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TAG: pricing

5 Ps of sales management

September 28, 2015By

The tragedy of sales management is that good (sometimes great) salespeople are promoted to sales managers, where they often fail. They’re promoted to their level of incompetence. What makes a good salesperson differs from what makes a good sales manager. Sales management is a role you can’t study in school. It’s learned on the job. Yet, if you want to... read more

Achieve 100% productivity

October 22, 2014By

Productivity is important in any business, and there are several ways to measure it. But the best way is to keep it simple, clear and actionable. For the green industry, that means measuring the hours—the ratio of budgeted hours to actual hours, that is. If 100 hours are budgeted for a job and it gets done in 90 hours, then... read more

Video: How often should you raise prices?

October 21, 2014By

Jeffrey Scott draws on a discussion he had with a group of contractors regarding raising prices to come to the conclusion that “the lesson you should take is raise your prices every year a little bit.” Press play for more pointers. read more

High Performance: Quality, speed, price—choose all 3

September 22, 2014By

There is an outdated business philosophy that rears its head periodically. It says the customer experience comprises three aspects—quality, speed and price–and businesses only can deliver two of these aspects at a time. Choose quality and speed, but sacrifice price. Choose speed and price, and sacrifice quality. Business is a zero-sum game where these trade-offs define business strategy and product/service... read more

What I’m Reading Wednesday: Tips for raising prices

April 2, 2014By

Pricing is a perennial pain point for landscape business owners. Even if you’re comfortable with your current pricing levels, how do you feel when it comes time to raise prices? On edge, I’d bet. Who wouldn’t be? That’s why this article piqued my interest this week. “The Art of Raising Prices: Lessons from Amazon Prime” Harvard Business Review There’s an... read more

A Better Way 2 Learn offers free e-book

March 19, 2014By

A Better Way 2 Learn Financials released a free e-book for landscape professionals, The Landscaper’s Guide to Integrated Financial Management, authored by Frank Ross, the creator of A Better Way 2 Learn. The 15-page guide hits on five processes to foster sustainable growth within a landscape company. Those five processes include the following. 1. Lead tracking The guide reinforces how important... read more