The first day I started my business, I knew exactly what I was selling. What I didn't have in my sights was just who I was competing against to make the sale. Physical labor along with the expertise and a unique skill set are what we offer as plumbing, HVAC and hydronics contractors. Our licenses and certifications are tools we use to not only qualify ourselves for prospective hiring, but are also the tools we need to uphold our labor rates. Product pricing is a whole other story, and when establishing a percentage markup or desired profit margin on materials we are often confronted with the fact that we cannot compete with the big box stores (BBS). It didn't take long before I found myself back peddling while trying to explain to a customer that buying from me was in their best interest. I'm sure you have had that same conversation many times with your own clients.
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