L'p' sales and pricing

1
L.p. sales and pricing

• Stephen J. Johnston
• V.P., Southeast Division Manager

2
Lightning Protection Sales

• Nothing Happens
• Until The Sale Is Made
• Aesthetics

3
Dont Omit the LP!!!!!

• Have you
• Pruned?
• Cabled?
• Braced?
• Fertilized?
• Treated for pests?
• Irrigated During Drought?
• Protected from Bull Dozers?
• What Else?

4
Everything except LP?
5
(No Transcript)
6
Opportunity for sales?

• Existing client base
• Areas of High Potential of Strikes
• Golf Courses
• Parks
• Estates
• Historic Sites

7
Existing Clients

• The Best Place To Sell Todays Work Is Where You
  Sold Yesterdays Work
• Walt Money, Guardian Tree Service

8
Existing Clients

• When Making Inspections
• Trees With Cables
• Lone Trees
• Sentimental Trees
• Tall Trees
• Trees Near Homes

9
(No Transcript)
10
(No Transcript)
11
(No Transcript)
12
(No Transcript)
13
Near Houses and structures
14
(No Transcript)
15
(No Transcript)
16
New Client prospects

• Neighbors of Existing clients
• Neighborhoods with History of Strikes
• Golf Courses
• Parks

17
Prospecting

• Neighborhoods with Strike History
• Weather Service Web Sites

18
(No Transcript)
19
Parks and Historic Sites

• Use Your Road Map
• Correlate to Web Sites of strikes
• County and Municipal Parks Managers
• Municipal Arborists

20
Churches and Synagogues
21
Golf Courses

• Feature Trees
• Tees
• Greens
• Club House

22
Golf Courses

• Local and National GCSA
• Golf Industry Show
• Golf Course Owners Association
• Use the Map

23
Point of Sale Questions

• Recent strikes
• Neighbors
• Home
• Alarms
• Stereos
• Appliances

24
Questions Continued

• Feature Tree?
• Specimen Tree?
• Historic Tree?
• Sentimental Tree?

25
LP Proposal
26
Dont over complicate it

• K.I.S.S.
• Keep It Simple Stupid

27
ANSI A300 Lightning Protection
28
Collect Data Figure Costs

• Height of the Tree?
• Spread of the Tree?
• Diameter?
• Length of Leaders to Protect?
• Number of Cables?
• Landscape Lighting?
• Location of Obstacles?

29
Collect Data Figure Costs

• Soil Texture
• Soil Depth
• Location of Utilities and Irrigation
• Route of Ground Cable?
• Man Hours
• Travel Time

30
Maintain current material pricing
31
Ask for the sale!!!!!!
32
COMMON MISTAKESINSTALLATION / Maintenance

• Fasteners not Driven into Wood
• Broken Conductors not Reconnected
• Properly
• Conductor not Run to Top of Tree

33
Arboriculture is a career not a job
34
Train the Crew
35
Follow Up Sales

• Maintenance
• Repairs
• Extensions
• More Trees
• Continuity Tests
• Resistance Check
• of Ground System

36
MAINTENANCE /YEARLY INSPECTION

• Dormant Season
• Visual from Ground
• Correct any Problems before Spring

37
(No Transcript)
38
(No Transcript)
39
(No Transcript)
40
TREATMENTS FOR LIGHTNING STRUCK TREES

• Hazard Reduction Pruning?
• Bark Beetle / Borer Sprays?
• Water?
• Wait?
• Fertilize Based on Soil Test?
• Prune?

41

• Dr. Bruce Fraedrich, V.P. Research BTRL
• Dr. Tom Smiley, BTRL
• Robert A. Bartlett Jr.

42
NEED MORE RESEARCH
43
(No Transcript)