Take advantage of technological advancements
Today, design software has become an integral piece of the puzzle in new sales presentations. There is an array of computer-aided design (CAD) software available. Incorporating this technology into a sales presentation can further differentiate a company from its competitors. One precaution for those using CAD drawings to illustrate the details of a project to the client is to never leave the drawing with the homeowner as they may use it to shop around the ideas it presents.
Further, websites should always be upgraded and the content kept current. As stated earlier, homeowners interested in purchasing a swimming pool often search the Internet for various design options and features as well as to learn about the latest equipment and accessories currently available. Therefore, websites should promote innovative pool designs, present ideas, and discuss technologies.
The final bid
The key to maximizing profits and enhancing the bottom line is to have a realistic picture of how much the proposed pool will cost before presenting the final bid. To do this properly, a job cost model is strongly encouraged. It is important to calculate not only the direct material, subcontractor, and labour expenses, but also any hidden and overhead costs. Factor in the time spent on the job, transportation costs, and add freight to all ordered accessories. Map out the construction plan from start to finish and consider obstacles as a cost. Understand that downtime is also a cost; therefore, following up with suppliers to avoid any wasted time and effort imposed by a delay in delivering materials.
Last but not least, do not match a competitor’s price. Be proactive and not reactive by planning projects thoroughly—from start to finish—keeping the intended profit margins in mind.
Connie Sue Centrella is a professor and department chair for the online Aquatic Engineering Degree Program at Keiser University eCampus. She was honoured with the Evelyn C. Keiser Teaching Excellence Award ‘Instructor of Distinction’ and holds certification as a chief sustainability officer for the Team Horner Group. Centrella is an industry veteran with more than 40 years of experience in the aquatics field. She is also a former pool builder with extensive knowledge in pool construction, equipment installation, and manufacturing.
