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Snow removal invoice template for Customer Support

all right guys we're going to hop on in here today super excited about giving you guys a behind the scenes under the hood look at lemn really quickly before we get too far into this thing I got to say a big shout out and thank you here to my friend joining us today Steve Bennett the director of customer experience and I feel like customer Excellence because that's what these guys are all about Stephen how you doing today I'm great Brian and I'm excited to show everybody under the hood here love it brother love it so we've been working on our snow templates here for about the last two or three weeks we've had a couple one sessions uh that is an extra that comes with element if you decide to opt in for their accelerator their growth coaches is what I like to call it or think about it um but you know what long story short we're going to show you guys an under the hood look of how we're bidding and pricing our snow workk I'm really excited about just giving this away to you guys element has been such a blessing in our business the last four or five months we've got four or five months of end of month under our belt we've got the spring Rush our summer bidding obviously we're talking snow today so we're really pumped about what the LMN platform has opened up for us a lot of you guys have seen and heard me talking about it but I just want to give you guys more of a detailed look about how we're coming up with our numbers obviously a lot of you guys are looking at LMN uh thinking about graduating to this platform from some of the other softwares out there uh I'm a little biased at this point I think it's one of the best investments we've ever made into our business so I'm pretty pumped up about it but if you guys want to see how the snow side of the platform Works we're going to be breaking down a lot of numbers here for you guys over the next 10 to 20 minutes and I couldn't do it without Stephen Michael their whole team they've got so many great um folks that are part of the lement platform to really make sure that it's working for you so that being said we're going to kind of jump into it here uh Stephen before we go again too far uh maybe if you want to give the folks your background because I know you're really passionate about LM the platform and really helping people uh grow and succeed with their business so what's what's your background brother yeah absolutely so yeah dor of customer success here at LMN I've been here for several years now uh we have a large team of account managers um and growth accelerators and uh we literally spend our days working with customers just like yourself Brian um different sizes doesn't matter um and we help them we help them budget we help them estimate we help them schedule uh we help them invoice clients uh you know cash flow is a huge problem um but knowing your business and knowing whether or not you're actually making profit um is the number one thing that we run into so um we love uh helping customers uh overcome those obstacles uh each and every day love it love it all right so I'm going to uh basically just volley it over to you you know what's going on here uh I'm very very pumped about this as soon as we're off this call I am running through the next 25 estimates myself to get these out to our snow clients we're trying to get a little earlier every year uh obviously this time of year it's August so we're getting this out as fast as we can but I'm telling you guys what um whether you are just hopping on the element now or you may be getting your ducks in a row for next year refer back to this video you know save it copy it do whatever you got to do this is just something we're putting out there to the uh community and to the ethos for you guys to reference back later and of course somebody will personalize it for you once you're with LMN uh down the road but for right now Stephen Let's uh there's a lot here to unpack we're going to try to keep it as short and sweet as possible but I'm telling you what this is some of the most fun conversation I've ever had working on the uh in the business right or on the business not just in the business so so what are we looking at here with our account what what's in front of us right here yeah so this is um first of all you're completely right I wanted to touch on that this is the time to talk snow our team is busy talking with people every day right now about snow I mean we're right in the thick of like the hottest weather of the year but there's no better time to start bidding snow um yes so this what we're looking at here is a um snow estimate or snow template of an estimate um this one here is for snow flat rate seasonal billing um to ensure that we were making um profit what we did was we had broken out each line item uh here each service that you complete um to ensure that each line item was profitable um and then to simplify it um at the bottom there we added a flat rate seasonal uh line item as well just to make sure that we can present the customer u a nice clean uh proposal um so I mean we can go through each line item but essentially uh what we're looking at here is your um average snowfall accumulation for where you're located Brian um you have generally on on average 15 snow events um we've broken the those events down between um uh depths um so we have 10 visits for our snow accumulation of 1.3 to 5 in and then you can see that we have a breakdown of two uh two and one for the um exceeding um increasing uh um accumulations there um we've also separated the snow uh plowing uh from the snow shoveling accumulations um but the visit counts remain the same um as you know in your snow business you're going um to plow 10 times for that one depth and you're also dropping your snow shovelers off at the same time um so we broke down your visits based on um your historical data um and those rate uh for your frequencies uh for the visits as well um so happy to jump into some of these line items and then obviously talking about um the total cost that break even and then the total price that we're uh charging our customers um well one thing I was going to say by the time we're done we want to show you guys what it looks like presenting a bid to a customer for a per push and you know just time of material and then also a another account that's more of like a flat rate seasonal price we get a lot of those these days I know you guys do as well um before we do I think we talked about how did we actually get here and I think we're going to show a little under the hood about some of the numbers uh like where you see all this broken down in the template like how do you get to these numbers so do we still have those tabs pull up are we still going to be able to rock through that yes absolutely um so yeah to your point we want to talk about where each one of these line items comes from um so if I just dig into one real quick we'll look at the 1.5 we'll see that we have a snowplow operator here and a snow truck and Suter so to Brian's Point um how do we get to these numbers uh well in LMN we actually have to create what we call a price list um so the first thing we start with is a budget um not going to bring up Brian's budget in here but we do definitely uh work with customers on their budget and we establish something um referred to as an overhead uh we need to understand overhead costs you know those things that you can't directly charge your customers for whether it's um shop rent or leasing payments your cell phone bills um you know HR people secretaries all that stuff that kind of goes in behind the scenes that can't get charged to a customer um so what we do is we find out your base cost or wage for your employees uh we establish a break even when we factor in all those overhead costs um and then we establish a new rate per hour uh we do the same thing for an equipment breakdown um so here I'm going to give an example of what the snowplow truck insulter looks like um you'll see we get a cost per hour a cost per day we have our overhead markup to adjust for all those items that we can't directly charge our clients for we would stack that on top of a profit percentage then we come in with our new rates but to take it one step further Brian and show your followers under the hood I'm going to show them how this cost calculator breakdown happens all right so on the next tab here you'll see that we go into the granular details of each piece of equipment um we establish the forecastable billable hours per year how many hours are in your typical snow event day um the total price to replace this piece of equipment um any Market financing conditions how long you expect that plows or piece of equipment's life expectancy to be and the resale value at the end of that um to take it even further we look at the annual maintenance and cost to repair this piece of equipment the insurance costs put it on the road and the annual licensing fees and then we also want to establish how many um gallons it uses per day and what the average fuel cost is to give you the most accurate pricing possible for this piece of equipment to ensure that you're you know you're Rec recuperating that on the estimate plus those overhead costs all right so I'm just going to hit back here to go back so once we establish that again like I said we establish um that that base cost per hour we stack those overhead markup percentages and the profit percent on there and we come it with that new daily rate but in the salt one here we have that is um $100 I think per ton um is what we established and then again recovering that overhead markup which is 10% um and then we've established a healthy profit percent on our salt application as well awesome so a lot of folks uh when we have our previous commercial snow contracts that we have available at entrepreneur Academy and we're coming up with our base rates of that $245 per push for like a One Acre Site which about takes an hour a lot of folks are asking how do we get to that number and that's based on everything you're showing here now we were pretty accurate with our snow pricing because we had our own know your number calculator that we came out with a while ago that's also an entrepreneur Academy so if you guys aren't upgrading to an LMN and you're trying to get at least your contracts figured out or know what your man hour rate is and some of your equipment costs you can use those other resources but this specifically is that calculator times 100 that's that's why I'm so in love with the element platform and I it's hard for me to not be so excited quote unquote because I don't want to oversell this thing but when folks are asking well what do you charge or what are you getting for a lawn or how much to Bush Hog or how much for an acre of snow or what are you charging per ton of pli like the answer it's it's always tough because every business is different because everybody's prices costs overhead are different so what you guys can hopefully see and you know again you can review this uh webinar later is this is our cost based on our budget our desired profit what our production rates are and so much more and that's where you're getting this accurate number for and we are at that 245 um per one acre per an hour site for a base scpe on one and a half to three in but this hopefully just show you guys like where that number is being derived from uh does that make sense step that's where we're pulling that for our estimate absolutely 100% yep that's awesome that's awesome all right so once we have all that then we started to build our template and then where do we go from here yes absolutely so uh we did that for again each one of those um depths that you had set based on your estimate uh and historical data so we did the 10 22 and one uh applying those exact same rates to each which is why we see a bit of an increase in cost depending on the uh level of complexity um or the added time to do some of these uh these events um and yeah so once we created um all of these uh with your set prices based on your overhead um calculator your overhead recovery and your price list items uh we came up with a total of uh 11414 85 uh with a healthy profit percent of 52.5 so um breaking down um these numbers across the top of our screen we still the total cost to do this work which is uh 44735 the break even is incorporating the overhead recovery so taking uh this estimate and then adding on all those overhead markups in order to ensure that we pay for all that stuff behind the scenes um and then you've got your total price which is what is passed on to the customer with a 52.5% net profit there you go there you go and this again was based on a 45 inch Market with 15 visits and then about uh two times as many for salt runs so that's where you'll see the number with 30 bulk salt applications 30 uh bags of ice melt you'll probably end up using a little bit less ice melt and probably a little bit less tonnage of salt on 1 acre parking lot so we do have some padded stats in here just a little inside baseball for you guys but what we have broken down here is a price visit and then we'll also get to in a second here a flat rate seasonal price and we'll show you guys how lement can break down either option because one of the things I love um with LMN is these seminars and webinars that Mark Bradley does I think it's every Wednesday at like 12:30 and I'm I'm sure the times shift and change but I get the uh the newsletter and the email saying what's going on with next week's webinar and I'm on as many of those as I can and the one thing Mark Bradley said hey like what does the customer want do they want per push do they want a flat rate seasonal obviously we're going to work the proposals in the contracts that work for us and also work for the clients so we'll give them you know almost whatever they want as long as uh everybody wins but that's what I wanted to make sure that I had here with my uh estimates and my templates was Hey Stephen I need to make sure that I can bid per push or per flat rate seasonal so we'll show you guys how all that's broken down because you can do both with lement obviously yep absolutely um and just to take it one step further but I know we wanted to show um how we use the prod rates and uh the site measurement tool yeah um so if you want we can just show that real quick as well um so absolutely so in order to ensure that we are um designating the correct amount of time on a site here uh we have a what we call a prod rate calculator um we're able to select from some predetermined uh rates or some industry averages but you're also able to create create your own uh production rates with the help of your growth accelerators um absolutely show you how to do those U but let's go to the CRM level and show the customers uh where this uh calculation kind of comes from so um when we're in the um site measurement tool within a customer CRM uh contact we can actually see here we're able to drop little pins around the lot like you've done here um to get the exact measurement or close to uh of 73 Acres we're then able to use that number um and you can store as many of these measurements as you want in a customer CRM profile so if you do their parking lots um and then you maybe do their their lawns during the summer you can uh easily use the same Tool uh to measure both parts of their uh their job site but we're able to plug that information into one of these three prod rates at 73 um acres and it will give you the uh designated amount of time um rounding it to the nearest and that it would think that it would take to do this site there so here would say 66 hours yeah right but you're able to use that U to help Define exactly how long a customer's job site would take you I love it and of course there's uh a lot more that goes into some of these numbers with you know coming back for multiple visits or different Crews or sidewalk Crews or obviously if you're shoveling so um again you really do have to dial a lot of this in but we're just trying to give you the guys the macro today but it's it's so cool that measuring tool I've literally fed probably Stephen two to three questions a week on Instagram how are we measuring um you know what's getting bulk salt applied and then how do you get your numbers and I'm like well you have to measure your sites and then you have to run them through your your numbers and it's all right in front of you I I'll tell you guys like I don't want to be overzealous again with Ln there's a lot here I probably have about 30 to 50 hours in with folks like Stephen and the other poor souls that came before him because I bother bother the heck out of these guys but I really do want to know how to run an effective business because I don't want to just start trying toow grow to a million multi-million dollar company with bad info bad data bad numbers because all we're going to scale if you have problems at a small level and you scale you're just G to have problems at a larger level and so I really wanted to do my best it's it's very uncomfortable it takes a lot of time um you know to to learn and to teach an old dog new tricks as I've migrated over to LMN this last five or six months but oh my gosh does it give me the the confidence I guess Stephen to really be able to T new bids and quotes and to grow the company it it motivates me now because now I know we're bidding and billing and pricing our work profitably and it just it really is just an entire um game changer for us I hate to use the analogy of Game Changer because that's what everybody says but it it is the truth and and now we can have the confidence in bidding the sites to grow and really folks I'm just telling you straight up like there's no more guessing and I again my pastor said once Steve and he goes if you're this is about his faith walk but he said if you're 99 % sure you're 100% unsure and I said and I have that same proposal or question that I put out to some of my friends out there whether you're using pen and paper or maybe a different CRM that doesn't have all these features and benefits and I'm thinking to myself how do you know like if if you're not going to bet the farm and you're 99% sure and you're 100% unsure quote unquote then then let's all graduate let's learn let's grow let's take the guesswork out of this and for me everything you see in front of us is what we're running our business on and it's working it's it's so cool and this is what the big boys know and this is what the big guys take time to do and again if you guys are growing past a quarter million half a million dollar business uh you know check out the I think it's the business starter you know level it's like a couple hundred bucks a month it's very reasonable and I would encourage you guys to give it a fair shake and and a fair demo so again I don't want to just sound like it's an LMN pitch here because um I know that's not what we wanted to do today but I'm just telling you guys honestly like take the guesswork out of growth amazing yeah I love that and um to your point earlier um how quickly can we take this estimate and use it for future bids we absolutely can That's The Power of elment we can import this template into any CRM contact UM and we can also flip these over from per visit or per push billing uh to per season so um depending on how you want to present it to your customer so in this case we're presenting it as a contract bid uh with five equal payments uh so a flat rate seasonal billing um super simple uh we'll be able to capture the um the amounts here um as determined um and then we'll be able to U send this over to the customer uh we would just kind of toggle a couple things around um to be able to do so um or if we take this off we can present it to the customer or sorry if we were to flip it the other way um we can present these as per visits or I can hide them all and then just present the uh the flat rate seasonal billing um and then that's why we'll see the numbers um show up here as the five equal payments um so depending on how the customer wants to do it and I know that um every um every company does it differently um and it's why element's so versatile we can help customers who want to do the flat rate seasonal billing or for folks who want to do the per push or or mix markets who do both Hey Stephen question for you a little bit of an audible we did not talk about this uh hopefully I don't throw a wrench into this bad boy but uh can we go into the analysis tab would would we be able to see our manh hour rate and a price and um I know this is a big thing that Mark showed at the masterminds over last winter and he was talking about how they were able to get their manh hour rate for the Landscaping the Mowing and really their snow he was talking to me some of their man race for snow we're just out of this world and he goes it was just such a phenomenal conversation but this this is right here the meat and potatoes this is what most people need to really dial in is that man hour rate absolutely um yeah so it's going to be the budget Revenue per hour I think that one that he refers to a lot is yeah s s Revenue per man hour um as well um and absolutely definitely throwing a monkey wrench uh into the presentation here Brian but I wouldn't expect anything less out of you he always keep me on my toes and I love it um but absolutely you can pivot to this analysis I think this is a great breakdown and something great to show as well so um on the top leftand corner just real quick um you're also going to see exactly how much money you're recovering from your overhead here uh that's going to be based on the amount of uh of hours uh allocated to this job you'll see those uh cost ratios broken down in percentages here in the middle box um The Profit summary I mean there's a 57 you know per GP um and then we got a 52.1% % net profit which is uh what matters there you'll see the same stats broken down into two bar graphs in the bottom and then the meat and potatoes that Brian's referring to is this bottom right hand box so when you do set up a budget your budget's going to give you a budgeted uh Revenue per hour um where it's kind of guiding you saying like hey this is what you should try to strive for what's great about this estimate here um is that it's achieving $951 uh Revenue per hour over the budget Revenue per hour suggestion um and then you're seeing that uh the estimate through uh for those that don't know what throughput is uh you can double check your budget screen and it does run you through that um breakdown as well but this is um this is a great uh great example of a u a budget or an estimate that's generating a ton of Revenue that's awesome that's awesome then and very profitable too and uh most of the big guys I know out there are trying to run 50% profit with their snow and salt so um and I'm not sure if that's mixed or whatnot but that's a pretty healthy uh profit so we'll take that all day absolutely but yeah that's essentially it not sure if you want me to show the uh the actual what the contract would look like I think this one is set up to the flat rate seasonal could you could you show them uh the per push and we can do the per visit price I think that's probably what most folks will be doing I think that'll look yeah absolutely yep there you go and this is the actual proposal that gets sent out to the client so this is what they're going to see uh from their portal from LMN that gets sent out to them yep we're just going to tidy up the uh pricing options here so one second I'm just going to hit pricing options the good thing about LMN is it allows you to hide and show exactly what you'd like to uh to show on uh on these items yeah so if you see this here we have our per visit price and that way the U office manager decision maker is able to see exactly what we're charging per service rendered and they've got the price list right in front of them and again we can go back make those quick pivot and then present it as a flat R seasonal push as well yeah that's awesome that's awesome uh it's it's very uh refreshing to be able to tackle the different templates here in just a few minutes because like Stephen was saying earlier if you want to copy this template and that's the idea and then just start bidding out new sites or new bids and quotes that come out in you can now set an estimate out the door in 10 minutes once you measure the site have your production rates and then send over a professional proposal and it's again a lot of the work with element is on the front end you have to set up the platform but then you can start stamping these things out these templates and these bids out in in no time and to me now we have a welled machine for growth and that's again for me what it's all about as we aspire to grow uh into the next couple years so it's awesome well anything else that we're missing here Stephen but if not I think uh we'll probably land the plane here uh hopefully this is just a a quick peek under the hood um I will I will invite you guys actually if you want to check out our budget we uh probably won't go into that here today but we did go into that earlier in March with Mark Bradley uh the founder CEO of LMN uh he spends about an hour and a half webinar with us on a live stream showing you guys how we onboarded showing you an under the hood look at all of our budget our numbers Stephen was showing you some of the uh costs with our trucks and our plows but if you want to see everything else that is obviously factored into the budget that is all on that previous webinar that we did this spring so maybe I'll leave a card or an end screen and you guys can check that out uh again if you have any questions please feel free to shoot me an email uh DM me on Instagram whatever is your uh way of getting in touch and I'm just an open book here I just want to help you guys out and make sure you feel like you have enough data information and education to uh you know make the switch or whatever you want to do here with LMN in the uh future um but that being said if you get LMN already and you're looking to get in touch with uh an accelerator you know coach like somebody like Stephen and get your snow figured out now's the time to do it but uh I'm just really pumped and really excited about everything that element's unlocking for us I could not even imagine um Stephen not having something like this I don't know how we did it for as long as we did uh and I we tell you the way we did it was guessing you know we were 80 cents on the dollar the 90 cents in the dollar but today everything is very dialed in and I'm very very pumped up about it as you can imagine so um thank you so much to all of your hardworking colleagues and yourself that have helped me piece this thing together uh shout out to to mark for uh just investing into and building a platform like this to help us all grow uh he's obviously built a very successful company and uh is a is a legend in the industry so it's so cool to be able to utilize tools like this to grow our businesses now uh down down the pike you know so Stephen anything else you want to um share with these guys I'll give a Open Mic quote unquote you can yeah real quick um yeah um I don't have an Instagram handle you won't be able to follow me on there but if you have any questions you could find me on LinkedIn um just look up LMN look up Steve Bennett um you'll find there you can send me a message on LinkedIn happy to to help folks out as well love it and if you guys want to schedule a demo with lmen we'll leave links in the description you guys can check all that out as well if you guys do sign up mention Co Brian they'll have some great perks and some great pricing with uh that comes along with that and I think we'll get a referral or something like that bonus so thank you guys for supporting what we do with all that with affiliate links and all that other mess so thank you guys in advance but um again if I can do anything to help you guys grow and uh just to get a better handle on your business and take the guesswork out of growth let's do it let's all win together um what's the old line AR Rising tide rais All Ships so I'm here to help you guys grow as as we're growing doing the same thing as you guys so that's will I'll land the plane Stephen thanks so much for the time brother super appreciate all the help appreciate you Brian it's been a it's been a journey and a lot of fun so thank you there you go all right guys well hey thanks so much for watching if this was helpful uh drop a a like or a heart or a comment whatever you guys want to do and any questions or maybe you are using elen give me uh some feedback how's your experience so far hopefully you guys are having a great time with it and uh we'll catch up with you guys here on the next one