Please enter the requested information from your 2017 P&L Statement. Water Mitigation $ Fire and Smoke $ Environmental $ Reconstruction $ Other

Transcription

1 Part 1 - P&L Please enter the requested information from your 2017 P&L Statement Sales (Residential) Water Mitigation Fire and Smoke Environmental Reconstruction Other Sales (Commercial) Water Mitigation Fire and Smoke Environmental Reconstruction Other Total Sales Combined Direct Expense Cost of Labor Cost of Labor Benefits Cost of Materials Cost of Other Total Direct Expense 1 5/23/2018

2 Gross Margin Total Cost of personnel Owners salaries, wages & bonuses Project Mgr/Estimators, wages & bonuses All other salaries, wages & bonuses Federal and state payroll taxes Group insurance Employee benefits Marketing, wages & bonuses Total cost of personnel (sum of the 7 accounts above) Occupancy expenses Utilities and Telephone Property taxes Building repairs and maintenance Rent Disposal Total occupancy expenses (sum of the 5 accounts above) Other operating expenses Advertising and sales promotion 2 5/23/2018

3 Vehicles Insurance (do not include health) Depreciation Bad debt losses Accounting Bank charges/finance Fees/ Credit Card Fees Computer expense Donations Dues and subscriptions Equipment rental and repairs Legal expense Office expense Operating supplies Other expenses Other taxes and licenses Training Travel and meeting expense Warehouse expense Total - all other operating expenses (sum of the 19 accounts above) Total of all operating expenses (sum of total cost of personnel, total occupancy expense, and other operating expenses, above) 3 5/23/2018

4 Net profit from operations (gross profit minus total of all operating expenses) Other income Earned purchase discounts ProSupply rebates Other income Total other income (sum of the 3 accounts above) Other expense Interest expenses Other expenses Total other expenses (sum of the 2 accounts above) Total other income and expense (sum of total other income minus total other expenses) Pre-tax income (sum of net profit from operations and total other income and expenses) 1. Do you create a written budget? 2. Do you conduct monthly financial reviews? 4 5/23/2018

5 3. Is your accounting completed in house or outsourced? In-House _ Outsourced _ 4. Do you review your monthly financials with your accountant? 5. Do you have a dedicated collections person in your company? 6. Receivables percentage in each date range (total should equal 100%): <30 days _ days _ days _ 90+ days _ 7. Do you use outside collection companies for significantly past due A/R? o Yes _ o _ 8. Which accounting system do you use? QuickBooks _ ProCore _ Viewpoint _ PSA (Solutions 360) _ 5 5/23/2018

6 Other _ If other, please provide the name of the system you are using 9. Is your payroll process completed in house or outsourced? In-House _ Outsourced _ Is everything above filled in? Have you double-checked for accuracy? If so, you re ready to proceed to Part 2 Sales Information Part 2 Sales Information 1. Please fill in your net sales for 2015, 2016, and 2017 below: 2015 net sales _ 2016 net sales _ 2017 net sales _ 2. What is the average job invoice? $ 3. How much volume, on average, do the following employees handle on an annual basis? Project Managers (write and run) $ Project Managers (produce only) $ Estimators (write and sell) $ NOTE: You will either have a total in Write and Run PM s or both PM s (produce only) and Estimators 4. On average, what is the annual sales volume per Business Development/Outside Sales staff? $ 5. Please indicate the percentage of overall sales in each customer category: 6 5/23/2018

7 Agencies % Adjusters % Preferred Contracts % TPAs % Customer Direct % Total: % NOTE: Total should equal 100% 6. Do you use a Customer Relationship Software to help track marketing efforts? If yes, please provide the name of the system you are using If no, please explain why not 7. Do you use a Job Management Software? If yes, please provide the name of the system you are using If no, please explain why not 7 5/23/2018

8 8. Do you have a full-time Business Development/Outside Sales staff that does nothing but drive business? 9. What is your practice of monitoring profitability of jobs Track every job Monthly consolidated report Don t consistently track it 10. Does your Business Development staff have sales goals? 11. Do your Project Managers Write and Run jobs? 12. Do you track closing rates for the following employees? Business Development Staff Project Managers/Estimators 13. What is your closing rate percentage? % 14. Do you track productivity of your PM/Estimators? If Yes, how do you measure productivity? 8 5/23/2018

9 Is everything above filled in? Have you double-checked for accuracy? If so, you re ready to proceed to Part 3 Human Resources. Part 3 Human Resources 1 Please indicate the number of employees employed at your organization in a normal fully staffed situation: i. Total number of employees NOTE: Do not include tradesmen, water techs, carpenters, subcontractors or any staff labor that can be billed to jobs. Be sure to include PM s, estimators, superintendents, coordinators, marketing, operations and admin staff. 2 Based on the numbers entered above, what is the actual number of people selling in your store in 2017? For example: The owner may sell 50% of the time and the manager may sell 25% of the time. Then, if you had four full-time sales professionals, you would have a total of 4.75 people selling. i. Total number of people actually selling 3 Do you have written job plans for all employees? Yes 4 Do you have written growth plans for each role in your company? Yes 5 Do you have an established on-boarding process for new hires? 9 5/23/2018

10 Yes If yes, what does that look like? 6 Does your company have a career page on their website updated with open opportunities? Yes 7 Do you offer health benefits to employees? Yes 8 What percentage of the employees health premium is covered by the company? % 9 Do you have a specific Admin/Coordinator to handle file management of program work? Yes 10. Do your PM/Estimators have a dedicated coordinator to handle job files? Yes 11. Are PM/Estimators incentivized on job profitability? Yes 12. How are the following employees compensated? 10 5/23/2018

11 Project Managers (write and run) Project Managers (produce only) Estimators (write and sell) Business Development/Outside Sales 13. What percentage in commission, on average, do you pay your PM/Estimators? 14. What percentage in commission, on average, do you pay your Business Development/Outside Sales Staff? 15. What is the average base pay for the following employees? Project Managers (write and run) Project Managers (produce only) Estimators (write and sell) Business Development/Outside Sales 16. What is the average hourly wage, (non-overtime rate), for your mitigation technicians? $ 17. Do you allow for additional time off when your mitigation technicians work more than 12 hour days? Yes 18. How often do you offer training to your staff? Weekly Monthly Quarterly Annually Never 11 5/23/2018

12 19. How many employees did you lose in 2017 for each of the following reasons? Resignation Termination Lay Off (Reduction in Business) Total 20. Do you use the following to assist with hiring employees? Recruiting Company Temporary Employment Agency Indeed Monster Career Builder Zip Recruiter LinkedIn Craig s List Is everything above filled in? Have you double-checked for accuracy? If so, you re ready to proceed to Part 4 Marketing 12 5/23/2018

13 Part 4 - Marketing 1. Do you check and follow-up on the leads you receive via trade shows, golf tournaments, social events? 4. Do you send out marketing to previous customers? 5. Do you utilize pay per click advertising? Yes 6. Do you hold lunch & learns and educational events at your location? Yes 7. Do you utilize the following social media outlets? Facebook Instagram Twitter Snapchat LinkedIn 13 5/23/2018

14 8. Do you have your vehicles wrapped? i. DKI Full Brand _ ii. Co Brand iii. DKI Brand 9. Is your building bodly signed DKI? Yes 10. Do you use DKI Marketing Materials/Creative? Yes 11. Are you a member of the following organizations? BOMA IREM PLRB NADCA IFMA PRIMA URMIA PHMA ICSC 14 5/23/2018

15 CMAA Blue Goose Property Manager Association Condo Manager Association Home Builder Association Real Estate Association Tarion Nexus Other Is everything above filled in? Have you double-checked for accuracy? If so, you re ready to proceed to Part 5 General Questions. 15 5/23/2018

16 Part 5 General Questions 1. Do you call every customer prior to an appointment to set expectations? 2. Do you call every customer after project completion to get feedback? 3. Do you provide a customer satisfaction survey upon completion of each job? 4. How often do you hold management meetings? Weekly Monthly Quarterly Annually Never 5. How many years have you been in the restoration industry? >2 years 2 5 years 6-10 years years < 15 years 16 5/23/2018

17 6. How many years have you been a member with DKI? >2 years 2 5 years 6-10 years years < 15 years 7. What estimating software do you use? Xactimate Yes T&M Yes Symbility Yes Other Yes 8. Do you have a succession plan? Yes 9. Do you belong to the following TPAs? Vericlaim Repair Solutions Yes Contractor Connection Yes 17 5/23/2018

18 Alacrity Yes Code Blue Yes Other Yes 10. How much do you purchase through DKI ProSupply? Zero Annually Zero to $2K Annually $2K to $5K Annually $5K to $10K Annually $10K to $20K Annually $20K to $50K Annually More than $50K Annually 11. Do you see DKI ProSupply as a value? 12. How many DKI ProSupply Sponsors are you participating with? Less than Over /23/2018

19 13. Have you done a review of the DKI ProSupply Sponsor opportunities with the ProSupply Team or your RSM within the last year? 14. Do you have a team member dedicated to sourcing/dki ProSupply? 15. What other opportunities would you like to see DKI ProSupply incorporate into the program? 16. If you are not utilizing ProSupply or do not see it as a value, what is the reason? 17. Do you use DKI Connect? I have tried to work with Sponsors but can get a better deal on my own I have local relationships I found better pricing on my own It is too difficult to get connected with DKI ProSupply Sponsors I have never attempted to connect with DKI ProSupply Sponsors 18. What credit card processor do you use? Chase Paymentech Transfirst Merchant Services 19 5/23/2018

20 Transparent Merchant Services Intuit-GoPayment Services Other 19. What payroll processor do you use? ADP Paychex Paylocity SurePayroll Other 20. What is your overall credit card fee % relative to charges? 1-2% 2-3% 3-4% Other 21. Do you participate in DKI Commercial Solutions? If no, why not? 22. How many jobs did you receive from DKI Commercial Solutions in 2017? Less then Over 75 NA 23. Do you have dedicated resources set aside for DKI Commercial Solution Jobs in the event of a loss? Yes 20 5/23/2018

21 24. When a DKI Commercial Solutions job is sent over, are you overall satisfied with how the process is handled from start to finish? If no, what would you like to change? 25. Do you participate in CAT Events? If no, why not? 26. Do you have dedicated resources/employees set aside for CAT Events? 27. When participating in CAT Events, are you overall satisfied with how the process is handled from start to finish? If no, what would you like to change? 21 5/23/2018