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Commercial Accounts

Discussion in 'Commercial Snow Removal' started by ferdinand711, Nov 24, 2009.

  1. ferdinand711

    ferdinand711 Senior Member
    Messages: 130

    With all these commercial establishments around, why is it so hard to get an account? Drop in your thoughts..
  2. Mick76

    Mick76 2000 Club Member
    from Maine
    Messages: 2,157

    You need to start knocking on doors around Sept
  3. JeffNY

    JeffNY Senior Member
    Messages: 484

    You can get them, you just have to be cheaper than the other guy, which would then, make you a 'low baller'
  4. big acres

    big acres Senior Member
    Messages: 653

    Assuming your pricing is in the same "ballpark" as the rest of the pack, the better salesman usually gets the job, barring any previous relationship with the property manager.

    There has been a dramatic shift from company owned property to leased space over the years, which makes on off-site manager harder to access... again, the better salesman will hunt them down. Those that do not have a full-time salesperson, or serious time to devote to sales will give up after the first or second rejection. A good salesman will recognize a dead lead, but pursue glimmers of hope for several years -religeously. I have landed some of my best accounts this way.

    Name recognition helps too... these managers are bombarded by every guy with a plow and a dream. They will only give serious thought to you if you give them reason to.
    You need to up your game in every area of marketing and salesmanship. Google "Gitomer" and start reading.
  5. redman6565

    redman6565 PlowSite.com Addict
    Messages: 1,411

    a lot of competition, low profit margins, liability requirements...there are a lot of factors
  6. WNYSeasonalSvs.

    WNYSeasonalSvs. Junior Member
    from WNY
    Messages: 29

    Can't forget about the nationals taking over the lager accounts & giving them to morons who pay dearly. Leaving everyone else fighting for the decent contracts.
    Commercial isn't all that it's cracked up to be. Can easily make just as much plowing residential. Salting is another story.
  7. redman6565

    redman6565 PlowSite.com Addict
    Messages: 1,411

    ya it all depends on the dollar amount that you need in order to feed your business and keep it operating properly
  8. fms

    fms Senior Member
    from Maine
    Messages: 209

    A lot of experienced property managers have burned themselves by hiring low ballers or contractors that they didn't know, but had a great sales pitch.

    Reputation and name recognition are extremely important in getting commercial accounts.
  9. MahonLawnCare

    MahonLawnCare Senior Member
    from Ohio
    Messages: 852

    I believe it is due to a few factors

    1.) The Recession-Most managers/decision makers are looking for the absolute lowest price. Period. No matter what you did for them. They don't care. They save the company $, they keep their job.

    2.) National Companies-A lot of the big chains around here, the really nice accounts are all with national chain. They will then find the biggest moron lowballer to do the plowing. The lowballer will screw up the account and lose it. But guess what? The great thing about lowballers is there is always 30 more waiting in the shadows.

    My advice to you is simple: Drink Heavily
  10. redman6565

    redman6565 PlowSite.com Addict
    Messages: 1,411

    hahaha you aren't kidding there :drinkup:
  11. redman6565

    redman6565 PlowSite.com Addict
    Messages: 1,411

    jack and johnny walker always forgive you