Issue link: http://read.dmtmag.com/i/48221
26 • DECEMBER 2011 • WORLD FENCE NEWS Fence franchise procedures continued from page 24 maintained at all times between all of the commercial estimators and the commercial sales coordinator. The commercial sales estimator can schedule their own appointments in as convenient a fashion as possible to minimize any excess travel time. The salesperson can adjust his or her schedule, if it is convenient for both the sales staff and the customer. The sales staff must never sacrifice the convenience of the customer for his or her convenience, but rather try at all times to accommodate the sched- ule of the customer. The commercial sales estimator, in conjunction with the commercial sales coordinator, will compile a commer- cial bid project folder, including: • Completed bid dock folder with all important info included. • Performance bond and payment bond, notarized when required. • Copy of the insurance certificate, including liability and workmen's compensation data. • Job review of specs with estima- tor, operations manager and CSC. When required, samples will be supplied of the proposed fence mate- rials. When the salesperson meets with the prospective customer or attends any job meetings, he or she must con- duct themselves in the most profes- sional manner possible, including being properly dressed for the occa- HELLO Patent No. 5868015 sion and using all of the personality based, value selling tools available to them. Required reading material is "The Close," a guide to personality based value selling in the fence indus- try. Once the bid is submitted, nor- mally there is a close date and a few days later the bid is awarded. If, how- ever, the commercial customer has not committed to the job, the paperwork is returned to the salesman's home office or to the fence company office and a callback date is set for not more than three days away. The salesperson is re- sponsible for making this call, but works in conjunction with the com- mercial sales coordinator. A majority of fence companies fall down here because this is where the whole process could become convo- luted. Once the sales staff or commer- cial estimator converts an estimate or bid into a sold job, who does what and when? Each step will be clearly out- lined here in the fence operating pro- cedure modules to help assure that does not happen at your company. The commercial sales contract will contain all of the pertinent infor- mation about the job, which varies from company to company, and will also be documented in your fence company software. Some of the info could include: • Date call was received. • How they heard about us. • Complete name, address, contact info, e-mail, phone, cross street. • Salesmen or estimator assigned. • Bid appointment date. • Date proposal was provided to customer. sent to. • Names of everyone the bid was • Cost and scope of work. • Detailed job description, type, height of fence/railing, special in- structions. • Follow up results and dates. • New or repeat customer (N/R). • Customer signature and date ap- proved contract, any special condi- tions. • Date paperwork completely turned into admin (including submit- tals and shop drawings). needed. • Special tools and/or equipment • If custom fabrication is neces- sary, submit a shop order form with shop drawings and approximate com- pletion date. • Operating a Stymielock is a snap. By removing only one lock, your customer's service team can access a common secured area 24 hours a day. The co-occupants' padlocks remain undisturbed and intact. • It installs easily and works perfectly with virtually any enclosure, including single and double gates, pipe gates, wood gates and sliding gates. A standard Stymielock bar comes with enough sleeves to accommodate four locks. More sleeves can be purchased to add additional locks. GOODBYE DAISY CHAIN! • Miscellaneous / special notes. The operations coordinator will continue to track the accepted bid pro- posal. However, the following will be turned over to the operations manager who will follow the work in progress until it becomes a completed job, at which point he or she will track: • Date job began. • Date job completed. • Any change orders or adjust- ments to the job as authorized by the customer. • Paid / not paid. If not paid, why and when payment can be expected. Bid acceptance procedures Suitable for use on: shared cellular sites, farms and ranches, vehicle storage yards, and anywhere else that must be accessed by multiple users. SERVICE CREWS LOVE IT! STYMIELOCK LLC • 888-278-9643 • www.stymielock.com Upon acceptance by the customer of a commercial job bid proposal, the following procedure must be followed: Upon acceptance of the bid pro- posal the customer must sign the con- tract and the signed contract is either faxed or e-mailed to the office, or the salesperson must pick up the contract and deliver it. The signature must be legible, and the complete signed contin ued on pa g e 62