orlando bruce presentation v4intranet.caseredhouse.com/ck/media/orlando_bruce... · • the ten...

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Sales GrossProfit %

POC # People

Did You Know?• Case Community employs over 600 people• 34% of Case employees were referred by a team member• There are 19 husband/wife franchisees • Case has won many “non-remodeling” awards – for Franchising,

Journalism, Marketing, Technology• Top Gun Awards – First Year• Cover over 180 territories in 25 states• Case has more CR/CLC/CKBR’s on staff than any other remodeling firm

(57 – plus 6-7 have more than 1 designation)• Case has won the Harold Hammerman Award three times for excellence in

education (FC/MR/PE)• Greg Polen has been a lead carpenter with Case for over

25 years....

• The Ten Commandments of Successful Sales Management

• Assessing and Managing your Remodeling Consultant Needs

• Behavioral Selling• Business/Office Manager Roles and

Responsibilities• Case Culture• Challenges to the Sales Process• Allowances and Open Items Process• CJES Prerequisite Trainings• Advanced Estimating• Open House Franchise Support and Training• The A,B,C’s of Goal Setting• Good Practices When Using Subcontractors• Grass Roots Marketing• Hiring and Recruiting• Marketing Orientation• Benefits of Franchise Compliance• Quick Books and Red House Data Entry• Financial Evaluations

• QuickBooks Percentage of Completion• How to use Pivot Tables• Grand Opening: Understanding Sales,

Administration and Production• Team Building, Training and Keeping

Employees• Preliminary Agreements, Feasibility Studies

and Red House• Contract Writing• The Case 9-Step Sales Process• CJES System Introduction• Team Building Between Sales and Production• Performance Appraisal Process• Running a Sales Meeting• Understanding Design Build• Conducting the Preconstruction Walk

Through• Sales Manager Roles and Responsibilities• Case Systems Overview• Understanding Percentage of Completion

Software Dev’t

R&D

Alliances

Franchisees

Company Owned

Help Desk

HR and Recruiting

Marketing and PR

47 4

2

Advisory Council

Marketing Council

Franchise Development Council

Special Project Task Forces

Thank you to all of our sponsors

Did You Know?• 4.72 out of 5 on quality control calls• 63,117 Leads in 2006

– 47,992 Franchise • Over 56,000 Clients in Red House• Roxanne Russel has done 29 projects with Case• In 2006, Case appeared in more than 212 news clippings• In 2006, more than 20,000 “50 closest” postcards got mailed

through Quantummail.com• In 2006 4,138 media builder ads were produced• In 2006 there were over 220 postings for Case on Angies List….

Web Leads

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Impressions

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October November December

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October November December

Clicks

3718775

$2,587,725

Did You Know?• Case had national sales of $98,500,000 in 2006

– $53mm in franchise (126% of 2005 sales)• Case had national sales of $42,000,000 in 2000

(234% Growth)• 22,382 projects in 2006• $4,401 average Job Size in 2006• CJES has over 5,500 line items• 120 Remodeling Consultants• Over $100,000,000 per year estimated in CJES…

173141$846,180.49

43$10,119.52 MNTWIN CITIES

65$20,055.60 MOST CHARLES

22$1,998.00 KYCINCINNATI

62$5,184.40 GAATLANTA NORTH

2521$80,333.23 MDBETHESDA

66$41,691.00 VACHANTILLY

55$20,280.00 VAFALL CHURCH

96$29,831.72 VAWILLIAMSBURG

2018$169,555.29 GAGAINESVILLE

2115$99,980.68 VARICHMOND

6455$332,170.18 VACHESAPEAKE

53$34,980.87 TNNASHVILLE

Net SalesCityApplications Processed

Approved Application

Program Statistics

Introductions

$835 - $295 Discount **$150 price break plus a free training CD - $145 value

$1,590 (first seat) Includes Training CDs

GROSS PROFIT %

2005 - $3,911,499

2006 - $6,170,893

158% Increase

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GROSS PROFIT %

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06 Actual GP %- 43.1%

06 Estimated GP% - 49.1%

Project Tracker

18.65%

8.02%

5.31%

0.00%2.00%4.00%6.00%8.00%

10.00%12.00%14.00%16.00%18.00%20.00%

Salary/Benefits Marketing Vehicles

CJES Parameters

Cost: Typical processing fee

• STEP 1: Remit your December invoice (for sales made in November) by 1/10/07

• STEP 2: Pay your invoices from Case “timely” in January, February and March of 2007

• STEP 3: Get Cash Back from Bethesda– 3% if you do it two months– 6% if you do it all three months

MONEY FROM BETHESDA

• $2500 cap cost reduction • 48 month lease•• No early termination fees or abnormal wear & tear No early termination fees or abnormal wear & tear

chargescharges•• No mileage restrictionsNo mileage restrictions•• Open ended options at completion of lease termOpen ended options at completion of lease term•• Funding interest rate = prime +1, at time of Funding interest rate = prime +1, at time of

deliverydelivery

WHERE TO GO FROM HERE….• One-Page Process Total

Compensation• New Sales Training• New PM Training• Powerpoints on Case of Knowledge• Teleconferences 24/7 on iTunes• New Name• Franchise Development Council• Leads from Alliances• New Job Signs• Tag Line• Case Dollars• 2008 Calendar - $500 for photos used• New Website• New Presentation Book

• Red House Tie to Outlook• Budgeting Tool• Project Tracker (FS/PA/CD, Projects,

Subs, Cash)• SoftPlan with Discount• Project Update• Trailer with New Logo• Business Planning Tool – by job size• CJES Local Adjustability• Quickbooks Merchant Services• $2,500 Cap Cost on GM Vans• Contest – Free Van Lease for 12

Months…

SAL ALFANO

KERMITBAKER

PETER MILLER

FREDCASE