EGIA Contractor University

Boot Camp

Success Week: Financial & Company Planning Boot Camp

November 7 - 9, 2018 - Orlando, FL

This three day event is designed to allow a company to develop a business and operating plan for the year ahead. In addition to conducting a full review of all the company business processes, we will work to then prioritize the company goals. Once we have established all the relevant goals, we can then create a plan that will consist of a Financial Plan, Marketing Plan, Production Plan, and a Human Resources Plan.

We will create a working budget that transcends a one-time budget and becomes an operating platform for your company. We will also design a lead forecast, sales, sales closure rates, estimated marketing budget to create those leads, and a forecast for labor an crews, techs maintenance.

We will review all methods of pricing, market and cost based, the methods you may enjoy implementing to increase your sales, as well as consumer promotions for your slower transition shoulder seasons, a break-even calculation, and how to be sure we are making a profit and positive cash flow in any given period.

In this workshop we will create a positioning cookbook price system, and analyze how this can be used in your own company. Whether you already have a set price book or not this analysis is essential to know how a company can sell utilizing overhead per crew day, and combining marketing practices in the slower periods.

Finally we will cover all aspects of service management, developing tech lead turnovers and sales, service agreements, accessory sales, and marketing to gain access to new service clients both digitally and also via traditional media. It is a power-packed 3-day event, a working session, that will allow you to walk away with a real goal plan and action plans to complete the work.

More Information

DAY 1


Introduction

  • Opening Remarks & Agenda Review
  • Company Evaluation Processes and Business Review – BUSINESS EVALUATOR™
    • Detailed company evaluations performed individually
    • Detailed Strategic Discussions
    • Detailed GAP Analysis of each individual Company
      • Leadership Practices & Strategies
      • Company Performance – Financial Strategies & Goals
      • Service & Maintenance Operations Practices & Strategies
      • Residential Add-On Practices & Strategies
      • New Home Construction Practices & Strategies
    • Define the Company Change & Priorities Planning List

Group Training – The Improvement & Change Process in a Company

  • Identifying Gaps – Gap Analysis – Focus the Priorities on the Key Company Issues
  • The Planning Process – How to Take the Plan and Make a Reality

Leadership & Forming a Company Operating Plan

  • Establishing a Vision for Your Company
    • Working Exercise to create a Vision
  • Core Vales & Operating Philosophies
    • Working Exercise to Create Company Core Values & Culture
  • Establishing Company Goals for 2019
    • Working Exercise to Define Company Goals for Plan
  • Key Company Benchmarks – Discussion –
    • Working Exercise for Prioritization & benchmark of company against model company data
  • Prioritizing Goals/Actions, & Strategies, and Implementation Steps for Marketing, Human Resources, and Operational Production Planning
  • Defining & Completing Company Action Plans for Key Company Performance Goals
    • Revenues/Margins/Growth Rate/Profits/S.G.A. Costs/Key Changes 2018-19

 

DAY 2


Financial Planning & Mapping

  • Financial Review
    • Evaluation of Current P&L and Statements (Ratios and Interpretation)
      • Case Study Evaluation off Industry Models by Segment
      • Your Company Evaluation
        • Ratios and Performance Measures/Outcomes
        • Cash Flow of Company
    • Defining Specific Financial Goals, Strategies, Actions
    • Service Department Pricing, Efficiency, Production, GP$ per hour
    • Market Segment Financial Analysis
      • Residential Replacement Analysis
        • Residential Add-On Benchmarks (GP$ per Crew) and Why
        • Retrofit Pricing Analysis (Cookbook) and Group Exercises
        • Your Company Benchmarks for Replacement
      • New Home Analysis
        • Construction Benchmarks (GP$ per Crew) and Why
        • Pricing Analysis and Group Exercises (Dual OH)
        • Your Company Benchmarks
      • Budgeting and Forecasting Performance
        • Group Training –
          • Using the Budget Software Tool
          • Production Tools & Forecast to Actual Software Tools
          • Slowest 3 Month Model for Overhead Tool
        • Individual Exercise –
          • Creating your company Production Plan for Labor
          • Creating Slowest 3 Month Model – Shoulder Seasons
          • Creating Your Budget for 2018 using Software
            • Establishing and Writing Financial Action Plans

DAY 3


Service & Maintenance Department Planning

  • Service Department Benchmarking & Analysis – the Profitability Models
    • Dealing with Service Revenue Seasonality – Flattening the Sales Curve
      • Over Ten Processes/Program
  • Define and Review the Service Department Better Practices
    • li>Dispatching
    • Hiring, Recruiting, Training
    • Pricing and Labor Management
    • Customer Service Practices for Improved Service
    • Maintenance & Technician Selling/Turnover Models
    • Vehicle Replenishment
  • Service Agreement Models & Maintenance Department Better Practices
    • Types of Agreements
    • Pricing & Positioning of Agreements
    • Pricing Model
  • Establishing & Writing Service & Maintenance Department Action Plans

Creating a Lead Generation Plan with a Company Marketing Plan

  • External Marketing Review –
    • Creating Referrals in your Company
    • Media & Advertising
    • Lead Planning & Forecasting
  • Internal Marketing – Communications, Leadership, & Training
  • Operational Marketing – Establishing Processes supportive of Marketing
    • Flat Rate
    • Maintenance Agreement Processes
    • Service Technician – The Perfect Service Call Process

Executing the Company Plan

  • Group Training Session – Using a Flawless Execution Model
  • Closing Comments

 

Pre-Workshop Preparations


In order to get the most out of this workshop, it is strongly recommended that you come prepared with the following materials.

  1. Your company’s organization chart
  2. A copy of your previous year’s income statement (final year) – detailed if available
  3. A year to date income statement
  4. A balance sheet – current
  5. Your company’s goals for the coming year PLUS goals for the coming year broken into departments – service/AOR/MTC/commercial/commercial MTC/ etc…. all departments broken down
    • Sales
    • GP Dollars
    • Gross Margin %
    • Sales Growth %
    • Service Agreement growth, renewal, attrition
    • Earnings target – EBIT – also known as operating income
    • Other goals
  6. Pay for each field labor person – possible report or just know the wages you pay
  7. A month-by-month break down of all sales by department – seasonal sales mix percentages
  8. A month-by-month break down of each cost of goods sold – by department if possible
  9. A working laptop or device that has EXCEL on it actively working
  10. Your system or method of pricing
  11. The flat rate or time and material labor rate used in service departments
  12. Sales closure rates
  13. Average tickets for service, plumbing, HVAC, Drain, and Retail Sales
  14. Lead tracking if available – cost per lead
  15. Where you got your lead sources from and those cost per leads
  16. # of maintenance agreements and renewal percentages
  17. Percentage of leads from service and maintenance
  18. Lead turnover ratio’s – calls run, lead turned, what ratio

Items 7 and 8 can be monthly printouts of detailed income statements- by month to project – in a budget of sales and costs. We would like you to bring a budget that you have done.

You are not required to bring all of these materials, but please be aware that you will get far more out of this workshop if you do!

Presenter Bio

Gary Elekes

President, EPC Training

Gary Elekes is serial entrepreneur with a passion for helping others become more successful by sharing what he has learned over the past 3 decades working closely with all facets of the contracting industry. During his career, Gary has held senior management positions at Lennox and Service Experts. In 2000, Gary moved into entrepreneurship and started his training and consulting business EPC. Today, EPC continues to support growth oriented businesses aspiring to reach 20% EBIT. He also designed the very first web based learning platform for the residential contracting industry, which acts as a support system for training and learning in HVAC and plumbing trades, and has over 5,000 subscribers.

In 2003, Gary began acquiring contracting firms with a focus on developing turn-around opportunities. He also opened and operated several start-up businesses. In 2010, he added web design/SEO and online marketing to his company portfolio starting Imarket Solutions as a co-founder. Gary graduated from Ohio State University with a BSBA and also holds a Master's Degree in Business and Finance.