How a 4 Option HVAC Quote Gets Built (Full SetSale Demo)

But this is a demo account we've got. And so, you know, I come in here and I hit new quote. We're integrated with obviously with ServiceTitan, um, Housecall Pro, Service Fusion. So at this point, if I've got myself a thing, I can just start typing. You can see it's going to pull my customer list in from Housecall Pro. This is— this demo account's a Housecall Pro. I can just select them. I'll just select one. But if I just start typing, it's going to pull that information in from the customer record. There's a load calc here. This has already been done, you know, so you can do that or not do that, but That takes about 2 seconds. So all I'm going to do to quote this thing is say, where is it located? If I had multiple options, I could do that. I'm going to select what's my system template, like what am I installing here? And again, this is fully customizable. You can make it what you want. But in this case, I'm just going to show, let's say, a heat pump. What's my tonnage? What's my cabinet size? This is where a lot of sales guys who have never done install really get mixed up because they quote something that's a D cabinet. Now you're breaking walls out. Or running back to the shop to swap it out for a C cabinet. The other thing you'll do is if I pick a C cabinet and it selects a C cabinet, it's also— if this was, let's say, a furnace coil, it's also gonna select a C cabinet for the coil as well. So I'm not building transitions, which again, big deal. And then airflow configuration, another thing that sometimes sales folks will look over. But if you're selling like Daikin, for example, that's gonna be dedicated, whereas Trane or Carrier might be multi-positions. They might not think it matters, but Maybe you swapped brands recently. So anyway, it just kind of forces them to pay attention to little things on the edge cases. So I select that, I hit create quote, and in just a couple seconds you can see I have platinum, gold, silver, federal minimum. And again, you can call these whatever you want, right?

Federal minimum.

Federal minimum.

I've never heard of that— heard that before, but I like it.

Yeah, I always train guys because put FedMin and just wait for them to ask, hey, what is that? You know, by law That is the worst system I can legally sell you.

That gets into a political conversation right there, right?

Yeah, you just— after that, you just shut up because you know that hopefully they're going to kill that option, right? Yeah. So here's, here's my quote. So this is a fully built quote. I'm just going to show real quick what is actually being built because you can see this is a 21.5 SEER system and there's my HRI number. So if I click into that, it's going to take me straight to that certificate. And then my gold, I got a 19 SEER. My silver, I got a 15.2. FedMin, I got a 14.5. So It just built my 4-option proposal. Pretty good. AI drafted up the feature set for me. These services are just gonna populate based upon whatever rules I set up in the setup.

We did not— Wait a minute. That's— I know that I, I'm killing your 2-minute time.

No. You're good.

What's up with that AI thing?

Which piece we talking about? I love the AI.

Oh, right here. It, it put together the feature set?

Yeah. We did not preload this on the setup. The AI is looking at this exact matchup, and it's drafting up this feature set based upon that exact matchup. And you can see it's actually comparing it to the basic models in energy efficiency. If I come down into FedMin, you know, I don't have any energy savings. But if I go to silver right here, you can see I'm going to have 7% better efficiency than a basic model. So as I go up, that number is going to jump. And this is based upon the actual spec sheets, manufacturer information. So we're not just going out to the open internet to draft this. This is constrained to actual correct information.

That's slick. I like it.

So yeah, it's just one less thing you don't have to do. Right? And if I come down here, I look at some different stuff. You can see services fully baked according to however you set it up. Warranties, in this case, I'm building in a 5-year, but giving them an option to upgrade to a 10-year.

Mm-hmm.

And I'll show you what that looks like here. Install supplies is, again, I can kit those, I can itemize them, whatever works best. I've got my upgrades in here. And this can be different per tier. If you look down here, I got more upgrades here. And so I can copy that across all the tiers. But this is just however I set this up in the rules is what it's going to do. Financing. We always tell guys, offer better financing on better products. So you look down my FedMin, that's only just a 5-year 12.99%. There's, there's no fee on that. And so then I extend that to a 7-year 12.99% on silver. When I get to gold, I go to a 15-year 9.99%. And that fee, that 7.25% fee, your dealer fee on that, is getting added into that price right there. So you don't gotta— Oh, that's flat rate dealer fees. Yeah. So it's like you'll never be upside down on a loan. The actual cost will always be built in, and we're going to handle exactly the payment factors and everything when we get to the proposal for the homeowner, right?

Mm-hmm.

So you can see financing, I put rules around it. My taxes are built in. I can build discounts in. If I build discounts in, you'll see my margin number drop in real time. So let's say I just drop a discount right here. Boom, just dropped. Also, let's assume I get to a house and I'm in a 3-bid situation, and I know I got to draft that price, and I'm wondering what kind of a margin will I be willing to accept. I can just click right here and I can mess with this margin in real time. Now you can turn this off or on for your sales guys. Some guys don't want to let their salespeople have this option. You want them to, you know, change price based on the dedicated sort of discounts that you have in place. But sometimes you want to be able to mess with things in real time and be like, okay, you know what, it's been a pretty good month, we've already covered our overhead, I could probably accept a 20% net margin on this thing. And you can just adopt that in real time. The other thing you can do is you can see the full details here, and then I can see the calculations around exactly where they came from. Like, why does that cost so much? Why does this look different from what I'm used to? You can see here's your cost, here's the margin that's being applied, here's your actual price that contributed to the quote. So again, very straightforward in terms of what's being built out here. And you don't need to do all of that stuff, but I'm just showing you all the options.

Mm-hmm.

But in that 2 seconds when I hit Create Quote, Like the quote was created. So at this point, I can— I'll show it like the presentation because this is an in-home— this, this has to do with like creating consistently in that sales presentation. But I could do pricing only. But if I just hit present here, let's see, did it jump? It did not. Let me jump to the actual one. Share this tab instead. Sorry. There we go.

There you go.

So it jumps into like an in-home sales presentation. And you can make this whatever you want. Like, this is the one I'm showing you is fairly generic, and it's just going to go through like building value. What do we do? Um, different types of efficiency. It's very educational in nature. There's my JB stuff. Here's your load calculation that was run to build more credibility. And you're always going to conclude right here— whoopsie— on the, um, the last page, which is your 4-option proposal. So again, like, this was built in that 2 seconds. But I took a little more time to just review it. And if there was something weird about this house that I'm going to add in some ductwork or anything like that, I might make those changes there. But you can see this is how it's going to be displayed to the homeowner. And they can show more, they can show less, they can read as much as they want to. You can see I've got a bunch more features as I go up. And then I give them the ability to hide these as well.

Okay.

So it's always leading with a low monthly payment. And then the other thing I can do is if I click into cash right here, what does that look like? Oh, there's my cash price. So instead of me just saying, hey, how are you going to pay for this? Where I'm really just asking you, like, do you have the money for this? It feels a little insulting. It's just, hey, we got a bunch of payment options. Uh, we obviously take cash, check, or card. We got some really great monthly payment options as well. Just pick whatever works best for you. Oh, okay. So now I've got options. I can click into any one of these things, and if I click on it, I got brochures. You're not seeing it because it didn't jump over, but it opens up a brochure, spec sheets, all that kind of stuff. So homeowners can get all the information they want. There's the pictures. I'm now comparing them against each other in terms of performance, efficiency, comfort, all that good stuff. And then as I go through this, let's assume, you know, I start killing some of these. I kill him, then I kill this one, 'cause again, I'm gonna kill that top option. And now I'm just choosing between my middle 2 options. Well, if I'm always choosing between my middle 2 options, which is what's gonna happen about 80% of the time,

it

means I'm not selling base efficiency.

Yeah.

Which is what the goal is, right? So now let's say I click into this guy 'cause I got a discount being reflected here or whatever it is. And this is just going to walk me through. Do you see these are all of the things that are pre-added? I've got a whole house dehumidifier on. I can remove that and look at my price is going to change in real time. What if I don't need it?

So that's, that's already added. It's already built in that original quote and it's more about removing those, those options. So it's a takeaway sale. Yeah,

that's right. So now it's a takeaway sale and it's like if I really want something, I have to take it off. Well, UV light, you know, for $9 a month. And on some of these, they don't know what it is. If I click into Active Pure Air Scrubber, I can actually play a video and it's going to tell them what an Active Pure Air Scrubber does, right?

Mm-hmm.

And so I'm making each decision as I go. You know, something we always share with people is you should be offering like a single-zone ductless system on every, every single offer as an add-on, just so that people can think, you know, for $41 a month, do I want to heat and cool my garage where I do a lot of time, spend know, do a lot of work there, I might do that. Or I can take it off and I can see what it does to my monthly payment here, right? But in any case, even if I take all that stuff off, just these 4 that I left on, that's an extra $2,000-$3,000 on that ticket just from having it there. So you come through the coverage, you can see, hey, here's what's included. I can upgrade to a 10-year labor warranty through JB for an extra $8 a month. So I build that in, choose the payment. Here's Here's my installment, there's my cash. So again, very much like an Apple checkout type process where it feels comfortable. Yeah. And they come through here, they're gonna sign this bad boy. And the way they sign it is just by typing their name in there. They confirm the order. When that comes through, it's now going to come into apply for financing. So I click here, apply for financing, they get qualified. All I gotta do is put 'em on the schedule. That's effectively the end of the process for the contractor. So how was that,

man?

That's it. Yeah, straightforward.

That was, that was quick. It makes sense. I understand the, I understand the process. Can we, you know, I always have questions, right? Can we go back to where you were building the quote originally?

Right here. Oh, I've got to share this tab. Sorry. There we go. One thing I didn't mention is I can actually share that entire presentation via email or text, and now they can conclude the entire transaction remotely. I don't have to be there.

Okay. I like that.

And when they open it, I'm going to see exactly when they opened it. So it was created— if I sent it and he opened it, it would say customer viewed quote 1 minute ago. So now I'm seeing when they're looking at it.

Perfect. If you, if you scroll down to— let me get— keep going down there, the actual costs. Let's get right here. Show those, uh, show those details of the cost.

Yeah, you bet.

For equipment and materials cost, I know this has always been a problem. Where does that come from, and do you have an option to actually sync to your Distributor, or do you—

Yes. So we do have that option. Yeah. Yeah.

Go ahead.

I would say for 70% of our customers, they are through a distributor integration, which means— so I'll show you the calculations. So here's— these are by the fake price book. So, you know, this is no actual pricing. But on my 27 VNA here, my actual cost is $5,755, and I've got a default gross margin built in of 30%. So that is contributing $8,221 of that quote price of the overall cost or price to the homeowner. Right? So I can see exactly. And so where these prices are coming from, I have a pricing engine built in here, which I didn't show you yet, but I just go in there, I set up my pricing engine. And so in real time, if my price changes, you know how I actually update my price book? I take my new spreadsheet or PDF and I drag and drop it in there, and in 60 seconds it updates all my pricing from on my equipment. And all of these rules that are in place, they continue to apply, and it automatically updates the pricing on all of my retail quotes.

So you can easily update the pricing from the distributor.

Yeah.

I like it. I like it, man. Yeah. Because that's not, gosh, that's not a very easy thing to do in ServiceTitan. You have to get it right. You have to format it correctly in an Excel file, then upload it, make sure it overwrites, have everything, make sure you don't double up the quantity of,

Yep.

Double up the item codes and everything.

I'll do you one better here, Bill, which is that if you have a ServiceTitan integration, there's a toggle that you can turn it on and allow SetSale to update your price book within ServiceTitan. And if you turn that on, every time you have a price increase or update from your distributor, it automatically pushes into ServiceTitan and it updates the pricing on all of your price book straight from SetSale.

So if somebody has their, their price book in ServiceTitan and it's Half completed or has a bunch of duplicate items, it will build it for them. You don't like it, you build it and you feed it into ServiceTitan. Correct. So that it's ready to go.

Yeah. And within ServiceTitan, it'll just have a little Set Sail tag on it so you can see that this part of the price book was built up by Set Sail.

Okay.

Yeah,

I like it. I like it. So let me see, let me Put it to the— put it to the people watching today. What questions do you have for Seth about this while he's sharing, sharing the actual system? Go ahead and put them in the comments and he will answer these for you.

Rapid fire,

rapid fire, hit it.

All right, boy, we got a bunch here. Um, average options look like for hourly versus commission-based employees. So that would be a function of how you want to set up your pricing. Um, and when you come into pricing, I don't want to get too deep here, you guys can see, but I want to come into pricing and I'm building out my pricing options here. I'm just saying, um, do I want— how do I build on my overhead, my labor hours? You can see in this case I've got 0% overhead because The way I'm job costing this is through a gross margin.

Mm-hmm.

And obviously the difference between gross margin markup primarily is that I'm building overhead directly into the margin. So in this case, but if I were to swap this to a markup, then I would come in here and build in my actual overhead. And this can be dollars or percentage because people price these things a different way. Default labor hours. So for example, if you had an hourly as opposed to percentage, that can be configured and, you know, by jimmy-rigging this thing. Because you've got your labor at cost right here as well. Um, I'm in charge of price book. I've never been able to transfer data from the vendor PDF to ServiceTitan as quickly. Okay, so let me show you what that looks like right here. I'm going to jump up and answer, uh, Dina. I don't know if it's Dina or Dinah, but if I'm in here, my equipment right here, see where it says upload price book? I just click into upload price book. I take that PDF I got from my distributor and I drag and drop it in here. And in about 60 seconds, maybe 2 minutes, it's going to upload that entire price book. And now you're done. And so then when you go into your integration over here, I click on Integrations and I see my ServiceTitan. If that was connected, there would be a toggle when I open this up. It says Sync Price Book. And if I toggle that on, it's going to automatically update the price book from Set Sail into ServiceTitan. So that is exactly how fast it is. So you didn't miss anything. It's just that that wasn't possible until— Basically, Set Sail started doing it. Nice. Yeah. Do we have an open API? We do. Yep, we have an open API. In fact, one of our approaches to this is that we don't believe in the walled garden approach, which is to say where you build this wall and you only let in people you want to let people in. We create open APIs so that if you have systems you want to connect, you can just connect directly into Set Sail. They would just say, we'll work with anybody. So if you have your own system and you want to use a bunch of Zap hooks to connect, you can basically have a custom integration. And that's very intentional because we want to work with everybody. And we don't want to have to create some commercial agreement every single time we're going to work with anybody new. We know contractors work with lots of different software companies. Sometimes they build their own. There's lots of legacy stuff out there, and there's lots of new stuff out there. And we just want to be able to work with all of you. So yeah, bring, bring all takers. If you've got an OpenAPI in that piece of software, we support that as well.