Click here to view the embedded video.

The 5 D’s to Successful Selling

Are you tired of wasting hours and hours developing plans, revising estimates and playing the guessing game with your prospective clients? Working for “free” just for the privilege of installing their landscape at a deeply discounted price? Hoping that they pick you instead of the 10 other landscape contractors that they called.

Well if you are, this is one video that you literally cannot afford to miss. I will show you a better way to sell more work, in less time, more profitably. Period!

No more running around and guessing:

• How much do they really want to spend?
• What phase do they want to do first?
• Are they even going to do the work?
• How many other companies are they talking to?
• Are they just using me for my ideas?
• Etc., etc., etc.

That’s right. I guarantee that this video, sponsored by DynaSCAPE, will show you how to dramatically improve your design/build sales immediately.

How can make such a bold statement?
Well quite frankly, I have spent the last 35+ years designing and selling millions of dollars in installations working as a landscape design/build contractor. In all of that time I have developed some great strategies and insights into how to succeed in landscape design/build and I’m willing to share all of them with you.

Thanks!
Jody Shilan

Jody Shilan is a former landscape contractor and award winning designer. He has sold tens of millions of dollars of installation work throughout his career and now uses his 30+ years of experience to teach other landscape design/build contractors how to dramatically increase their sales and standardize their landscape design/build/sales process.  He does this through private consulting, public speaking, group workshops and his “exclusive” members only website www.FromDesign2Build.com

Currently, he is serving his second term as President of the New Jersey Landscape Contractors Association (NJLCA) and was recently honored with the designation of PLANET Trailblazer.

If you have attended one of the courses listed and wish to view it again, please contact DynaSCAPE for your password.

Here’s the full list of recorded courses for DS|Design:

Training - DS|Design

• Protected: Design v5 Intro Training, Day 1
• Protected: Design v5 Intro Training, Day 2
• Protected: Design v5 Intro Training, Day 3
• Protected: Design v5 Intermediate Training
• Protected: Design v5 Advanced Drawing & Editing

If you have attended one of the courses listed and wish to view it again, please contact DynaSCAPE for your password.

Here’s the full list of recorded courses for SketchUp:

Training - SketchUp

• Protected: SketchUp Basics
• Protected: Modeling Landscapes Part 1A – DynaSCAPE CAD Prep and Cleanup Concepts
• Protected: Modeling Landscapes Part 2 — DynaSCAPE Vegetation Concepts
• Protected: Modeling Landscapes Part 3 — DynaSCAPE Sandbox Terrain

DynaSCAPE is pleased to announce our new partnership with ArtVPS, the makers of the Shaderlight plug-in for Google SketchUp. Shaderlight transforms SketchUp and DS|Sketch3D models into attractive and professional-looking photorealistic renderings. This partnership makes DynaSCAPE an official reseller of Shaderlight and allows us to offer this exceptional rendering plug-in directly to our customers.

Last year, we brought 3-dimensional design to our landscape customers with the release of our DS|Sketch3D software. An add-on to Google SketchUp, DS|Sketch3D allows DynaSCAPE users to transform their drawings from 2D to 3D with the aid of over one thousand landscape-specific 3D models of trees, shrubs, palms, perennials, rocks, ponds, pools and other landscape structures.

The 3D models that the combination of SketchUp and DS|Sketch3D produces are a powerful selling tool for any landscape company that wants to showcase its designs in their full 3-dimensional glory. Customers can see exactly how their new property will look with 3D representations of all of your design ideas , from various viewing angles.

Shaderlight adds the final masterful touch to a DS|Sketch3D SketchUp model by applying “photorealistic rendering” to the model. Photorealistic rendering is the process of converting a model into what looks almost like an actual photograph, in part by simulating how natural or artificial light will affect the various objects in the 3D model, and how all objects and surfaces will interact with that light at different times of the day. It’s a process that requires a mind-bogglingly complex series of algorithms for tracing light rays through a 3D model, but the results look anything but computer-generated. With their realistic shadows, consistent light angles and uncannily accurate pool reflections, Shaderlight’s renderings look very much like actual photographs. They bring a landscape design’s appearance as close as possible to real without actually building the site.

“This partnership with Shaderlight is the natural next step for us at DynaSCAPE,” says Product Manager Len Hordyk of the deal with ArtVPS. “Just as Color was the logical next step to transform Design output from black and white to full color, and DS|Sketch3D was the perfect enhancement to add the third dimension to those designs, Shaderlight now brings the level of professionalism of our customers’ designs up yet another notch. We’ve been working with Shaderlight since the development of version 2.0 in 2011, which incorporated a number of DS|Sketch3D’s tree models in the unique ‘Replace Me’ feature. This enables users to easily render detailed models without the associated slow down when using large amounts of geometry. Most importantly, Shaderlight renders DS|Sketch3D’s vegetation models extremely well.”

To purchase the Shaderlight Pro plug-in ($299.00) please call us at 1-800-710-1900 Ext. 2, or email us at sales@dynascape.com.

DynaSCAPE is pleased to announce that we’re ready to release DS|Design version 6.0, our latest upgrade that brings many improvements to the program, adds a new software license validation process, and moves your future subscription renewals to a monthly schedule.  Here are some details about these changes:

New Design Features

The biggest improvements in DS|Design v6.0 are related to enhanced capabilities in a Windows 7 environment, where performance is now much better when working with medium to large projects.  You’ll need v6.0 to have your DynaSCAPE products run effectively on Windows 7. In additon, you’ll notice a smoother zoom and pan, better movement, and copy and paste functionality.  For more information on these and other v6.0 changes, please visit this page.

Product Validation

When you update to DS|Design v6.0, you will notice that the software now has a built-in product validation feature.  To explain how this works, here are some details in a Q&A format:

What is a product validation process?

It’s similar to the license validation procedures that are found on most commercially available software products these days, and its purpose is simply to ensure that as the user of the program, both your DynaSCAPE purchase and your subscription are valid and up-to-date.

Will it affect how I use the software?

We’ve instituted this change in a way that we hope will be completely unobtrusive to your use and enjoyment of your software.  The first time you start DS|Design after installing the update to v6.0, validation will begin automatically.  It checks your  license rights, and also checks for an active DynaSCAPE subscription.

What happens if my subscription/license is not valid or up to date?

The software will only run if  you are licensed to use it, and if your subscription is active.  If there’s a problem with either, you will be notified, and we will be happy to help you put your license and subscription status back in order, and in so doing, to put your use of the software back on track.

Is this a new policy?

This new product validation functionality doesn’t change our existing policies.  It simply automates the process of making sure that everyone adheres to the terms of our software license agreement, which requires each user of DynaSCAPE to have a current subscription.

If it’s not new, then what’s different?

What has changed, as of version 6.0, is that those who don’t have a license and a subscription will no longer be able to run the software without them.  Product validation is now an automatic part of the program.

Why is a subscription approach important?

Long-time DynaSCAPE users will remember that when we first introduced them, subscriptions were recommended and several years ago they became required. As our software has evolved, we’ve incorporated an increasing number of new features, web components and tie-ins with 3rd party companies, which require ongoing monthly subscriptions and hosting fees, all of which require ongoing development and updating.  We see the subscription model as the key to keeping both our software and our customers current and competitive.  It’s the win-win arrangement that best ensures the continued health of your software toolkit, and our ability to keep it at the cutting edge of technology.

What does my subscription give me?

An ongoing subscription to DynaSCAPE gives you

• continued use of the software;
• all software updates, as soon as they’re released;
• access to our responsive customer support; and
• access to online services and content like the plant database and 3D models.

More information about DynaSCAPE subscriptions is available online, here.

The move to monthly subscription renewals

Finally, v6.0 introduces a move from annual to monthly renewals of your DynaSCAPE subscriptions.  This change will take effect for you whenever your current subscription period ends.  At that time, your subscription schedule will change to renew each month going forward, instead of once a year.  We trust that this will help you by spreading your costs out over the whole year, and eliminate the need for you to plan for a larger single annual fee payment.

If you have any questions or feedback, either about product validation or about your subscription, please don’t hesitate to reach us anytime.  Email us at sales@dynascape.com, or call us at 1-800-710-1900. We hope that all of these changes will add significant convenience and improvements to your experience with your DynaSCAPE software.  We look forward to hearing your from you!

Sincerely,

The DynaSCAPE Team

The PowerPoint slides from the presentation are available here.

You can view the webinar in its entirety by clicking on the video below:

Click here to view the embedded video.

The PowerPoint slides from the presentation are available here. You can view the webinar in its entirety by clicking on the video below.

Click here to view the embedded video.

The PowerPoint slides from the presentation are available here. The supporting article, “12 key sales tips to increase your close rates and your profits“, can be viewed here. You can view the webinar in its entirety by clicking on the video below.

Click here to view the embedded video.

1. Understand what your customers really need.
   Understanding your customers’ needs and what kind of work they really want from you is very important. If you can connect with them and come to a good mutual, positive understanding of the work to be done, the customer will feel more inclined to purchase from you. If you have ideas and input that you would like to add, start by setting the stage for your suggestions and recommendations by first asking the customer’s thoughts, and then expanding on them using your creativity and unique skills, never telling the customer what they need or what they like. It is their house and they are the boss.The key is to ask the right questions in exploring exactly what the client is looking for. Questions could be grouped in the following categories: how the property will be used; scope of work and budgets; customer likes and dislikes; customer priorities; etc.



2. Don’t drop the ball by not following up.
   Always follow up! If you show professional responses in a timely matter, getting back to customers promptly, it shows that you want to work for them and that they have your attention.Following up is critical to your sales success. Most of your competition will not follow up. This is an easy way to differentiate your sales process in your marketplace. Your follow-up process should be structured and enforced. This could include follow-up e-mails, thank you cards, phone calls and site visits.
3. Execute weekly.
   As a salesperson, you need to be able to execute week after week, closing sales regardless of the size. You have to keep new work coming in constantly, even if that means generating your own leads.Hold a weekly sales management meeting. Have each salesperson report on the following: sold projects, bid projects, follow up, new business development, and year to date statistics.
4. Whenever possible, close sales on the spot, face to face.
   If you have the opportunity to close small jobs on the spot, face to face, make sure you do so. Be prepared with either an automated estimating system or a spreadsheet that you can use to quickly calculate a small quote accurately. That way, you’re more likely to walk away with a cheque in your hand rather than just another small lead to put on your enormous to do list.
5. Know what you do – and DON’T do – well.
   Establish what you do well, and what you don’t do well, by analyzing your work and HONESTLY assessing the work that you’re producing. For example, if you’re really not that good at building decks, either get some training, or stop offering to build them. Doing bad work gives you a bad reputation and is a headache for everyone involved. Do the work that you’re best at.
6. Use a good sales pipeline tracking system.
   Managing your sales pipeline is very important for a successful sales team. Having a good system for organizing and prioritizing your leads will ensure that you don’t let any leads fall through the cracks or become less urgent to you. There’s nothing like an automated reminder to help you keep your clients on your radar, and to keep your company’s services on theirs.



7. Present winning proposals.
   A carefully-prepared, attractive-looking proposal is your best calling card, a chance to demonstrate not only your great design ideas, but also your professionalism. Think of it from the clients’ point of view. If they’re comparing proposals from two otherwise similar companies, chances are they’ll choose the one that shows impressive hand-drawn quality, clear labels, plant photographs, attractive colours, subtle shadings and opacities, and 3D renderings. “Wow” is definitely the reaction you want to get from your proposals.The customer leave behind should be a bound document containing the following information: an introductory statement, a reduced copy of the plan, proposal, materials list and supporting documentation, testimonials, certifications and insurance certificates, company history and key employee bios, etc.
8. Say no to lousy jobs!
   Closing sales but not seeing any profits? Saying no to jobs that yield very low profits, or no profits at all, is the first step in correcting that situation. The next is only choosing work that actually does make you money. To know whether a job will be profitable or not, you need a reliable system that lets you accurately calculate your break-even point on each and every proposal, beforeyou accept the work.Explain the process. At this point in the sale you have the opportunity to set the tone of the entire job and really explain how your company does business. This alone can sell a job, when people understand the next steps and understand what to expect it creates a much better relationship with the client and really helps close business. This is also when you would address what will happen if any changes for whatever reason arise in the job and that it may cost the customer extra money, so as to not hurt yourself if there is something out of your hands that causes the job to be more expensive, whether it be unseen terrain or an old septic tank. Develop a sweet spot project criteria list for your company. This would include who you would work for, the size of project, the type of project, schedule requirements, company profitability, etc. The sweet spot would help define what type of projects your company should be competing for. These projects will better suit your company’s strengths and give you a competitive advantage.
9. Have a system for handling changes on the fly.
   Job changes on the fly can often be a great way to make a job even more profitable, but only if you’re handling these change requests efficiently and accurately. Tracking all the changes, and ensuring that they’re all ending up on your invoices, will make or break this as a profitable source of revenue.It is vital that change orders are effectively communicated before the work was actually completed. Many landscapers are afraid to discuss the actual costs involved. Unfortunately, this leads to customer dissatisfaction or will cost the company profits during a negotiation upon the completion of the project. The change orders should also have a separate payment schedule, that requires payment upon completion of the change order not the project.
10. Show your company’s value.
    You may be promoting your company’s skills and products quite well, but are you also pointing out how much your work will benefit your customers? Help them to understand the true value and worth of your services. How does your expertise, or longevity in the landscape business, improve what they’ll get by hiring you? Don’t be afraid to point out how great it will be for them to have beautiful landscaping around their house or business, for example, and how easy it will be for them (or you) to maintain it. Sell the long-term value of your products and service, not just the cost.
11. Gather and use references.
    Ask each satisfied customer for a reference after you’ve done the work, and keep a list of those references handy to show prospective clients. It’s a habit that not only motivates you to make sure all of your clients are thrilled with your work, but also develops a great reputation for your company that will help you to close sales.
12. Go after repeat business.
    Create a system that prompts you to go after return business, especially (but not only) if you’re a maintenance company. When you’re phoning or emailing clients, remember to set up winterizing or spring openings. Make it easy for the customer to pre-book your services – it’s more convenient for them, and it guarantees you their return business. Set up a basic schedule that your customer can either confirm, or reschedule.Rule of Thumb – Make it easy for people to do business with you.

BONUS tip: When you lose a bid, find out why!
Everyone wishes they could win every piece of business that presents itself, but this is never the reality. Whenever possible, ask clients why they chose someone else. Finding out and cataloguing the reasons that you’ve lost jobs can be almost as valuable to your company as winning a single job. If you can understand losing trends, you can identify ways to improve your bidding process, and put in motion actions to prevent or alter those trends and turn more proposals into sales. You’ll never win every single job, but taking that losing percentage and cutting it in half or even one third can significantly drive up revenue and make your business more profitable.

The PowerPoint slides from the presentation are available here.  The supporting article can be viewed here.  You can view the webinar in its entirety by clicking on the video below.  And finally, below the video link on this page are answers to those questions from attendees that we didn’t have time to address during the webinar.

Click here to view the embedded video.

Answers to questions from the webinar:

Q: Is there help in setting up a budget for first time using Manage360?
A: During our implementation, we initially do a kick-off meeting so that your company understands its responsibilities during the process, and what information needs to be gathered. After this initial meeting, we can assess whether or not additional consultation is recommended before the implementation officially starts.  We do offer consulting services, but they are associated with additional costs.

Q: I have a multiple division company.  What is the best way to look @ or split overhead for each division?
A: There are three primary criteria for setting up your divisional budget. Each category is allocated according to:  1.  Gross sales volume. 2.  Number of overhead people. 3.  Number of field people.  For example: uniform expenses would be broken down in each division based on the number of field people as a percentage.  Advertising is broken down by sales volume.  Overhead people should be allocated based on the time spent in each division as a percentage; in many cases, one person works for multiple divisions.

Q: How much of your budget/pricing information is shared w/ the client? residential work?
A: I would typically not share any budget information with a residential client.  I would perhaps share my breakeven price, and the profit applied to the project.  This would be a last case scenario.  The break even and profit numbers are shared with the customer in an effort to educate them about my scope of work and the quality of the work being performed.  To prove that my price is a good value.

Q: Couldn’t that change the % drastically if one uses a lot of subs?
A: If your company is a general contracting company, and subcontracts all its work, the percentages would be different.  Your overhead would be recovered on a project by project basis.  This could either be based on the length of each project, or a specific overhead recovered on each project.

Q: Does gross sales include sub work?
A: Yes, because you’re charging the client for the work it does.

Q: What are your feelings towards stabilizing labor costs by way of paying the crew for work performed such as a $ amount per plant, per ton of rock, per sq. foot, etc.
A: This would be a wonderful way to increase production and motivate your field employees.  The first possible scenario would be setting up a system that both the estimator and the field employees agree on.  Unfortunately, there are many variables on each project.  It could be possible to set up standard production rates for each major function.  A series of general conditions would have to be agreed on for each project.  A second possible scenario would involve including the labor force in the estimating process.  The production crew would agree to a lump sum labor price for the project.  In either scenario, they would have to be agreement between the estimator and the crew prior to the commencement of the project.  There would also have to be an understanding on how change orders would be handled.  There would also have to be an agreement on unforeseen site conditions and mistakes made during the estimating process.

Q: Do you treat your design staff as an OH office labour or field labour? They have billable hours, but also incur office OH items.
A: I would recommend leaving the design staff in overhead.  You could determine what percentage of that time is billable versus non-billable, and only include the non-billable percentage in overhead.  An alternative would be to include the revenue generated by the design in the sales volume for the company, and then recover the entire design staff cost in overhead.  The other consideration would be whether the design fees are included in the estimate cost for the project, or are billed as a separate line item to the client.

Q: How much do sales/estimating staff need to know about how profit is determined by the ownership?
A: I think your sales and estimating staff should know how the profit is determined for each project.  An estimated profit does not usually translate into actual profit.  I would recommend sharing job cost profit and actual company profit with these key people.  Some companies’ profit applied to projects is high because they are not accounting for all the direct costs in the estimating process.  In my experience, if all costs are covered, then the profit percentage is usually between 10 and 20% in a normal marketplace. It is also important for the salespeople to know what the profit amount is, because that’s all they have to negotiate.  Salespeople and Estimators are key people and should be trusted with profit information.

Q: How often do you recommend meeting with someone like yourself to get feedback as well as having someone else look at our business?
A: The consultation should be designed around your specific needs.  This is typically driven by your budget and how quickly you want to change and implement new systems.  It also depends on the current state of your company.  I would be able to give you a better idea after an initial meeting and company assessment.  I have clients I meet with on a monthly basis, I also have many clients that I meet with each quarter.  My goal is always to develop a long-term relationship based on your requirements and comfort level.

Q: Could Manage360 be used by a estimating business?
A: This would depend on how many companies you’re estimating for.  My recommendation would be to set up a division for each company.  You would then be able to use company-specific information for each estimate.

Q: Does the 7-10% Equipment vs Gross Sales ratio include Depreciation?
A: The 7 to 10% equipment number is based on the cost to purchase, operate and maintain each piece of equipment.  The actual payments for your equipment should be used, not the depreciated amount.  The cost of equipment should be based on replacement cost.  The cost of your equipment used in estimating should remain the same, even after the piece of equipment has been fully paid for.  Theoretically, this amount would then be applied for the down payment on the replacement piece of equipment.

Q: Is it possible to get a PDF or PowerPoint of these slides emailed to us?
A: Yes it is possible, email sales@dynascape.com and we will have it sent out to you. Better yet, the PowerPoint slides from the presentation can be downloaded directly from here.