Profitable Sales, A Contractor’s Guide

This book covers the basics of construction business management. In order to succeed in construction, if you want a profitable construction business, you have to price jobs to recover all labor, material and overhead expenses, and make a reasonable profit. Michael Stone discusses this and much more. The book applies to general and specialty contractors, whether working in remodeling, new construction or commercial work.

Here, you’ll find tried and tested formulas that guarantee profits. There are step-by-step instructions and easy-to-follow examples to help you learn how to make your business a success. You’ll learn how to:

• Calculate your full overhead
• Price your work at the proper markup
• Maintain a stable cash flow
• Figure all your job costs
• Estimate your breakeven point
• Recognize warning signs in your business
• Compute a fair wage for yourself
• Collect on your work

“I attended Michael Stone’s seminar 12 years ago and I got the first book. Thanks to this book and the seminar, I am still in business.” – Lech Kozubek, Kozubek Construction, April 2012

Are real life issues discussed?
A significant portion of the book is devoted to “What if” scenarios. What if the customer wants you to fix something in their home during the appointment? What if they are distracted by the TV, by unruly kids, by neighbors who stop by?  Michael discusses insurance calls, dealing with other professionals (attorneys, architects and designers, realtors, engineers, lenders) and issues that can arise after the contract is signed. The scenarios range from mildly humorous (arriving at a home to find homeowners inappropriately dressed) to serious (what if the customer is handling firearms on a sales call?)

What about forms?
Sample forms are included, along with access to downloads allowing you to save many of these forms on your computer for easy use. If you own the book, download forms here (login and password are found on page 284, the first page of Appendix II, Forms).

Who is the target audience?
The information provided is valuable for both the construction-related business owner and their sales staff.

How will I get the eBook?
A download link for the eBooks will be available after placing your order. You will also receive a confirmation email with a download link.

The softcover book is autographed, 8-1/2″ x 11″, 336 pages.

The eBook is formatted for Nook and Kindle and other eReaders. The .mobi format is for Kindle readers. The .epub format is compatible with almost every other eBook reader and all Smartphones. (If you order the wrong format, just let us know.)

If you don’t own an eReader or a smartphone with a reading app, eBook software is required if you plan to read this on your computer. Free software is available at calibre-ebook (our recommendation) or Adobe Digital.

Listed below are forms mentioned in the book, “Markup & Profit; A Contractor’s Guide, Revisited”. These forms are provided for purchasers of the book only.

• Chart of Accounts (used by permission, from “Contractor’s Guide to QuickBooks Pro 2012”), pdf format
• Unit Cost Estimating Worksheet (Figure 2-1)
• Overhead Expense Chart, Remodeling (Figure 2-4)
• Overhead Expense Chart, New Home (Figure 2-5)
• Overhead Expense Chart, Specialty (Figure 2-6)
• Quarterly Overhead Review, Remodeling (Figure 2-7)
• Quarterly Overhead Review, New Home (Figure 2-8)
• Quarterly Overhead Review, Specialty (Figure 2-9)
• Sample Notice of Right of Cancellation (Figure 7-1)
• Sample First Page of Contract (Figure 7-2)
• Sample Last Page of Contract (Figure 7-3)
• Sample Demolition and Discovery Agreement (Figure 7-4)
• Sample Subcontractor Contract (Figure 7-5)
• Sample Handyman Agreement (Figure 7-6)
• Job Completion Punch List (Figure 7-7)
• Sample Change Order Form (Figure 8-1)
  Sample Insurance Proceeds (Figure 12-1)
• Note:All legal forms are samples only, and must be reviewed by your attorney before use to make sure they conform to the laws where you do business. The right of rescission, or right of cancellation form for your area is also available from Craftsman Books