JNSS '25 _ Master Presentation

DAY ONE

3 Goals of JNSS’25

1. You learn from us 2. Learn from each other 3. Have fun!

Format 1. Main Stage 2. Pool Breakouts 3. Private Sessions 4. Jenius Bar

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EVENT STAFF

JENIUS TEAM

PRODUCT & EXECS

We want to help you use JobNimbus fully

Why JNSS

We want to hear your feedback & ideas We want you to be the best We want to spend time with you

Our mission

Make contractors heroes

What does it mean to make you a hero?

Achieving business goals

More time with family & friends

Give back to the community

What does it mean for your property owners?

Communication

Reliable, professional, responsive

Project satisfaction

Contractor perception

2,387

Contracting businesses joined JobNimbus

40,332 New users

3.2 Million Jobs run

$1.3 Billion Processed through JobNimbus Payments

$38 Million Materials ordered per month

661k JobNimbus Marketing leads to customers

We Bought SumoQuote

$411 Million Estimates signed by homeowners

$10.1 Million Upgrades purchased by Homeowners

$330M Series B investment

More customer support

More product improvements

More onboarding & account managers

87 New team members joined JobNimbus

We are guided by our values

Team Commitment

Customer Obsessed

Ownership

Proactive Learning

Self Awareness

8,000+ Customer Obsessed Customer product interviews & feedback sessions

107

Customer & industry events

Customer Obsessed

Our vision Automate your business

“I can do the work of two people in half the time”

Profitable Growth

More success More family time More giving Legacy business

Building a Legacy Business

Pass on to my kids

What’s your end-game?

Sell to Private Equity Sell to employees Cash-flow it

Private Equity buys durable businesses with a long-term focus. It’s all about people, process, & reputation”

Purpose

People

Process

Mission

Purpose

Vision Values Principles

“89% of Millennials / Gen Z rank a company’s purpose as a top 3 concern for taking the job” Gallup 2024

“A company’s vision - its core ideology and ambitious goals are the fundamental driver of enduring greatness.”

Jim Collins (Built to Last)

Strategy

Building a purposeful organization

Principles Values Vision Mission

Mission Why does your company exist?

● ● ● ● ●

Simple Memorable Inspirational Never fully done Filters employee decisions

Protect and enhance homes & businesses

Mission statement Examples

Build incredible customer relationships with homeowners Bring contracting into the next generation Improve our community with quality building & generous giving

Mission

Mission “BY” Vision

Make contractors heroes BY Vision

Automating their business

Vision How you will accomplish your mission?

● ● ● ●

Ambitious Aspirational Never fully done Filters employee decisions

Protect and enhance homes & businesses

Vision Examples

Build incredible customer relationships with homeowners Bring contracting into the next generation Improve our community with quality building & generous giving

Values Who you are

● ● ● ●

What attributes got you here?

What attributes do you need to get where you’re going?

What’s non-negotiable?

Filters all hiring/firing

Values Examples

● ● ● ● ●

Teamwork Professionalism Dependable Customer-focused Transparent

Values assessment Score every existing team member and every new hire on how well they hold your values

Hiring: Test for values first ●

Proactive learning ○ ○

●

What research had the candidate done before the interview?

How many questions are they asking during the interview (ie: curiosity)

Team commitment ○

○

When was a time that you were angry about your team not pushing hard enough and what did you do?

Tell me about a time when you put the team’s needs ahead of your own

Design interview questions to knock-out candidates that do not have your values

Hiring: Coachability test 1. Run a roleplay with the candidate a. You can also give them direct feedback 2. Encourage the candidate a. They will be nervous 3. Give feedback on something to change a. Ask them to adapt to your feedback 4. Re-run the roleplay a. See how much they are able to use your feedback

If you can get the candidate to change in a few minutes, think what you can do in a few months with them

●

Principles

●

How we do work

●

What does the customer see when they watch you work?

How can your team make decisions without the owner present?

Looking back in 5 years, what in your work would you be the most proud of?

● ●

Principles

●

Examples

● ●

Think like an owner Leave it better than you found it Safety is everyone’s responsibility Anything worth doing, is worth doing well What if this was your house?

●

What’s our Big Hairy Audacious Goal? (BHAG) ○

Strategy

●

Where are we going and what’s the plan?

●

What’s your 5-year goal? ○

What revenue & profit will we be at in 5 years?

What’s this year’s goal? ○

●

What big achievement are we working towards?

What’s revenue & profit for this year?

What’s this quarter’s goal? ○

What do we need to improve in the business now to get there?

●

BHAG ○

●

5 year goal ○

Strategy

●

Examples

●

1,000 5-star reviews Revenue: $30M

This year’s goal ○

Revenue: $4M

This quarter’s goals ○ ○

Redo our collections process to get cash moving Implement a weekly training for all staff

Scorecard

People

1:1’s Career paths Traditions

Scorecard 1. Your title 2. The problem you are here to solve 3. The numbers you own and are accountable for 4. The duties you’re responsible for

Manager and employee both score this quarterly

1:1’s

Should happen weekly or bi-weekly

Agenda (30 min meeting) ● ● ● ● ●

Make a connection Review your numbers Follow-up on ToDo’s from previous meeting Work the issues list Give feedback & encouragement

Career paths

Always give your team something to work towards

The 3-by-3 system Ex: Salesman

Title change

Title change

Associate

Senior

Principal

Level 1

Level 1

Level 1

Level 2

Level 2

Level 2

Level 3

Level 3

Level 3

Small Pay bump

Small Pay bump

Gates to reaching next level / role: time in role, proficiency, hitting specific metrics, more responsibility, learning

Traditions Awards

Company trips Family BBQ Holiday parties

All-hands meetings Service projects

Tournaments

Team lunches Health challenges

Workflow

Process

Communication Training Accountability

Workflow ● ●

●

Map out your processes Designate an owner for each step Make sure your JobNimbus boards match your processes

Communication ●

●

Make sure you are communicating with customers at every important step Set up automations in JobNimbus to do the communications for you

Training ● ● ●

Train your team on the process Hold them accountable to following the process Make sure everyone knows their job and how to use JobNimbus to do it

Accountability Weekly team meetings ● ● ●

Everyone reports their own numbers Gather feedback (what’s working, what’s not) Solve the blockers

JobNimbus is the source of truth ● ●

If it isn’t in JobNimbus, it didn’t happen No excuses ○ “I forgot” ○ “I don’t want to use JN” ○ “I don’t like technology” ○ “I’m too busy”

Hold a project retrospective ●

● ● ●

What were the project results? (profit, customer satisfaction, review rating) What went well on the project?

What could have gone better?

Update your process to solve future problems

Features you need to use

Estimates

28% Increase in close rates

Estimates

80% Faster time-to-close

Mobile app

38.1 Million Photos taken in the mobile app

Automations

2.6 Million Hours saved using Automations

JobNimbus Payments

50% Faster Payouts Contractors using JobNimbus Payments collect in half the time

“The only way to get a different result is to change what you’re doing” Rita Mae Brown

●

●

Change & grow ○ Design your business right ○ Fully implement JobNimbus ○ Execute Become the hero to ○ Your customer ○ Your family ○ Your community

Build a generational business that creates incredible value

Lessons Learned from the Past

Don’t Jump in the Ocean

Don’t drink too much in the pool

Sanctioned fights only

Watch what you eat

We are here to support you!

All topics are tailored towards business optimization and growth Lead Gen & Marketing

Estimating

Insurance

Workflows

Automation

Hiring

Culture

Diversification

Digital Optimization

Best Practices

Profitability

JENIUS BAR!!!

Network! ~19 Hours of Networking Time 1.75 Hours of Breaks (7 - 15 Minute Breaks) 7.5 Hours of Meal time (breakfast and lunch) 3 Hour Welcome Party 2 Hour Poolside Dinner 2 Hour After Party 2.5 Hour Beach Party

Mainstage Sessions Key insights and training to take you to the next level

Attend Breakout Sessions Whenever possible, we are having peer-run breakout sessions. Learn from those that are in it, every day.

JENIUS BAR! This is your time to implement change

Account Management Dedicated Account Managers Jenius Account Managers

Create Action Plans What outcomes are you trying to achieve

Play Partner Passport and win

THANKS TO OUR TITLE SPONSOR

Break

Our approach to product

begins and ends with you

We are focused on outcomes

Contractors sell more deals at a higher value

JobNimbus Product outcome examples

Make contracting businesses more profitable Create 5-star homeowner experiences through better communication Help owners scale the processes that have worked for a decade(s)

Product Roadmap Sneak Peek

Estimating Enhancements

Leverage pre-built calculations ●

Easy, fast setup

●

Reduce manual input

●

Best practices at your fingertips

Create custom calculations ●

Guided calculations creation

●

Leverage predefined tokens or create your own

●

Link to your existing products & services

Create custom calculations ●

Guided calculations creation

●

Leverage predefined tokens or create your own

●

Link to your existing products & services

Save time with simple calculations management ●

Manage & edit calcs in one place

●

Apply one calculation to many like-products

Estimate Preview ●

Ensure quality

●

See exactly what your customer will see

●

Web, mobile & full PDF

Estimate Preview ●

Ensure quality

●

See exactly what your customer will see

●

Web, mobile & full PDF

“Price Per Square” Estimates ●

Flexibility in pricing framework

●

Quickly spot check profitability

●

Ability to start with estimate total (insurance)

●

Ability to extend into linear feet for fencing

One-page estimate ●

Estimate fast!

●

Basic estimates for repairs or additional trade work

●

Maintain professionalism

Estimate from your iPad ●

Build estimates in the field

●

Maintain a consistent sales experience

●

Accurate estimates on the go

Profit Tracker

Job costing reimagined ●

Compare actual vs. forecasted revenue & spending

●

Transparency throughout the lifespan of the job

Align commissions & your business goals ●

Multiple or single payouts

●

Revenue or profit-based

●

Reporting made easy

Easily link important documents ●

Eliminate manual & redundant data entry

●

Documents include: ○

Estimates

○

Material Orders

○

Work Orders

Manage expenses in one place ●

Document & track accounts payable

●

Log paid expenses on the fly

●

Sync directly from QuickBooks

Photos

Powerful photos home ●

Photo preview

●

Improved search/filters

●

Photo sharing

●

Photo conversations

New photo view ●

Custom description

●

Fast fill descriptions

●

Tag photos

Subcontractor Experience

Tailored App Experience ●

Stay organized

●

Better communication

●

Built in accountability

Just the right amount of access ●

View: ○ ○ ○ ○ ○

●

Photos Forms Assigned tasks Work orders Shared documents

Restricted: ○ ○

Financials Other sensitive information

Lock & Home Screen Widgets ●

Quickly access core features

●

Never miss an appointment again

Customer Financing Wisetack

Offer payment flexibility ●

Provide multiple payment options

●

Make projects affordable to close more deals

●

Wisetack assumes the risk once approved

Job Page

Important job insights at a glance ●

Data at your fingertips

●

Quick actions

●

Anticipates your next move

Improved Layout ●

Focused

●

Easy to digest

●

Simple to learn

●

More control (filter/sort, search, pin)

Job Quickview ●

Status updates

●

Task management

●

Contact info

●

Maintain current context

Help shape the future of JobNimbus

Willing to participate in beta programs?

Connect with a Product Manager!

The New Sales Experience Ryan Quackenbush

Homeowners have changed

75%

93%

60%

of consumers expect businesses to respond to inquiries within 24 hours, and 50% expect a response in under an hour.

of consumers read online reviews before making a decision about hiring a contractor.

72% of consumers trust online reviews as much as personal recommendations.

of home service-related searches, including finding contractors, are done via mobile devices.

Have we?

Contracts from 1776

Scrambling to pick up checks…

But, I do it for the personal touch…

Swing by anyways, but don’t make me find a bank and fill out a check.

I DON’T KNOW HOW

Beautiful presentation

Sales Experience

Options and upgrades Powerful calculations Digital payment collection

I don’t have time

But…

I already tried it It’s too complex

I like my way of doing it

It’s actually very simple

41.1%

⬆28%

Close rate: vs. 32.1% for companies using only legacy estimates

+$560,000 28% increase on a $2M contracting company

8.2 hrs

⬇80%

Time from sent to signed: vs. 39.1 hrs for legacy estimates

Even AI knows it

Ok fine… so what do I do?

1. Software principles to consider

2. Getting started

3. Becoming a power user

Leave JNSS with a simple estimate format that you can implement

Software principles

Iteration Think big, start small

Example

How to “Launch”

Build it Basics first!

Tweak it

Try it

Make changes based on feedback

Start with one sales rep

Getting started

Key terms: Layouts & templates

Modularity

Layout vs. template

Layout = the base model Template = build options / variations

Layout vs. template

Layout = the base model

Layout vs. template

Template = build options / variations

1. Set up default layout

Keys steps

2. Add photos 3.Add estimate details

(Consider using templates)

4. Set signing & upgrades

Create your default layout

Estimate Settings

Layouts

Only the pages I need

Excluded pages

Add photos

94% Of first impressions are design related British Journal of Psychology

Add estimate details

Pr o Ti p

Pr o Ti p

Pr o Ti p

Estimate Best Practices

High profitability, revenue companies offer Good, Better, Best

Options

Options

Options

Upgrades

$3,103

⬆+21%

Average increase in job size: Companies using upgrades in SumoQuote, 2023

Signing

~76% Of online shopping happens on a mobile device

Source: gauss.hr e-commerce statistics report

8.2 hrs

⬇80%

Time from sent to signed: vs. 39.1 hrs for legacy estimates

Deposits

Add a deposit to drive cash collection

Do it all on the mobile app

6 min

⬇68%

Time from create to send on mobile: Vs. 19 min on web

Becoming a power user

Standardized repeatable process ● Eliminate the human error ● Quickly generated estimates ● Improved homeowner experiences

How would your business change if every salesperson was your best?

Sales Experience

Sales Experience

Sales Experience

Sales Experience

Sales Experience

Sales Experience Quick Accurate estimate

Measurements

1. Set up tokens

Using calculations

2. Set up calculations 3. Order measurements

4. Create estimate

Measurement Tokens - Placeholder for the measurement

Measurement Tokens

Add your tokens - the measurements to be taken

P&S - Adding Calculations 1. Go to P&S > Manage Calculations

1.2. Add formula using tokens

Add measurements to the job

Measurements

Measurements

Think big, start small!

Takeaways

Make it beautiful

Offer options & upgrades Then, become a power user

+$560,000 28% increase on a $2M contracting company

How do I start?

Iteration Think big, start small

How do I get the team on board?

Think BIG, start small

How do I get the team on board?

Find your champion Do you want to sell 28% more?

Build it Basics first!

Tweak it

Try it

Make changes based on feedback

Start with one sales rep

You’re not alone New Sales Experience - Roofing ● Today 3:00-3:45 Moonlight Club New Sales Experience - Non-Roofing Trades ● Wednesday 3:00-3:45 Moonlight Club Jenius Time!

You’ve got this!

Sessions 1 pm Lead Gen, Insurance Roofing, Workflows 2 pm Culture/Hiring, Peak Performance, Advanced Workflows 3 pm Digital Marketing, Diversifying Your Business, NSE Setup-roofing

It’s A Pool Kevin!

POOL GUY

Poolside Dinner: Touristy T-Shirt Theme & Afterparty

Eden Pool, 6-8pm Club Hours, 9-11 pm

Afternoon Sessions

THANKS TO OUR PLATINUM SPONSORS

Lunch by The Pool

✌out

DAY TWO

DIGITIZING YOUR

BUSINESS

OPTIMIZING YOUR BUSINESS IN A DIGITAL AGE

“THE COPY ROOM” Where the success of your business was made manifest by the size of your printer

The Basement

A summers worth of “digitizing” = 30k+ staples

INTRODUCTION GREW UP IN CONSTRUCTION EDUCATION IN BUSINESS STRATEGY I’VE BEEN “DIGITIZING” BUSINESSES FROM A YOUNG AGE

OLYMPUS ROOFING • STARTED IN 1973 • PURCHASED IN AUG OF 2022 • STILL PEN AND PAPER AS OF AUG 2022

PEN & PAPER • PAPER ESTIMATES • PAPER ORDER FORMS • TYPED OUT AND EMAILED ORDERS • PAPER “SUBMITTAL PACKETS” • SOME ESTIMATORS WERE USING OLD DIGITAL CAMERAS TO SNAP PHOTOS AND PRINT THEM OFF • HAND MEASUREMENTS OF ROOFS • STICKY NOTES EVERYWHERE • MANUALLY INPUT INVOICES INTO QB • LEAD INFO WAS WRITTEN ON A STICKY NOTE AND PUT ON THE CALENDAR IN THE OFFICE. • ALL JOB DOCUMENTS WERE COLLECTED AND COMPILED INTO A MANILLA FOLDER AND FILED AWAY. SOMETIMES SCANNED INTO GOOGLE DRIVE AND SAVED.

The Olympus Process Pre-Digitization

A CHANGING DEMAND

WHERE WILL OUR CUSTOMERS TAKE US?

GENERAL GROWTH OF DIGITAL TRANSFORMATION IN CONSTRUCTION: 1

IDC ESTIMATES THAT GLOBAL SPENDING ON DIGITAL TRANSFORMATION WILL REACH $3.4 TRILLION BY 2026, DRIVEN BY COMPANIES LOOKING FOR WAYS TO BECOME MORE EFFICIENT AND CUSTOMER-FOCUSED.

2

MCKINSEY & COMPANY REPORTS THAT DIGITIZATION COULD INCREASE PRODUCTIVITY IN CONSTRUCTION (WHICH INCLUDES ROOFING) BY 14-15% AND REDUCE COSTS BY UP TO 5-7%.

3

95% OF CONSTRUCTION COMPANIES (INCLUDING ROOFING FIRMS) HAVE AGREED THAT DIGITAL TRANSFORMATION IS ESSENTIAL FOR THEIR FUTURE COMPETITIVENESS, ACCORDING TO A KPMG SURVEY.

Spending on digital transformation technologies and services worldwide from 2017 to 2027(in trillion U.S. dollars)

What is driving the increase in spending?

DIGITIZATION OF CUSTOMER INTERACTIONS • A 2023 survey by Accenture found that 75% of consumers expect service providers to offer online booking and digital payment options. Roofing companies lagging in digitizing customer touchpoints may be missing out on business.

• Roofing companies utilizing online customer portals have seen customer satisfaction scores improve by up to 20%, because it allows clients to easily track project progress, payments, and communication.

• Companies with the strongest omnichannel experiences retain 89% of their customers on average, compared to 33% retention for companies with weak omnichannel customer experience.

WHAT DO CUSTOMERS WANT? • Access to Information ⚬ Availability of information (and ease of research) leads to a more informed buyer • Tech Enabled (digital proposals, omnichannel communication, electronic payments, etc) ⚬ Feels sophisticated, easy, very little friction in the purchase process • A custom tailored buying process ⚬ Feels more valuable when it feels completely unique to them • Options, but not too many ⚬ They want to choose! But too many options can lead to analysis paralysis • Excellent Communication ⚬ #1 complaint among contractors. But don’t be pushy.

• Social Proof ⚬ See/Feel what your business is like. Google Reviews, Social Media, Pictures, Video, etc.

A LOOK UNDER THE HOOD

WHAT DIGITIZATION HAS LOOKED LIKE FOR US IN TRYING TO MEET THE DEMAND

WHAT WE’VE DIGITIZED • LEAD INTAKE • Automated communication • Scheduling leads • Pictures • Drone pictures/documentation • Measurement reports (automatically sent to supplier for reimbursement) • Materials ordering • Job submittals • Work order creation/job scheduling (automations) • Documents stored for life • Payments (ACH, Cards, etc) • Reporting and tracking • Team notes and job communication • Commissions tracking for sales team

How likely is it that you’d get accurate hand measurements from a sales rep on a roof like this?

If so, how long would it take them?

Set up an automation to get reimbursed from Suppliers for cost of measurement reports

All of these texts & emails are automated 25+ customer touchpoints that we don’t have to lift a finger for.

CHALLENGES OF DIGITIZATION

LEAVING OLD HABITS BEHIND

Creating Buy-in 1

INVENTION VS. INNOVATION • Difference between invention and innovation is adoption.

2

WHAT’S IN IT FOR THEM? • How will this make their life easier, better, etc. PAINT THE PICTURE! • Apply the same sales techniques you use with customers. Sell them on the value.

3

REMOVE THE FEAR OF LEARNING • Replace the fear of learning with excitement. Provide resources to learn and gain confidence quickly. (JN Library)

Going “All-In” 1

“IT NEVER REALLY CAUGHT ON” “We tried Jobnimbus and it just never really caught on”

2

USING AS INTENDED? Do you understand how to use all the features, and are you using them correctly? If not, you’ll miss out on the benefit of features working together properly. (Paper estimate example)

3

TEAM IMPLEMENTATION EFFORTS Is everyone committed? If one person (or department) isn’t adapting, it will hold everyone else back. Some people may not be the right fit.

OUR BIGGEST LEARNINGS (BENEFITS) OUR NUMBERS • MARKETING

OUR RECORDS • SOLVE PROBLEMS FASTER

OUR EFFICIENCY • DO MORE WITH LESS: 3X

TRACKING & ROI

WITH ACCESS TO

REVENUE GROWTH WITH

• ORDERING AND

INFORMATION

ONLY A 50% INCREASE IN STAFF

ESTIMATING ACCURACY. KNOWING OUR NUMBERS

• BETTER RESOURCE FOR CUSTOMERS

BALANCE

• SALES, PIPELINE, PRODUCTION, AR, GP, NP,

• BETTER WORK/LIFE

• PROTECT OUR COMPANY • ADAPT OUR

ETC. • BUILD A DATABASE

SYSTEMS/PROCESSES FASTER

HOW DOES THIS INFLUENCE OUR CUSTOMERS? 262% INCREASE IN CUSTOMER REVIEWS IN THE LAST 2 YEARS

Tracking Marketing

Tracking Sales

IN

SUMMARY • Supercharge your customer experience • Supercharge your employees • Supercharge your quality of life

Cason Curriden cason@olympusroofing.com 385-272-2818

Where do we go when we want something, but don’t want to pay top dollar for it?

Facebook Marketplace Craigslist Local Classifieds Autotrader

Engine: 4.0L inline 6 cylinder 1 (naturally aspirated)

06 Jeep Wrangler

Drivetrain: 3 4WD

4 0-60: 8.8

●

Horsepower: 190

2

seconds Top speed: 102 mph

Every 16 year olds dream

No, honey, those are not emoji’s

No, honey, those are not emoji’s

What happens when we cant see whats going on?

Now imagine your truck has a fully functioning dashboard

We don’t want you Driving Blind

Too Busy to Run Your Business? ● Do you really KNOW your numbers? ● How many times per week are you having to be reactive instead of proactive? ● How many hours per week do you work on your business? ● Do you run your business or does your business run you?

Insights is your dashboard This is the tool to help keep you from driving blind

What gauges do I have?

1.

2.

3.

4.

5.

6.

Business Overview Sales Workflow/Process Accounts Receivable Completed Jobs 😎 ???

Business Overview

Top 5 Lead Sources this Year

Business Overview

Top 5 Sales Reps this Year Lead Flow Historical Sales

Hamburger Stack Filters

Global Filters

1. Top 5 Lead Sources this Year 2. Top 5 Sales Reps this Year 3. Lead Flow 4. Historical Sales

Nicks Tip:

Review your workflows

Nicks Tip:

Understand Sold job

Sales Insights

Report Tabs

3 Dots

1. Leads/Close Rate

Sales Insights

2.

3.

4.

5.

Estimate Conversion Sales Sales Pipeline DATA!!!!

Lead volume Lead volume by source and by source location and location Lead flow

Lead performance

Where should I spend my marketing money?

Speed to lead

Sales Insights Tabs

1. Leads/Close Rate 2. Estimate Conversion

3. Sales 4. Sales Pipeline 5. DATA!!!!

Sales - Drive accountability and competition Total sales volume

Joe Kathy Joshua Jon Daniel Nick George Tim Bob Maribel

Close rate

Joe Kathy Joshua Jon Daniel Nick Tim

Joe

Bob

Kathy

Maribel

Joshua Jon

Average Deal Size

Daniel Nick Tim Bob Maribel

But wait…

My reports don’t look like that

Get to the Jenius Bar!

Sales - Drive accountability and competition Total sales volume

Joe Kathy Joshua Jon Daniel Nick George Tim Bob Maribel

Close rate

Joe Kathy Joshua Jon Daniel Nick Tim

Joe

Bob

Kathy

Maribel

Joshua Jon

Average Deal Size

Daniel Nick Tim Bob Maribel

How do you hold sales accountable?

Sales Insights Tabs

1.

2.

3.

4.

Leads/Close Rate Estimate Conversion Sales Sales Pipeline

5. DATA!!!!

I’ve never noticed that 5th tab

Nicks Tip!

Utilize JobNimbus Estimates

Workflow

Understand throughput times

A job is marked “sold” when it reaches any of these statuses

How do you hold production accountable?

Homework!

Make sure your workflows are set up properly for reporting.

Nicks Tip!

BOLO for Black Holes

Accounts Receivable

Question: Who owes me money?

Accounts Receivable - Collect Cash

Outstanding by status Aging invoices

📅 Timeline & Communication Strategy

"Hi Customer, I’m calling because your invoice #12345 is 90+ days overdue. We need immediate resolution.

How do you plan to resolve this today?"

We have waited over 90 days. This is your final opportunity before collections.

I need payment today."

"I want to avoid escalation, but we are prepared to take further action.

Are you sure you want to go down this path?"

Nicks Tip!

Don’t be afraid of AI

Completed

Nicks Tip!

After Action Reviews

Let’s review our Insights Dashboards

1.

2.

3.

4.

5.

6.

Business Overview Sales Workflow/Process A/R Completed Jobs 😎 ???

Workflows Estimates Invoices 😎 ???

Workflows Estimates Invoices PROFIT TRACKER!!

Bonus Nicks Tips!

A few things you should know

1. Name it 2. Select pages or charts 3. File type a. (PDF vs CSV) 4. Frequency 5. Who gets it 6. Subject Line *** Included Message

Nicks Tip:

Filter - Filter - Filter

Nicks Tip!

Everyone has a number

Forecasting vs Actual Numbers

Sold job: When a job reaches any status in the SOLD stage

Workflows aren’t set up properly Not using estimates and/or invoices

Set up statuses that match your process Estimates are the key to Sales data Invoices are the key to A/R and Completed

6 lessons 7 lessons

Key Takeaways 1.

2.

3.

4.

5.

6.

Insights is your dashboard Its used to Collect / track data Make data available Learn / teach the tools Use data for making decisions Hold people accountable

7. Insights is the fastest, easiest, most comprehensive source!

THANKS TO OUR GOLD SPONSORS

Break

LLM = I know how to speak better than you

What do you get out of AI ● ● ● ● ● ● ● ● ●

Save time!!!

Brainstorming consultant Building a brand and voice Marketing and SEO Building and refining your processes Content creation and communication Analyzing your business, website, workflow, etc.

Hiring and teambuilding Summarizing large data sets

AI Pieces ● ●

Create Custom GPT Magnolia Summary and create about is ○ ○

●

●

○

Add Fencing Puns ALL OF THE PUNS ○

Defining our culture ○ ○ ○

Content Creation

What are the top values for contractors (in Dallas) What is the best way to convey trust through my website Help me create core values for my company ■ Slim to 3 ■ Create a weeks worth of dad jokes about fencing

●

Analyze ○ ○ ○

●

Automate your communication ■ Welcome email, shorter ■ Welcome text Appointment reminder text and email SO, Marketing, quality of olympusroofing.com Create and SEO and keyword report What social media channels would be best for marketing

Hiring ○ ○ ○ ○

Job description - fencing sales manager Hiring scorecard Training plan Coaching

A list of things to consider: 1.

2.

3.

4.

One fish Two fish Red fish Blue fish

$3.5M Australian Dollars Or approximately $42M USD today

$102M Australian Dollars $857.6M USD

1,400% over budget

10 years behind schedule

If this happened to one of you..

You might be out of business!

No one is immune from the risks of overruns

52% of businesses experience delays

2022 McKinsey Study

79% of businesses have cost overruns

2022 McKinsey Study

Profitability is KEY to your business

Keeps you in business

Enables growth

Makes you a hero

How JobNimbus Helps

Do you know your profit margin?

Do you know what goes into your profit margin?

Revenu - Costs e

Profit ! =

So YOU can be a hero

Revenu - Costs e

Profit ! =

JobNimbus Marketing

JobNimbus Estimates

JobNimbus Payments

Chasing after invoices…

Driving around collecting checks…

Reconciling your books…

Ensuring you got paid what you’re owed…

Getting cash into your bank account….

● ● ● ●

Integrate your deposits collection process Get paid the next day Build professional digital invoices Automate collections via text message

Revenu - Costs e

Profit ! =

JobNimbus Estimates

Material Ordering

Profit Tracker

JobNimbus Estimates

Material Ordering

Profit Tracker

Tell me if any of these sound familiar…

I need to easily know exactly what to pay my sales reps

Pain

I don’t have clear visibility into why a job had a cost overrun

I have to use too many systems to understand my business performance

My data is only available in QuickBooks

I want my salespeople to have trust that I’m paying them accurately

More pain

I find out too late whether a job is going to be profitable I can’t easily understand how effective my estimating is because I can’t see differences between my budget and what I actually spent

I need to understand trends in costs and profitability.

How does Profit Tracker help?

1. Serves as a planning AND tracking tool 2. Understand your costs at any point and be a source of truth 3. Compare your plan vs your actuals in real time 4. Generate robust reporting 5. Connect with the systems that matter

Estimates

Material Orders Work Orders

JobNimbus Payments

Receipts and Invoices

Profit Tracker Unplanned purchases Quickbooks Bills

Profit Tracker is like the Blueprint…

…and the Underlayment

10% Higher profitability with Profit Tracker

Demo

Automatically sync documents

Automatically sort by cost type

Track unplanned costs

Coming VERY SOON….

Bills in Profit Tracker!

Create bills from vendors and labor!

Upload receipts (optional)

Enter bill details

Apply bills to Profit Tracker items

View receipts and status on the profit tracker

Edit and delete bills

Modify any details on the bill

Actual Revenue time!

Many ways to collect payments

1. Deposits through the New Sales Experience!

2. Collecting payments manually through the mobile app or web 3. Automated Invoices 4. Payment requests 5. Logging payments manually

Payments are automatically imported

Commissions

Change Orders

Reporting

Profit Tracker holds the key to tracking individual jobs

Insights Reporting will help you understand trends and the ‘big picture’

Understanding the big picture helps you make better decisions

Questions you can answer

1. Understand your profitability at any time 2. Perform a trend analysis on your profitability, costs, and revenue 3. How do results compare to our plans?

4. Compare across locations, salespeople, size of the job, and many more 5. Accurately pay commissions 6. Do I have the right commissions structure?

Reporting demo slides

Profit Margin Trended

Reporting demo slides

Final tips

Best Practices

1. Add all your costs…EVERYTHING 2. Don’t assume profitability from the plan 3. Look at the reporting regularly and identify opportunities and gaps 4. Reconcile your payables and receivables

More Coming Soon..

Overhead Tracking

Gross vs. Net

Dashboard

Quickbooks Bills

The Vision

Wouldn’t it be great automatically know…

…Where your profitability is really coming from?

Estimates

Material Orders Work Orders

JobNimbus Payments

Receipts and Invoices

Profit Tracker Unplanned purchases Quickbooks Bills

Transfer Info Will be emailed soon & can be found tomorrow by main map & agenda

Beach Party 6:00 PM

THANKS TO OUR SILVER SPONSORS

Lunch

✌out

DAY THREE

ZERO

Marketing is Bullshit

So why is that?

● ● ● ● ●

Gotten Burned Black Box Time & Budget Constraints Word of Mouth is King Vanity Metrics

By the end of this presentation, you’ll know what marketing should be, find the right marketing partner, and track the metrics that matter.

Marketing is about getting the people that need you to find you.

Who Needs You? …and Why?

●

Who are they? ○

●

Spoiler: This is Your Brand

What problem are they dealing with? ○

●

Storm damage, insurance

How do you solve it? ○

●

Young Families, Retired

Fast turn-around, communication

What do you want your customer to remember about you? ○

Integrity, easy to work with

Foundation Checklist

❏ ❏ ❏ ❏ ❏ ❏

Website Google Business Profile Paid Ads SEO Social Media Referral Program

●

Number of Leads Generated ○

Key Metrics

●

CPL (Cost-per-Lead) ○

●

Are you getting enough leads?

How much does it cost you?

Close Rate ○

Are they actually bringing in revenue?

Leads MQL SQL Opp Closed

What’s the most impactful think I can do right now?

I want leads fast!

Speed = $$$

Key Questions

● ●

What’s the volume?

What does success look like? ○

●

Hand Raises, not CPC

What channels do you focus on? ○

Google Ads & Facebook Ads

I want to show up first!

●

What’s the volume? ○

Key Questions

●

What does success look like? ○

●

Keyword Difficulty Traffic, Engagement

What channels do you focus on? ○

Google Organic

How do I find the right marketing partner?

Checklist ❏ ❏ ❏ ❏ ❏ ❏ ❏ ❏ ❏ ❏

Industry Knowledge They know how to talk to my target audience They’ve done local campaigns They know how to get leads They can create good content They know how to run paid ads They know how to do SEO They know how to get local results They know how to show ROI They’re staying up to date with marketing

Watch Out For Someone who just says yes Smooth talkers (check references)

Marketing is about getting the people that need you to find you.

Thank you to our event staff!

Break

Johny Wudel

CEO, Olympus Venture Group Executive in Residence, Mainsail Partners Adjunct Professor, Brigham Young University

Former COO of JobNimbus Outdoorsman Father of 4 (plus a dog)

~20% of companies in the US are owned by private equity

Allstar Services acquires Bordner Home Improvement July 2024

Gemspring Capital Acquires Fenceworks Nov 2023

Rogers Roofing Sells to Portfolio Firm Vertex Service Partners Aug 2023

Infinity Home Services Expands Through Acquisitions May 2024

Highly fragmented

Why home services?

Non-discretionary spending Opportunity for optimization Large population of baby boomer owners

Should I sell my business?

What are PE rollups?

Should I sell?

What does PE look for in acquisitions?

How much do they pay?

What do deals look like?

What is life like post acquisition?

ION T I D E Y T I QU E E T A V I PR

Everyone is selling to private equity

% of companies owned by PE

PE Ownership by Industry

ION T I D E Y T I QU E E T A V I PR

Everyone is selling to private equity

[BUSTED

What are PE roll-ups?

private equity noun Raise money from investors to buy and improve companies. The goal is to sell the company at a profit, typically within 5–7 years.

2025

1990s Technology Manufacturing Hospitals Insurance

WAVE 1 Healthcare: ● Dentist ● Optometrists ● Veterinarians

WAVE 2 Home Services: ● HVAC ● Pest ● Roofing ● Fencing

PE Playbook

sponsor: PE investor platform: roll-up entity brands: individual companies

X

＄

＄＄

＄＄＄

● Efficiency gains ● Pricing power ● Buying power ● Valuation arbitrage

＄＄＄＄＄ ＄＄＄＄＄ ＄＄＄＄＄ ＄＄＄＄＄

o

Types of PE firms

ION T I D E Y T I QU E E T A V I PR

PE firms are money vampires and don’t care about building a long-term business

Platform Play

Rip and flip ● ● ●

Value is in the aggregation Short-term focus Full flip in 4-5 years

●

● ● ●

Platform brand with centralized services and culture Regional focus May consolidate brand names Two flavors: long hold or swap investors 4-5 years

World domination ● ● ● ● ●

A version of the Platform Play Building for massive scale Keep individual brands Speed to acquire is critical Will swap investors every 4-5 years

Mission: “Saving our communities from unscrupulous contractors”

Values: ● ● ● ● ● ●

Servant leadership Growth mindset Unwavering character Persistence Empowerment Fun

ION T I D E Y T I QU E E T A V I PR

PE firms are money vampires and don’t care about building a long-term business

[BUSTED

What does PE look for?

What are buyers looking for in companies they buy?

What are buyers looking for in companies they buy?

1 Financial Health

2

Growth

3

The Team

4

Scalability

30 seconds

5

Market Position

6

Reputation

Revenue - Cost of Goods Sold = Gross Margin - Operating Expenses (including owner salary as an expense) = EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization) The value of your business is based on a multiple of EBITDA $1.2M EBITDA x 4 = $4.8M purchase price

Seller Discretionary Earnings (SDE)

Removes owner salary from operating expenses to increase earnings

Financial Health ⇧Increases multiple

⇩Decreases multiple

● ●

●

● ●

Strong gross margins Strong EBITDA (10-20% or higher) Low debt levels Consistent cash flow

●

Lack of data availability or inaccurate data Loose accounting principles (cash basis accounting)

Growth ⇧Increases multiple

⇩Decreases multiple

●

●

● ● ● ●

Predictable sales and marketing engine Strong revenue forecast Low customer acquisition costs (CAC) Reoccurring revenue Proven market expansion

●

Lumpy sales that aren’t repeatable High customer concentration

The Team ⇧Increases multiple

⇩Decreases multiple

●

●

● ●

Experienced leaders and employees Strategic vision for the future Ability to adapt to change

● ● ●

Business is dependent on the owner* High employee turnover Subs that aren’t licensed or insured 1099s that should be W2s

*THE OWNER TEST

What happens if you go to Cabo for 2 weeks during busy season and turn off your phone?

Scalability ⇧Increases multiple

⇩Decreases multiple

● ●

● ●

●

Utilizes modern technology Efficient process and operations Automation

Lack of systems No CRM or poorly adopted CRM

Market Position ⇧Increases multiple

⇩Decreases multiple

● ● ●

● ●

Serving a large market High market share Diversification of market (multiple locations)

High customer concentration Overly competitive geographic market

Reputation ⇧Increases multiple

⇩Decreases multiple

● ● ●

●

5 star reviews & LOTS of them Strong brand reputation Quality of service

Past or current complaints or litigation

What do deals look like?

How much can I make?

Deal Process and Structure Non-Disclosure Agreement (NDA) Courting process 6 months - 2 years

Letter of Intent (LOI)

Preliminary Due Diligence & Valuation

Final Negotiation Due Diligence 90-120 days

STRUCTURE CONSIDERATIONS: •Cash/Earn Out/Equity rollover •Asset sale vs Stock sale

Purchase Agreement & Funding

Due Diligence List Financials (last 3 years)

Employment verification

Review processes and technology

Assets and liabilities

I9s

Data access

Profit & loss statements

Signed employee contracts

LOTS of redundant questions

Tax filings

Comp and bonus plans

100+ documents uploaded to file share

“Using the whole fist doc?” -Fletch

Advice from the fox hole

“A” team of experts Need to know basis Run your business Pushback on timelines

How much $$$ can I make?

Deals done from 2020-2024 ● ●

48 companies > $1.5M in revenue

Company Stats

Deal Stats

$8.2M revenue $1.5M SDE 48% gross margin 15% EBITDA

$6.5M purchase price 4x multiple (range: 1.8x - 8.8x) <$1M EBITDA – 2.5 to 3.5x $1-10M EBITDA – 4 to 6.5x

How much $$$ can I make?

EBITDA

Multiple

Purchase Price

$500,000

2.5x

$1,250,000

$1,000,000

3.5x

$3,500,000

$2,000,000

4x

$8,000,000

$3,000,000

5x

$15,000,000

CASE STUDY

COMPANY #2 Sale Pending

COMPANY #3 TBD

CASE STUDY: Smith Roofing The background ● Steve Smith has roofed for 35 years & started his own company in 2018 ● Commercial roofing company ● “Hero” owner, no technology, not scalable ● $5.5M in revenue, $1.3M EBITDA Steve’s why ● Ready to retire but no one to take it over ● He’s in his late-60s and his knees are going out ● His wife wants him full time for her “to do” list

THE DEAL

Asset Purchase

$3.5M purchase price (2.7x EBITDA)

$1.4M seller note (5 years)

Smith ROOFING

$2.1M cash in hand

What is life like after being acquired?

ION T I D E Y T I QU E E T A V I PR

I can sell my company and be on the beach the next week sipping margaritas

Owner Transition On average, owners stay for 1-2 years

Platform A Owner leaves and they hire a GM

Platform B Owner stays for 3-5 years and keeps a large amount of equity

ION T I D E Y T I QU E E T A V I PR

I can sell my company and be on the beach the next week sipping margaritas

[BUSTED

ION T I D E Y T I QU E E T A V I PR

Nothing will change

“You will be told nothing will change, but of course changes will happen.”

Former owner

Most Common Areas of Change ● Processes (sales, data/reporting) ● Accounting systems and technology ● Debt ● Transfer of risk ● Accountability

“If a company is operating really well, we’ll stay out of their kitchen” CEO of rollup platform

ION T I D E Y T I QU E E T A V I PR

Nothing will change

[BUSTED

ION T I D E Y T I QU E E T A V I PR

They will fire all my employees

“We are buying people, not technology. We don’t want them to walk out day two.”

CEO of rollup platform

How acquisitions affect your team: ● BAD: May centralize some roles and let people go ● GOOD: Able to hire the right people for the right roles ● GOOD OR BAD: Impact on culture – pick the right partner

“Since our acquisition 5 people have moved up to management positions. Two went to the PE platform.”

Former owner

ION T I D E Y T I QU E E T A V I PR

They will fire all my employees

[BUSTED

Should I sell my business?

To sell or not to sell?

Yes

No

●

●

● ● ●

Want to be part of a bigger vision and make even more impact You embrace change You are data driven You want to retire and need an exit plan

● ●

You want to be legacy owner for the next 10+ years You want full control and no one telling you what to do You want to sell, still run the company, but be on vacation

Do you want to sell? now, near, future

Why or why not?

What’s your “number”? ✏ Write it down.

Build a company that someone wants to buy

Thank you

Partner Passport Winner

✌out

2024 Recap