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Snow removal invoice template for Engineering

all right good morning everybody and welcome once again to the element live virtual classroom my name is Chris Davies I'm the senior education specialist here with Ln and today we're going to be actually offering you guys a special session where over the next well technically three sessions we're going to be walking you guys through how you guys can use Ln for snow removal work and yeah we're going to be looking at it in a little bit of a different light today over over the next three sessions and show you guys how LMN can help you guys manage your overall snow operations so what exactly are we going to be taking a look at this week well let's take a look at our agenda first so in today's session I'm going to show you guys how you can learn how to build your snow estimate so you can accurately price out your snow removal work whether it be for residential or for commercial work now today we're actually going to be focusing more on a residential side of things or a more residential aspect to a degree just to kind of give you guys the basics on how you can use LMN for your estimates and of course in session number two we'll show you guys how you can set up your digital snow binders and your overall routes for snow removal and of course in session number three we're going to be showing you guys how you can invoice your customers and get paid for doing that snow removal work but again we are going to be looking at this over the next three sessions in more of a residential type um aspect but again it's going to give you a good idea how you can use the same methods moving forward for commercial work now we also want to show you today how you can turn those estimates into snow contracts or proposals with your client notes your terms and conditions and of course the overall contract so that your customers know exactly what they're agreeing to being that you are going to be their snow contractor and finally we'll show you that how once everything is set up and created how you can create that actual proposal and get it sent off to your customers quick fast and in a hurry so your customers can sign on that dotted line and make sure that you are their contractor of choice when it comes to their snow removal operations so today's session is going to be primarily focused on estimating right how you guys can create snow estimates in your accounts so that way again it's going to be very easy for you to move forward so in that regard we are going to start using service estimates now before we get into that why are you here and well why should you be using lement for your snow removal work well let's take a look at these actual individual points one at a time we want to basically improve your overall cash flow situation that you've got with your company we understand here at LMN that it's not just as important to have make sure that money is coming into the company but we understand that you have money going out of the company right you have bills to pay now when it comes to snow removal we know that you've got equipment to possibly purchase lease Finance whatever the case may be maybe you own it and if that's the case well good for you right you've own that equipment but at the same time you're probably picking up salt or deicing materials which have a cost Associated which means money going out so basically element is going to help you guys improve your overall cash flow situation by ensuring that no matter uh even though you've got money coming in we also understand that you've got enough money coming in and it's coming in quick enough to balance out the money that's going out now another feature that's available with LMN and the LMN software is that you have Gs and timestamped data on your snow cruise to help with well Insurance liability right so we want to ensure that for those of you that are using our element crew mobile app to track your actual snow operations make sure that your Crews know they need to do before and after photos and of course make sure that when you guys set up your job types which we'll be talking about a little bit uh in our session this morning that you've actually got your weather notes turned on so this is going to ensure that your customers as well as yourselves have all the actual information of what's going on when your crews are actually handling a snow event so when they're out in the field doing their route and clearing all those driveways in this case because again remember today we're going to be talking more of a residential side effect things but more specifically we want to ensure that your customers also know exactly what the weather was like and what you guys want to know what the weather was like while your Crews were there was it heavy snow was it light snow was it just flurries you know situations like that but what was the temperature and of course we also want to make sure that you guys are capturing before and after photos right what did the actual property look like or the um the snow removal area what did it look like when you guys are before you started and what did it look like when you were finished and of course if you guys are applying any deicing materials such as salt or uh some certain types of chemicals well you want to make sure that you were recorded that information but also taken a photo of that application so the course you guys know that you've got yourselves covered if there is a slip andf fall opportunity or an event that happens shortly thereafter you know that you did what you were required to do you've got photographic evidence that you did it and of course you've got digital information in weather instructions that of course that you did that information or what the weather was like while you did that now another point that we're going to be making over the over these next three sessions is providing your Crews with digital snow binder so that your Crews have the information that they need now why is this important well we want to improve the overall efficiency in your snow removal operations so making sure that your Crews have everything that they need to know about the actual snow removal whether it be about the property whether it be where they're um where they're to pile the snow locations where they're not to pile snow locations you know maybe for those of you that are doing commercial snow removal ensuring that they know exactly what areas to clear because in some cases you know if you're looking at uh Plaza locations or strip mall locations that they're not to clear the entire area because they've only been contracted for one certain spot maybe well let's make sure that they know what that certain spot is to clear so by creating digital snow binders which you'll learn about in session number two well we'll be able to show you guys how your Crews will have all the accurate information so that they know exactly what to clear and when to clear it and where to pile their snow locations and so on and so forth now you can also provide your Crews with path locations or plowing path locations so again although today we are going to be focusing primarily on residential now when you're doing commercial where you're doing parking lots Andor uh you know loading areas or whatever the case may be depending on of course your customers you want to make sure your your Crews know the most efficient way to plow that area so if it's a parking lot what is the best way for them to get in and get out and clear that parking lot as quickly as possible so provide your actual cruise with a plowing route so again it makes it really nice and easy for them to know oh okay I'm here I'm at this property I know I've got to start here finish here and this is the the way I'm going to do it to be more efficient right so we can move on to our next location well speaking of next locations we want to be able to provide you guys with easy snow routing so your Crews know where they need to go or when they're mobilizing to do or to handle an actual snow event where they need to go and in the order in which they need to do those actual locations right again let's make them more efficient so let's spend more time on the actual job site doing what you've been contract to do clear snow versus driving around aimlessly and I say aimlessly very Loosely but driving around from job site to job site right let's optimize it so that's it's in a very clear path it's structured and of course it makes them more efficient right we can get more work done less time with unproductive or unbillable work and the bonus right what is the final reason why you guys should be using LMN for snow removal work well for my owner friend that are out there today okay bear in mind that you don't necessarily need to be well at home right in order for you to see what's actually going on keep in mind everybody that LMN is basically it's a digital platform right it's a URL that you can log into so if you decide that you want to take or that you're a snowbird and you want to head down into warmer climates for the snow season and trust me I don't blame you for that one but more importantly if you decide that you want to spend two weeks in the Bahamas or in Jamaica or in Florida or whatever the case may be well go ahead and do so now if it's up to you to oversee the overall operations well guess what you can do that while you're away right most of these Resorts these days have Wi-Fi right so simply log into your lement account and you'll be able to see what's been going on you'll be able to see where your Crews were that all your events have been handled right and so on and so forth so again you will be able to see that your snow operations are in good hands back of the office even though you might be sitting beside the pool having a my thae okay doesn't matter right you guys will have that freedom to be able to view your snow operations from anywhere now if you should decide to stay at home well good for you right you're overseeing or managing your operations in a real life environment all right so those are just a couple of the main reasons or a couple summary points of why you guys should be using alement for snow removal work so let's get into using estimating or LMN for estimating for snow removal work and the first thing we want to talk about or at least get a good understanding is what type of estimate should I be using of the two that element offers in order for me to do my estimates accurately so we're going to recommend that you guys use service estimates and LM service estimates are basically used for recurring work and although we don't want to admit it okay snow removal operations is repeatable it is recurring work now maybe for some of you it hasn't been too of a or too much of a an extensive amount of snow removal work over the past few years right I'm in Toronto and you know I could probably count on one hand the amount of times that I actually cleared my own driveway last year but okay in many cases snow removal operations is a very big deal right and we want to make sure that it's done on a repeatable basis or at least set up for repeatable work so this is why we're going to be using service estimates now the other reason why you guys are going to want to use service estimates for um snow removal operations is because it does allow you different billing types right standard estimates and I guess for those of you that do design build work as well as maintenance work you already know how you guys can create a standard estimate for a design build job with Milestone payments right where you can have a deposit project start project completed however way you want to set them up but with service estimates this is where you can set up yearly cont or seasonal contracts or you can do time and material work and charge per the hour or you can do a flat rate per visit or per push price so that you guys can basically charge your customers based on of course um your pricing methods right you can price out accurately or with variances or variables right maybe provide your customers with some options so we're going to show you that today in our actual example on how you guys can actually put together service estimates with varying billing types depending on what the customer is actually looking for but more importantly how we can make it really nice and easy for you to be able to get those proposals out to your customers okay and keep it nice and simple right so again we want to make this really really easy for you moving forward so before we actually walk into our demo what are some of the best practices that Len would recommend when it comes to creating your actual estimates for snow removal work well first things first okay one of the features that are built into LMN and this is something that we're going to be looking at or at least walking through in some you know some simple detail today is the site measurement tool so if you guys are pricing out your work based on the size of the property well you can use the site measurement tool to quickly price out your work or at least get an understand of what the overall um size of the area is that needs to be clear so that you guys can price out ingly now another feature that we would want to recommend that you guys do is do something called an or create an estimate template okay and this is a little bit different than your basic work area or service templates that you might have already been creating in your accounts but this is something called an estimate template where you could basically create a full estimate based on the different variances or or the different variables of pricing that you might have or what whatever the case may be that you can simply copy over to a new customer and quickly create an estimate for them and get it over to them so again we'll walk through that in a little bit uh of detail today now another thing that we would generally recommend as a best practice when it comes to setting up your element account for snow removal work is maybe understand the big picture or the overall flow of how things work and realistically when it comes to estimating it kind of starts off with your price list so in your price list you should have a category created in your account for snow removal or just simply call it snow whatever the case may be but just by using that simple prefix as well as that category every single item that you guys are going to be using for snow removal operations will allow you to find those items quickly and easily so if you do have a crew truck with a plow or you have a loader or you have a skid steer that you might be using for snow operations specifically well just put in a little prefix on those line items and of course remember you guys can have that line item in your actual price list twice one as just a skid steer and one as a snow skid steer right keeping things really nice and easy for you now the estimate templates and creating estimates within LMN does make things things a little bit easier but if you create a proposal with different billing types it can provide your customers with some options so your customer may be looking at paying per push or your customer may be looking at a very simplified you know seasonal contract where you know you quote out let's say 10 15 visits over the course of the winter season or snow removal season and you know they pay one bill a month for maybe four visits a month or eight visits a month or whatever the cases might be so again Contracting or maybe they just want time and material Bill Me by the hour it takes you an hour to do it what's my charge going to be and so on and so forth so let's create or I'm going to show you today how you can create one estimate with varying billing types depending on and of course sorry before I kind of caught myself on that one but essentially having one estimate with varying billing types can basically alleviate the need of a lot of back and forth so if you send your customer a monthly contract and they say yeah you know what I don't think you're going to be coming that much why don't you do it on a per push basis how you can easily take that original estimate and send them over a revised version with per push pricing or maybe time and material whatever the case may be now over the next couple sessions you're also going to learn how we want to keep things really nice and simple for your Crews to basically use snow operations or to be able to get the information that they need with our LM crew mobile app so of course we're going to make sure that we show you how you guys can keep things really simple and simple works best okay and again we want your crew spending more time working or being productive versus being unproductive all right so again less time interacting with our element crew mobile app although it is pretty cool uh but more time actually clearing the actual snow that they've been hired or that your company has been hired to do right let's keep things really nice and easy all right so before I get into our demonstration today or before I start walking through snow removal operations today and how you guys can use your element accounts I just wanted to quickly remind everybody that if you have any questions at any given time throughout the course of this session or any of our other uh two sessions please hit that chat button at the very bottom of your screen right you know the little Zoom toolbar you can see it I can see it so if you have any questions about snow removal work or how LMN is being used for snow removal work hit that little chat button at the very bottom of your screen and ask away right that's why I'm here not just to walk you guys through it but to answer any of the questions that you have so please hit that chat button and please don't wait until the very end of our session today hit me up as soon as you guys have a question all right I'll be more than happy to answer those for you so that decide we're going to be hopping into Ln now and we're going to be walking through estimating with Ln for for snow removal work so once you get into your element account okay there's going to be a couple things that you guys are going to want to set up in order for you guys to be successful when it comes to snow removal operations so when you guys are looking at this in total or when you guys are looking to get set up to make things really easy where are you going to get going well like I said in my introduction or when I started talking about some of the reasons why you guys should be using lement for snow removal I talked about Job types and maybe weather notes so in your job types okay you already have this set up when you guys first signed on with alamen we provided you guys with a very simple simplified or basic list of job types reset in your actual element account now if you've gone ahead and created more job types in your account great you guys have learned what a job type is you know what they're for and how they're going to get used but for those of you that haven't yet maybe you're new to element or maybe you just haven't had a chance to play around with this feature yet make sure that you go into your actual job types menu and set yourself up with a job type for snow now it could be snow it could be snow and ice removal it could be snow production or operations there's no right way or wrong way okay remember the element account that's in front of you right now it's yours right so you make it do what you need it to do not what we're telling you is the right way or the wrong way okay it works differently for everybody so again you do you on this one all right so again you could have a snow um job type or snow a ice removal job type or whatever the case may be right again there are no right ways and wrong ways to set this up now when you look at your snow and ice removal job type okay we got to know that or we have to or we should okay at least make sure that this job category is production right you guys although you are re moving or reallocating snow from one place to another place it is still production right you guys are still um doing billable work in this case all right so make sure that your job category is set to production now at the very bottom you've got some varying prompt settings right so there's four different ones that are available for you that should get set up now me I recommend that you turn all of these on by default okay so again it just keeps things really nice and easy because you as the you know operations manager owner or what have you salesperson maybe within your company you want to know or you want to get feedback from the field what did your crew actually do while they were on the job site or while they were visiting that commercial park or that commercial building or whatever the case may be what was actually done give me some feedback or give me some indication as to what you did so again we want to make sure that we've got our task notes turned on okay so again this is going to ask your Crews when they're clocking out or finishing up their actual visit what did you do while you were there right again it could be very very simple right cleared snow snow removal done salted or cleared and salted um parking lot whatever the case may be okay next this one's important right and you might not think it is but it is okay weather comments okay turn this on and I'll completely upfront with you guys you should have this one turned on for all of your job types it doesn't matter if it's snow removal mowing if it's for um design build for installation work for seating fertilizing doesn't matter okay weather comment should be turned on why well because this is an easy one right weather comments in LMN do not have to be filled out by your crew okay this is not something that your crew lead or your Foreman is actually going to have to listen to the radio for or you know open up an app and figure out what the weather is like and then enter in that note okay this is not the way it works okay this is a nice little element shortcut for you guys in case you haven't heard about this one before the element weather comments okay or in the weather comments capture field in this one is actually automatic okay it's automated for easily or for it to be easily entered in now you guys all know that you have a weather app on your phone whether you're on an iPhone whether you're on an Android doesn't matter right you have a weather app and it's what we use literally every morning before we go to work do I need to wear a sweater today do I need to wear a t-shirt can I wear shorts today do I need to wear long pants and socks okay what are the different you know are what do I need to know about what the weather's or what the weather's going to be like today in order for me to dress appropriately well that same information that the app gets okay the app or the weather app that's on your device is actually getting that information from the nearest cell tower right so if you're looking at what the weather is currently like in Toronto well it's getting the information from a weather bands okay and that weatherband is being broadcast to all the local cell towers and just like the element crew mobile app is capturing the GPS location of your crew it's also capturing the weather data that's also being sent along that cell signal so LMN rather than having your Crews actually manually input that information we're just just going to borrow that information from that sell signal and drop it right into your weather comments so although this is feedback that you guys are going to be asking for for your Crews this is something that your Crews do not need to actually manually enter okay it's done automatic and it will be done for every single uh job site that they visit right so if the weather does change throughout the course of their run it will change ingly now the equipment comments this is entirely up to you this is so that you guys can track okay or measure how long a certain piece of equipment has been used in the field all right now again entirely up to you guys how you want to use it but if there if you guys are using maybe higher end pieces of equipment like loaders and or uh skid steers or snowplows okay specifically and you want to track how long that snowplow or that loader has been used in the field to do your snow removal operations you can actually have your Crews indicate yes while we were on this property at this company or for this commercial snow removal operation we used this piece of equipment for this amount of time now this also will require a little bit of additional setup okay so what you guys are going to want to do if this is a feature that you guys want to use Please be aware that the equipment comments or the equipment time tracking or INF field tracking has got nothing to do with job costing okay so we're not going to talking about Job costing that one or how this applies to job costing because it doesn't all right so essentially what you guys can look at is if you go into your settings menu and under your time sheet settings take a look at equipment okay you can build out a list of pieces of equipment so you can track how many hours this piece of equipment was used in the field I do want to be really really clear with everybody on this one as well that when you guys are looking at building out your list or at least at least identifying certain pieces of equipment that are going to be used specifically for your snow operations this will not indicate that your crew maybe hopped on a skid steer for an hour or 30 minutes or even 10 minutes okay this is going to basically track a piece of equipment from clock in time or punch in time to punch out time right so if I'm on a job site from 7:00 in the morning until 10:00 in the morning right for those 3 hours it's just going to basically show that that piece of equipment was used in those 3 hours okay but more importantly it was used in the field for those three hours right that's what it's going to do for you so to Simply add in your pieces of equipment so again I can look at my skid steer my snowplow whatever the case may be and click on that add new button up in the top right hand corner enter in that piece of equipment name this list just so everybody understands and we're going to be taking a look at this in one of our subsequent SE sessions um more properly probably in session number three but when you guys are actually tracking these pieces of equipment it will provide your your Crews with a drop-down list or a very very easy to find menu of selectable they don't have to know that they have to type in SN w plow or skid steer or whatever the case may be okay it does make things really nice and easy for them just by providing them with a list of which ones they need to select right again keeping things really really straightforward okay so that's setting up your job types right let's keep this thing let's keep this really really simple now the next thing that you guys are going to also want to take a look at when you're looking at getting set up or prepared for snow removal operations is then taking a look at your estimates okay and or sorry your estimate settings more appropriately right and where am I going with this well we want to start taking a look at your terms and conditions okay so in your terms and conditions menu or terms and conditions Library whatever you guys are calling it right there's no right way there's no wrong way but whatever you're calling it okay you should make sure that you have a snow removable term and condition built out in your account okay so if I look at my snow and ice control terms and conditions you'll notice number one that this legal agreement or this term and condition paragraph or text okay I guess to keep it in general is available for service estimates only okay remember you're going to be using service estimates for snow removal work not standard estimates right so when we start taking a look at our service estimate allocation we can then start putting in what our snow and ice maintenance terms of service are okay and again you just want to break this down and make sure that you've included everything and anything that you are legally agreeing to as the contractor and anything that you want your customer to legally agree to for as being your customer okay so keep that in mind right that that's what these terms and conditions are for so again if you have different schedules or if you have zero tolerance or uh triggers is basically you know soon as it starts falling you're out or maybe you've got a 1 inch Trigger or maybe you've got a 3-in trigger or whatever the case may be you need to make sure that this is accurately laid out in your terms and conditions for your customers remember when you guys include terms and conditions in your IND individual proposals or in your estimates that is a legal contract between you as the contractor and your customer right what they are legally agreeing to as the customer what you are legally agreeing to as being their contractor right so keep that in mind that your customer is going to be signing off on this as an agreement okay so we want to make sure that we've got everything specifically laid out for snow and ice control okay for your snow operations right what you're going to be doing and so on and so forth okay make sure that that has been set up and is included in your term and condition Library okay so that's basically setup step number two okay another step that you guys are going to want to make make sure that you've got set up in your accounts is also under your settings menu and also under your estimate settings but for your divisions okay now with your divisions yes with your element account we provided you guys with some basic ones and again if you've decided to expand on this list more power to you but importantly here if you guys have a snow and ice division you want to make sure that you've got it accurately set up so when you take a look at your snow and ice division okay it's going to ask you for some relative uh related information to this snow and ice division now this is where some of the little tips and tricks are going to come in right now I'm going to close this out for a moment up in the right hand or sorry up at the very top of your screen if you right click on the lement tab that you've got open and create a duplicate of it generally what I would recommend is on the original one go into your budget and open up your current operational budget or if you guys are using divisional budgets for your snow operations open up your snow bud okay now I don't use divisional budgets or we don't use divisional budgets but I'm going to open up my 2024 fiscal operating budget and the first thing that I want to look at when I'm looking at my budget is my overall sales forecast and I want to look at what exactly are we forecasting in our snow and ice sales for snow removal operations for this fiscal period or for this operating year so in this case here I'm looking at 385 $5,000 in Revenue so when I'm looking at my snow Division I also want to ensure that that is set up for $385,000 okay so I'm just going to overwrite this right here 85 okay and I want to indicate that we've got $385,000 as our sales forecast in revenue for our division now secondly I then want to start looking at my labor hours so again I'm going to go back to my budget and then I'm going to go to my field labor and then what I want to do is I want to start looking at how many hours have I got allocated or at least indicated to do that amount of work this year so if I look at my snowplow operator with 500 hours my snow walk shoveler at two um of two employees at 400 hours I'm going to double that for 800 Right add in another 100 hours in overtime add in another 75 hours of overtime and that'll give me my forecasted amount of hours for my season right how many man hours am I going to dedicate to doing snow removal operations for me this year once I've got all that math done okay I'm not going to do it right now it's really early in the morning and trust me my brain's still a little bit tired I've only had one coffee I mean let's be honest I go back into my settings and go into my labor hours I then want to indicate how many hours or how many man hours am I going to allocate or dedicate to doing snow removal operations so for today's sake my crew not 100% set up but let's just say I'm going to apply 2500 man hours of Labor to my snow operations in order for me to hit $385,000 in sales revenue with that being said I now want to look at my closing rate when it comes to my estimates so do I close eight out of every 10 do I close seven out of every 10 do I close five out of every 10 okay what are the cases do I close nine out of every 10 now be honest with yourself when it comes to this one right or else this metric is just not or these analytics are just probably not going to be as useful to you as they can be so in this case here if I'm honest with myself when I say I close eight out of every 10 estimates when it comes to snow removal operations I'm looking at an expected closing rate of around 80% right pretty much what this is telling us now based on what I've entered in thus far Len is then going to do the rest of the math for us right give yourselves give your little that gray matter a little bit of a break so in this case here based on my numbers that I've entered in so far at $385,000 worth of forecasted revenue for my snow operations and allocating or dedicating 25 2500 man hours of work to this my Revenue per manh hour goal on every estimate that I create for snow operations should be at $154 per manh hour okay so this is just going to give us a little bit of a guide or a little piece of information that's going to help us to make sure that when we are putting our estimates together we kind of have a little bit of a check and balance kind of put together so we know that we're going to be looking at $154 okay per man hour in order for us to hit that 385 second to that lmm will also tell you how many estimates should you have in your pipeline in order for you to hit that 3 85,000 or whatever your number is going to be so if I look at this and I see that I've got I have to have ing to LMN at least $481,000 worth of estimates in my pipeline because if I close eight out of every 10 of those that should basically allow me to hit my $385,000 forecast right so it's kind of making sense now throughout the course of your season Once I save this information once I go through the actual season if I go into my dashboards and I start taking a look at my estimates okay my estimate revenue is actually going to populate for this information for me automatically so as I go through things right I know that I need to have $481,000 in estimates moving forward I also need to know that I got a $385,000 sales forecast So based on that I've got $29,000 worth of estimates currently in my system so so I'm well short of my 481 but as your season develops you'll be able to track this in real time so every estimate that gets created with that snow and ice removal uh job type will automatically populate your uh estimates to date information and any estimate that comes back to you as sold will then start populating your sold estimates to date information so again all this gets automated for you in the back so you don't have to worry about going through and doing any manual data entry it's all done for you automatically right nice and simple okay so final thing that we want to make sure that you guys are set up for in your price list okay a couple things that you guys are going to want to make sure that you've got done in your account is material categories now I know this ISS material categories but realistically this is just a category setup in general so you should have if you don't already you should make sure that you've got yourself set up with a snow category so if I skip over to page three here okay I know that I've got a snow and ice category or a snow removal category again you do you there's no right way or wrong way okay I've got that category set up so that way when I'm in my price list and I'm setting up labor items okay in my labor catalog if I type in snow okay it's going to literally provide me with all of my snow as a prefix snow labor snow shovelers snow operators and so on and so forth right likewise with materials if I look at excuse me if I go into my categories okay I can look at snow removal and there is all my snow removal materials okay again type in snow at the very top and in this case it could be any category okay it will have anything to do with snow because I've put them in as prefixes right snow salt snow salt snow removal snow Caster right and so on and so forth so again every single item that you guys are creating for specific snow removal work just put in a prefix but also make sure that you've got it saved into your overall categories okay so lots to set up okay so now let's actually go ahead and create an estimate all right so again like I said before I'm going to be using service estimates all right so if I go into my service estimate list I want to create a basic snow removal estimate so in this case here I'm going to click on plus new I'm going to just pull up a random customer at this case so we're going to use uh a good buddy of mine Joe Walters right so I'm just going to enter in here Walter click a quick search I can find him there now when we're creating this estimate always remember it will automatically default to design build because alphabetically it's the first one that'll come up in your list so you want to make sure that you change this to snow and ice okay or your snow um division that you guys have created within your accounts okay so we're going to click on okay we've got our project name right 412 toyville Road snow and ice for 2024 all your basic information okay we don't need to go through this you've already been through our uh maintenance estimating session so for this sake I'm not going to go through all the different steps with this one right you've got your snow and ice at the very bottom okay so now we want to start putting together our Individual Services all right how do we do this one right so again click on your ad service button add in your actual service type of snow removal right so I'm going to go down my list and I should have it I wish this was alphabetical sorry about that one snow removal okay so I'm going to use my snow removal one and this one I'm going to set up as a seasonal contract and we're going to forecast that we're going to go I don't know over the next five months let's say we're going to go uh four times a month right so that's going to be 20 visits right four time 5 right basic math on this one right our cost code is going to be for our snow and ice division we're going to click on okay so now we want to start putting together our individual line items on this one right so we're going to go into our ad items and templates we're going to go to labor and like I said in my uh you know in my explanation a short minute ago we're going to go into snow click on our in excuse me the magnifying glass to identify and for this one here we're going to have a snowplow operator and a snow walk shoveler right pretty straightforward crew of two keep things really nice and easy what equipment are we going to need doing residential remember I I said that at the very beginning going to Ty B snow okay and this one here is where I'm going to use a truck and plow right very very straightforward I'm going to go to my materials okay I'm going to type in snow okay look it up and here's where I can add in my bagged salt s right so we're going to go into our snow salt bagged okay really nice and easy again please remember doing residential right we want to keep things really nice and easy so we're going to click on Save now as the way I've created this so far snow removal per season at 20 visits we're looking at $137 per visit okay multiplied by the 20 visits so we're looking at a total contract price of around $2,700 40 now if you want to adjust any of your pricing on this feel free your snowplow operator maybe you want to charge $60 right your shoveler $50 okay your truck and plow $45 okay and of course every bag of salt is at 12 so now we're at $167 okay per uh per visit but based on a you know 20 visit uh contract now at this point in time once you've got this set up okay you want to go uh want to make sure that in your client notes you've got the information for snow removal so again go into your terms and conditions and maybe include what you guys do for a snow operations right so my snow removal service includes this right here's our basic information and then finally you want to make sure in your crew notes you've got all the information that your crew is going to be or they're going to need to know here's my recommendation for you and it's kind of a precursor into sessions two and three moving forward in this location please consult digital binder for all snow removal information okay simple okay very straightforward and easy to record in there right again and of course do yourselves a favor maybe make sure you know how to spell things not like me all right so again please consult the digital binder for all snow removal information right really straightforward we're going to click on Save changes okay the last thing that you guys are going to need to do here okay this is very very important is in your client notes you've got your estimate footer terms and conditions and in our normal estimating maintenance uh session that we hold every Tuesday or every Monday morning okay you've put together your default so every service estimate that you create moving forward will basically have all of your maintenance defaulted terms and conditions applied here you're going to want to delete all of these okay because again remember we're doing snow okay so again I'm going to start at the B go all the way up to the top here and I'm going to delete all of these notes you're going whoa Chris what are you doing okay those are all your legal agreements yes but hold on remember go into your terms and conditions and now pull in your snow and ice control one right keeps things really nice and easy so now I've got all my snow and ice control uh terms and conditions in one block of text I can click on Save changes now and now this is a snow removal estimate okay now back to my Sur and pricing I've got my price for my uh snow removal operations and in this case here I can go up and take a look at my analysis and I can see right now that my Revenue per man hour on this job is 8350 okay remember what we said when we created our division and we set up our um our objectives it was $154 right so I need to increase or adjust my pricing on this in order for me to ensure that I've got a higher estimate uh Revenue per Manor so I can hit my $385,000 target I go into my services and pricing I can customize my pisit price and I can say that based on a contract okay we're going to charge you $250 okay for each of your visits but in a con monthly contract payment of $5,000 for your entire seasonal contract now if I go back to my analysis I'm at 125 I'm close but I'm not right there yet keep in mind everybody that when you guys are building out snow removal operation contracts if you guys are doing commercial and residential or maybe you're doing mostly commercial that is simply going to be a very very easy way or an easy target for you guys to hit right because snow operations for commercial is definitely a lot more um billable or there are a lot more billable items for commercial work than there is for residential right pretty straightforward okay so we're looking at $250 okay for each each visit okay but in a contract of five grand you know you can maybe convert this back down to let's say 225 okay okay very nice and easy okay so we're $225 or 225 per visit $4,500 is a contract now something else that you guys can use with this as well is another copy feature right so in this case here I've got snow removal per season okay for 20 visits but now I want to do a snow removal per visit or per push so in this case here I'm going to copy this service okay so my service name is going to now be snow removal and in Brackets I'm just going to indicate that this is per visit okay really straightforward I'm going to copy all my notes and copy my crew instructions right because I've already put everything into my seasonal click on okay and all that information is now created down here at perv visit and of course with my perv visit all my line items are there as well but in this case here all I need to do is change my perv visit and if you have make sure that you change your actual snow removal um service okay or set up your service types for snow removal accurately as well and we've got snow removal season all right we're just going to have to leave that one in for now anyway all right but we're going to be building this out per visit and we've got this one per visit now here's what I would recommend you guys do you on this one if we're charging $225 in a contract maybe if it's on a perv visit basis we want to charge a little bit more okay so this kind of gives us an easier way to convert or to basically um differentiate per visit pricing or versus uh a contract pricing so in this case here I'm going to go to my perv visit price and I'm going to customize my price to 250 so if the customer wants us to come and if he only wants to pay us per visit we're going to charge him 250 but if they want to agree to a contract we're may be able to sweeten the deal a little bit more and save them $25 per per plow and do it at $225 okay so again it keeps things really nice and easy just going to adjust this down to 36 so I can get a nice $250 round price okay and we will click on our save changes right so now we've got two services we can now do this one more time by basically editing this last one and we can now copy this service okay and this one is now going to be snow removal and this is going to be hourly did I even spell that correctly no way like I said it's early okay copy our notes copy our crew instructions click on okay save our changes thus far and now we change our last one to hourly okay and we keep our hourly rates exactly the same or this is where we can start playing around with them again right we can say $95 for our plow operator $75 for our shoveler okay our truck and plow is going to be at $80 per hour and lastly our snow salt is going to be buil out at $15 per bag Okay so we've got a flat rate price based on per hour and an hourly service so even though we're at 265 we now have our hourly rates right keeps things really straightforward okay so at this point we click on our save changes up to now and now we want to take a look at the actual proposal that we want to generate so we're going to go to our print reports we're going to select our report and we're going to take a look at our service proposal and in this case here when we click on preview we can now decide what we want to show and what we don't want to show when it comes to our overall proposal so if we look at this we've got obviously our customers information thank you for choosing Big Mac Landscaping snow removal per season 20 visits per season at $4,500 this is what we're going to do now the reason why I'm showing you guys this in Bull right now is because if you look back at the actual proposal that we generated we included all three okay so again let's go back to our proposal okay we'll click on preview again and we can see our we're going to use the page to page view right 20 per season okay there's our pricing 20 per visit okay 20 uh per hour actually I forgot to change those my apologies everybody so per visit we want to change that to one okay and our hourly we want to change that one to one that was could have been dangerous all right print reports service proposal okay so now now we can see that we're going to be doing 20 visits per season for a total of $4,500 we scroll down we can see one per visit price at $250 and if we look at our snow removal hourly per hour and per unit we can actually provide our customer with our hourly charges right or what we're going to be charging for time and material type work so it does keep things really nice and simplified for you but the reason why I'm showing you this way is because you guys do have the option of showing your customer well you know sir if you want to see what our pricing is like per visit here is your contract right so we can show them that we're going to be charging them $250 so the estimate or the proposal that we're going to be sending over to the customer all right is going to basically show them snow removal per visit one per visit pricing at $250 this is what you're going to get and of course at the very bottom we've entered in our terms and conditions as to what we're going to be doing for you right again what is that legal agreement now if the customer says well hey you know what Chris I love what you've done here the pricing is okay but will you guys be able to give me a little bit of a discount if I can if I agree to do an actual yearly or seasonal contract sure absolutely let me get that over to you so I can click on my services and pricing tab I can then hide my per visit option and then show them the actual snow removal for seasonal option right again save your changes go into to print reports okay and again provide your proposal okay really nice and easy there you go 20 per season at $4,500 per per season right and that's with a discount and you guys can include that in your client notes if you want right seasonal discount of $25 per visit or whatever the case may be it's entirely up to you guys how you want to address that but customers should be able to do the math themselves on that one right realistically so keep things really nice and easy and then of course with our customer portal feature and option you guys can publish and email this proposal over to them right really straightforward back and forth whatever the case may be now one final thing that I wanted to kind of give you guys uh an access to or um as a tip and trick on this one I would recommend that you guys create this as or save this as a service template now once this is set up now remember this is for residential so my suggestion would also be to create another estimate along these same lines for a commercial opportunity as well now in your account create yourself a CRM contact for a template where you can store okay estimates that you guys have created to be used over and over and over again so essentially what I can do is I can go to my customer info tab right now and I can create a copy of this for a templated customer right so I just use template okay I select this one this is a snow and ice and essentially o hate it when I go off [Music] change template okay I'm going to select my template customer and in this case this is going to be my residential snow removal okay for 2024 nobody wants to give me a dig that I can't spell today huh all right so residential snow removal 2024 the status on this one is a template okay so that I know that this is not going to be used any further moving forward but this is now a residential snow removal template that I could use for any of my customers moving forward now okay so again we're going to click on okay it's using all the same numbers I've got a seasonal option I've got a perv visit option I've got an hourly option I look at my analysis I'm on target with everything and so on and so forth so again any residential customer that now calls me up and says hey Chris can you guys give me a snow removal estimate I could just use this one how do you want to how do you how are you interested in paying per visit or do you want a contract or do you want to pay by the hour right you've got those options here for you right keeps things really nice and simple really straightforward and again does everything you guys need to do and keeps your estimating time at a very very minimum all right so that's basically estimating for snow removal in a nutshell right wanted to keep it really really straightforward want to obviously take into consideration some of the features or some of the uh methods you guys have already learned about in our regular estimating session but more importantly you know what exactly did we cover after today right so to recap okay we created a service estimate to accurately price out your snow work we set up your client notes your terms and conditions obviously set up your payment contract so that you guys are set to go and ready to rock and roll and of course I showed you guys how you can generate a snow proposal for professional presentations to your customers now if you have any questions feel free to hit that chat box at the very bottom of your screen I'll be more than happy to answer any questions that you might have in relation to snow uh estimating moving forward now keep in mind as well okay you have access to any of our live virtual trainings from your help and resources menu in your element account so again if there's anything that you guys want to refresh on or catch up on please check out your help and resources option in your main menu of your element account and click on the live virtual trainings options okay these all of our virtual trainings are held every single week at the exact same time every single time right so if you guys are looking at estimating for maintenance work okay that session is held at 10 o'clock uh or sorry 2 pm on every uh Monday so hit that one up you'll learn about the CRM as well as how to create your maintenance estimates additionally we are hosting two snow day sessions or two-day snow day sessions across uh you know North America over the next few weeks uh this week we're going to be our our first week was held in uh Columbus we're going to be going to Denver Indianapolis um where else are we going um Pittsburgh and of course uh back at uh element HQ in Markham so if you're interested in attending a two-day in-person session about uh alamen and snow removal work check out your uh check out our website under our resources and under our Academy certification program additionally there's also some really cool webinars that are coming up that Mark Bradley is going to be hosting about snow operations uh over the next few weeks so please check out some of these dates if you want scan the QR code in the top or otherwise check out our main web page at go element.com under our uh resources and you guys can attend any of these sessions and of course you can see the dates and times that these will be available additionally Mark also and Industry experts also host a weekly Mastermind session which is best practices within the Landscaping industry live every Wednesday at 12:30 p.m. eastern time so again please check this out sign up for them you'll be glad you did and if you want to learn a little bit more at your own pace about how LMN works and how you guys can use Len for maintenance estimating or job design or whatever the case case may be please check check out our help desk or our lement Academy all right so again these are great ways for you guys to learn how lement works but at your own pace and make sure you tune in later today for session number two where we're going to be taking what we've learned today in our snow estimating session and now we're going to be showing you guys how you can create digital binders to make sure that your crews are more efficient moving forward all right so again this is going to be at 2: p.m. eastern Time or sorry 1 P p.m. eastern time today all right so please make sure you get that uh you get registered for that session as well so on behalf of myself and the Education team here at LMN want to thank you guys for joining me today for part one or session number one when it comes to snow operations in LMN thank you very much for joining me please stay well and if you're heading out into the field today please stay safe all right and I look forward to seeing you guys all again very very soon all right take care everybody have a great one goodbye