Part 1 - P&L Please enter the requested information from your 2018 P&L Statement Sales (Residential) • Water Mitigation $______________________________ • Fire and Smoke $______________________________ • Environmental $______________________________ • Reconstruction $______________________________ • Other $______________________________ Sales (Commercial) • Water Mitigation $______________________________ • Fire and Smoke $______________________________ • Environmental $______________________________ • Reconstruction $______________________________ • Other $______________________________ Total Sales Combined $______________________________ Direct Expense • Cost of Labor $______________________________ • Cost of Labor Benefits $______________________________ • Cost of Materials $______________________________ • Cost of Other $______________________________ 4/11/2019 1
Transcript
!Part 1 - P&L
Please enter the requested information from your 2018 P&L Statement Sales (Residential)
• Water Mitigation $______________________________
• Fire and Smoke $______________________________
• Environmental $______________________________
• Reconstruction $______________________________
• Other $______________________________
Sales (Commercial)
• Water Mitigation $______________________________
• Fire and Smoke $______________________________
• Environmental $______________________________
• Reconstruction $______________________________
• Other $______________________________
Total Sales Combined $______________________________
Direct Expense
• Cost of Labor $______________________________
• Cost of Labor Benefits $______________________________
• Cost of Materials $______________________________
• Cost of Other $______________________________
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• Total Direct Expense $______________________________
Gross Margin Total $______________________________
Cost of personnel
Owners’ salaries, wages & bonuses $______________________________ Project Mgr/Estimators, wages & bonuses $______________________________ All other salaries, wages & bonuses $______________________________ Federal and state payroll taxes $______________________________ Group health insurance $______________________________ Employee benefits $______________________________
Marketing, wages & bonuses $______________________________ Total cost of personnel $______________________________ (sum of the 7 accounts above)
Occupancy expensesUtilities and Telephone $______________________________ Property taxes $______________________________ Building repairs and maintenance $______________________________ Rent/Mortgage $______________________________ Disposal $______________________________
Total occupancy expenses $______________________________(sum of the 5 accounts above)
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!Other operating expenses Advertising and sales promotion $______________________________ Vehicles $______________________________ Insurance (do not include health) $______________________________Depreciation $______________________________ Bad debt losses $______________________________ Accounting $______________________________ Bank charges/Finance Fees/ Credit Card Fees $______________________________ Computer expense $______________________________
Donations $______________________________Dues and subscriptions $______________________________ Equipment rental/leases and repairs $______________________________ Legal expense $______________________________ Office expense $______________________________ Operating supplies $______________________________
Employee bonus $______________________________
Partner(s) share/dividend payout $______________________________ Other expenses $______________________________ Other taxes and licenses $______________________________ Training $______________________________
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!Travel and meeting expense (includes Tradeshows) $______________________________
Warehouse expense $______________________________ Total - all other operating expenses $______________________________(sum of the 21 accounts above) Total of all operating expenses $______________________________(sum of total cost of personnel, total occupancy expense, and other operating expenses, above) Net profit from operations $______________________________(gross profit minus total of all operating expenses)
Other income Earned purchase discounts $______________________________ Rental of building space $______________________________
ProSupply rebates $______________________________ Other income $______________________________
Total other income $______________________________ (sum of the 4 accounts above) Other expense
Interest expenses $______________________________ Other expenses $______________________________
Total other expenses $______________________________ (sum of the 2 accounts above)
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!Total other income and expense $______________________________(sum of total other income minus total other expenses)
Pre-tax income $______________________________ (sum of net profit from operations and total other income and expenses)
1. Do you create a written budget?
• Yes _____
• No _____
2. Do you conduct monthly financial reviews?
• Yes _____
• No _____
3. Is your accounting completed in house or outsourced?
• In-House ______
• Outsourced ______
4. Do you review your monthly financials with your accountant?
• Yes _____
• No _____
5. Do you have a dedicated collections person in your company?
• Yes ______
• No ______
6. Receivables percentage in each date range (total should equal 100%):
• <30 days ______
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• 30-60 days ______
• 60-90 days ______
• 90+ days ______
7. Do you use outside collection companies for significantly past due A/R?
o Yes ______
o No ______
8. Which accounting system do you use?
• QuickBooks ______
• ProCore ______
• Viewpoint ______
• PSA (Solutions 360) ______
• Other ______
• If other, please provide the name of the system you are using
______________________________
9. Is your payroll process completed in house or outsourced?
• In-House ______
• Outsourced ______
Is everything above filled in? Have you double-checked for accuracy? If so, you’re ready to proceed to Part 2 – Sales Information
Part 2 – Sales Information
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!1. Please fill in your net sales for 2016, 2017, and 2018 below:
• 2016 net sales $_________________________________________
• 2017 net sales $_________________________________________
• 2018 net sales $_________________________________________
2. What is the average job invoice? $_______
3. How much volume, on average, do the following employees handle on an annual basis?
• Project Managers (write and run) $_______ • Project Managers (produce only) $_______ • Estimators (write and sell) $_______
NOTE: You will either have a total in Write and Run PM’s or both PM’s (produce only) and Estimators
4. On average, what is the annual sales volume per Business Development/Outside Sales staff? $____________
5. Please indicate the percentage of overall sales in each customer category:
• Agencies ________%
• Adjusters ________%
• Preferred Contracts ________%
• TPAs ________%
• Customer Direct ________%
• Total: ________%
NOTE: Total should equal 100%
6. Do you use a Customer Relationship Manager (CRM) to help track marketing efforts?
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!• Yes _____
• No _____
• If yes, please provide the name of the system you are using
______________________________
• If no, please explain why not
______________________________
7. Do you use a Job Management Software?
• Yes _____
• No _____
• If yes, please provide the name of the system you are using
______________________________
• If no, please explain why not
______________________________
8. Do you have a full-time Business Development/Outside Sales staff that does nothing but drive business?
• Yes _____
• No _____
9. What is your practice of monitoring profitability of jobs • Track every job _____ • Monthly consolidated report _____ • Don’t consistently track it _____
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!10. Does your Business Development staff have sales goals?
• Yes _____
• No _____
11. Do your Project Managers “Write and Run jobs?
• Yes _____
• No _____
12. Do you track closing rates for the following employees?
• Business Development Staff ▪ Yes ___ ▪ No ___
• Project Managers/Estimators ▪ Yes ___ ▪ No ___
13. What is your closing rate percentage? _____ %
14. Do you track productivity of your PM/Estimators?
• Yes _____
• No _____
15. How do you measure productivity? ______________________________
Is everything above filled in? Have you double-checked for accuracy? If so, you’re ready to proceed to Part 3 – Human Resources.
Part 3 – Human Resources
1. Please indicate the number of employees employed at your organization in a normal fully staffed situation:
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!i. Total number of employees ________
NOTE: Do not include tradesmen, water techs, carpenters, subcontractors or any staff labor that can be billed to jobs. Be sure to include PM’s, estimators, superintendents, coordinators, marketing, operations and admin staff.
2. Based on the numbers entered above, what is the actual number of people selling in your store in 2018?
For example: The owner may sell 50% of the time and the manager may sell 25% of the time. Then, if you had four full-time sales professionals, you would have a total of 4.75 people selling.
i. Total number of people actually selling ________
3. Do you have written job plans for all employees?
Yes _____
No _____
4. Do you have written growth plans for each role in your company?
Yes _____
No _____
5. Do you have an established on-boarding process for new hires?
Yes _____
No _____
If yes, what does that look like?
______________________________
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!6. Does your company have a career page on their website updated with open opportunities?
Yes _____
No _____
7. Do you offer health benefits to employees?
Yes _____
No _____
8. Do you offer a 401K program to employees?
Yes _____
No _____
If yes, do you have a matching contribution program? Yes ____ No ____
9. What percentage of the employees’ health premium is covered by the company? _____%
10. Do you offer a paid vacation benefit to employees?
Yes _____
No _____
If yes, how many days are offered at the following tenure marks?
One year: ____________ Two years: ___________ Five Years: ___________ Ten Years: ____________
11. Do you have a specific Admin/Coordinator to handle file management of program work?
Yes _____
No _____
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!10. Do your PM/Estimators have a dedicated coordinator to handle job files?
Yes _____
No _____
11. Are PM/Estimators incentivized on job profitability?
Yes _____
No _____
12. How are the following employees compensated?
Project Managers (write and run) _____
Project Managers (produce only) _____
Estimators (write and sell) _____
Business Development/Outside Sales _____
13. What percentage in commission, on average, do you pay your PM/Estimators?
14. What percentage in commission, on average, do you pay your Business Development/Outside Sales Staff?
15. What is the average base pay for the following employees?
Project Managers (write and run) _____
Project Managers (produce only) _____
Estimators (write and sell) _____
Business Development/Outside Sales _____
16. What is the average hourly wage, (non-overtime rate), for your mitigation technicians?
$__________
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!17. Do you allow for additional time off when your mitigation technicians work more than 12
hour days?
Yes _____
No _____
18. How often do you offer training to your staff?
Weekly _____
Monthly _____
Quarterly _____
Annually _____
Never _____
19. How many employees did you lose in 2018 for each of the following reasons?
Resignation _____
Termination _____ Lay Off (Reduction in Business) _____
Total _____
20. Do you conduct exit interviews with departing employees?
Yes _____
No _____
21. Do you use the following to assist with hiring employees?
Recruiting Company _____
Temporary Employment Agency _____ Indeed _____
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Monster _____
Career Builder _____
Zip Recruiter _____
LinkedIn _____
Craig’s List _____
Is everything above filled in? Have you double-checked for accuracy? If so, you’re ready to proceed to Part 4 – Marketing
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!Part 4 - Marketing
1. Do you check and follow-up on the leads you receive via trade shows, golf tournaments, social events?
• Yes ___
• No ___
4. Do you send out marketing email to previous customers?
• Yes ___
• No ___
5. Do you utilize pay per click advertising?
• Yes ___
• No ___
6. Do you hold lunch & learns and educational events at your location?
• Yes ___
• No ___
7. Do you utilize the following social media outlets?
• Facebook ▪ Yes ___ ▪ No ___
• Instagram ▪ Yes ___ ▪ No ___
• Twitter ▪ Yes ___ ▪ No ___
• Snapchat ▪ Yes ___ ▪ No ___
• LinkedIn ▪ Yes ___ ▪ No ___
8. Do you have your vehicles wrapped?
i. DKI Full Brand _________
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ii. Co Brand _________
iii. No DKI Brand _________
9. Is your building bodly signed DKI?
• Yes ___
• No ___
10. Do you use DKI Marketing Materials/Creative?
• Yes ___
• No ___
11. Are you a member of the following organizations?
• BOMA ▪ Yes ___ ▪ No ___
• IREM ▪ Yes ___ ▪ No ___
• PLRB ▪ Yes ___ ▪ No ___
• NADCA ▪ Yes ___ ▪ No ___
• IFMA ▪ Yes ___ ▪ No ___
• PRIMA ▪ Yes ___ ▪ No ___
• URMIA ▪ Yes ___ ▪ No ___
• PHMA ▪ Yes ___ ▪ No ___
• ICSC ▪ Yes ___ ▪ No ___
• CMAA ▪ Yes ___ ▪ No ___
• Blue Goose ▪ Yes ___ ▪ No ___
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!• Property Manager Association
▪ Yes ___ ▪ No ___
• Condo Manager Association ▪ Yes ___ ▪ No ___
• Home Builder Association ▪ Yes ___ ▪ No ___
• Real Estate Association ▪ Yes ___ ▪ No ___
• Tarion ▪ Yes ___ ▪ No ___
• Nexus ▪ Yes ___ ▪ No ___
• RIA ▪ Yes ___ ▪ No ___
• Other
Is everything above filled in? Have you double-checked for accuracy? If so, you’re ready to proceed to Part 5 – General Questions.
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!Part 5 – General Questions
1. Do you call every customer prior to an appointment to set expectations?
• Yes _____
• No _____
2. What is the frequency of customer contact throughout the project?
• Daily _____
• Weekly _____
• Monthly _____
3. Do you call every customer after project completion to get feedback?
• Yes _____
• No _____
4. Do you provide a customer satisfaction survey upon completion of each job?
• Yes _____
• No _____
5. How often do you hold management meetings?
• Weekly _____
• Monthly _____
• Quarterly _____
• Annually _____
• Never _____
6. How many years have you been in the restoration industry?
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!• >2 years _____ • 2 – 5 years _____ • 6 - 10 years _____ • 10 – 15 years _____ • < 15 years _____
7. How many years have you been a member with DKI? • >2 years _____ • 2 – 5 years _____ • 6 - 10 years _____ • 10 – 15 years _____ • < 15 years _____
8. What estimating software do you use?
Xactimate Yes ___ No ___
T&M Yes ___ No ___
Symbility Yes ___ No ___
Simsol Yes ___
No ___
Other: ________________
9. Do you have a succession plan?
Yes _____
No _____
10. Do you belong to the following TPAs?
Sedgwick Repair Solutions
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Yes ___
No ___
Contractor Connection
Yes ___
No ___
Alacrity Yes ___
No ___
Code Blue Yes ___
No ___
Lionsbridge Contractor Group Yes ___
No ___
Other Yes ___
No ___
11. How much do you purchase through DKI ProSupply? • Zero Annually ____________
• Zero to $2K Annually ____________
• $2K to $5K Annually ____________
• $5K to $10K Annually ____________
• $10K to $20K Annually____________
• $20K to $50K Annually____________
• More than $50K Annually__________
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12. How many DKI ProSupply Sponsors are you participating with?
• Less than 10 _____ • 10-20 _____ • 20-30 _____ • 30-40 _____ • 40-50 _____ • Over 50 _____
13. Have you done a review of the DKI ProSupply Sponsor opportunities with the ProSupply Team or your RSM within the last year?
• Yes _____
• No _____
14. Do you have a team member dedicated to sourcing/DKI ProSupply?
• Yes _____
• No _____
15. What other opportunities would you like to see DKI ProSupply incorporate into the program?
16. If you are not utilizing ProSupply or do not see it as a value, what is the reason?
• I have tried to work with Sponsors but can get a better deal on my own ▪ Yes ___ ▪ No ___
• I have local relationships ▪ Yes ___ ▪ No ___
• I found better pricing on my own ▪ Yes ___
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!▪ No ___
• It is too difficult to get connected with DKI ProSupply Sponsors ▪ Yes ___ ▪ No ___
• I have never attempted to connect with DKI ProSupply Sponsors ▪ Yes ___ ▪ No ___
