Gordo

Here is a list of systems that our business encounters....feel free to expound on each system in the form of a new thread in its respective area of the "Board". List the items that you go through in each of these processes....even if they sound irrelevant.

1) Sales System
2) Customer Retention Program
3) Customer Credit Card Acceptance Program
4) Sales System Customer Loan Acquisition Program
5) Referral System
6) Estimation System
7) Job Costing System
8) Ballpark pricing System
9) Lead Development System
10) Employee Development and Retainment System
11) Job Scheduling System
12) Advertising/Promotional/Marketing System
13) Job Production System
14) Job Completion and Follow Up System
15) Supply Stock System
16) Materials Quality System
17) Taxes/Insurance Cost Control Benefit System
18) Company Growth Control System
19) Design Process System
20) Subcontractor Recruitment and Management System

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mdshunk

Wow... so you're wanting an operational manual for a construction company, then?

Gordo

If that is what you call it, yes.

I formulated this list the other day while sitting in the truck. Got any input?

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dougchips

Gordo, it's Friday and the start of a holiday weekend. You are asking a lot!

Gordo

I hear ya. We are in no hurry....just like good stew.......the longer it cooks.....the better it gets.

This thread needs everybodys input because it is multi-faceted......it will take some time but like anything good its worth waiting for.

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mdshunk

How much does the job pay?

Gordo

Peanuts.

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Gordo

Too much for you? Bring it on!

You might be surprised at how much it will help your company...big or small!

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Gordo

Here is a start.

Employee Retainment and Development System

1) Create a culture within the company that utilizes the employees strengths.

2) Provide the best pay possible.

3) Provide the best benefits possible (retirement, medical, vacation)

Feel free to add any additional comments.....even if they may not seem important. The goal at this point is to gather as many ideas for a rough draft.

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axnjoe

OK GORDO
I will start this for you. BUT at MY level.
I am smaLL BIZ.
4 employees all on payroll.
No manuals or published company procedures.
The first thing I am working on this year is an employee manual. This where most all my problems arise.

What would be your first documented system.

Jesse Kirchhoff

How do you plan to impliment #3 Provide the best benefits possible (retirement, medical, vacation)

Thanks

Jesse Kirchhoff

This is what I am considering. http://www.moresource-inc.com/hro_eb.htm

I have no idea what it costs yet - but it shouldn't be any more than what I am already paying subs. This will be a great step for putting my systems in place as referred to in another thread.

Employee Benefits
One of the biggest issues facing employers these days is the challenge of finding and retaining skilled, qualified workers. How can small employers compete for quality workers when larger companies offer bigger, better and more expensive benefits packages?

Call Moresource (573-443-1234).

At Moresource, we represent a lot of employers and a lot of employees. And by virtue of that fact we are able to negotiate -- and pass on to you -- volume discounts and savings. Our per employee administrative costs are low enough to make employee benefits available to all of your full-time employees.

Here's a partial list of benefits Moresource can provide for you:

HEALTH INSURANCE
Whether or not you have insurance coverage already in place, Moresource can help you with insurance options, tailored to meet your specific needs. Moresource maintains a large group indemnity health plan provided by Symetra (Safeco). Current monthly cost per employee is less than $80.00 per month. Client companies can choose sponsorship levels of 10%, 50%, or 100% of premium. Dependents are covered at no additional cost. Moresource also creates custom plans for companies.

401 (k) RETIREMENT PLAN
Employees may contribute up to 50% of compensation to our tax-deferred multiple-employer retirement plan. Plan is sponsored through Transamerica Retirement Services.

DIRECT DEPOSIT
Employees benefit from direct deposit of paychecks to personal accounts with no added administrative costs to you.

EMPLOYEE PERKS
Moresource continually seeks to improve employee purchasing power. Ask us about credit union affiliation (Mizzou Credit Union), U.S. Bank Workplace Banking, 529 College Savings Plan, our savings bond plan (U.S. Savings Bond), and other discount membership programs for Socket Internet, Wilson Total Fitness, Preferred Mortgage Lending Program, ENet Lending, and Sprint PCS.

OTHER
Let Moresource, Inc. administer the current benefit products you want to keep. Moresource, Inc. will process employee deductions via payroll, reconcile deductions and vendor bills, and make your premium payments directly to each vendor as part of our service.

With Moresource, you have a complete, turnkey employee benefits program and that translates to better employee recruitment, less turnover, and a more stable working environment for your employees.

john elliott

It seems to me that 1) 2) and 3) above are not systems but ideals. They are things that we would all like to do, but I don't see within them the start of an actual system.

I think of a system as being a set of procedures. What would the procedure be for , for instance, provide the best pay possible? Who would decide what the best pay possible was? The extra money, if there was to be any, would have to come from the operating budget, which would mean that something else would have less money spent on it, and that something else might be equally important.

John

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Ed the Roofer said "John too, in his crass and blunt demeanor.............."

lawndart

Let's discuss a Sales Plan/System that we can all use in the future. What are some of the objections you encounter on a sales lead?

My biggest obstacle that, I have encountered in the past is when the customer says "let me talk to my wife, husband, mother, etc about it, then I'll get back to you"... You get the idea.

With that being said, I've learned to qualify my customer over the phone, because of this. When speaking with the customer, I will ask them "Will everyone who's making this descision with you be at your house during my presentation?". Some of them will ask me why do I need everyone there, and I'll tell them, that It would be best if everyone could see the many different products I offer.

Rule#1 Never show up to the door when the husband/wife/boyfriend etc... is at work. You will almost always leave without a sale. It's a big waste of time IMO. I even go soo far as to write down who should be present while I'm qualifying my customer on the phone, and the first question I ask at the door is "Is so, and so with you today". If they tell me so, and so could not make it, I will then immediately re-schedule an appointment for a better time.

This should be the first step in any sales system. Feel free to modify or add to it, in any way.

Stone Mountain

WRong wrong wrong.
almost 1/2 my sales today are to the woman. I learned many many years ago not to discount the wife.
I had one job this year for $16,000. I met the husband for the first time when I went to pick up the cheque on completion.
I did one in October for $20,000, in which the husband just nodded and walked away while the wife and I did all the design, pricing and negotiation.
Just finished a $10,000 job where the whole thing was done while the husband was visiting relatives out of the country, from initial visit to final cleanup.

Do not discount women on their own. Big mistake.

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Gordo

Thanks for the input guys.

For the sake of KISS......lets keep things on 1) Sales System and let things roll.

For those that have systems.......Is this list fairly complete? Anything need to be added or deleted?

Anyone that is new......your input will be helpful regardless if you 'think' it may sound stupid.

Be back later...lunch is over.

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john elliott

Stone and Lawn,

This could get interesting. I'm with Stone on this one, and direct most of my selling to the woman. However, I already know I am going to leave without a sale because I am not going to give them a price on the spot, not even a ball park. They will get that by mail (either e or actual) a couple of days later

John

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Ed the Roofer said "John too, in his crass and blunt demeanor.............."

George Z

Here is a system graciously provided on the world wide web
by it's users.
I don't know why, but it's been on the web for couple of years now.

http://newimagepainters.com/process.htm

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Brian

Here's a partial outline of my sales system:

1. Sales philosophy
1.1. Consultant/ educator
1.2. High Pressure Sales
2. Lead generation
2.1. Leads as the lifeblood
2.2. Lead tracking
2.3. Salesman’s responsibilities
2.3.1. Customer satisfaction
2.3.2. Referrals
2.3.3. Canvassing
3. Routine activities
3.1. Planning
3.2. Goal setting
3.3. Sales reporting
3.4. Member contractor support
3.5. Phone conduct
4. Training
4.1. Sales and estimating manuals
4.2. NAPP
4.3. Self-education
4.3.1. Trade magazines
4.3.2. Internet
4.3.3. Tapes
4.3.4. Other resources
4.4. Certifications
4.5. Role playing
4.6. Sales meetings
4.7. New Hire Training

I have Op Manuals for Sales and Estimating, Production, and Administration. We have working on breaking the Admin down to IT, HR, and some others. I've also conducted several workshops on the subject. Not bragging, just letting you know I have some experience with Op Manuals.

My suggestion for those wanting to start developing a manual is to identify the biggest "bottlenecks" within your business. A bottleneck is something that creates frustration, wastes time, gets an undesirable result, etc. In other words, a bottleneck is anything that prevents you from getting the results you want.

Then identify the source/ cause of the bottleneck. In other words, what is or isn't being done that prevents the desired result? Identify what steps should be taken to get the desired result-- write this down in detail.

In summary, that is the process to develop a procedure. Repeat many, many times, and you will have an Op Manual. Starting with the big bottlenecks will turn your life around, free up time, reduce stress, etc.

Brian Phillips

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lawndart

Maybe you are misunderstanding me, I'm not discounting women. I'm saying that usually in most cases, there are more than 1 person making the descision on any given project, wether that be a husband/wife, mother/daughter in any combination. I wont go see anyone alone if there are other people making the descision, and it's exactly why I ask. If they are making the descision on their own, they are then free to book an appointment with me, but dont tell me you need to talk with so, and so about it if thats the case.