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10-17-2023 |
Pricing Strategy |
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Closed |
Field Team Strategy:
Mitch – 10% or snow for central Ohio
Can possibly make his region work, worried about Columbus
He spoke with Andy Friday and believes they would need snow for all MI sites to make landscape possible
For Jim, customer awarded is around $3,300 for each site, they believe its possible to make this work at a very slim margin (15%)
Jim – 10% or Snow for Jim NJ, DE, PA
Can make it profitable (probably around 15%), main concern is PA
Need to reduce scope in areas to make it work
Wish – snow in NJ, DE, PA
Matt – Hold VA and NC + GA need land to take snow
NC salt is going to be tough
VA landscape rough
Can Make it work in VA
Can Make it work in NC
Wish - land in GA to go with sites we were awarded snow
Ashley – leave this for last or bite our lip - TX Snow only 105 sites - Need Land if we are going to take snow. For 75 land only we will take snow as a compromise – we should be at 25-30% unless they push two mulchs
Scale down cuts
Mulch & irrigation she can find savings and feels the sites should be OK
Snow is fine
Wish – more money per land site
Bruce – AL need land to take snow
Will pro only salt, so can make it work if snow stays the course and they don’t get a bunch.
Andy – Need 15% or Snow in MI
Land we will figure it out – reducing services but thinks can get to 10%-15%
Can we get the 28 snow sites back in MI even at whatever price the competition went in at
Troy – Hold Flat
Snow – thinks he can make it work around 20% - 25% overall margin for the 32 sites he has
Concerned about no combo’s – he needs to see Kroger award so he can combo some sites in
New customer for CO so maybe we can squeeze more but the risk is high |
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10-17-2023 |
General Note |
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Open |
Met with Field Leaders and discussed strategy. PNC went with lowest price period this RFP. No discussion on lowering pricing they just selected the lowest they reviewed. Strategy is to reduce our cost as much as possible to provide them a nice look but at a cost savings price they also like, drive NR sales hard for all the locations we picked up, and the result should be OK. PNC is happy to have awarded us so many new stores so should be plenty of chances to add non routine work for all of these locations to bring up the account margin. |
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09-05-2023 |
General Note |
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Closed |
Final Strategy:
• Met with Jason T., Matt A., Mitch, and Jeff Oaks to discuss our “final & Best” pricing the customer had requested by EOD 9/1/23
• Customer edited start / award date from March 1, 2024 to Oct 1, 2023
• Landscaping overall was very tight, no real room to adjust anything besides possibly reducing their scope
• PNC said that all submissions from everyone was over their anticipated budget
• Snow in general, or salt specifically, we could lower in low snow markets to look like we went down on paper
• Had discussed if we wanted to increase incumbent sites by 3%, then leverage savings in the south snow to overall be $1 lower than our total last round submission
• End strategy – we reviewed a discount package that was put together that would offer discounts for a large increase in stores. Decided to leave everything where it was and to reduce south snow markets by 3%
• Original submission sheet was used to keep everything the same, besides a 3% discount for southern areas
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07-31-2023 |
General Note |
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Open |
Kick off call notes:
Currently have about service roughly 150 land sites and 300-350 snow sites
goal is to keep all of these stores, initial thoughts was a 3% discount to all current stores in hopes of growing on top of these stores
power hour / Marathon are the competitors - they are not happy with either of these right now
Difficult part is margin - roughly 25% across board on current accounts but PNC wants a discount on pricing they have had for several years - a hold would almost be a savings
went very aggressive on previous pricing - lever discussion on payment terms and bundling snow and land together - which pnc said they were not awarding in groups - leaning hard on savings.
Want to win out west - plan is to go in aggressive out there to try and extend our footprint
PNC spends a lot on non routine so hope is to bring up margin if we go in low thought non routine work
current contract is extended a few months while this RFP is being worked on
28 scopes provided by customer - we created a working model that would show our regular frequencies vs each of the regional scopes
snow was one scopes across all the regions -
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07-31-2023 |
Risk |
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Open |
Sales was concerned that we were going to be priced too high based either on margin from pricing or specs from field. As we moved through this project, Ricky decided to produce his own sheet to try and come up with a mow blow and go price that we could present to be as low as possible and we can negotiate some point back on the back end while also bringing up margin through non routine work. We ran into CRM issues during this project, where about 500 of the 2000 stores were incorrectly listed - CRM issue was fixed. Over the weekend Ricky brought up some issues he found from the crm issue which we worked together to get lined up. He was still concerned about going in at too high of margin - he spoke with Vince and Jason expressing his concern and was still working on getting numbers settled on from his sheet. Vince said as long as the field would approve we could use his sheet for a one off since the due date was quickly approaching. His first attempt came in slightly higher per service then we were at, after some tweaking of formulas he was able to come in slightly lower than what we have established. Ricky conducted field calls all day Monday / Tuesday to get ready to hit the deadline. Pricing was not included on these calls so we were unable to record any notes on the changes. Numbers were finalized and sent over to late Wednesday evening. |
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06-27-2022 |
Risk |
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This is a "small box" account, but these tend to have more mulch, rock, etc. and can be pricier. Jason said to use caution in sending these to SiteRecon. |
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05-26-2022 |
Meeting |
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May be ~8 months out from receiving this. Size and scalability are important. Customer's strategy is more aligned around consolidation. Historically, they've ran off 12 different scopes of work. Pricing around the consolidation strategy will be critical. We need to explain our current relationship and how it's been over the years. Build around stats showing size. Chris said there are probably 20 key stats we can plug in here. Similar to layout of Rite Aid presentation with Speed, Quality & Cost components, but catered to exterior. Focus on Industry Trends and others going into Consolidating. Show our diversification of scopes we have - fully managed down to mow/blow/go. Can we focus on scopes and other logos we've helped write scopes for? Focus on long-lasting customer relationships. What would our Tier 2 WMBE spend be? Can we highlight that? Review the values that are important to PNC culture and try and plug those in. |
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05-26-2022 |
Action - Complete |
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Joe to send a follow up email to Madina, Jalan, Chris and Vince following the marketing meeting |
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05-26-2022 |
Action |
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Chris to get us what we're currently doing in what regions for PNC |
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04-20-2022 |
General Note |
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Strategy for specs will be blended from having our field team spec incumbent locations and having the PI team complete the remainder. |
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04-20-2022 |
General Note |
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Land breakdown:
OH- 66
FL- 40
GA- 38
KY- 12
AL- 7
TOTAL- 163
Snow breakdown:
OH- 155
KY- 77
GA- 44
IN- 39
MI- 31
AL- 8
TOTAL- 354 |
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04-20-2022 |
General Note |
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RFP Anticipated Release Date: Fall 2022
RFP Due Date: TBD |
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04-20-2022 |
General Note |
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Dave Hanley is a big decision maker for them, but we need to identify who the final decision makers are. |
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04-20-2022 |
Action - Complete |
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Ricky to send Gabe/Vince prior RFP documentation |
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04-20-2022 |
Action - Complete |
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Greg to obtain a site list from his contact. |
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04-20-2022 |
Action - Complete |
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Joe to reach out to marketing to schedule a strategy meeting with them and this group |
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04-20-2022 |
General Note |
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We know this RFP is coming down the road. There are 4 Regions that are broken down into 18 sub-regions and the customer wants to consolidate down to 3 vendors among those. Currently, we service 164 locations for land and 350 for snow. Historically, each has made their own sourcing/vendor decisions. Last RFP we bid the full portfolio and we ended up losing locations. Overall our relationship is good with them. We picked up newer locations recently in FL. Good relationships with their Regional Managers and their Property Managers |
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04-20-2022 |
SOW |
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Chris see’s this changing since the customer's strategy appears to be changing from regional providers to consolidation. Currently they have different scopes across the country. Mulch historically has been included in scope. We’re in the process of helping write the scope for them. |
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04-20-2022 |
Competitor Battle Card |
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Majority of the competition is regional providers. Ferrandino and USM are the larger players in the mix. |
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04-20-2022 |
Key Assumption |
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Customer is consolidating vendors and apparently going down to 3 |
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04-20-2022 |
Action |
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Ricky/Greg/Chris to identify who the decision makers are |
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04-20-2022 |
Action |
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RFP team to work on our spec report to send out to the field and to our PI team. We’ll need the site list before we can complete this. |
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