SPEAKER_00 0:28

Team, let's talk OS pricing tools. So many of you have become familiar with the OS pricing tools and models that we produce for you from the field operations department. But if you're not familiar, I'll take some time to lay them out. So if you've not heard the messaging around market value pricing, it's one of the Ten Commandments of ops. I'd highly recommend you go hunt down and listen to those episodes to understand just how important market value pricing is. And to help make sure that we land at market value pricing, we need to make sure that we're using the tools that we have to set the stage so that our pricing that we deliver to our clients stands a chance at being market value instead of a higher priced IC plus your margin equals you being priced way too high. So we have a couple of different tools. The easy one, the free one, the simple one to start from is the OS pricing tool spreadsheet. Now, admittedly, it's a spreadsheet, so it's regularly going to fall slightly out of the times and need to be refreshed and considered based on how the marketplace has changed. But the goal behind the OS pricing spreadsheet was for Kurt Admire, who has a rich experience in CBS in the Kansas City market, selling millions of dollars a year in CBS services. And I challenge Kurt to take all of the pricing, whether it was per hour, per square foot, per square yard, or however it's measured, and take the Kansas City rate and apply that pricing to other marketplaces. So as an example, it's dramatically more expensive to perform a stripping wax in Boston or in San Francisco than it is in Kansas City. So Kurt spent the time and figured out what the rates would be in Kansas City and then adjusted them based on the marketplace in Boston, San Francisco, Tampa, and every other market that we have within citywide. And by doing that, it gave FSMs the opportunity to look at the OS pricing tool spreadsheet, consider what it says, price the work accordingly, and then go to the contractor and validate that they can do the work for what we want to pay for. Then and only then, the FSM will go to the client with their current price that they quoted and deliver that price to their client, which should be in alignment with market value. And that tool should set the stage for you to close more deals and win more opportunities with ease. It also should speed up the time you spend on quotes. How many times, think about it, have you gone to a contractor and said, I need a quote to paint these three offices at my client's office? When can you meet me there? And you go back and forth trying to figure out times that work for both parties, and it takes forever. Now we live in a world where you can take some photos of those offices, measure those offices, go to your contractor with what you think is an appropriate price to pay, and have them help you understand if they can or can't meet your goals and then make adjustments accordingly. And let's be real the OS pricing tool is not designed to be absolute gospel. It's designed to be directionally accurate. It's to start a conversation, and then your contractor should be able to come back to you with specific reasons why the price is more than what you're expecting. They should be able to lay out complications, challenges in the work, lack of scale, setup and teardown time, whatever it may be. But they shouldn't just simply say, no, it's worth more than that, and that's just what I'm worth. Pay it or else, right? Like that's not what we're looking for here. So the goal with the OS pricing tools is simply to set the stage where you start the conversation with the price that you would like to pay. You start a reasonable and professional negotiation with your contractor, and you walk away with a fair price. Now, the next OS pricing tool is more recent that we created. And it's an agent. It's inside a copilot, and you have direct access to it upon your request. Now, the cost of compute and AI is more expensive than anyone realized. So we do have limitations on how much we can use this tool. And therefore, we ask that you don't use it for things that are as simple as the strip and waxes, the painting items of the world that you can get off the OS pricing spreadsheet and instead use it for more complex work, uh, challenging work, HVAC work, things that you simply can't quote on your own. It's a really cool tool, it's very unique, it's very powerful, but the more that we use it, it's going to drive our compute costs up and eventually our markets are gonna have to share in that expense. So those are our two OS pricing tools. Highly recommend that you check them out, put them to use, and help set yourself up for success to win more deals.