Throughout my years of interacting with potential clients that have hardwood flooring needs, I have landed somewhere between 80 percent and 90 percent of the jobs I choose to bid on, year in and year out I’ve had some other contractors suggest that if my success ratio is that high, they believe it’s time for me to raise my prices.
I believe that offering superior craftsmanship at a fair price will never go out of favor with homeowners. I deliberately avoid throwing numbers around pertaining to what I charge. However, I will say that I charge above what the average contractor in my part of the country does for my services. That being said, the level of craftsmanship is such that the majority of homeowners perceive the rates I charge as a great value for the services rendered.
I will say that I charge above what the average contractor in my part of the country does for my services.
If one owns and operates a contracting business, there are so many different facets we’re expected to be competent with. Having a good source for materials and supplies… knowing what to do technically… knowing how long a project will take to complete… moisture reading… documentation… getting supplies onto the jobsite… acclimation… making sure the substrate is acceptable and flat before installation… knowing how to reach potential customers… listening to what customer wants and expectations are… contracting… delivering on services contracted for… punctuality… completing projects in a timely manner… knowing what to charge… finances… nailing schedules… vapor barriers… tool selection… sanding sequences… tool maintenance… physical maintenance… budgeting and business maintenance… keeping up with current design and color trends… keeping abreast of new products and tools… completing punch list items… being competent at dealing with touch-ups and damaged floors… collection… marketing… responding to homeowner questions and concerns… knowing how to instruct about how to properly care for and maintain floors once they’re in… preparing for retirement…
These are some, but certainly not all, of the things that we as wood flooring contractors are expected to have a handle on. Here’s my three-step method for a high estimate-to-job-landed ratio:
1. I ask how I can be of service.
2. I close my mouth.
3. I listen.
Homeowners are usually excited at the prospect of improving their homes with either new hardwood flooring, or brightening up what they already have. They are willing to put up good money to get what they want. In my opinion, they deserve my undivided attention.
One of the many people that had a positive influence on my life was my 7th grade earth science teacher, David Dannenbring. He was a phenomenal football player in college and had aspirations to work his way up through the pro ranks when he suffered an injury. He had already earned his college degree, and began teaching when his football career came to an end.
On the first day of class, he said, “The best football coach I ever had told us players on our first day of practice that he loved each one of us very much, and he was going to do everything possible to develop us into the best players we could become. I want to let you know I love each and every one of you very much, and am going to do everything possible to help you become the best students you can be.”
Many of the 7th grade girls were looking at this chiseled athlete in admiration, while many of the 7th grade boys were slugging each other on the shoulders, or exercising some other outlet to try and deal with the fact that some man we had just met told us that he loved us.
Mr. Dannenbring’s teaching style didn’t disappoint. He had props of all kinds. We had dissections. In came the terrariums, and there were snakes and all kinds of animals to observe and learn about. We had projects that required daily observation and data collection. He even fabricated a bubble machine out of some basic household items and a hula hoop that allowed a person to make a bubble around themselves.
In retrospect, some of us, myself included, could have been better behaved at that age. Mr. Dannenbring just stayed the course, and always found ways to keep us engaged and learning. From the bottom of my heart, thank you, Mr. Dannenbring. Your creativity and positive influence has played an integral role in me having become the person I am today!
OK, this is not the part of the blog post where I tell you all that I love you.
OK, this is not the part of the blog post where I tell you all that I love you. However, I am interested in all who read this, myself included, becoming better at the craft of hardwood flooring, on both the technical and business aspects of our industry. Homeowners that are happy with the end product they receive because it’s done well, and craftsmen who know what they’re doing and are able to contract for prices that make the trade worth doing is a win-win by my way of thinking.
NWFA stands for National Wood Flooring Association. I believe the medium of blogs is a powerful and effective way for us contractors to associate with one another. I think I’ve got a good thing going with my business, but am always open to suggestion and better ways of doing things.
Speaking of which, has anyone installed hardwood flooring over Warmboard, pictured above? I have some Allegheny Mountain ¾ solid 4-inch rift and quarter white oak 7- to 12-foot lengths acclimating in this home. Although I’ve glued down over radiant heat many times, this will be my first experience with Warmboard.
I’m intending to allow the wood as much time as it needs to reach equilibrium, then cleat it down. The radiant is run in 12 inch increments, so I’m thinking as long as I start the floor offset from that, 4-inch-wide boards running in line with the radiant should always have the cleats missing the hoses.
There’s one concave and one convex radius on this job, along with 32 stair treads and two landings to be installed over exposed steel. I imagine this project should give us something to chew on for a few blog posts.
When I delivered the wood to acclimate, I dropped off this prototype I fabricated for the stairs. Since there will be no risers in this home, the plan is to box them down to meet code. In this municipality, the rise can be no more than 4 inches of open space from tread to tread.
Thanks for reading. As always, your questions and comments are welcome. Stay sharp!
