Lawn care employee bonuses to help get them to sell more.

I thought this business card discussion was very interesting and I thank James for sharing with us some us his insights. He posted his new business cards and they didn’t have a person’s name on them, unlike most normal business cards. I asked James why and got some great insight from him that you might be able to utilize as well.

Steve: “James can you tell us the advantage / disadvantage to not having a name on the business card?”

James: “Well part of our bonus structure promotes our foreman to bid jobs and actually become salesman. This eliminates the need to have individual cards for everyone. Plus we are growing quite rapidly, and I don’t want everyone knowing I am the owner. People automatically assume that since I am the owner, I can magically fix everything. Billing issues is the secretary’s job. On the job issues…ie…gates left open…(they do need to be handled, but I force my foreman to take responsibilities. If a customer calls the office to mention the gate issue my secretary calls the foreman and not me. The big one is, EVERY CUSTOMER WANTS MY CELL NUMBER!!! Plus I like the look of it with less lines on the business card.”

Steve: “That is fascinating and I think a very smart move, it must be cost effective!

Getting to your bonus structure, would this mean if your foreman is out on a job and the customer says they need a new retaining wall, your foreman can create a bid on the spot to do the job? Or how does that work? How are they trained to know how to bid?”

James: “In a situation like that, they would fill out an estimate request sheet in their daily route book with their name on it. My secretary sets up the estimate. Upon receiving complete payment, he or she get their bonus. It ranges between 2 and 4% of the total job not including tax. So if it’s a $10,000 job, he can stand to make up to $400.00. Not bad huh?? And it’s all factored in to the numbers of the estimate so it doesn’t cost me a dime. For lawn estimates, they get the amount of the first cut as a bonus.”

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