When routes are tight then u can afford to give a little on pricing like John has been saying. I picked up 30 new accounts. And everytime I land one I let them know I can do it for a $1 or $2 less if they can get a neighbor or two or more to jump aboard. I got a call today for a estimate and it was near 14 that I do, so I bid it at $22 even though it's worth $26-28 but I have so many around, no loading the trailer or driving 3 miles to next job. It makes me wonder why theres so many companies that drive so far for work. Like guys in Warren coming my way to cut. Holy smokes they must have big gas tanks and big pockets to pay wages for that drive time. Or guys from Canton to here. But I do only live at most 3 miles from my closet client. Theres plenty of work around. What also helps is returning calls within 4-8 hours and the face to face when trying to upsell. I learned this the hard way. I wasnt returning calls soon enough sometimes 2 days later and not landing jobs. I see where the $12 can tick a few of u off but something has to make the phone ring. When it comes to advertising they say u need something to catch there eye and well the $12 does it. Just my .02 on this.