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Snow removal invoice template for Purchasing

hey what's going on guys Brian here hope you guys are doing well welcome to another video helping you guys grow a more successful lawn landscaping business so you guys can go out there and crush it today want to spend some time with you guys on how we get our snow plowing pricing and help you guys out with growing your La landscaping business a lot of you guys obviously cut grass you guys do landscaping you guys are getting into snow removal more and more myself included over the last couple of years what I wanted to talk about uh is how we are growing our business and how we're pricing out the jobs that we're bidding on in fact lot of you guys have picked up the snowplow contracts at entrepreneur academy.com those are selling great thank you guys for the support $99 if you guys need great commercial and residential snowplow contracts but what I wanted to do is take a pen to paper actually show you guys how we're bidding out our snowplow pricing and how we're getting our seasonal totals how we are coming up with our per push rates all this stuff is baked into those contracts and I also leave you guys with another great resource the Fullerton unfiltered podcast episode that we did just about two weeks ago on Monday we spelled out line item by line item how we came up with these prices but also baked a about another half dozen topics of of FAQs and some blind spots that we just don't have time to get into on today's uh YouTube video so if you guys want to check out a 45 minute to an hour long podcast we talked about all things snow I'll try to link that here in the description down below it maybe this video and that podcast can help you guys out further here's what I'm going to do I'm going to take pen to paper show you guys how we get our four quadrants of pricing try to keep this video short and sweet in nature by the time we're done if you guys get anything out of this or hey if this is just helpful because I'm transparent with our snow pricing and I'd love to have more YouTube videos out there from all the other different content creators and all the other people who are making videos I don't see a lot of people talking snow and I also don't see a lot of people sharing their numbers with snow and that's totally fine to do but as an industry I think we all need to elevate our pricing because we're all giving it away still uh for pennies on the dollar compared to what I think we're all worth so by the time we're done with this video If you guys get anything out big thumbs up super appreciate that you guys also know how that helps the algorithm and then number two anything you guys can weigh in on the conversation love hearing from you guys what you're doing out there what you're getting for a sidewalk what you're getting for a 1acre parking lot what you're getting for your bulk Sal prices or your I smell applied if you got any tips or comments leave that down below in the comment section and we can all win and grow together so here's what I'm going to do I'm going to switch over here we're going to talk about the four quadrants about how we get our snow plowing pricing it's very very simple we B all of our commercial sites this way so there's four prices that I want to help you guys get to number one we've got our plow price number two we've got our sidewalks number three we've got our bulk salt and number four we've got our ice melt now here's what I will tell you we are bidding all of this on a 45 in annual snowfall total that's what we get here in metro Detroit Michigan so that's what we're going to be working off of these numbers so that being said if we have 45 in of snow uh and we get uh divided by three which is our average snowfall total a 3-in snowstorm 45 ided by 3 is going to be 15 okay 15 is going to be how many plow events we're going to average and also 15 sidewalk shovels on average so let's go for an examp example right now $245 is our base scrape for a 1.5 to 3 in snowplow event over here in Michigan if we did 15 events times $245 that brings us a total of $3,675 for plow price so we might have a client that wants snow plow pricing only right well here you go we can get them that snow plow price and that's based on 15 pushes well hey what if you live in a market that gets 25 inches of snow well take 25 divid by 45 it gets you 65 or whatever the math is on that and just take 0 65 of all the numbers that I'm coming up with or you can work the math backwards on 25 in of snow divided by three let's say that's what eight so you're going to run these numbers off of eight plow events versus 15 plow events okay really really simple there so the reason is that the average snowfall is about 3 in we're going to go out and plow 15 times 15 times 245 on a 1 to 3 in snow event is 3,675 that's our plow price now sidewalks why do we do this uh for quadrants why do we build this independently well because you might end up sidewalk shoveling more you might end up sidewalk shoveling less you might end up having um drift snow and there is no plowable events and you just have drift snow by the back doors of the front walkways or you might plow only and there's no sidewalk shoveling required there's been times where we you know have a 1in 3in snowstorm go through and the rear entry you know man doors or the front you know uh man door is completely fine you don't even need the sidewalk shovel other times we get a dusting to an inch but there's a 5 in you know Wind Drift on the back man doors and we have this sidewalk shovel but let's just say on average we got 15 sidewalk shovels that we've got to do and we have all of our pricing in our commercial contract you can get them at launcher academy.com but let's say an average sidewalk shoveling is $45 and that's for again the 1.5 to 3 in tier and then our contracts we have a 1 and 1 half to 3 3.1 to 6 6.1 to 10 10.1 and above uh 10.1 and above is per inch our multiplier on that 245 is 1 and A2 so 245 I think it then goes 365 then 550 and then it's a 6250 I'm sorry 8250 after that per inch so one and a half multiplier that's how we're getting all those different tiers for what we do but again if you take 45 right time 15 that's $675 for your sidewalk shoveling only okay if we want to hey you know some people don't want salt on their site some people don't want ice melt on their site they just want snow plowing and sidewalk shoveling of the doors maybe they do their own salt uh maybe they do it in house maybe they're a or something and they're like no we do our own salt we understand the game that's fine okay obviously you make more money in your salt than you do your snow we'll get into that here in a minute but what we're going to do to get our plow and walk price is take 3675 plus the 675 and that is going to come up with 4350 okay 4350 is what we're going to be charging for the plows and for the walks every everybody with me so far that's 15 different plows 15 different sidewalk shovels okay now bulk salt here's a whole another conversation that uh we really went into ham uh on the podcast bulk salt most folks were going to be uh taking it and charging 2 and half X for it apply so most guys are buying it for 8090 100 bucks a yard I'm sorry a ton and what we're going to be doing is charging it at 2 to 2 and a half a quick side note for anybody getting into the industry and buying a Salter please please stop putting bulk salt down at 100 $125 $150 per ton ofli we' like to see as an industry average right at least a buck 80 at least $200 uh dollars per ton ofli preferably 240 260 300 a ton applied are you going to get that everywhere absolutely not for us personally we're at about 240 a ton it just depends on where we're coming in at our actual cost for the ton of bulk salt so let's say we're doing 24 $4 per ton hopefully everybody's still with me this is really simple stuff and to get a multiplier how many salt runs are we doing compared to plow runs usually it's a two time multiplier I like to see us rounding up to 2 and a half or 2.75 but frankly if you want to be a little bit more on the conservative side and bid it to get it take your multiplier times two so here let me give you an example for the 15 plow runs we're going to be doing on average 30 salt runs again i' like to see that times 2 and 1/2 for 37 and2 uh bulk salt applications so you're going to be salting 37 and 1 half times during the winter season on 45 in versus let's say uh 30 times but again if your bid comes in a little high and they're like hey you were close you can say hey we'll salt 30 times we'll bring that number down on average you're putting about 800 to 1,000 lb down for a 1 AC parking lot we're bidding it at 2,000 lb so there is some margin here there is some wiggle room we'll get into that maybe for a whole salt course later on but just so you know you are padding stats a little bit on this bulk salt price so we do have a little bit of a wiggle room is it 150 ton of plied wiggle room no okay so let's make sure we keep that in mind so how are we getting this number 30 again 206 $240 per ton applied times 30 what does that give us folks let's do the math together 240 * 30 is 7200 $7,200 is going to be our bulk salt uh quantity that's the number for us to take care of that parking lot up to 45 in so this is all in terms of a company wants a flat rate seasonal price this is how we're getting to these four quadrants and adding these numbers up okay so hang with me similarly 30 bags of ice melt 30 visits just like 30 bulk salt runs 30 saltings at $30 per bag applied anybody who's putting this uh ice melt down for 12 to 15 bucks a bag I would highly encourage you to stop it you're leaving money on the table 22 24 25 minimum 30 bucks a bag applied would be a lot better one bag of ice Mell about 1,000 sare ft um that's you know four or five man entry doors and maybe like the front 100 linear feet or 50 linear feet of a strip mall or a business uh a Chick-fil-A a Chase Bank okay one bag now if you take that 30 * 30 is $900 and if we take the $900 plus the 7200 help me out Mental Math 82 that would be uh $8,100 all right so our salt plus ice melt is 8,100 everybody with me so far hopefully I'm working with you guys you're working with me 8,100 plus our plow Price Right plus our sidewalks gives us a grand total of 12,450 all right I'm not sure if that's high to you guys I'm not sure if that's low to you guys again leave me some comments down below but this is how we figure out all of our mental math for all of our sites managing two dozen different sites here this is the same numbers we work with with everybody now in full transpar does everybody get bulk salt no does everybody get ice melt no some are plow only sites some are full service sites and those are home runs and we love those right but every single site is different some are plow and sidewalks but they're uh on call or on demand uh as needed basis for bulk salt application a lot of the churches that we take care we got a couple of those they only want salt on Wednesdays and Sundays go figure okay so every client is different we talk a lot lot of these details and little nuances there and a bunch of other great tips on the podcast episode if you want some more check that out like I said I'll leave a link in the description all right so as we go back to this 12,450 number how do we get that's that's a seasonal price okay if they want to write a 50% up front and 50% in 2 months fantastic they run a ra a check for 1245 uh at the beginning of the Season fantastic if they want to do five flat rate uh monthly installments I'm all about that life that's called making sure that we are guaranteed inome that's $2,490 a month to take care of your site okay now again this is up to 45 Ines of snow so we always let the client know and this is spelled out in our contract from the very beginning we got our customer info all of our rates and then a seasonal price and they can initial a for per push pricing which means it's all all cart every single thing that's laid out in that contract what we apply or what we do is what we charge and what we get paid for but if they want a flat rate monthly price this is becoming very popular the last couple of years is December January February naturally will have the larger inflated snow totals and snow pricings but it is a sting to the pocketbook right so if we can mitigate that the companies have real budgets uh they don't want $5,000 invoices in December and January I wouldn't either so instead if we can ride that out with November and March we can have five equal flat rate monthly Billings okay so you're going to do uh $2,500 you know in this example that we're building out for in uh November and March but we're going to have $200 to $600 worth a cost between labor fuel uh salt and you know employees right in that regard but again we're taking the sting out of those 345,000 invoices perhaps in December January and February does this make sense so this has become increasingly enticing to a lot of our commercial accounts a lot of our H uh HOA accounts flat rate monthly pricing again right now we're about a 40 60 split I'd say 40% are flat rate 60% are still per push we're moving more customers towards the flat rate monthly more than just the per push I personally like to have a hybrid system that way if it snows we get paid good if it doesn't snow obviously we're still getting some money coming into the checking account which helps pay for payroll and the company overhead okay now again this is all for commercial so at the end of the day these are our four quadrants number one we've got our plow price 15 pushes number two sadw walks 15 visits bulk salt up to 30 times like to see that number at 2 and a half multiplier number four I smell same thing 30 bags applied and you'd also do that at 2 and a half multiplier which would be 37 a half visits if we want a little bit more on the higher price it bid it to not get it or bid it if you get it great because you got the best price a little bit more retail price these 30 number visits are a little bit more conservative sharpen the pencil hey let's bid it a little bit more competitively prices okay that being said uh there's a lot of nuances in here you know you could always buy more coverage um you know we talk about that on the podcast uh what happens if it snows 80 in well on our contract it says it reverts back to per push pricing after 45 in of coverage so if a client's like hey what if we get 60 in of snow hey this right here this 1245 that we just budgeted you're good to go but if we get a wall up like Minnesota got last year I think 80 in and they're usually getting 40 45 in if they get that much snow it reverts to outside of this contract we go back to that per push per application per bulk salt per sidewalk shovel per snowplow visit pricing right gets tacked on to the invoicing obviously after you hit that threshold of whatever your tier is up to 25 in up to 45 in up to 95 in okay that's what I got lot of words uh maybe watch this video a couple times love to hear what you guys are getting out there for a bag of ice met applied a ton of bulk salt applied what are you guys doing for your sidewalk shoveling what are you guys getting for a 1 Acer sight for uh your snow plow rate uh that's with a standard 9 ft2 Boss plow can do about an acre acre and a quarter per hour uh that's some pretty good productivity rates a lot of you guys are wondering where do you get that $245 base rate for a snowplow push that actually comes from knowing our numbers and the know your numbers calculator that tool that we made available to you guys here in the spring at launch prer academy.com we used a multiple overhead recovery system to get our $80 per manh hour rate for our lawn of landscaping business but we went to a single overhead recovery system I.E plowing and salt only and a 4month window to recover the overhead for this portion of the business that production rate is going to Triple to $245 an hour because there's less time to and labor to recoup our overhead compared to the summer we've got hundreds if not thousands of manh hours versus very very small window to make that money back uh in the winter if that makes some sense for you guys if you guys need snowplow contracts check them out at launch preneur academy.com like I said one of the most popular resources that we have there available for you guys 99 bucks you download them uh they're very very streamlined fill in the red with your comp comp's info maybe pass it through your legal department your legal team or maybe a family lawyer so they can help make sure that it's working for your state provin um you know Canada America all that mess um but then also make sure that you guys change everything out in red to your company's info and your company's name they're plug Inplay hey if an HOA or a uh you know retail restaurant calls you tomorrow and you don't have snowplow contracts these would be a great resource for you guys to help you start Landing that snow work and start locking that stuff down now we've been having conversations to get our snow work lined up since early part of July uh snow is right around the corner don't delay so make sure you guys are bidding those sites get the conversation going with the decision maker and if you guys want any more information I'll leave that podcast link here uh down in the description down below we expound upon this for another 45 minutes outside of this video all right that's what I got for you guys in today's video a little bit more of an axis and nose hope you guys appreciate this kind of stuff we look forward to catching up with you guys here on the next one