Commercial Targets

[FeartheDeere]

Hello guys,

I would like to have some commercial/industrial props for next year and when trying to bid this winter and spring have found that these companies seem to be all set for the new year. (already signed a contract) I would like to get a head start on bidding these sites this year. Do you guys think it would be too early to start contacting these companies and showing my interest in taking care of their grounds for 2004 this summer?

Also, are there any good ways to get a big company to take a lCo seriously? It seems like they all have no interest in changing.

thanks.

[CCLS]

Go around this year and measure up the properties, figure out your bids and find out who is in charge of hiring for grounds maintenance. In the winter hit them up with your quote, because this way you have had all year to think about your bid. Find out who is currently doing the property and find out how their pricing structure works. (Have them come out and give you estimates to see if they are high or low).

[Phil Nilsson]

When I was in this bizz ... and selling commercial grounds maint accounts ... I'd tell the contact person that I would visit the site and draw up a set of (basic needs) specs on my own, not trouble them with meeting me at the site, digging out specs, spending time ... I told them let me take a shot at it maybe I could save them some money on the contract. Worked well when they don't get involved or you ask them for their time ...

[Phil Nilsson]

Reaching commercial accounts?

No problem!!!!

Okay are you ready for this? Read this carefully, try it, it works, period!

1. Make your contact by phone (only) to any commercial property.

2. The call is to (locate) "the person" in charge of awarding contracts for grounds.

3. Call "that person".

4. Tell "that person" who you are in a ten word sentence or less.

5. Explain to "that person" that you have saved thousands of dollars in maintenance costs for other commercial properties and that you would like to do the same for them.

6. Tell "that person" that without any time spent on their part ... you'll visit the property, prepare a grounds maintenance proposal.

7. Tell "that person" that once you have the completed figures, that you'll call to set up an appointment to show them how they can save money.

8. Tell "that person" that all you need now is their permission to visit the property.

9. When "that person" says okay ... say only (thank you) and not another word.

You take it from there. Now you do what I just told you and you'll be okay.

Read this part too. When I was in this bizz I was 99% commercial and that wisdom outlined above is exactly how I landed 99% of my contracts resulting in millions of dollars in sales. The "good news" is rarely did I give a low price to get the work. Go figure.

Ya'll have a nice day.

[GH725]

Millions in sales??? I'd be happy making 80-100K a year and only working 30-40hours a week. Is this feesible??? Is it possible to get accounts that would give 1 person an 8 hour day to do a job start to finish??? I'd like to just have 5 or 6 accounts like that, that would pay good money and still be competitve.

I talked to a friend that told me about an account at a Army base that's in my back door, literally!! It was at the time (within a year ago) paying 85K a year to maintain. The only problem was, it takes 4-5 guys all week to cut everything and then they have to start over the next week. How can you make any money with something like that? The area is so big that it would take a medium/large tractor with a huge 10ft wide rear deck as well as W/B's and pushers. I'd estimate the area is close to 40 acres of land with buildings everywhere as well as streets, trees and shrubs. So trimming and blowing sidwalks would have to be done as well as the VERY large fields all over the property.

[lawnchopper]

Phil, that sounds like great advice. Would you recommend setting the bid up as a year-long contract right from the start or just pricing out the separate jobs? I'm in snow country and would like to get as many year round contracts as I can. Many commercial accounts prefer yearly contracts but should you assume that right away?

[Scaper-S2k]

"Millions in sales"?


By the way, shoot for yearly contracts with the spring/summer/fall maintenance work.

[Phil Nilsson]

Scaper - S2K ... millions in sales? ... yes, and a good deal of it subcontracted commercial ... and partnered jobs.

Lawnchopper - yes include the winter season ... figure out the basic needs of the property to come up with an "entry level grounds maintenance program"

Level one - mowing, cleanups, bed work and basics = $$$$$$
Level two - winter season fixed basis as an option = $$$$$$
Level three - lawn chemical program = $$$$$$
Level four - irrigation system maintenance & repair = $$$$$$

Offer options as extras like:
Pavement sweeping
Repainting parking lot lines
Tree Work - arborists level stuff

P.S. Offer any item that "could be purchased" and partner with others (subcontract) what you yourself can't do. Try for an all inclusive contract under one banner contract - yours!