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Why in the heck are you guys letting your supplier tell you how much you should be charging for your services? I pray you have a handle on your overhead and provide customer service that justifies your pricing.
I don't mean to come across as harsh. After basing my pricing on what suppliers told me to charge, what the competition was charging, and multiplying material cost times some magic multiplier I realized there must be a better (AND MORE CONSISTANT WAY). Get some books on pricing your product and service, go to some of those boring seminars that are not about machinery.
Pricing your product or service correctly is of VITAL importance along with giving your customers the SERVICE that makes that price justifiable. Your customers don't care if you can install landscape lighitng in 1/2 the time of your competition...they care that your crew is polite, you return calls in a timely manner, don't trash their house, get the job done when you say you will, and don't hit them with surprises.
If your customers are fighting you on what you charge it means they don't see the value of spending money on your services. Something else is lacking in your presentation and service.
I'll stop myself here. Please remember one thing...it is not just about price. It is about the intangibles that make your company shine over your competitors.
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As a father I was always aware that I was raising my sons to leave home, marry, establish families, and be men who could stand on their own two feet. We must fulfill our own destiny. I really wasn't concerned about what they might 'do' but I wanted them to 'be' good men.
- David Epps
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