BSC University Pricing for Profit Schedule

BSC University Pricing for Profit Program Outline

Overview of pricing:

• Market trends
• Competitive analysis
• Just say “no” (why not take every job)
• Know your numbers
• What does it REALLY cost
• The magic formula
• Making “profit” the ONLY word in your vocabulary

REVIEW OF WALKTHROUGH PRINCIPLES

• What you need to know before you go
• What are you looking for during the walkthrough
• RFP’s RFQ’s ITB’s what’s the difference and how to read
• Class A,B,C buildings;  how does that affect price
• What questions are “must ask” during the walkthrough

IMPORTANCE OF P&LS AND HOW TO READ

• Basic of a P&L (real samples)
• How do you read this and why is it important
• How often should you review financial statements
• What do the numbers mean
• How can what you do as an owner to affect the numbers (practice exercises)

JANITORIAL MARGINS

• What are the benchmark standards in the industry
• What % labor is required to make a profit
• Basic math exercises: figuring %
• How to estimate your real direct labor costs; analyze payroll burden; what are the numbers required by State/Feds
• Profit differences by account size
• Formulas you must know; production rate, % profit or loss, cents per sq foot, figuring overhead %, how long to clean a building
• What else goes into arriving at the price
• Consumables

UNDERSTANDING PRODUCTION RATES

• Using the productivity rate as a means for estimating price
• How to figure your company’s productivity rate
• Quality and productivity rates
• Increasing productivity rate; how and why
• Examples of industry standard productivity rates

WORKLOADING-WHAT IT MEANS AND HOW TO USE IT

• Why you should know what work loading means
• Work loading examples
• Case study problems for group exercise

PRICING BY THE HOUR OR SQ FOOT

• When to price by the hour
• How to arrive at a profitable, yet competitive per hour price
• Class exercise; determine amount to charge by analyzing hourly rate, production rate, all labor costs, equipment/supply costs, and overhead.  Show hours and labor costs monthly/annually. Show month/annual charges and profit dollars and %.  3-4 examples of different frequency and specifications for group exercise
• When to price by sq foot
• Calculating sq foot price
• Class exercise as above using 3-4 different examples

JOB COSTING

• What is it
• How does it affect the bottom line
• What do start up costs REALLY cost
• Class exercise – 4 samples to job cost (worksheets)

BIDDING SOFTWARE

• Discussion of available programs
• Recommendations or endorsements not given

PRICING AND SELLING SPECIALITY JOBS; FLOOR WORK, WINDOWS, UPHOLESTRY CLEANING, LIGHTING PROGRAMS

• Up selling these services
• Expected profit margins on special services

WALKTHROUGH OF BUILDING/PRICE PROPOSAL (class exercise)

• Live walkthrough of building
• Group exercise; develop specifications through discovery walkthrough, workload building, prepare quote and job cost. Present quotes live.

Workshop is in Power Point format including professional workbook for each attendee. Class is interactive with discussion, examples, worksheets and live exercises.  All materials are taken home.

*Space is limited, so call 1-800-400-9473 to reserve your seat today!

Printable Seminar Schedule