International Mobile Equipment

"If you always do what you've always done you'll always get what you've always gotten"

A fact possibly, and it's TOUGH out their so it's something to consider. With pricing on products & services more competitive than ever, it's a feast for the bottom feeders or dollar swappers right now. The key to success in the "catfish market" is to shop & compare.

As an example, I recently heard that there were areas in South Florida that if your pricing for R19 in OC was more than 1.25/sq.ft.-you weren't getting the job. CRAZY -yes, but is it possible? Strangely enough, it is possible. You just need to consider doing something that you may have never done.

To explain, we'll let "the chemistry" speak again.
If a customer calls you looking for open cell foam:

*What yield are you getting out of your current product? 14,000 bft? 15,000bft?
*What price are you paying for your current product? $2,000.00/set or More?
*How much is that product costing your company per inch? 0.12/inch? 0.15/inch?
*Do you know what the aged R-Value of your OC product is? 3.6? 3.8? Or higher?

Any of the above that relate to a products chemistry can affect;

* The number of SETS required to complete a job-
* The cost per inch of the product you're spraying-
* How many inches of your product required to meet the desired R-Value-
* And most important, your ability to GET the job.

As an example, if the product you're currently spraying has a yield of 14,000 board feet per set, costs you 2,300/set delivered with tax, and has an R-Value of 3.6/inch; in order to apply an R19 for your customer you must apply 5.5 inches, or 6.5 inches to allow for trimming @ a cost of 1.04 per square foot just for material. Expensive? Maybe not in the past but if you need to compete with 1.25/sq.ft. installed-ABSOLUTELY.

So, let's do something you haven't done-consider another product. Shop & compare and expect variations dependent on the job. PRICE THE JOB, NOT THE SQUARE FOOTAGE! For the sake of my argument, let's look at another product (a very real product): a product yielding 14,000 board feet per set that costs you $2,400/set delivered with tax that has an R-Value of 4.2/inch. On the surface, its more expensive but: an R19 in this product requires 4.5 inches costing you 0.17/inch OR 0.77 per square foot with less clean-up, almost zero waste, and little or no trimming. Now-is 1.25 per square foot achievable? The answer is yes and there are other comparisons.

In closing-
DOING SOMETHING THAT YOU HAVE NEVER DONE MAY GET YOU SOMETHING YOU'VE NEVER GOTTEN!