PLUMBING | PLUMBING BUSINESS | CONTINUED FROM PAGE 76 Mr. Jones made the “But, that part can’t cost more than
$50!” statement to make you feel like there is a direct correlation between the cost of the part and the cost of the labor and overhead to install the part. He doesn’t care
Contractors who shortchange themselves and sell their services below their true cost cannot possibly deliver the best job to their clientele.
if you make a profit. That type of thinking on Mr. Jones’s part is absolutely absurd. Some tasks are labor intensive, while others are laden with material costs.
78 PLUMBING PRODUCTS Macerating plumbing system
The new Saniaccess 3 upflush macerating plumbing system comes equipped with not just one, but two easy-to-open panels atop the unit, providing ready access to the internal components for servicing. Periodic maintenance can be accomplished quickly and easily without having to disconnect the unit from either the toilet or the rest of the plumbing system. SANIFLO U.S.A.
e Circle 130 on reader reply Should the installation of a gold plated faucet cost
more than that of the same model of faucet that is only chrome plated? What would Mr. Jones think the price should be if he supplied all the material? Would he want you to charge nothing because there was no cost to you for material? Or would he want you to pay him for the privilege of installing the material he purchased? Tackle his ridiculous statement diplomatically. Explain
to Mr. Jones with an analogy that makes his statement appear as foolish to him as it is to you. You could tell him
“The Egg Story.” Two eggs purchased at the supermarket cost him about 32 cents. He can have breakfast at home after he prepares the eggs, uses his fuel and utensils for cooking and cleans up after his meal. Those same two eggs prepared and served to him at the local diner will cost him about $5 plus tip, even though the eggs only cost 32 cents. If you want me to show you how to: address the
questions and remarks made by consumers, set up a winning business game plan, arrive at your true cost of
operation, earn the reward you deserve, develop profitable selling prices, increase sales or tackle business problems, give me a call at 845/639-5050. As always, I wish you good health and much wealth. l
Richard P. DiToma is a contracting business consultant and active PHC contractor with more than 40 years of experience in the PHC industry. To receive more info about his Contracting Business, Coaching, Consultations, Business Books, Seminars with Solutions, Customized Price Guides, Customized Business Forms, contact Richard by phone at 845/639- 5050, via email at richardditoma@veri
zon.net, by FAX at 845/639-6791 or mail to R&G Profit-Ability Inc., P.O. Box 282,West Nyack, NY 10994.
e Circle 49 on reader reply form on page 84
phc october 2011
www.phcnews.com
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