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