The notebook
Field notes from inside the pricebook
Each of these started as something I watched happen in a real account. Two minutes to read. Names off, mechanism intact. The instructional half of this work lives at Titan Tech Tools; this is the notebook.
12
The script my techs are reading is fifty years old
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.
11
When the weather turns, change the campaign already going out
A general offer landing during a heat wave reads like nobody is home. The list is already receiving something this week.
10
One plan with three visit 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.
09
The work completed, the money arrived, and the report showed almost none of it
An owner came close to killing a membership programme that was earning, because the record connecting the work to the agreement had gone blank.
08
The visit he bought as care is 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.
07
The new plan went live and every existing member stayed on the old one
New tiers reach forward only. The people already signed sat where they were until somebody went and found them.
06
He signed up for the discount and spent it the same afternoon
Whatever made him join was gone before the truck left. Month six is when that turns up on the cancellation report.
05
I stopped saying dynamic pricing and the meeting changed
Owners were nodding along to the term and deciding nothing. The same idea priced in dollars a month got a yes in four minutes.
04
The third option was worse than the second, and it had been shipping for months
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.
03
Enter one foot of pipe as 0.1 of a stick
Materials that come in lengths have to be attached as the fraction you actually use, or every estimate bills the whole thing.
02
A ball valve priced out at twelve hundred dollars
A whole stick of pipe was attached where one foot belonged, and it had been that way long enough that nobody questioned it.
01
A shop did $800,000 and the system recorded no sales at all
Six months of work went straight onto invoices. Every dollar landed, and the sales number stayed at zero.
One question a week.
Two minutes, one problem, something to do about it. No pitch.
The positions behind all of this are in the thesis.