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okay let us talk about delivery setup pack down and i'd quote those things for your next client event [Music] so i know pricing and quoting is one area where floral designers really struggle at least i did i struggled for a really long time and very specifically one of the areas i struggled with the most or maybe it's that i completely underestimated all the things around delivery setup and pack down and that is why i wanted to dedicate a full youtube tutorial to that topic specifically because if you aren't quoting and costing for delivery setup and pack down you're leaving money on the table but just as important to that is that you are oozing money out of your business in the early days of our business i totally underestimated the importance of calculating and adding on the costs associated with delivery setup and pack down so i am happy to have gone through that experience so that you can learn from my experience and i can tell you what not to do because that is definitely in the category of what not to do so the three main things i want you to know about setup pack down and delivery are awareness of the fact that they are real costs in our business and the fact that they are absolutely part of the service that you provide to your clients total understanding in terms of the kinds of hourly rates to be charging for these types of services and how to then present these line items to your client on your quote so first things first let's talk about the awareness factor obviously you're watching this video so you're aware of the fact that you need to be charging setup pack down and delivery but one of the things that i totally overlooked was how much time it actually takes to do the deliveries to do the setup and then come back and do the pack down so i just want to give you a giant heads up to actually sit down and think about it is this a job that you can get done by yourself and you're going to pack the car by yourself you're going to do the delivery by yourself you're going to do the setup at the reception by your by yourself and then you're going to do the pack down by yourself totally fine but just actually allow yourself to think through how much time is that going to take and i will tell you completely always better to overestimate than it is to just take a random guess because i am the girl who just took a random guess and so often i would be wrong so allow yourself to visualize doing the full job right what's it going to take in terms of delivery because that is packing either from your studio or from your shop into your vehicle and then unpacking when you get to the venue and then there's the actual setup and logistics and how time-consuming how time-sensitive is the whole installation or setup process and then when are you allowed to come back and map it out for yourself line item by line item 100 learn from my experience don't just take a guess but it's totally worth going okay how long is it going to take me to deliver how many kilometers am i traveling there how many kilometers am i traveling back how much time is that going to take me how much time do i need at the venue to do the setup how much time do i need to do the pack down is there any additional fee for disposal right map it out for yourself and just go line item by line item and then that brings me to point number two is understanding the types of hourly rates you need to be charging your clients in australia we are blessed by having a system that's run by the federal government that talks through exactly how much we need to be paying our staff so fair work australia does an annual wage review and for those of you that live overseas this is going to blow your socks off at this moment in time and it is september 2020 the minimum wage that we need to pay a 21 year old australian whether they are qualified certified or have any experience whatsoever so we need to be paying them approximately 30 an hour the minimum wage in australia does vary from the day of the week and the time of day so fair work australia has actually outlined what the minimum requirements are what the minimum wage is based on level of experience age day of the week and time of day it can be a little bit complicated to look through the first time but as soon as you begin to realize that the average wage or the minimum wage you're going to be paying staff is 30 an hour that paints a really clear picture personal advice if you live anywhere overseas i would do the necessary conversion rate and i would stick to these hourly wages because one of the things about australia that i absolutely love is the fact that the minimum wage is a living wage now the rate that you pay your staff is different to the rate that you actually charge your services out at as a rule of thumb i come from the world of advertising agencies we would always mark up our staff two and a half to three times so that means if you take that model and you apply it to floral design and i don't see why you can't then you're gonna take the thirty dollars you'd be paying your staff member and you're gonna charge them out at a minimum of 90 an hour remember if you operate in australia you're gonna have a different hourly rate monday to friday and a different hourly rate for early hours late hours different hourly rate for saturday sunday all of that i'm sure it will change in the future but i will include a link below to retailwages.com.iu where you can get all of this information i will bombard you with too much information and let you know that fair work australia also increases these hourly rates by three percent almost every year these are very good guidelines to follow so you can learn more about the hourly rates at retail wages dot com dot a u play around with it see what the numbers are but the most important fact no matter where you live in the world is the rate that you're paying your staff and how much you charge them out at two completely different things because you need to be paying for things like workers compensation insurance and for the actual risk of having all of these staff members and the coordination and the ins and outs of making it all happen as a general rule of thumb i will tell you to take the hourly rate that you're paying your staff multiply that times three and that becomes the hourly rate that you're charging out these services to your clients now that's like a bare minimum if you're doing high risk high intensity or really sophisticated designs that require a high level of expertise and skill 100 you can increase those rates no doubt you'll also be paying the staff who's doing that work a little bit more because they all come at a premium so tip number two when you are thinking about set up pack down and delivery is the hourly rate that you're putting on your quotes is three times the rate that you're paying your staff and then tip number three is when you're presenting these costs to your clients i actually want you to separate it out into three distinct line items so early on i would sometimes on our quotes just have one line item and there are times when you're doing setups at specific locations that your labor is a thousand dollars two thousand dollars ten thousand dollars fifty thousand dollars right sometimes the work that we're doing there's way more labor involved on site than there actually is in terms of like design bits and pieces it's so good to know one of the best ways to present that information to your clients is to separate each of the line items one by one so have one line item for delivery one line item for setup and a third line item for pack down some of those line items get really chunky those dollar figures can get really big really quickly particularly if you have five six even two or three people on site for setup for multiple hours it gets really pricey really fast one of the best ways to present this information to your clients is to break it into three different line items it's possible that you have a thousand dollars of delivery setup and pack down but if you know you have a hundred and fifty dollars for delivery you have four hundred dollars for pack down and the balances for setup on the day it's much easier for your client to comprehend and understand the three separate line items as opposed to just having one line item on there that is kind of carte blanche or one big bucket to capture all that money for you second reason i love breaking out the line items is it makes you really think about each one of those pieces how much is delivery going to be in this instance how much is pack down going to be in this instance and how much is the actual setup on the day it makes you really considered in terms of the quote that you are putting together and then thirdly is it demonstrates your professionalism because if you know that your setup needs to happen super early am or between like two and four o'clock in the afternoon you have really tight windows that you need to work with knowing that you have that information on hand and that you're able to communicate that within your quote to your clients reinforces the fact that you know what you're doing and in their minds that means that you are absolutely the trusted supplier and you're totally on top of it all it's those seemingly small details that generate more trust with your clients and it's because of that trust that when you come up with an amazing creative lovely idea they're going to be like oh my gosh this girl totally knows what she's talking about i totally want to go with this amazing idea that she's presented to us it's a little bit counterintuitive but you stepping up your game from a professionalism point of view means you can push your creativity when it is necessary crazy concept i know but don't underestimate the professionalism factor because from your clients point of view it's all wrapped up in the same service that you provide so my friends the three biggest things to think about when it comes to quoting and thinking about setup pack down and delivery is one awareness don't dismiss and don't say oh yeah no that's no problem i'll just drop them off because it takes real time for you to pack that van do the setup on site and do the pack down or come back later and collect all of your items make sure you're capturing all of that time associated with the service that you are providing second of all make sure you're charging the appropriate hourly rate as a rule of thumb take the hourly rate that you are paying your staff or you're paying yourself multiply it times three and that's going to be the hourly rate that you charge your staff out at and then number three is when you're presenting these costs to your clients and when you're putting your formal quote together present them as three separate line items and last but not least also i have included an example real life quote that we had for one of our customers about two years ago in my big ass folder of free stuff so if you want to see that quote in action if you want to see how we laid out the quote in real life click the link in the show note enter your email address and you can get access to that whole folder that folder has a lot of information in it so what you're looking for is the quote it's a quick pdf you can open up scroll all the way to the bottom and you can see how we presented the quote information to our clients and my friends i hope that this tutorial is helpful just to raise your awareness in terms of how to appropriately quote for pat down set up and delivery and don't forget if you have a specific topic you want me to cover on an upcoming tutorial let me know leave a comment below and if you know anybody who could benefit from watching this video definitely share it with them and my friends have a beautiful week and i'll see you again for more good stuff bye for now