When profits do not meet expectations there is usually a problem, and that problem should be found and corrected. The designs may be of your own or may be the design of others. However, all profit  begins at the spread sheet, during the take-off. Start there and know your numbers. Your numbers and my numbers will be different. Your facility and fabricating methods will be different from the next. Knowing the numbers of your competitor is one thing.

Knowing your numbers is everything.

ASK YOURSELF THESE QUESTIONS – “THE 9-POINT LIST”

1. When was the last time material pricing was checked?
2. Were quotes received on every job for the “buy-outs?
3. Have labor costs gone up for any number of reasons, union contracts, etc?
4. Can the work flow be improved?
5. Have maintenance costs and fuel expenses been reviewed lately?
6. How large is the staff and most importantly is everyone working effectively?
7. Does the staff meet on a regular basis and make adjustments when and where needed?
8. When was the last time a number on the spreadsheet was changed?
9. Do you review every project when completed?

All of these factors will make or break a spread sheet. Sales must know their numbers for any by hand or sophisticated estimating program in order to be effective. It should reflect both company strengths and especially company weaknesses within the sales, management and manufacturing processes.