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38 • WRAPS • 2 0 1 7 they promised you. Unfortunately, some companies will dangle carrots in front of us to get the cheapest price. It's no different than them telling you they will send so much business your way if you give them a deal. It usually never works out that way. Also, having your client give you a 50 percent deposit on every vehicle before work begins will protect your company and cash flow. Some of our good clients will pay for each vehicle when they pick up and then swap out with the next van wrap. Landing fleet projects are fantastic. They are even better when you get paid on time or in advance for the hard work your company has provided and produced. Design Considerations Design and production time needs to be calculated as well. If the same design is going on 15 identical box trucks then once the first vehicle is completed and installed you have the blueprint to complete the next 14 units. The same file, prints, Fleet Project Checklist • How many vehicles are in the fleet being quoted? • Are all of the vehicles the same make and model? • Will the entire fleet be the same design/color scheme? • What is the time frame of completing the entire fleet? • Have all the vehicles been photographed, measured, and inspected? • Get a signed contract for the project or discount the vehicles as they come. • Complete one vehicle out of the fleet so that your cli- ent can approve the work before moving forward. • Make sure your payment requirements are approved by your client. • Set your client's expectations on a timeline to execute the entire fleet project. • Put your company's logo small on each unit wrapped. These projects will bring you more fleet work. BUSINESS & SALES production, and installation time will be repeated. This is where you can be very profitable. When you have to deal with 15 different vans, box trucks, sedans, and pickup trucks the design needs to be modified, your production/print time changes, and your installation times will change based off the complexity and time each vehicle requires. I realize this is common knowledge to most of those reading this, but it's very important to step back and double check all of your working parts required to pull off a fleet project. Another sales tip is to discount some of your design time if you are dealing with large fleet projects. This makes the client feel like they are getting a better deal since artwork and design of any wrap are just as important as any other component. The message and design are what will give your client his or her return on their investment and what makes them keep coming back to your company. Installation Considerations Installation of any wrap takes time, precision, and crafts- manship. We truly believe that design, quality of materials, and pride are very important in our business, but high-end installation will set you apart from your competition. I make an effort to discount our design time, ink, media, and lamina- tion before discounting our installation rates. This allows us to also give our installers bonuses for taking care of large fleet projects that usually require time sensitive deadlines. If you can sell a fleet project without discounting your labor, it's a win-win for sure. When we get into 20 to 50 vehicles in a fleet we will discount the installation rate depending on the scope of the project and variances of each vehicle required to be wrapped. If you are doing the exact same vehicle wrap for the entire fleet it's also very impor- tant to complete the entire wrap, let the client approve the overall work so that you can move forward with the remaining units. Once again, always have your colors, design, and installation approved on one unit before print- ing and installing the rest of the fleet. Checklist Here is a checklist that we try to follow when dealing with fleet projects. These are just some basic questions to ask yourself and your client before you provide them with your quote and pricing. We all want to be profitable without losing out on a potential fleet project that was quoted too low or too high. I know some of people's big- gest fear is losing out on business, but don't be afraid to charge what you are worth. Once you lower your pricing it's very hard to go back up. Sometimes we would rather bail then fail. I tell our potential clients that we don't want to lose a job over a couple hundred dollars, but also want to be profitable so we can stay in business. As I said earlier, we want to grow with every one of our wrap clients. Regardless if they have one van or 50.

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