0:00
questions we answer some live right here on Facebook got a User submitted
question here in our scale um coaching
0:05
group around service autop pilot uh does anyone do snow removal for sa work
uh
0:12
looking to see a rate Matrix setup for square footage for lots and
sidewalks to compare what I have set up in the system
0:18
uh feeling a little discouraged this year and I’m being told I’m way too
high in price and help our guidance
0:23
appreciated well sah good news is uh after 25 26 years in the snow removal
0:29
industry right for Lawn and Landscape magazine for Kahan corner for snow
removal um we have figured this out for
0:35
you so what I’m going to do is open up give you a basic example of how we
do this um and no matter your software this
0:40
is how we build up the framework of the estimating matrices so I’m going to
pop the screen open here uh first thing
0:47
we’re going to do Sarah before to answer your question is we’re going to
actually go into the simple growth blueprint and actually go in and set up
the snow
0:54
removal based on your Revenue hour your break even and your minimum amount
to show up if you have one um I’m assum
0:59
assuming you do based on the screenshot you provided in the scale group
here so
1:05
uh looks like there is a minimum for labor about 20 bucks on the sidewalk
removal and on
1:12
the commercial plowing uh looks like she’s got a $50 minimum so what I going
1:18
to do is build this out with some uh somewhat fictitious numbers but built
around a Sarah’s question so the first
1:24
thing we did in the blueprint here uh just like we do in our CRM setups or
deep Dives uh we set a revenue manh hour
1:30
goal of 175 in this instance and their Break Even per manh hour is $93.50
so that’s what we cost every time
1:38
we go out to do a snow removal job no matter no matter the service this is
how we’re going to break it up for setting
1:43
up a production rate based estimating system in your software so I’m going
to go to Sarah’s question here off the bat
1:49
right down to this snow removal I’m judging hers was a commercial to 1 to
four inch so I’m assuming this is a per
1:55
push per inch instance so this is how we would actually go in and dial this
out um mostly most common is a one to two
2:02
two to four four to six six to eight and then eight or above or nine or
above or
2:08
even 10 or above is an hourly rate so I’m going to walk through this
process here of what it looks like for Sarah’s
2:13
question so the first thing I’m asking Sarah is what is your base to show
up uh she says in her Market based on what
2:19
she’s given us here on the other screen on my phone from Facebook uh is it
looks like her base price is
2:25
$50 so we would pump that in there and I know based on an industry average
2:31
approximately uh 0 to 2 inch going to be right around 38 to 40,000 square
feet of commercial plowing for a parking lot
2:37
that’s what Sarah’s question was uh so we’d go in and say okay Sarah based
on your $50 minimum what is the biggest
2:45
area you cover and it looks like she threw in there $10,000 uh was her
minimum or maximum
2:52
area she’d cover for plowing um now obviously watching this each Market’s
different uh we’d have to dig in with
2:58
Sarah to see her financials he’s numbers I put up for hour per charge and
expense are based on an industry ballpark um
3:05
that’s in the in the area so um this would be going out plowing with a V
plow
3:10
um on average so uh the idea is in Sarah’s example I’m going to leave it
where it is but basically for the first
3:17
10,000 square feet s will be charging 50 bucks it should take about 0.26
manh hours uh so that is going to be equals
3:24
0.26 time 60 it’s about 15 and a half minutes ballpark for that driver so uh
3:29
production wise industry average on average I think that would be the
ballpark uh based on these costs it would cost her
3:35
$24.61 so she’d have a profit of $2.39 per push in a profit percentage of
3:41
50% each additional thousand here on the bottom over 10,000 every th square
feet
3:48
based on the production rate of a V plow obviously you need to figure out
your own production rates but this is would
3:53
be a ballpark average for a one to two inch push with a V plow um she would
have to charge based at 50 hour $3.95
4:01
per thousand it would take 0.26 about a minute and a half to three minutes
and it would cost her $246 cents and her
4:08
profit margin on every overage would be 36 or 376 37% net in a149 per
thousand
4:16
as we go down uh without giving all the secrets out this production rate is
going to drop uh probably about 20 to
4:22
25% ballpark we know the exact number based on industry averages and
numbers from Callahan’s lawn care but we’ go in
4:29
if we were at about 38 to 40,000 per thousand um production rate or an hour
so 38,000 to 40,000 square feet hour
4:36
production rate this is going to drop about 20 to 25% so we’ve done is
driven formulas in here uh based on that and
4:45
how much longer it’s going to take and based on Sarah’s hourly rate
projected here uh we built a formula to take the
4:52
budgeted time or a percentage that we’ve hidden here increase and bump that
up so we’ve
4:58
done is broken down uh 1 to two inches two to four and then four to five but
5:04
notice your base price is every 10,000 the incremental price for each inch
5:09
range above now has gone up and we’ve preserved our profit margin about 50%
on
5:15
top and 37 on the bottom as you drive down so this is what we do in our sa
setups or deep Dives or CRM setups um
5:21
but this is how we would tackle it and we’ve taken this all the way out
with industry Productions all the way up to
5:27
uh a foot of snow and then after that would be hourly so Sarah that’s how I
would tackle that we’d grab an average
5:33
um if you needed to sit down with us on the actual piece of equipment
whether it’s a V plow a wide out uh skid steer
5:40
with an 8 foot Pusher box plow on loader up to 18 feet uh those are industry
5:45
averages we’ve got all the way up to about 200 different Services uh not
just snow but all different longly land care
5:51
services so I’m going to show you how to build this out not say here in a
minute but next part of her question was uh
5:56
going in and figuring out the parking lot salting and sidewalk removal so
parking lot salting once again uh we’re
6:02
going to go in and figure out how many square feet can we handle in a
minute uh because the production rate on a v-box
6:08
Salter a two or three yard Salter has done that so at her rate here she
wants to be at 175 an hour for the parking lot
6:15
salting it’s cost under 9350 fictitiously we’ve gone in and figured it a
cost a $95 a ton how much coverage
6:23
and what’s the cost per thousand so in Sarah’s fictitious incidence here
we’d have a109 of mat material
6:30
cost for the rock salt so we’re going to build that in the system here so
9350
6:36
per man hour break even and we’ve got our cost per thousand at a109 we
drive that all together fall comes to play
6:44
Sarah is looking at $65 minimum for the first 10,000 obviously these
numbers are
6:49
fictitious you want to make sure that they’re fitting your Market profit
margins but I want to show the methodology um but not really give away
6:56
pricing from for different areas of the country because that’s a dangerous
thing to do so make sure you build be these on your your prices per charge
per man hour
7:03
expense per hour equipment costs things like that um but in this example
here she’d be running about $46.3 profit on
7:11
the first 10,000 square feet for rock salt and a 71% net margin every
thousand over the first 10,000 uh she be charging
7:18
$425 labor overhead and materials uh should take 08 man hours and it would
7:24
cost her $187 in overhead and product um we’re going to do the same exact
thing for shoveling here uh instead of going
7:31
in at 125 or 175 she’d be looking at $95 an hour Revenue she wants to
generate
7:37
and $65 now I would break this down here in her example um let pull up my
phone uh
7:44
she had she was looking at every thousand square feet which is
7:51
fine but I would recommend probably pulling that out to every 13 or500 uh
we find it a little bit easier more
7:56
consistent when we base it on the bag or ice melt the calcium chloride
sodium chloride mix there square foot wise so
8:02
what we’ve done once again is built out a production rate um based on a
8:08
shoveler for every 1500 square feet based on her hourly range and a labor
8:14
with snow blower 95 and 65 as well um and we built that consistent margin in
8:19
there so once we have this out we’re good with our profit margins for our
snow removal first thing we’re going to do is go into service autopilot um
and
8:26
go into something we call the gear icon and we’re going to build out a
production rate based estimating system
8:32
for a per push per inch snowplow contract or even per push it work in the
same exact manner which actually be a
8:38
little bit simpler so we’re going to go into custom Fields here and dial
into
8:43
the gear icon here so I’m going to go in and for our
8:49
example make our custom field start with a 33 so I can find them but this
is going to be our parking lot square
8:57
footage and this is going to be to the customer and the number so we can do
a mathematical equation and we’re going to
9:03
save a new and we’re going to go in and do sidewalk square footage so
Sarah’s going
9:11
to be capturing and working on her parking lots plowing and salting as well
9:16
as her sidewalk um clearing and eventually ice melt on there so once we’ve
got those in there we can now go
9:22
into the gear icon and we’re going to go into services and create some
Services I’m not going to make all of them up to 12 inches uh
9:29
but I’m going to go in and give you a quick ballpark idea how we do this
once again I’m going to add uh 33 in front of
9:34
the services so I can find them quick here on Facebook live and this is
going to be
9:41
our parking lot salting so we’re going to go in and copy that over once
again we’re building this out for Sarah here
9:48
um with industry production rate based on her Revenue per man hour break
even per
9:54
man hour and her product cost uh once again we’re going to want to put this
show in snow no dispatch so we can
10:00
actually dispatch these and we’ve got an income account and our estimate
10:07
description so we’re going to go into rate Matrix quantity rate times
visits and our custom field the parking lot
10:13
square footage now we’re going to go back to the simple growth blueprint 1
to 10,000 is 65 we’re just going to transfer these
10:22
over um after doing several hundred of these um this is exactly how we break
10:28
this out point and it it’s clost 1870 with the rock
10:38
Sal and every thousand over our first 10,000 Sarah is going to be charging
on
10:45
this one $425 and 088 if you’re joining us here um obviously some of these
10:51
numbers are a little fictitious we need to base them on your numbers and
your production rates but this is the methodology of how we would build this
10:57
out in a production rate based estimating system in service autopilot as
well as simple estimate um good news
11:05
is if you’re using simple estimate for on demand estimates from simple
growth we have conier service we actually do
11:11
this for you right now need to need virtually and help you set this up um
all right and we’ve gone in and hit save
11:17
and new so we’ve got our parking lot salting taken care of um we’re going to
11:24
go in and do our labor with a shovel just based on Sarah’s question then
we’re going to get into or per push per
11:30
inch contract to tackle Sarah’s second question this Sarah hopefully this is
11:35
helpful because this is how you’re going to actually build this out on your
own if you need some help simple growth or I believe you’re in the scale
plus
11:42
coaching where you get one one-on-one coaching your coach can actually help
you uh work through some of this as well
11:48
included in your monthly one-on-one Consulting where we help businesses
scale to a million and then with our
11:53
masterminds group we help them scale to eight figures um but once again
we’ve got the same exact thing going on
12:04
here and I believe that is our sidewalk square footage and we’re going from
our blueprint where we’ve actually
12:10
determined our profit profit margin we’re just copying these over here one
15,000 is
12:19
$19 obviously these prices are a little bit low this is a fictitious example
12:24
this is probably going to be at least 35 or 40 bucks uh depending where
you’re at in the country
12:29
um but this is a methodology if you’re going to do it if you need some help
feel free to hit us up at sgsc call.com
12:35
uh where we can actually work with you need to knee and get this built out
the way you need it then every 1500 square feet over is
12:43
another 19.2 and $13 cost I’m going to save and do now we’re g to get into
the
12:48
per push per inch for plowing this is where it gets a little tricky folks
once again uh this is literally um using
12:56
industry production rates uh we traditionally do this don’t go buy these
numbers because they’re not based on your Reven hour your break even or your
13:02
equipment or production rate with your guys or girls and piece of equipment
so uh we would not want to copy this for BA
13:08
I’m just giving you the
13:17
methodology we’re going to need a code in here we’re going to show in snow
dispatch per
13:25
unit service income we have our estimate description and our rate Matrix so
once
13:32
again we used an industry production rate for a V plow in this example
approximately 38 to 40,000 square feet
13:38
uh it’s going to be based on the parking lot square footage and every 1 to
10,000 in the example that Sarah gave us she
13:44
said she was charging 50 bucks uh if her Revenue per man hour was 150 and
break
13:50
even was 9350 this would how it would play out so26 man hours and 2461 is
what it took to actually get
13:59
this accomplished and then we’re going to be doing an overage of every
th000 Square ft over 10,000 now full
14:06
transparency we can go out to an acre bigger properties um and do a price
break model all the way up to an acre so
14:12
every thousand or 10,000 Sarah would be charging 395 and
14:21
026 and it would be costing her when she charges 3.95 her expense would be
$246
14:27
that’s her net profit all right so Sarah did not give us
14:32
anything outside of one to four but I’m going to go out just for this
example and build it out all the way up to a 9 inch per push per inch um
just so we
14:40
have
14:49
it going back in essay I’m putting the 33 in front just so I can find it
later because we’re going to have to do a little magic here and build out a
couple
14:57
things once we get in there there so once again you want to B base
15:04
this on your your Revenue per man hour and your equipment uh we’re basing
this on industry averages and uh some of the
15:11
stuff we did at Callahan Lawn Care here we’re working in uh WR the articles
for
15:17
kellam’s Corner in Lawn and Landscape magazine so uh from 1 to 10,000 now
at a two to4 inch trigger s to be charging
15:25
5263 in 0 28 man hours
15:37
and would be costing her 2590 in this example and every thou th000
15:44
over 10,000 is going to
15:53
be another 416 and 028
16:01
and it would be costing Sarah in this example $259 in total
16:08
cost all right we’re going to do one more here and then uh we’re actually
going to
16:14
pull this all together for per push per inch contract now uh actually what
I’m going to do is actually make this our
16:20
last option I’m going to make this hourly so
16:26
over six inches
16:31
hourly obviously you’d probably take this up to 10 to 12 inches but I want
to give you the idea of the full package how you put this together in
service
16:37
autopilot once again if you’re using simple estimate for live on demand
estimating we have a conier service that
16:44
to do this you need to knee with you um right now as you’re watching this
there is no additional cost for the coner
16:50
service usually runs about $500
16:55
um and I’m going to say it’s 175
17:03
per machine hour all right and save so what we’ve
17:09
got now is our final step is once we have this uh we’ve done
17:15
our parking lot salting we’ve done our plowing per push per inch and we’ve
also done our um sidewalk or parking lot
17:23
we’ve done the parking lot salting with material we’ve done our sidewalk
shoveling and then we’ve done it per per per push per inch that’s a
mouthful for
17:29
first thing in the morning here uh we’re going to go into Master packages
now and build out the way we actually present
17:35
this so um this is how we’re going to present this we are not scheduling
from the master
17:42
package but we have [Music]
17:47
our Facebook live snow example for Sarah um she is a part of our scale
group so
17:52
depending on what level she’s at Sarah you can definitely work with one of
our coaches um on
17:59
having them work with you on this all right so I’m going to go back to my
example here and I’m going to go
18:05
back up to my plowing at 1 to n inches and I’m setting up my
18:12
first
18:18
Serv and now I had my plowing from two to 4
18:27
inch and I have
18:38
my over 6 inches hourly obviously there be another Gap in
18:43
here but I’m just going in and giving an example what this would look
18:51
like we would have a four to six and then every six inches of that would be
18:57
hourly six Ines going to give you the basics how to
19:02
set this up then we’re going to set up a date range
19:13
here and our
19:22
end so we set up a master package to be able to display the price per inch
per push here and we’re going to save the
19:28
changes so last part is we’re going to bring this all together in the gear
icon
19:34
here and we’re going to build out a job estimate template and tie it into
our existing estimate document so estimate
19:41
email estimate document acceptance email uh we’re going to tie those all
together for
19:49
you and in this test account there’s a few of these let me see if I can
find our snow
19:57
removal [Music] um this may be the one we’re looking for
20:03
let’s see what we got actually so these are never mind so we’re going to
add a template we’ll build one right now right
20:08
from the beginning here so we’re going to call this our 33. [Music]
20:14
um Facebook live snow example per push PCH so Sarah last thing we’re g to
do is
20:20
go in and we’re going to add in
20:27
our sidewalk shoveling we’re going to add in our
20:32
parking lot salting and then we’re going to add in our Master package to
display per push
20:39
per inch right here and obviously this example here uh this guy ended up
out of
20:45
place so we’re going to go in and actually preview it that doesn’t make
sense so we’re going to do is go in um
20:51
and actually adjust that so let’s go in and delete that
20:56
package see where I got got shifted and we’ll pull that back in go to
Facebook
21:04
again and this is the final part but this is something when you’re building
them yourself obviously you’ve done hundreds of these uh these things can
21:10
happen so you want to make sure that you’re going in and and previewing
this stuff before you release it to your team
21:17
I got a pretty good idea what happened here uh yeah so the dates are a
little screwed up here so this should
21:27
be 10
21:36
10 let’s see if that did it if not we have to manually remove them over yep
all right perfect so we got one to one
21:43
to two two to four and then we’d have four to six and then over six so just
so you can see how it plays out um we’d
21:48
build that whole thing so add an item now once we’ve got that package we’re
going to add
21:54
in Facebook live snow example and there we go it that is a per push per inch
21:59
contract uh we’re going to go into both and tie that
22:05
into our snow document
22:10
and that may be one that’ll work and save and close so what we’re going to
do now is go in and pretend that uh we have
22:19
a commercial client or lead that’s coming in for snow removal so I’m going
to call this uh Facebook live
22:29
so first name last name and this is going to be our Facebook live Inc this
will be our
22:35
company our business name in
22:40
here and we’re going to put this in here as they
22:52
call and we’re going to get their email address and their phone
23:00
number under details commercial or residential and sales type HJ you here
23:05
about us and I’m G to say it was uh from Every Door Direct mailing and
we’re gonna hit
23:12
save so once we have that in there uh it is time to go in and actually
create this
23:19
estimate now the good news is you don’t even have to leave your desk um
with the way we’ve set this up so Sarah if you
23:24
don’t have Maps Pro recommend you get it property measurements we’re going
to go in and measure this property so we’re
23:32
going to hit satellite we’re going to go in and actually measure the
property here so this is for our snow removal
23:39
quote and this is how easy this
23:47
is so I don’t know about anybody else watching this but uh when he
commercial
23:52
client calls and you’re able to give a live quote in minutes here I’m going
to
23:57
go in in and type in Gross plow and then I’m going to go in and
24:04
grab the building and the sidewalks and remove them um but as I’m doing
this I’m asking
24:11
the folks hey if you ever hired a professional snow removal company before
uh how soon do you need the bid what are
24:17
the things you’re looking for what are the things that have happened um in
the
24:23
past that you’re looking for me you’re going to qualify and start hitting
those pain points so this is our negative area now this little plus area
I’m going to
24:28
hit once and now we’ve taken the 5400 or 54,000 square ft subtracted the
16,000
24:35
approximately for the um area here and subtracted that
24:43
from the main area so now I can go in and save that for my parking lot
square footage and then what I can do is add
24:50
the sidewalks because that was Sarah’s next question how do we go in and do
that so I’m going to go in and grab the side sidewalk
24:58
area now full transparency this is a parking lot or commercial property that
25:06
um we actually serviced at Callahan Lawn Care uh in the past before we
actually
25:12
sold so I’ve got a pretty good idea where this is at um but you can go in
and I’ll show you in a second and shift
25:18
the satellite imagery to get a good idea so what we’ve got here
25:26
is exactly what we’d be looking at and I will tell you those numbers are
pretty much dead nuts now if you wanted to
25:32
swing that around and take a look at it that’s pretty much what we’re
covering we may move this in a little
25:38
bit but that’s pretty darn close um so once we have that I’m going to go in
and
25:43
move these guys here to a null value zero value and then I’m going to save
my sidewalk square
25:50
footage and hopefully I grab the right sidewalk here in this test account
you’d only have one hopefully in your account
25:57
now we’re going to going to go in and actually create that estimate so um
feel free to hit us up at sgsc call.com if
26:03
you’re looking to get some help around any estimating especially your uh
snow removal estimates but we’re going to go
26:08
in and do a salting sidewalk clearing and a per push per inch contract so
we’re going to go
26:14
in and grab our Facebook live snow example and with any luck I grab the
26:19
right Square footages um so I did not on the area here but I can physically
type
26:24
that in so we’ve got uh let’s see here plus
26:31
minus zero our square footage is about 3749 so
26:38
this would have automatically came in here but for time of Facebook here
I’m going to put that in there and this is
26:44
this would automatically come in if I didn’t if I select the rate custom
field but being a test account there’s more
26:49
than a few of these in here um so what we’ve got is our price for $576 man
hours the cost of $39 so 31%
26:58
margin for sh the shoveling parking lot salting is 1843 man hours and 71
overhead break
27:05
even and as we came in here our plowing for the first inch is 160 a push
098 man
27:13
hours which is an hour and cost us 9349 I will tell you that that is pretty
darn
27:18
accurate based on that property there based on the industry average I used
um and two two to four inches was 169 and
27:25
then we’d have from four to six over six inches we did as an hourly so what
you’re going to see in here is over six
27:31
inches is $175 175 per machine hour so if we wanted to make it make sense in
27:37
this example we’d say anything over four so we’re going to hit apply and
we’re gon to hit save now we’ve got a
27:43
live per push per inch estimate uh we’re going to go in and hit email once
I remember to check these
27:50
check boxes hit quote and email these out and now I’m going to send out
this uh email to our
27:58
potential client we’ve got our previewed document right here all
pre-templated ready to go we’re going to hit send and
28:04
I’m going hop on the other screen and grab my email and show you what this
looks like but that’s how we would make a per push
28:10
per inch contract in service autopilot or the foundational pieces how we’d
actually build that out in the
28:15
background with you for simple estimate um so let’s just make sure we’re
working here
28:22
and once that sends we should have an email momentarily in my
28:27
email inbox now if you’re getting used to this you can hit preview um and
this will show you what it looks like but I’m
28:33
going to go in and just actually drive this into my personal email here so
you can actually see what this looks like
28:39
when you do it so we’ve got a pre-templated email we’ve sent to our lead we
have literally built a per push per inch contract salting with material
28:46
sidewalk clearing and did an on demand estimate all in about 12 to 15
minutes here folks that’s how easy it can be if
28:53
you follow the steps so as we open this up we’ve got our estimate and we’ve
got we probably add
29:00
some grids in here but we’ve got our labor with shling it’s 57 bucks per
visit parking lot salting at 84 and now
29:07
we have a Facebook live which be obviously written in here per push per
inch contract one to9 is 160 2 to 4 is
29:16
16911 and over 4 inches is 175 per machine hour um client can go in and
29:24
accept these notice they have to accept the whole purse prints per contract
and we
29:30
hit sign they sign with their name type their name in hit save and hit
accept
29:36
proposal and that is going to notify the business owner and the client that
will
29:41
be getting out to reach them up but that’s how we set it up uh for a live
version
29:48
of per per P per push per inch contract with overages hourly how would you
set
29:55
up the salting with a minimum with product included and then the labor so
Sarah I don’t think your numbers are too
30:02
far off if anything I’d love to know what your hourly rate Break Even is I
think that your price is actually may be
30:07
a little bit on the lower side so once again if you’re watching this in its
entirety folks uh don’t base your pricing on it we need to go in and dig
30:13
into an industry production rate or numbers you have based on your plow
whether it’s a straight blade V plow
30:19
white out skid steer with a box back the box or a loader with a box um those
30:26
production rates is well based on the shoveling or snowblower and
additional uh labor Mark uh costs and things that
30:35
are going to go in there some things you need to look at based on your
equipment overhead setup so Kellan corner you ask questions answer some
live right here in
30:40
Facebook we just built a live per push per inch contract um in Facebook and
30:46
with for your service autopilot and if you’re using simple estimate
remember uh we’ll build this KN to KN with you uh right now at no extra
cost for our cont
30:53
a service so SGS call if you want to learn more about how to do this inside
service autopilot or if you’d like this
30:59
done on an on demand estimating tool live on your website SG call.com for a
31:06
free um 30 minute call to see if it’s good fit for you