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Welcome. Simply Reliable Software Tom Coffin. Budget Tool. Proposals. Great Looking Accurate Fast. Be Prepared. Develop pre-designed systems for your market. GBB. It worked for Sears Good-Better-Best Bronze-Silver-Gold. You are the Brand. Focus on Your Company Your Services

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welcome

Welcome

Simply Reliable Software

Tom Coffin

slide3

Proposals

Great Looking

Accurate

Fast

be prepared

Be Prepared

Develop pre-designed systems for your market

slide5

GBB

It worked for Sears

Good-Better-Best

Bronze-Silver-Gold

slide6

You are the Brand

Focus on Your Company

Your Services

What You bring to the Project

Not the products

slide7

Visualize

Set up proposal as a walk through

Enter through the Foyer

Circle the house clockwise

slide8

K.I.S.S.

Focus on their Buying Motives

Include Everything

Focus on what is important to close the sale

slide9

Personalize

Speak to their Emotions

Tweak the Imagery

Your words should help them visualize the experience of ownership

slide10

Trial Closes

Make their decisions

Small and Easy

slide11

What if you do not Close on the First visit?

Leave behind a less detailed Synopsys

Stop the Shopping

slide13

Project Management

The application of modern management techniques and systems to the execution of a project from start to finish, to achieve predetermined objectives of scope, quality, time and cost, to the equal satisfaction of those involved.

slide14

Gantt Chart

When does the project start?

What are the project milestones?

When is the expected move in date?

slide15

Resource Planning

How much manpower will it take?

Are the materials available?

slide16

Scheduling

Schedule ahead

Who’s available

Match the expertise to the task

Plan for success

slide17

Work Orders

Communicate what needs to be done

Provide an expected time line to accomplish the task

Break down by zone

slide18

Work Order Tracking

What has been completed?

What is left to do?

Are there any unexpected punch list items?

slide19

The Hand Off

Sales

Project Manager

Purchasing

Billing

Job Coordinator

Sales

slide20

Total Job Completion

What does DONE mean

Client walk through

Client sign off

slide21

Job Cost

What materials have you delivered?

How much labor have you done?

Where are you in using up the budget?

How much more cost to complete?

slide22

Profitability

The efficiency of a company at generating earnings.

Profitability is expressed in terms of several popular numbers, that measure one of two generic types of performance: how much you make with what you own and how much you make from what you take in.

profit margin

Profit Margin

Earnings expressed as a percentage of Revenue

The percentage of sales the company has left over as profit after paying all expenses.

slide24

How do we decide on what metrics are important?

  • Sales
  • Margin
  • Gross Profit
  • Net Profit
  • WIP
  • Recognized Revenue
  • Unearned Revenue
slide25

Measuring Success

  • Measure these goals DAILY
  • Know where you are on EVERY PROJECT
slide26

Your Books Are Not A Real Picture of Your Business!

  • Accounting has to do with paying less taxes
  • The money you put in the bank is not yours
  • Your sales should happen when you actually deliver the product and labor
slide27

Your Company-Your Goals

  • Discounts-They Add Up
  • Bill Must Match P.O.
  • Verify on Receiving Report
  • Pricing Discrepancies-Immediate
slide28

The Success Formula

If you pay attention to prospecting and always have a full sales pipeline,

If customer satisfaction is your #1 goal and you make sure your clients experience is “Insanely Great”!

If you take care of your employees; empower them, share the financial success with them, and listen to them

If you make your spending choices based upon analysis and never ego or wants

The business will exceed beyond your wildest imagination!

slide29

Thank You!Simply Reliable Software

http://www.simplyreliable.com

http://www.tomcoffinltd.com

Tom Coffin

617-505-1570