Pricing For Profit is Now Available!

My newest book is now on the presses being prepared for shipment. It is titled Pricing for Profit: How the Right Pricing Strategy Can Make You Wealthy and Drive Your Competitors Nuts!

My shortest book yet (85 pages), it will teach you the right way to price jobs so you make a profit. More importantly, it will teach you what kinds of jobs to go after (and show you how to do so with a sharp competitive edge) and what kinds of jobs to avoid (sending them to your hapless competitor instead).  Designed for a contractor in ANY trade (HVAC, plumbing, electrical, cabinet making, landscaping, pool installation and maintenance, and so on), the principles taught in this book are fundamental to all contracting businesses and cut across specialty trades with equal power.

If you follow the advice of this book consistently, you could easily do 50% more sales with the same employees and overhead. This means that virtually all the gross margin on that extra work would go directly to your bottom line! Could you use THAT this year?

One drawback: your tax bill will probably go up, because you’ll experience bracket creep. But what a problem to have!

You will learn three powerful job pricing methods:  SID, COWL and DORM. You will learn that SID is the most common method (and most dangerous to a contractor’s financial health!), while COWL and DORM can help you land more material-rich low-labor jobs than contractors using SID (or SWAG for that matter).  [If you don’t know what SWAG stands for, you are not a contractor.) And the amazing thing about all of these methods is that they are based on a document you should already be getting– the income statement– and do not require the use of special nomographs, curves or mumbled incantations under a full moon.

Here is what others have said about this book:

The financial practices that Richard teaches can help any contractor improve the bottom line.  We use many of his tools in seminars with our customers, and it is pleasurable to watch the astonishment on their faces.  Put into practice the information he gives you, and watch your profits increase rapidly.

Eric Griffin
Sales Director
Mitsubishi Electric Cooling and Heating

 

Pricing For Profit, penned from the fertile knowledge of Richard Harshaw, is an absolute must read for every HVACR contractor.  The beginners will learn how to earn a profit from day one.  We old timers will re-learn what we have become negligent in applying.  By applying the principles of Richard’s vast knowledge and experience, success will be assured from day one. 

Aaron York, Sr.
York’s Quality Air
Indianapolis, IN

 

Dick has done it again. He puts mathematics into an easily readable style that will make every contractor profitable if they follow his teachings. If you can implement just one item from this book, the price is well worth it. Put this on your book shelf, right next to The E-Myth.

David S Taylor
Sales Manager
National Excelsior Company

 

Pricing for profit steps directly into that secret world of: do you really make the kind of profits you would like in your business?  This is a scary subject for most small business owners.  Harshaw outlines simplistic ways to assure you will know whether you are or are not making your profitability goals.   In this business climate knowing your bottom line is critical for success.  Pricing for Profit guides the reader to those sometimes shocking, always import answers.   

Mark Gaylor
Gaylor Business Services
The ACT Group Inc.

Richard Harshaw has given us another helpful and informative book.  Pricing for Profit is written in an easy to understand format to help you know how to price any job, at any time and make a profit!  Using the methods that Richard effectively explains will definitely make you wealthy & wise!
Thanks for a great book, Richard!

Natalie DeRousse
Senior Sales Training Manager
Johnson Controls, Unitary Products

 

Wow!  Dick taught me Pricing For Profit in a seminar over 25 years ago and he has now put it in an easy-to-follow recipe that will make anyone a master chef!

It is as true now as it was then and it really, really works. You gotta try it!

Tom Gabrilson
President, Gabrilson Indoor Climate Solutions
Davenport, IA

 

In my early years as a contractor manager, I learned from my mentors and accounting textbooks how to utilize and apply some of the techniques Dick has applied in Pricing for Profit. However, my competition evidently did not understand the principles of good accounting. Asking several friendly competitors how they priced their jobs surprised me. Their focus was on being the lower price and not selling the value of their company. Dick describes these flaws and explains why one should consider focusing on one’s business health and not his competitions’ pricing. This book is a must read for every business owner or manager regardless of their skill at accounting practices and sales practices.

Rhamy Morrison
Consolidated Services
Tyler, TX

 

You can download the book from Amazon for Kindle ($9.95), or you can order an autographed copy from me by clicking this link.

 

DISTRIBUTORS: This book would make an excellent gift to contractors at your annual dealer meetings. Contact Lodestar (using the “Contact Us” link on this page)  to request pricing details on bulk quantities.

 

Warning: A tax advisor does NOT come with this book. But the money you make might make it worth your while to hire one!