Pricing Projects Successfully
Photo courtesy of Glen Watson, Night Designs LLC
As a teenager back in the early seventies, we had a local sandwich shop that had two signs above their counter that made a real impression on me. At the time, I was working my way through school as a landscape contractor and every dollar came with approximately 1.50 worth of sweat and sore muscles. The first sign read Quality - Service - Price, Pick Any Two. The other one stated, "We have no quarrel with others whose prices are lower...they know what their product is worth".
I'm sure at the time these signs were not made by the owner but taken from some motivational publication, yet they got me to think and re-evaluate what the service I was providing at the time might be worth. In todays business climate, these signs reflect a philosophy that is as true today as it was back then. Know your product and client, service the heck out of them, and most importantly, make a profit for this superior service and product.
Too often I hear contractors complain that they are "losing" jobs to low priced competitors. This loss was probably not due to price but rather the lack of a solid business plan on their part that incorporated the elements of service and quality into their proposal. Todays young buying society includes many whose dream is to "have it all". Often in this quest to have it all, people will compromise by going with what they can afford rather than looking at the quality and ability of the product to last. As a business owner, you would be wise to recognize this phenomenon and take steps in your sales and business approach to address this issue. Do not fall into the trap of trying to compete with low end quality and shoddy installs by seeing if you can match price. Simple arithmetic tells you that there are no magic spells that allow you to offer high quality, low price, and make a decent profit to boot. Instead, you will be working harder for less money and will end up with systems you are not proud of, and systems that will reflect poorly on the quality of your entire business. You have to work just as hard to install a "shortcut" system, sometimes even harder, as parts might be inferior and assembly difficult, than when using a quality product thereby making less profit. Offering phased installs with top quality products, lifetime warranties and incentives of limited free service calls for a year or more after each phase is completed, are all ways of working within a clients budget while delivering a product you will be remembered for and proud of.
When a client tells a friend or neighbor that they had their project installed for a fraction of their neighbors cost there is usually a few pangs of remorse on the neighbors part. However, two years down the road when this person who saved "BIG" is paying again to reinstall a failed system or is constantly paying to repair a non-functioning system, the neighbor will feel much better and tell his friends and associates about the quality of his system and the relationship he has with his contractor. Often they will use the neighbor as an example to enhance their reasons for choosing your firm and products. These satisfied clients do more to sell you and your company than any amount of paid advertising could buy.
I was in this sandwich shop of my youth last week and it is still operating successfully 35 years later. The signs are gone yet the quality of the product and friendly service still result in lines out the door of people willing to pay "a little extra". Apparently, the philosophy displayed in those signs long ago by dad are continuing to be followed by his sons.
In closing let me repeat....IF you offer the HIGHEST quality products, SERVICE the heck out of your clients, then you must have faith that people will realize what your product is worth and be willing to pay for it.
Rob Dischino
National Sales Manager
Northeastern US
rdischino@nightscaping.com
Rob Dischino
National Sales Manager
Northeastern US
rdischino@nightscaping.com
Photo courtesy of Glen Watson, Night Designs LLC
Contractor of the Week Glen Watson
This young company started by Glen Watson a few years back specializes in outdoor lighting almost exclusively. An electrical contractor by trade Glen takes his understanding of line voltage switching systems and combines it with solid design techniques for the high end projects he specializes in. Glen left his position working for a large electrical contracting company to pursue a dream of independence and working with something he truly enjoyed. He counts among his clientele the members of the band Aerosmith, the owner of the New England Patriot football team and many other sports and entertainment celebrity figures as well as captains of industry. He lives in Chelsford Massachusetts with his wife Cristina and 6 year old twin daughters. A graduate of NightscapingŪ University we are proud of what Glen is accomplishing and hope to support his efforts for many years to come.
Displayed in this Newsletter are some photos of Glens more noteworthy projects that attest to his skill and imagination.
Glen Watson
Night Designs LLC
Chelmsfor MA 01824
617.201.2018 Busn
978.250.5888 Fax
glen@nightdesignsllc.com
www.nightdesignsllc.com
Night Designs LLC
Chelmsfor MA 01824
617.201.2018 Busn
978.250.5888 Fax
glen@nightdesignsllc.com
www.nightdesignsllc.com
Photo courtesy of Glen Watson, Night Designs LLC
NightscapingŪ Testimonial
Just want to say "Thanks" for getting those relays off to me. I swapped them out and everything works A-o-kay!
As Shakespeare said in Julius Caesar, and I cannot quote verbatim as I once could "The evil that men do lives after them, the good is often buried with their souls." So too is it with business. You as a manufacturer, and me as a contractor, too often only hear of problems and never of the success. Yourself, Connie, Rob, Doug, Tee, and the countless names working at NightscapingŪ that produce and pack products are a tremendous asset to my business. I would not be where I am today without all of the support that you dish out so freely from Redlands.
This note is to say "thank you" for all the times I needed to say it and probably forgot to.
Hunter Payne, GA
ORION OUTDOOR LIGHTING
Have a Testimonial you'd like to share? Contact Us Today:
Toll Free: 1-800-544-4840
Fax: 1-909-794-7292
Email: info@nightscaping.com
Photo courtesy of Glen Watson, Night Designs LLC
NightscapingŪ Electrical Accessories
12-Volt Adapters: All versions - No voltage change! Transformer MUST be used!
76-C-SCB Converts 110V Candelabra socket to 12V Single-Contact Bayonet socket.
77-I-SCB Converts 110V Intermediate socket to 12V Single-Contact Bayonet socket.
78-M-SCB Converts 110V Medium socket to 12V Single-Contact Bayonet socket.
78-MR-SCB Converts 110V Medium socket to 12V Bi-Pin socket.79-MR-SCB Converts 110V Medium socket to 12V MR-16 socket.
Banana Plugs:
BB-01F Female quick connector used on the demo cable in DEMO-99.
BB-01M Male quick connector used on the demo cable in DEMO-99.Mini-Torch:
TO-0403 Mini-Torch - Propane torch used to heat and seal ACE Connectors.
0403 Bottle of Propane refill for Mini-Torch.
Please view Electrical Accessories on our website if you would like to get part numbers and descriptions for the following:
- Wire Connectors
- 12-Volt Conversion Kit
- Thermal Switch Protector
- Inline Fuse Protector
- Socket Saver
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