hard and plastic
38:56
MW kinda hard and plastic blades that won’t scratch the
38:58
blades that won’t scratch the interlock so as soon as you
38:59
interlock so as soon as you kinda start cementing that in
39:00
kinda start cementing that in people’s minds that hey, we’re
39:01
people’s minds that hey, we’re not gonna damage the driveway
39:04
not gonna damage the driveway and there’s no need to drive on
39:04
and there’s no need to drive on your lawn like a plow where you
39:07
your lawn like a plow where you actually do need to push the
39:08
actually do need to push the snow considerably far back. um
39:11
snow considerably far back. um they instantly start thinking
39:12
they instantly start thinking about this is the only
39:13
about this is the only reasonable option to do it as
39:15
reasonable option to do it as long as the prices is valid and
39:16
long as the prices is valid and then when they see the price
39:18
then when they see the price and the amount of service that
39:19
and the amount of service that they can get because you. More
39:22
they can get because you. More efficient it almost sells
39:24
efficient it almost sells itself, so that’s awesome.
39:26
itself, so that’s awesome. Dylan appreciate you drop us
39:28
Dylan appreciate you drop us some knowledge on us here um
39:31
some knowledge on us here um obviously uh Cody thanks for
39:32
obviously uh Cody thanks for joining us as well today uh as
39:34
joining us as well today uh as a weekly here coming up. uh
39:35
a weekly here coming up. uh we’ve got a special guest uh
39:37
we’ve got a special guest uh hopefully gonna be announcing
39:39
hopefully gonna be announcing later uh next week um headliner
39:40
later uh next week um headliner and then the following week we
39:42
and then the following week we will be diving into accounting
39:44
will be diving into accounting and financial numbers as well.
39:46
and financial numbers as well. so kinda rounding it out if you
39:48
so kinda rounding it out if you have any suggestions if you’re
39:49
have any suggestions if you’re watching the ESA weekly talk
39:50
watching the ESA weekly talk show on Facebook, live or the
39:52
show on Facebook, live or the podcast uh feel free to drop us
39:53
podcast uh feel free to drop us a note of any suggestions um
39:55
a note of any suggestions um that you’re. As well, uh don’t
39:58
that you’re. As well, uh don’t forget if you are part of the
40:00
forget if you are part of the ecosystem, we’ve got uh SA the
40:03
ecosystem, we’ve got uh SA the basically on-demand digital
40:06
basically on-demand digital conference. basically that is
40:07
conference. basically that is gonna be going live. I believe
40:08
gonna be going live. I believe in November uh is the tenth and
40:10
in November uh is the tenth and eleventh Cody. I believe you
40:12
eleventh Cody. I believe you are correct. I don’t have the
40:13
are correct. I don’t have the date. I believe it is, but
40:14
date. I believe it is, but right at the beginning of
40:15
right at the beginning of November as always uh obviously
40:17
November as always uh obviously this would have been as a seven
40:18
this would have been as a seven but uh some individuals like
40:20
but uh some individuals like myself are are are some
40:21
myself are are are some long-time goers having this
40:22
long-time goers having this one. so I think I say probably
40:24
one. so I think I say probably made a decision that uh this
40:24
made a decision that uh this would be essay so hopefully a
40:27
would be essay so hopefully a covert is dying down and we’re
40:28
covert is dying down and we’re back in shape next year, We can
40:30
back in shape next year, We can have a seven proper and uh we
40:31
have a seven proper and uh we can get the pin that we. Seven
40:34
can get the pin that we. Seven so we are officially saying
40:36
so we are officially saying that I say seven is delayed to
40:39
that I say seven is delayed to next year and this is kind of a
40:41
next year and this is kind of a whole separate event, but
40:43
whole separate event, but honestly, it’s gonna be just as
40:45
honestly, it’s gonna be just as good as a normal conference,
40:47
good as a normal conference, except if you don’t have to buy
40:48
except if you don’t have to buy a plane ticket, you don’t need
40:49
a plane ticket, you don’t need a hotel room. you can I mean if
40:51
a hotel room. you can I mean if you wanna travel somewhere you
40:53
you wanna travel somewhere you can cuz uh it will all be
40:55
can cuz uh it will all be online. You can watch it from
40:56
online. You can watch it from uh Acapulco if you want so I
40:58
uh Acapulco if you want so I love it, but absolutely
40:59
love it, but absolutely excited. Marcus she is gonna be
41:00
excited. Marcus she is gonna be the keynote speaker. Martha
41:01
the keynote speaker. Martha Woodward, one of the certified
41:03
Woodward, one of the certified advisers uh gonna be doing one
41:04
advisers uh gonna be doing one of the head. Myself as well, uh
41:06
of the head. Myself as well, uh represents simple growth. I’m
41:08
represents simple growth. I’m gonna have a whole bunch of the
41:10
gonna have a whole bunch of the service. Autopilot team is
41:12
service. Autopilot team is gonna be out talking as well,
41:14
gonna be out talking as well, amongst other probably late
41:15
amongst other probably late arrivals that are are soon to
41:17
arrivals that are are soon to be announced. so if you haven’t
41:18
be announced. so if you haven’t checked out the early bird
41:19
checked out the early bird pricing is still uh in a fact
41:21
pricing is still uh in a fact that can be found on the
41:22
that can be found on the service Autopilot website as
41:23
service Autopilot website as well. so we will see you again
41:25
well. so we will see you again next week as a weekly talk show
41:26
next week as a weekly talk show 1 PM eastern 12 PM Central
41:29
1 PM eastern 12 PM Central Dylan Cody Thanks once again
41:30
Dylan Cody Thanks once again and we’ll see you guys next
41:32
and we’ll see you guys next week. See ya see ya.