Mick & Andre leverage their experience of 15 years of working with flooring companies. They go behind the scenes to show owners how to grow their sales, increase profits and maximize cashflow. Learn more at flooringbythenumbers.com
The dreaded weekly sales meetings. Everybody hates them. Who gets value out of them? How do you make them engaging and motivational. Tune in to this weeks show
You have all sat through them. Th dreaded monthly sales meeting. Groundhog Day. Why is it everyone leaves demotivated thinking they are a waste of time? Maybe they could be diffferent...
Today we compare the strategies of First call versus Last Look. If your are involved in conversation with your prospect before the bid is publicly released your chance of winning is doubled and you won't necessarily be the lowest bidder (the main outcome if you just follow the Last Look strategy)
Flooring contracts are often fixed price and the work may not start for 6 or even 12 months. In this episode we discuss ho to identify the risk of increasing prices in your current backlog and how to position new work to mitigate these risks
The Schedule of Values is your friend. We share 5 tips to help you improve cashflow you can use in every job.
Your prospect may get 50 unsolicited emails in their inbox. But thye may only get a couple of voicemails. What odds would you like in Vegas? 1 in 50 or 1 in 2? In this show we'll discuss how you can use the phone and email to get your message to prospects that will turn into sales conversations
On average, sub contractors wait 167 days to receive their retainage payment. It is usually 10% which is more than most make in operating profit. So your entire profit is at risk and it takes an age to get your hard earned cash. We will talk about how to collect your retainage more quickly and reduce your profit risk…
Last week we described the problem. This week we show you the root causes of underbillings and how to dramatically reduce them. Check the show notes for a free WIP Calculator that will quickly tell you whether you at\re underbilled and more.
Our benchmarks tell us most flooring companies are underbilled. That means cash is sitting in your customers pocket when it could be in yours. This week we define underbilling and how it can occur and give you some. quick fixes to improve it.
Change Orders represent as much as 20% of the revenue on a job. They are a natural element of succesful flooring jobs. So why do they often cause stress and conflict. We show you how to think about change orders as a way to develop customers for life
The trick to winning is being in front of your end user right at the point they are ready to discuss and buy their new floor. This week we show you how to stay in front of the mind of your prospective end user even when not physically in front of them Yes, some Jedi mind tricks for you!
Selling to an End User is very different to selling to a GC. There is no post on a public bid board. You have to go out and find this work. You don't always know when an End user is looking to install or upgrade their floors. We'll discuss how to find prospects and how to stay in front of them until they are ready to buy,…
Best bidding practices that will increase your win rate. Learn the key thing you need to do BEFORE you submit your bid!
How to identify which bids to target and how to position yourself for success
The first in a 5 part series--what are the true "selling" activities in the commercial flooring business. We outline the difference between the GC sale and the End User sale
Cradle to grave salespeople/account managers are like unicorns. Very rare. If you want to grow your business you will need to specialize the competencies of sales and project management. We share ideas on this
The 4 competencies you need to pay attention to every day: Lead generation Pipeline Management Work in Progress Management Know Your Numbers
Are you winning sufficient business? Or are you submitting a lot of bids and experiencing a low conversion rate. This episode looks at the 5 main reasons your pipeline and conversion isn't what it needs to be and gives tip to solve it