Pricebook Tutorial Video 1: Overview

This short introductory video lays out the philosophy behind the pricing tool. Drew emphasizes that this tool is not in conflict with existing Contractor University pricing materials but is another way of looking at pricing that complements the existing resources.

Run Time: 1:41

Pricebook Tutorial Video 2: Pricing for Profit

In this video, Drew Cameron discusses pros and cons of various pricing systems in the residential add-on replacement arena. He also explains the importance of matching up your benefit offering to a pricing system that will support profitability.

Run Time: 15:54

Pricebook Tutorial Video 3: Non-Departmentalized Overhead Allocation Calculator

This video walks you through the process of determining a direct labor overhead factor for a company that is not departmentalized. Drew Cameron goes through a spreadsheet that will help you break out all the costs in the residential replacement department, which will be the first step in determining a price that is profitable.

Run Time: 10:06

Pricebook Tutorial Video 4: Single Factor Direct Labor Overhead Calculator

In this video, Drew Cameron takes you through the overhead allocation calculator for a fully departmentalized company. He illustrates where to enter the data for direct labor and allocated overhead in order to create a single factor direct labor multiplier that allows you to calculate break-even.

Run Time: 9:18

Pricebook Tutorial Video 5: Quote Build Worksheet

In this video, Drew Cameron goes through an actual residential replacement job example and enters cost and overhead factors into the quote build worksheet. In this demo, you will see how the entered costs and overhead factor create a price that achieves a predetermined net profit, along with a monthly payment calculator, when the customer chooses a financing option.

Run Time: 31:17

Pricebook Tutorial Video 6: Maintenance

This video covers the maintenance tab in the price book worksheet. Drew Cameron uses a demo to show you how to price maintenance agreements as a bundle with a replacement job that will cover up to twelve years, with inflation escalation built into the price. Drew also illustrates how to calculate a price strategy based on different tier offerings of systems.

Run Time: 10:21

Pricebook Tutorial Video 7: Price Tool Formula Variables

In this video, Drew Cameron guides you through the price book formula variables in the pricing tool. He goes through the definitions and gives examples of allowances, payment plan dealer costs, warranty reserves, commissions, and net profit, as well as payment plan cost factors in the worksheet demo that would apply individually to each of the tiered offerings. In addition, Drew reviews the universal variables that apply to all the tiered system offerings.

Run Time: 22:42

Pricebook Tutorial Video 8: Warranties and Guarantees

Drew Cameron goes through step-by-step instruction and gives examples of what warranties to include in the consumer facing price pages. You will also learn where to enter the cost of the warranties on the input sheet so that they will display correctly in the consumer facing pages.

Run Time: 22:13

Pricebook Tutorial Video 9: Labor

In this video, Drew Cameron defines terms and explains the data entry for the labor tab for shop fabrication, warehouse labor, delivery runner, install travel, installation labor, quality control, and additional work matrix labor. Correctly calculating these factors is critical to ensure all costs are accounted for on the pricing tool worksheet.

Run Time: 14:51

Pricebook Tutorial Video 10: Materials

In this video, Drew Cameron focuses on the inputs of the materials tab on the price book tool. He takes you through various materials needed to build different kits for the individual systems offered.

Run Time: 6:54

Pricebook Tutorial Video 11: Additional Work Matrix

Drew Cameron explains how to account for additional work needed on a job that is not already built into the price book inputs that have been covered in the previous videos. Examples include some type of random labor cost, or additional tools needed for jobs that have exceptional circumstances.

Run Time: 9:35

Pricebook Tutorial Video 12: Equipment

In this video, you will learn how to set up and label your consumer-facing equipment offerings. Drew Cameron shows you how to change the title of the equipment offering, the trade name, and the efficiency, as well as where the price inputs go into the spreadsheet.

Run Time: 19:18

Pricebook Tutorial Video 13: Labels and Legend

This video goes into detail on how to designate names and titles for systems and components. Drew Cameron goes through the explanation of the code designations and titles, as well as how to set up the proper match-ups for the systems offered in the price book.

Run Time: 30:36

Pricebook Tutorial Video 14: Format for Print

In this video, Drew Cameron begins with the philosophy of menu-based pricing versus offering proposals. He then goes on to explain how to put your company logo on the consumer facing cover page and customer experience tab, followed by the integration and optimization pages. Finally, Drew explains how to set up formatting for the final version of the price book.

Run Time: 15:26

Pricebook Tutorial Video 15: Airflow Bundles

This video discusses the importance of having ductwork and airflow principles that match the technology of the new system. Drew Cameron explains how to set up various airflow choices in the price book tool that best fit the customer’s needs.

Run Time: 14:23

Pricebook Tutorial Video 16: Air Quality Bundles

In this video, you will learn the importance of adding indoor air quality products to protect a new equipment system. Drew Cameron also takes you through the various options such as duct repair, duct replacement, and sanitation packages that you can add to the price book tool.

Run Time: 16:25

Pricebook Tutorial Video 17: Customer Experience Tiers

In this video, Drew Cameron explains an optional tab in the price book tool that can be used with a homeowner to help explain the different levels of buyers. This section is designed to set up discussions about what type of experience the customer is looking for and matches those levels with the systems offered. This particular tab supports the sales philosophies taught in Sales 201 and 301 of the LMS online sales classes.

Run Time: 16:32

Drew Cameron’s Pricebook Tool for Contractor University Members

Pricebook Tutorial Video 18: Pricing Calculation Worksheet

This video shows the pricing calculation worksheet, focusing on the “red tabs” of the Excel document. These tabs will show you the pricing calculations that should be accessible to management only, based on the inputs of data that were put in on the “purple tabs.” Reviewing this page ensures that the proper data points were put in on the data entry pages.

Run Time: 15:39

Pricebook Tutorial Video 19: Consumer Investment Pages

Drew Cameron shows what the consumer investment pages look like based on all the internal data inputs that were previously entered. This page will show the consumer both the overall price as well as the monthly payment factor for each system. Drew also discusses menu-based pricing philosophy that a comfort advisor can present to a homeowner.

Run Time: 25:48

Pricebook Tutorial Video 20: Solution Benefit Tiers

In this video, Drew Cameron explains the “solution benefit tier” page of the price book. This page of the worksheet is a multi-functional sheet that is derived from inputs from the pricing pages that show the consumer additional benefits for each of the system solutions. Drew goes into great detail to show where the formulas are located that are populating the “solution benefit tier” page.

Run Time: 19:44

Pricebook Tutorial Video 21: Integration Optimization

This video covers the addition of airflow, duct systems, and other options that are not covered in the other sections of the price book. Examples include duct renovations, duct cleaning, and zoning options that can be priced either as part of the system or a la carte. Drew Cameron also discusses how to build the pricing based on whether the work is done at the time of installation of new equipment, or whether it is done later.

Run Time: 21:05

Pricebook Tutorial Video 22: Price Book Concept

In this video, Drew Cameron explains the psychology and philosophy behind building a menu-based price book. He explains the importance of using the price book as a tool in order to make the customer experience the best it can possibly be. He also discusses how menu-based pricing is superior to proposal-based pricing. Finally, Drew summarizes the tabs of the price book and the inputs that they are associated with.

Run Time: 30:26

Pricing for Profit Worksheet

Pricing to Cover Promotional Costs

3 Page Document

Residential Add-on & Replacement Labor Guidelines

10 Page Document

Residential HVAC Overhead Allocation Calculator

Residential Replacement Non-Department Overhead Allocation Single-Factor Calculator

Residential Replacement Single-Factor Labor Overhead Calculator

Guarantees Handout

3 Page Document

Installation Material Kits Pull Sheets

Pricing for Profit Handout

24 Page Document