Case Handyman Estimating System Introduction

1. Case Handyman Estimating SystemIntroduction

2. When I grow up... • Mommy, when I grow up I want to be an estimator. • Mommy, when I grow up I want to be a salesman. • Mommy, when I grow up I want to help people make their houses nicer. Helping people is the BOTTOM LINE at CASE HANDYMAN SERVICES.

3. Introducing the CJES* *Case Job Estimating System

4. The 3 Core Questions The Case Handyman sales process is designed to allow you to address the “3 core questions” that must be answered “YES” before a sale can be made. 1. How do you feel about the advice and ideas I have presented? 2. Is the investment required consistent with your budget? 3. How do you feel about my company and me? THE CORE PURPOSE OF CJES IS TO ALLOW YOU TO ASK AND GET ANSWERS TO QUESTION # 2. CJES IS DESIGNED TO ALLOW YOU TO ASK FOR THE SALE AT THE FIRST MEETING.

5. WHY IS PRESENTING THE CONTRACT AT THE FIRST MEETING SO IMPORTANT ? It’s all about time... YOUR CLIENT’S TIME - Shows that you honor their valuable time. - Eliminates the client’s stress of continued indecision - Separates you from competitors that have to “get back to them” YOUR TIME - Time is never on your side. Client’s priorities can change, day to day. - Most good estimators suggest finishing the last estimate you saw while the project is still fresh in your mind. - The efficient use of your time is a must for your success with CHS. Presenting a contract and closing the deal on the first call is the most important thing you can do to use your time and the client’s time efficiently

6. Closing RatiosPresenting the contract on the first call will increase your closing ratio by 10 to 33 percent. AVERAGE CLOSING RATES2+ stops,25% 1 stop, 33% - First sales call 1.5 hr. 2 hr. - Return to the office to do estimate 2 hr. 0 hr. - Second sales call 1.5 hr.0 hr. Total hours per lead 5+ hr. 2 hr. - Weekly potential, with 8 leads @ $4,000 avg. sale $8,000 $10,560 - Hours needed to run an average 8 leads/week 40+ hr. 16 hr. - Time required to manage sold jobs 16 hr. 16 hr. - Time required for office duties 8 hr. 8 hr. Total hours per week 64+ hr. 40 hr. The difference between a 25% and a 33% close rate is $2,560 with a minimum of 24 hours less work.

7. Design Features of CJES Building Blocks • Based on a popular Microsoft software • MS Access • MS Excel • MS Word • Flexible enough to adjust • Job proven database • Estimate quickly and accurately using “Assemblies”

8. Design Features of CJES What are “Assemblies” ? • Pre-estimated jobs / Pre-selected items • Guide you through - less errors • Create consistency, accuracy, and speed • Familiarize you with the database faster • Contain contract verbiage

9. Design Features of CJES Client Friendly • CJES helps the estimating process work with the sale • “One stop” close • Initiates conversation • Involves client in costing decisions • Produces complete contracts • CJES MS-Word Templates set up the contract document. • Description of the work • Breakdowns and options • Automatic “Allowance” and “N.I.C” feature

10. Design Features of CJES User Friendly • Detailed reports will help w/ project management • Accounting interface with Quick Books Pro • Program can be quickly learned • CJES is dynamic by design - expect updates and improvements CJES IS DESIGNED TO WORK FOR YOU !

11. EstimatingObservations / Philosophies

12. Importance of Estimating • Good estimating is the most important skill you can learn to assure the profitability & success of your business. • Estimating too low... • Can tempt you into taking shortcuts • Unhappy clients and wasted resources • Estimating too high... • Can cost you repeat business • Clients more prone to ask for “favors” (freebies) • You feel obligated to give away freebies

13. Estimating Consistency • Practice consistency - even at the expense of initial inaccuracy • Consistency helps develop historical data • Consistency provides for: • Uniform product • Incentive plans that work • Predictable costs and profit margins

14. Estimating Antithesis Estimating is as much an ART as a SCIENCE • Art: Flexibility, Creativity and Visualization • Science: Historical Database, Specific Processes • Consistency and creativity is at conflict by definition • Social / Analytical personalities CJES helps you be Creative and Consistent

15. Summation • What to expect from the system • fully custom system designed to estimate remodeling jobs and create contracts • flexible enough meet the requirements of most projects • designed to be an integral part of the sales process • full support and continuous improvements from Case • What not to expect • CJES will not make you an expert • CJES will not insure profitability on projects beyond your own knowledge and your crew’s skill levels. • Sales Price • proper mark-ups are needed to insure a net profit • do not assume you can stay in business selling on price

16. Commit yourself to... MASTER THE CJES SYSTEMAND MAKING IT SECOND NATURE

17. Study the program • Begin with goals in mind • Improve your ability to help clients • Improve your sales potential • Make the most efficient use of your time • Set benchmarks for your success • Master the system navigation • Master the key-stroke shortcuts • Master the sections • Master the assemblies • Master the items • Be able to produce most estimates in 30 min or less BREAKDOWN THE MEMORIZATION PROCESS INTO LEARNABLE PARTS

18. Practice with the goal of presentingas many contracts as possible on thefirst visit.

19. THANKYOU FOR YOUR ATTENTION ! QUESTIONS ?