Eugene KoltakoffField notes from inside the pricebook, and the arguments underneath them.https://koltakoff.com/en-usBroken in two directionshttps://koltakoff.com/thesis/broken-in-two-directions/https://koltakoff.com/thesis/broken-in-two-directions/One kind of owner decides from another state on annual numbers. The other decides from the truck and cannot read the report. Both land in the same blind spot.Thu, 01 Oct 2026 00:00:00 GMTThe chair was filled before anybody asked what it was forhttps://koltakoff.com/thesis/the-chair-was-filled-first/https://koltakoff.com/thesis/the-chair-was-filled-first/Most org charts grow by addition. Somebody gets busy, a box appears, and the box gets a name before anyone works out what the company needed done.Thu, 01 Oct 2026 00:00:00 GMTWho decides who decideshttps://koltakoff.com/thesis/who-decides-who-decides/https://koltakoff.com/thesis/who-decides-who-decides/An owner with a people problem usually has a hiring problem, and a hiring problem is usually a decision that got made two levels above the hire.Thu, 01 Oct 2026 00:00:00 GMTThe work completed, the money arrived, and the report showed almost none of ithttps://koltakoff.com/writing/agreement-work-on-no-report/https://koltakoff.com/writing/agreement-work-on-no-report/An owner came close to killing a membership programme that was earning, because the record connecting the work to the agreement had gone blank.Mon, 14 Sep 2026 00:00:00 GMTHe signed up for the discount and spent it the same afternoonhttps://koltakoff.com/writing/discount-spent-the-same-day/https://koltakoff.com/writing/discount-spent-the-same-day/Whatever made him join was gone before the truck left. Month six is when that turns up on the cancellation report.Mon, 14 Sep 2026 00:00:00 GMTThe script my techs are reading is fifty years oldhttps://koltakoff.com/writing/fifty-year-old-script/https://koltakoff.com/writing/fifty-year-old-script/Two visits a year, a discount, priority service. Your grandfather's version had the same three parts, and the men saying it can hear that it has gone flat.Mon, 14 Sep 2026 00:00:00 GMTThe new plan went live and every existing member stayed on the old onehttps://koltakoff.com/writing/new-plan-old-members/https://koltakoff.com/writing/new-plan-old-members/New tiers reach forward only. The people already signed sat where they were until somebody went and found them.Mon, 14 Sep 2026 00:00:00 GMTOne plan with three visit frequencieshttps://koltakoff.com/writing/one-plan-three-frequencies/https://koltakoff.com/writing/one-plan-three-frequencies/A shop had three memberships and the techs sold the cheapest one every time, because it was the one they could explain standing in a hallway.Mon, 14 Sep 2026 00:00:00 GMTWhen the weather turns, change the campaign already going outhttps://koltakoff.com/writing/pivot-the-campaign-already-running/https://koltakoff.com/writing/pivot-the-campaign-already-running/A general offer landing during a heat wave reads like nobody is home. The list is already receiving something this week.Mon, 14 Sep 2026 00:00:00 GMTThe visit he bought as care is the visit he has to get throughhttps://koltakoff.com/writing/the-visit-he-has-to-get-through/https://koltakoff.com/writing/the-visit-he-has-to-get-through/He agreed to be looked after. What knocks on the door is a man with something to offer, twice a year, in his own hallway.Mon, 14 Sep 2026 00:00:00 GMTA ball valve priced out at twelve hundred dollarshttps://koltakoff.com/writing/ball-valve-at-twelve-hundred/https://koltakoff.com/writing/ball-valve-at-twelve-hundred/A whole stick of pipe was attached where one foot belonged, and it had been that way long enough that nobody questioned it.Fri, 11 Sep 2026 00:00:00 GMTA shop did $800,000 and the system recorded no sales at allhttps://koltakoff.com/writing/eight-hundred-thousand-zero-sales/https://koltakoff.com/writing/eight-hundred-thousand-zero-sales/Six months of work went straight onto invoices. Every dollar landed, and the sales number stayed at zero.Fri, 11 Sep 2026 00:00:00 GMTEnter one foot of pipe as 0.1 of a stickhttps://koltakoff.com/writing/fractional-stick-quantities/https://koltakoff.com/writing/fractional-stick-quantities/Materials that come in lengths have to be attached as the fraction you actually use, or every estimate bills the whole thing.Fri, 11 Sep 2026 00:00:00 GMTThe third option was worse than the second, and it had been shipping for monthshttps://koltakoff.com/writing/option-ladder-stepped-down/https://koltakoff.com/writing/option-ladder-stepped-down/Good, better and best, except best dropped to a lower-efficiency unit. Every customer who reached for the top rung was paying more for less.Fri, 11 Sep 2026 00:00:00 GMTI stopped saying dynamic pricing and the meeting changedhttps://koltakoff.com/writing/owners-want-dollars-not-terms/https://koltakoff.com/writing/owners-want-dollars-not-terms/Owners were nodding along to the term and deciding nothing. The same idea priced in dollars a month got a yes in four minutes.Fri, 11 Sep 2026 00:00:00 GMT