Commercial ?

[GreenGrassman]

Was wondering what's the best way pickup Commercial Lawn Maintentence Jobs? We are mainly a small residential Lawn Care Company. When is the best time to approach Companies for jobs at the end of the season or the begining?

[GreenGrassman]

Wondering if perhaps you guys could help me.The main stay of my Bussiness is residential. I would like to get a little more Commercial. I was wondering the best ways to get business? As well as the best time of year to approach prespective customers. Thank you Brian

[Stinky]

my advise is do not do commercial!!!!

[Commander]

GreenGrassMan, how many residentials do you mow currently? Do any of your residentials have businesses? Maybe one or two are contractors? Possibly one or two have retail stores or something similar. Check into those. Also check into places that you frequently go to, places where they know you. I was at the auto-parts store the other night and was talking with the owner of the building. My shop is right down the road from there and the guy knows me. I handed him a card and told him if he ever needed anything to give me a call. I might actually stop back there tomorow and talk with him, because he asked me if I mow lawns.... Lots of work there to get the landscape in shape.

[LawnLad]

We are mostly residential, and I've remained purposely so over th years. However, I realize that since I want my snow plowing business to grow, I won't be able to do that on residential. Besides, 1 ton dumps don't squeeze well into tight spaces. Therefore we're marketing snow removal to commercial customers, and then we'll take on the landscaping if needed or required.

Last year I lost a $5 K snow contract on a town house unit, so I'll bid the $15 K landscape because I want the snow since they're now a package deal. Will I make money on the landscape... sure, if we get it. But I'm only doing it because the relationship is right and the association wants someone who will tackle the landscape from a sound horticultural approach - not just mow and go.

We will take on more commercial if we have to due to snow and if the relationship is right. Otherwise, I'll try and stick with residential landscaping and more commercial snow.

How to go after commercial specifically? I would identify the properties you want to target. Find out who the property/business manager that makes the contract decisions - get on their mailing list for bids. Ask if they're accepting bids. As for a meeting with the person. Interview them. Are they happy with who they have? If you're happy, then why will you take a price from me if you're not going to switch? Sell quality, not price to get the job. A manager that will dump their current relationship for a small % will do the same to you when someone else comes along. Once you make the contact, keep in touch with them. Call them, write them, remind them you're there. Mass mailings? I wouldn't - I would just target the properties you want.

[Krimick]

I'm almost all commercial, I have 20 residential. My experience is that residential is more profitable. Homeowners are often willing to pay cash

Like lawnlad said, it's the property managers who you want to get in contact with. Their the ones who let you know when bids are coming up.

As far as a good time to approach customers, March and April is a good time to check the classifieds in your local paper. If your looking to get into places like schools, parks and churchyards, thats when they advertise that they are accepting bids for the upcoming season.

[GreenGrassman]

Wondering if perhaps you guys could help me.The main stay of my Bussiness is residential. I would like to get a little more Commercial. I was wondering the best ways to get business? As well as the best time of year to approach prespective customers. Thank you Brian

[AGG Lawn Maintenance]

For Apartment complexs go to the manger and find out the deal. If he doesn't do the maintenance find out who the owner is. Send out a letter and a bid. Yes a bid!!! The best time for me is in December. Than send them out another letter and bid the end of Feb- Early March. In your bid price out trimming the bushes, Cutting etc. If you see something such as a bank that doesn't look like someone has been maintaining it talk to the manger/or owner and give them a price. Sell your self. Don't be too pushy just drop them a quick estimate. You might not get every person you talk to but just keep on selling yourself.;)
Travis

[Runner]

Here's how I do commercials. They are basically done by cold call. First, scout around for the areas that you want to target, and the businesses within them. Get the info on the businesses, such as name, address, and phone number, (you can even carry a phone book with you for this) and record it on a sheet. Contact the business either by phone, or by walking in, introduce yourself, explain that you interested in submitting a proposal for a maintenance program for the grounds,and inquire about who the contact person or owner would be. Usually, they are MORE than happy to accomodate you. At this point, you can leave on a positive, cheery term, go out and survey the property, and leave to go to the next. You draw up a nice letter, (mine is already done - just fill in the name(s)) and type your proposal, and mail it out. They can also be submitted by hand, this gives more of a personal touch and willingness connotation. Then, you just sit back and wait. This is called HUSTLING WORK! And there is nothing wrong with that! The one with the ambition and hustle is the one who gets it. One good hint though... stay away from the jobs that already look good. If there is a place that has professional service already, there is no sense in even inquiring, because if they're happy with the work, chances are, it isn't worth the risk for them to even switch services. (I have loyal commercial customers that recieve bids every year, and they still stay with me - many of the bids much lower) Also, if you are treading on someone elses well maintained property, you can build a resentment against you from those servicing lco's. This is not to mention being known as a cutthroat. Nope, go for the places that need the help; that's where the market is. This was the best advice that was given to me when I broke off on MY own. Now, there is a slight variable there, because if the place looks like it needs help, many of times it's that way for a reason. This is because they are just unwilling to put any money into it. This isn't that often, though. It depends on the demographics of it. Anyway, I've "rambled on" enough, and done enough damage to corrupt your mind.:p Good luck with it, and while it's getting a little late, it's also just the right time, as many people don't put alot of effort into this subject until the weather really starts to break. Then, they all get the fever. (see the post about the late replys to bids. This is a prime example.) ;)

[1MajorTom]

Brian,
I merged your two threads together.
Please only post one thread on the same topic. Just wait for the replies on one thread. That way we don't have exact duplicate threads running. Thanks.

[Pauls Mowing]

I'm 100% commercial, and never want any more residentials. Follow Runner's advice, that will get you in there. I picked up mine that way, and some from word of mouth. My experience shows commercial is more profitable, and always pay within 10 days. I had a few residentials when I started out, glad I was able to drop them. I do pass on residentials to another LCO which I know, and he passes on commercial to me. Works out great.

Paul

[LawnLad]

First off... people buy from people. They have to like you. That being said, people only buy when they're ready to buy something. They may take your quote for maintenance, but if they are happy with their current provider, you're wasting your time.

You might consider introducing yourself and asking if they are satisfied with the contrator with with they are working. If yes, than leave your card and let them know you that you respect good relationships and you don't want to step on anyone's toes, because relationships are important to you. Tell him to call you if he ever needs anything. He'll keep you in mind for when something does go south. And then you didn't waste your time with a price quote which could be a shot in the dark anyways.

If they say no, they're not satified and he wants to talk. The door is open. Find out how long the contractor has been with 'em. What don't they like, etc. If you get the sense that the manager jumps from one contractor to the next because of price or whatever, do you want to waste your time on the job only to be replaced 12 months later? Interview the managers so you don't waste your time putting your pricing out there without someone actually being ready to buy the service. Wait for the need to come about or you can try to create it through educating the customer about possibilities/solutions you can provide.

[JimLewis]

All good advice here. But, like a few of the other guys said above, Why would you want to go commercial?

We are 98% residential with a few small commercial accounts. We've tried commercial maintenance several times but they have always ended up with more headaches than they were worth.

Furthermore, commercial jobs aren't nearly as profitable as residential. Don't believe me? Try this; go to some commercial outfit (even better if you know someone at said complex who can help you) and ask them to see their current contract for maintenance. Tell them you are interested in this not because you want to bid the job but just because you are trying to get an understanding of how commercial contracts work.

Once you find someone willing to share this info. with you (I was able to find someone on my first try). then disect that contract and see what they are doing for what amount of money. Ask the business owner how long the crew is there each week. Ask them how many guys on that crew. Then figure out how much they are making per hour. Can you compete with that rate? If you are like me, you'll find that, almost always, the rate your getting doing residential work will greatly exceed what these guys are getting doing commercial work.

[klc]

hOW DID YOU GET ANY OF THE RES LAWN?? DO THE SAME FOR THE COMM LAWNS

[CSRA Landscaping]

Commercial's alright, if you don't mind them not caring how it looks. ;)

There's been some good advice here. The main thing that's going to get you in the door commercially is persistence. That way someone gives you a chance, you mess up, learn from it, and are better prepared when someone asks you if you'd like to put in an estimate on so-n-so property.

If it's apartments taht you want try getting an apartment finder for your area and mail out letters to selected apartments in it, then call to see if they got the letter (they usually don't remember it) and ask if they're open to receiving an estimate on their grounds maintenance this year. I've found this way works best for me. You never know who's unhappy.

Personally, I'd like to pick up about 20-30 residences this year. Jim, any tips?

[wayne volz]

:blob2:

Good question.

The approach to the commercial market is different than to the approach to the residential market. It may all be considered advertising, but you are exactly right, the methoda are very different.

Much of your commercial work is sold in the fall. Many times companies are setting budgets for the coming year and make these decisions in the fall. However, as you well know, there are always commercial jobs available in the spring.

"Cold calling" is a good way to target market a specific area you are interested in servicing. Direct mailing with a follow up phone call will also work. Be sure to have professional looking material and a professional presentation for this market. Look professional, act professional you are professional. The perceived perception of your servcie needs to be that of a professional service. Do what it takes to make that happen.

Feel free to contact me if I can help you in any way. I love selling!!!! Do you have PRIDE?
:D :D

Wayne

[JimLewis]

Personally, I'd like to pick up about 20-30 residences this year. Jim, any tips? Well, there are tons of ways to pick up residentials, but these are some of the methods that work best for us;

* Flyer, flyer flyer. If you want residentials in a specific area, flyer that area every 3-4 months.

* Truck lettering. Important. On the tailgate, on the sides, on the doors. Large letters and large phone number. Can't tell you how many we've gotten from this.

* Be prompt when they call. Usually the first one there with a halfway reasonable price gets the jobs.

* Look professional when you arrive. Wear a co. uniform if you have them.

* Be prepared with a list on paper that states what you'll do each week. See our web site for examples. These are pretty much the same as the estimates we give only our estimates have a price at the bottom.

* Have a good referral program for your customers. Give them $50 at Olive Garden if they refer a new customer to you. Whatever. But make it worth their while for them to refer others. It makes a difference.

These are just a few things off the top of my head. If you want more you gotta email me.

[jay warner]

In my case, Commercial is much more profitable and easier on the mind. Not as many ignorant phone calls and during the winter, I get paid to hang out with my wife and two little girls. I have 25 or so residential customers and they are notorious for that November cut off. As long as you establish a good line of communication with your property managers you'll be fine. So go for whatever provides year round contracts. Do good work and do what you say and you will never have any problems with finding work.

[eggy]

I use to be a big beliver in commercial work, however as time goes on I become a bigger beliver in residential work. In my area commercial is after one thing, the lowest bid almost all commercial accounts here take bids every year, and yep the lowest bid regardless of quality wins. I have a return percentage of almost 90% year to year on residential, my return on commercial is about 50%. I want to build realtionships with my customers, Knowing I will keep them year to year. Is my growth like others? No several guys have picked up a large commercial and had quick growth, but did I mention several lost the large account and are well.. out of the buisness. I was once told you dont want one account to make up more then 10% of your buinsess, is this advice right for everyone probably not, but my advice is seek a few commercial but also dont lose focus of residential work. I did for a couple years , seeking only commercial and I am kinda sorry I did this. My focus now is high end residential. Good luck!

[RB]

Eggy,

Our experience w/ comm. vs. res. is idential. This is my 5th year in biz and when I started I thought that comm. was the way to go. Well I got some big comm. accounts and passed on some pretty good residential accouts to other landscapers.

Now, 5 years later I'm in the process of trying to trade my comm. accounts for my old residential accounts.

I wasted a lot of my time and energy in the process.

I know for me residential maintenance (w/contracts) are the only way to go from now on.

Ron

[eggy]

Glad I am not alone, it seems I have learned everything in buisness the hard way, but I must say you learn from it.

[Greenstar Services]

The best way to enter commercial end of this industry is through networking. Talking with people who have contacts. Talk to other services who may be looking for sub trades. Also try getting in with property management firms. It is a tough start but once you can get your foot in the door and prove your service the commercial accounts will climb.

[Doc Pete]

In my area most of the commercial work is done my non english speaking employees. Not that residential is much different. However, as an owner/operator residental clients really want someone they can "commicate" with. For this reason, I'm in demand for residential work. Actually, I think residential and commercial is all the same if you think about. The bottom line for either service is clarifying the customer. IOW, does the customer want service or price, and is that dependent on quality of work. Once you find out "what" the customer wants, you can offer a fair bid and know you've made a good choice. I have this all the time with my accounts. One customer wants service and price is not a concern..... Wish I had more of them:p . Another customer wants price and is not concerned with quality. He gets that, too.
For me, my one commercial account is always late in paying, always wants more work for the same price, doesn't want mowing during business hours, AND is not a cash account. Yes, I've since ended the contract. Just my two cents.....
Pete
For Pete's Sake

[LAWNS AND MOWER]

As for picking up more residential accts, try mowing on a Saturday in an area you wish to pick up more accts. Parking your rig in the middle of the road doesn't hurt either. Good way to meet the neighbors.

LAWNS AND MOWER

[CSRA Landscaping]

L&M, I'm more willing to pound the pavement and put flyers out than I am to sacrifice my Sat. with my girls to work.

I'm ambitiously lazy! ;)

[LAWNS AND MOWER]

Originally posted by CSRA Landscaping
L&M, I'm more willing to pound the pavement and put flyers out than I am to sacrifice my Sat. with my girls to work.

I'm ambitiously lazy! ;)

Jeff- Someone asked how they can pick up more residential accts and I gave them an idea. They can take it or leave it. Grass grows seven days a week!!!!!!

LAWNS AND MOWER

[CSRA Landscaping]

Lighten up my friend. I was just putting some humor in there, or what amounts to humor in my world. :laugh:

On the side, I do appreciate the idea.