IN THE MIX
years, and if they don’ t need service, we reach out again the following year. Keep a spreadsheet, use your CRM software or even envelopes and copies labeled by year if you aren’ t to the software stage yet. These customers are essential for building your business and being the foundation of your workload every year, until you start to get big enough to have“ carryover” from the fall. We call these clients, communicate by email and send a“ reminder” postcard. We want to be sure they know it is time to take a look, and that we want to be the ones that do it. They have trusted you and your work in the past; it’ s very easy to establish that again this go-around by reaching out.
2. Figure Out Your New Material Costs
Prices fluctuate. They have actually fluctuated more in recent years than others. So, reach out to your suppliers and see if they have prices yet or at least an idea of what they will be for your sealer, asphalt, crack sealant and striping paint. Don’ t take for granted that what you paid in October is what you will pay this April or May. If you read this magazine, you are definitely at the stage where you should be job costing to the best of your ability. If you are quoting projects that are competitive, chances are the material costs are high, and being off just a little can add up. These numbers could not only cause you to lose a bid by being too high but could cause you to miss out on your expected margins by being too low— meaning your efforts would have been better put elsewhere on a different project.
3. Test Your Equipment Fully
Ever been out on day one or two of the season on that big project you have been waiting to get to right away when the
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