Strategy and Implementation Summary
Webster County recently approved a program that will assist owners of underground septic tanks that are 15 years old or older to replace their old tanks. The new program will pay up to 40% of the replacement cost. The program will begin this May.
William’s Environmental plans a full assault on the homes this program is targeting. A sales person has been hired by the company to pursue this opportunity full time. William’s Environmental is offering to handle all the paper work to get the home approved for assistance. This is extremely important because a large number of these home have elderly owners.
Another focus of this campaign will be Jean herself. She is an active member in county activities and is well known by the county residents. She is particularly active in women’s organizations that involve many residents that are the target of the septic tank replacement program.
With new homes, Jean will sell William’s Environmental to the numerous builders that she has worked with in the past. She has an excellent reputation as a contractor and will be successful in competing for waste management tank installation contracts.
5.1 Competitive Edge
The competitive edge for William’s Environmental is its staff. Each employee has extensive experience in the septic tank installation and removal. They are customer-oriented and pride themselves on quality products and services.
The staff is a follows:
- Bill Johnson: Seven years of septic tank installation and removal.
- Roger Davidson: Five years of septic tank installation and removal.
- Rudy Willis: Six years of septic tank installation and removal.
5.2 Sales Strategy
William’s Environmental will employ a full-time sales person to sell the county septic tank replacement program to county residents. The salesperson will provide assistance to homeowners in filing for the septic tank rebate.
Jean will focus on securing installation work with new home builders.
5.2.1 Sales Forecast
The following is the sales forecast for three years. Sales and work predominantly occur during the temperate months. Snow and frozen ground make excavation for tank replacement more difficult, though not impossible, in the winter months.
|Year 1||Year 2||Year 3|
|Septic Tank Replacement||$237,000||$280,000||$320,000|
|Septic Tank Installation||$130,000||$180,000||$230,000|
|Septic Tank Removal||$49,000||$76,000||$89,000|
|Direct Cost of Sales||Year 1||Year 2||Year 3|
|Septic Tank Replacement||$118,500||$140,000||$160,000|
|Septic Tank Installation||$52,500||$62,000||$75,000|
|Septic Tank Removal||$12,250||$19,000||$22,250|
|Subtotal Direct Cost of Sales||$183,250||$221,000||$257,250|