NSPG Software products including Numbers Cruncher Breakeven Calculator and Flat Rate Price Books.

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Business Solutions for Maximizing Your Profits

February 2012

Fear and Pricing

As anyone who reads this newsletter knows, NSPG is a Flat Rate Price Book software and printed books company.  We know what people want in their books and how they want to set up those books. What they actually put in their books is often very different.  The fear that business people have in charging a profitable price is apparent to us every day.

Most people in our businesses know that nervous feeling as we present a proposal to a customer when we get to the price.Most people in our businesses know that nervous feeling as we present a proposal to a customer when we get to the price.  The fear of being challenged because the price is too high is something that every field tech needs to overcome.  That's where flat rate books that offer a range of separate Task options for each job can smooth out most price objections.  The choice isn't between that's too expensive and do it.  The choice is between options A, B, and C each with a different price and service level.

What we see every day is the different fear that the business manager deals with when it's time to update his price books. 

Often the response we get is that they will try to wait just a few more months before they print another set of books.  They choose to continue to see their profits decrease rather than take the small amount of time needed to reprint their price books with new, profitable numbers.

We often remind them how much the price of gas has gone up since their last books were printed.  How much material costs, health insurance, workman's comp, utilities, and all the dozens of other components of their costs have gone up.  Each of these items adds a small amount to your cost of doing business.  Put together, they can add up to tens of thousands of dollars.

Can anyone really afford to lose that kind of money while they wait to update their books?

Sometimes our clients choose to take money out of their own pockets, and continue to charge their customers last year's prices.  As long as they can stay busy enough, the ever smaller profits they earn will allow them to scrape by until they get around to printing new price books.

Most of the time our clients take a hard look at the numbers, and realize that they cannot afford to wait.  They calculate their profitable prices, and they print the new books. 

And how do their customers respond to the new price books? 

They just notice that they had a choice that saved them money and gave them what they wanted.They choose Task B because it saves them some money over Task A, and offers better benefits than Task C.  They don't even notice the price change.  They don't notice that the new price books give the business the few dollars more that it needs to keep running efficiently.  They just notice that they had a choice that saved them money and gave them what they wanted.

Now, if you truly feel that your company offers good value to your customers and you're making plenty of profit at exactly the price in you current books, then don't print a new set of price books.  But just about everything costs your business more today than when you last printed your price books.  The fear that you should feel when considering new books is not that your customers will object.  You should fear that your business will become unprofitable and weaker because you aren't charging the right amount.

Your employees who don't do a good sales job because they are afraid your prices are wrong could be right, but for the wrong reason.  Out of date price books are a hazard to your business.  If you're books don't reflect your real profitable prices, your employees' future is at risk too.

We have found that the businesses that are confident in the value they offer their customers are willing to print that new set of price books when the time is right.  They share that confidence with their employees, so they are not reluctant to sell the correct job to the customer.  Balancing your profitability with the value your business offers can reduce the fear associated with your pricing for both management and your field techs.

So, if it's been a while since you printed new price books, open up Numbers Cruncher and the Price Guide, and get your up to date books on the street.  Be sure that your techs understand the value of the quality service you offer.  This will translate into happier, more productive techs, satisfied customers, and a stronger business.


Mike Conroy of NSPG is a flat rate implementation expert.
Give Mike Conroy a call.  He can quickly walk you through the business basics that you need to help make your company more consistently profitable, and increase the value of your business.  Mike has years of experience helping companies set their own profitable prices, track performance, implement and fine tune Flat Rate systems, and improve profitability.

Take advantage of Mike's experience working with hundreds of companies like yours to help you achieve your own business success. 

Click Here to Crunch your Numbers Today!

Quick Hit - NSPG Flat Rate User on Ask This Old House

NSPG User Scott Caron on Ask This Old House

Long time NSPG Flat Rate user
Scott Caron works with a homeowner
to upgrade his electrical service from
100 to 200 amps on Ask This Old House.



Scott Caron Electric








Nexstar Legacy Foundation to Award $42,000 in Scholarships
Applications Now Being Accepted for 2012-2013 Academic Year

Nexstar Legacy Foundation Scholarships$42,000 in scholarships ranging from $1,000 to $6,000 each will be awarded to students pursuing careers within the plumbing, HVAC and electrical industry. The Nexstar Legacy Foundation is now accepting applications for management and technician focused scholarships through March 31, 2012 for the 2012-2013 academic year.

"The vision of the Nexstar Legacy Foundation is to inspire people to discover the prestige, earning power and stability of careers in the plumbing, HVAC and electrical industries by being the leading resource for information on careers and training, as well as a source of financial aid," said Scholarship Committee Chair Julie Wieman of MacGregor Plumbing & Heating, Harbor Springs, Michigan. "This year we are pleased to offer four additional scholarships thanks to the generosity of our members and vendor partners."

Scholarships will be awarded to students based upon merit, chosen by a scholarship selection committee comprised of industry leaders both inside, and outside of Nexstar Network.

Named Scholarships include:
The largest award is the $6,000 Frank J. Blau, Jr. Scholarship, which is named for Frank Blau, a retired plumbing contractor from Milwaukee, WI. Blau founded Nexstar Network (formerly Contractors 2000) in 1992.

$10,000 in scholarships will be awarded in memory of Master Plumber John J. MacGregor of Harbor Springs, MI. MacGregor was a huge proponent of young adults entering the trades, and his scholarship will support a student with the desire to learn.

The $5,000 Barnett Scholarship is named for a company that is industry-ranked as one of the nation's leading distributors of over 40,000 Plumbing, Electrical and HVAC products.

The George Brazil Scholarship for $5,000 is named for a plumbing contractor who built one of the largest franchise operations in the plumbing industry, George Brazil Services. Brazil was also one of the founders of Nexstar Network.

The $2,000 Jill Pomroy Reed Woman in Business Scholarship was named in memory of marketing expert Jill Pomroy Reed and is available to women who are planning a career in marketing in the plumbing, HVAC or electrical industries.

Nexstar Legacy Foundation ApplicationDonors outside of Nexstar Network of the Nexstar Legacy Foundation are welcome to contribute to the organization. Donations are accepted for existing scholarships and the creation of new, named scholarship, at a minimum $5,000 level.

To download an application or make a donation, go to nexstarfoundation.org or contact Renee Cardarelle at (651) 789-8518 or info@nexstarfoundation.org.

Click here to download the printable scholarship flyer to display in your business (PDF).


Special Offer: Free Printed Flat Rate Price Book

NSPG Free Flat Rate Price BookWe have decided to extend out special Free printed Flat Rate Price Book offer to anyone who orders our Flat Rate Software (National Standard Price Guide) through our web store.

Get your first Custom Printed Price Book for Free direct from NSPG with your purchase of NSPG Flat Rate Software.

We make it easy to Rise Above the Competition.

You spend no time printing and binding your books. You spend no time hassling with your local print shop trying to get the quality you need.

At NSPG, We Make It Easy to get your own custom printed Flat Rate Price Book. Just place your software order via our web store at nspgweb.com now. You will automatically receive credit for your free custom color laser printed Flat Rate Price Book.

This is a limited time web store only offer, so don't delay. Click here, and save some money now.

Special Offer

Call 800 841-8542 today to learn about our affordable, no interest, payment plans for NSPG software.

The true measure of a man is how he treats someone who can do him absolutely no good.  Samuel Johnson

The graveyards are full of indispensable men.  Charles de Gaulle

Only fools are positive.  Moe Howard

Progress isn't made by early risers. It's made by lazy men trying to find easier ways to do something.  Robert Heinlein

Golf and sex are about the only things you can enjoy without being good at.  Jimmy Demaret

I was walking down the street wearing glasses when the prescription ran out. Steven Wright

The EconomyThe Economic Outlook

The unemployment rate has fallen for five straight months to 8.3% in January. New jobless claims have fallen to a four-year low, and the S&P 500 has gained 27% since October to the highest level since 2008.  The Economic Cycle Research Institute still predicts another recession will start this summer.

The Fed expects there to be very low growth for at least the next two years.

We are seeing service industry materials price increases over the next few months of 5% to 10%.

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Plumber to the Rescue


Numbers Cruncher - Breakeven Calculator, Performance Monitor

National Standard Price Guide - Flat Rate Price Books

Nexstar Network Logo



Nexstar Super Meeting

NexstarŽ is looking forward to seeing you
at these upcoming tradeshows:

Pumper Trade Show
March 2 - 5, 2011
Kentucky Exposition Center
Louisville, KY

PHCC National Trade Show
September 21 - 24, 2011
Hilton Hotel
Minneapolis, MN

Call Lisa Schardt or Bryan Martin to find out more!
Call 888.240.STAR


QSC Professional Logo


QSC Power Meetings

March 22-24, 2012
QSC Power Meeting XXXVI - The Westin Charlotte Hotel - Charlotte, NC

July 26 -28, 2012
QSC Power Meeting XXXVII - Hyatt Regency, Indianapolis, IN

For more information contact QSC at 800-533-7694 or quality@qsc-phcc.org

National Electrical Contractors AssociationNECA Event Calendar

PHCC Event Calendar

Free Nexstar Business Tips

Numbers Cruncher and NSPG Flat Rate Price Books training

Customizable Service Invoice    Where Did the Money Go book      

Stick on Service label  Stick on Service label


Call 800-841-8542 now so we can answer your questions
and show how we can help you build a more profitable business.

NSPG, Inc. PO Box 1168, Manahawkin, NJ 08050