commercial bids & marketing

[czechmate01]

I am not sure if I am posting on the right board, but can anyone reccomend a good program or book regarding marketing and writing proposals? My husband operates a Lawn care Svc in SW Florida he has 70 residential accounts but we would like to expand and include commercial contracts or home owners associations. Knowledge is power and I am willing to pay I just dont want to purchase ineffective material. Most of our business comes from word of mouth or people seeing his truck although we ran an ad in the local paper in the beginning the ad paid for its self but didnt really generate much new business. In our area there are many gated communities but it can be hard to get a foot in the door as the homeowners when looking for a new lawn svc tend to ask their neighbors for referrals rather then testing out a new company. Because the neighbor hoods are deed restricted you cannot distrubute flyers, door hangers etc unless you use US Mail. We are still new to the business having been in operation for just under 2 years. How do you contact major retailers such as HD Lowes Walmart to ask for their business

Thank you,
Sue

[Woody]

Sue:

Welcome to LSF!

Many people here feel that it isn't really worth the time and effort involved to go after places like the Big Box stores. They get so many companies trying to get the service contract that prices are way too low for what it would take to service the account. Plus, many don't pay for up to 90 days after being invoiced. It makes it real difficult for a small business to float credit for 90 days on work completed. HOA's can be even more painful to deal with.

Getting into gated communities is a great idea. Once in there, as long as your services are top notch, you can usually stay in there. BEWARE of the common pitfalls, such as lowball pricing just to get the work! A lot of businesses usually throw out the highest and lowest bid on work, and, since most people who live in gated communities have business experience, expect them to do the same.

You are going to find that word-of-mouth is your BEST advertising. As for how to get into those gated communities... Direct mailing 3,4, or more times, started in the off season (being in SW Florida, you may not have an off season), may help you. Another approach is to look at the access to those commuities. For example, if there is only 1 or 2 roads into and out of them, look for work ON THOSE ROADS. Always do an extra good job on those accounts, and make sure you park the truck so that the signs are ALWAYS visible to traffic. When people see your business out there doing a top notch job day in and day out, eventually you will get a call from inside the gated community.

One other tip. Don't be afraid to use the "search" function at the top of the page. You can usually find plenty of answers that way, or at least get a general idea. From that point, you can ask for specifics if needed.

[czechmate01]

Thank you for the info

Thanks for your reply, I am most interested in a book or software that shows proffesional bids specifically how to write them as I stated, I am willing to pay for effective material.

Sue

[Hydro DRIVE®]

If you are not a Florida certified turf and ornamental pesticide applicator you will never be able to even bid any work that requires the application of pesticides.

[czechmate01]

thanks for the info

my husband has a limited license for ormental application cant do lawns but can do beds and shrubs .

[Heavenlylawncare]

If you are not a Florida certified turf and ornamental pesticide applicator you will never be able to even bid any work that requires the application of pesticides.

Hydro you must be the most negative person I've ever heard! All your posts are about how great you are. 'll bet you aren't worth a ****. If dumb was dirt you'd cover 10 acres!!! Jackass!!

[MSU]

Welcome!!

I can't help you with the software (sorry), but I do have a suggestion about the big box retailers you were interested in. Why don't you try to target small businesses like yourselfs. I'm talking about the gas stations, restaurants, car dealers, small retailers, small office parks, apartments building, etc. These are small business owners too, so they know how you run and they know you do a great job too. Once again sorry I can't help you on the software, but here's some businesses your might want to target. Good luck.

[bobkessler]

My business in SE Florida was about 70/30, 70% commercial and 30% residential. It seems like we had a little bit of everything from condos and apartment complexes, to HOAs, malls, strip malls, some warehouses, and the Ft. Laud. airport. I think commercial is a great way to grow fast.
You may try contacting professional management companies in your area. Just one company can lead you into 500,000 worth of work and that is no exagerration. Look them up in your Yellow Pages and send them a very brief introductory letter or flyer. One trick I learned was to include some cheap pens with my company name on them. Atlas Pens offers tons of these at a very reasonable price. They will throw away your letter and card, but they might keep your pen. Just a thought.
ps, If I ever made a profit on an apartment complex it was by accident!
Condos were much more profitable, and loyal.