We speak alot of how hard seasonal contracts are to sell. I have signed 5 new seasonal accounts this season alone. Here is what I do, and see if it may work for you.
When asked to bid on a site, we go and meet with the owners, we find out what their needs for plowing are, do they want black and wet, what are your trigger depths, how often do we need to service your site and so on. They we lay out our plowing plan. And at the same time show them the benifits of a seasonal contract.
Then when we send the contract in, it is laid out for seasonal pricing, with payment plan, amounts per month, and details regarding low cap and high cap on snowfall.
Near the very end is the per push pricing. Now once they get the contract in hand, I stop pushing the seasonal idea, I dont want to over sell the option. Yet everyone that I have done this to, has decided to go with that option.
In the last 5 winters, we have barely reached our average of 45" for a single winter, in fact last year we only recieved 15" of total snowfall, so it isnt because we have had hard winters that the managers are opting for seasonal. If you are confident in offering the seasonal sale, you may be surprised at how easy it is to sell it.
We also won a contract because of being a SIMA member, when the manager saw the logo on the contract, and called to find out what they were all about, and then found out we were the only members in our area, he was impressed at how we are learning more about the industry, and not waiting for stuff to happen before we jump on the bandwagon.
Dino
When asked to bid on a site, we go and meet with the owners, we find out what their needs for plowing are, do they want black and wet, what are your trigger depths, how often do we need to service your site and so on. They we lay out our plowing plan. And at the same time show them the benifits of a seasonal contract.
Then when we send the contract in, it is laid out for seasonal pricing, with payment plan, amounts per month, and details regarding low cap and high cap on snowfall.
Near the very end is the per push pricing. Now once they get the contract in hand, I stop pushing the seasonal idea, I dont want to over sell the option. Yet everyone that I have done this to, has decided to go with that option.
In the last 5 winters, we have barely reached our average of 45" for a single winter, in fact last year we only recieved 15" of total snowfall, so it isnt because we have had hard winters that the managers are opting for seasonal. If you are confident in offering the seasonal sale, you may be surprised at how easy it is to sell it.
We also won a contract because of being a SIMA member, when the manager saw the logo on the contract, and called to find out what they were all about, and then found out we were the only members in our area, he was impressed at how we are learning more about the industry, and not waiting for stuff to happen before we jump on the bandwagon.
Dino