to where it is today, he said. “That group met weekly, and some conversations were tough and necessary to move forward. Sassano shared video testimonials from ServiceTitan users: Glenn Mappus , Mike McCalley and Greg Kemp to help demonstrate how far the system has come leading up to the standard to have 100% of the Mr. Handyman system migrated by June 30, 2017. If you missed the three ServiceTitan sessions featured during Convention, you can access the presentations and handouts for ServiceTitan Migration, Using ServiceTitan Properly and ServiceTitan Reports on Team Site. 2017 Numbers & Initiatives The Mr. Handyman systemwide sales goal for 2017 is $81.7 million with businesses open for three of more years averaging $750,000. Sassano said Mr. Handyman also aims to increase commercial revenue to $14 million by year end. The Marketing and Operations teams have strategies to drive achievement in their areas of expertise and their articles are featured in this edition of Tools of the Trade. New franchise growth is another key contributor and 20 net new businesses is the Franchise Development team’s target. If you missed Vice President of Franchise Development Tom Raymond’s news on a pilot to incentivize existing Mr. Handyman franchisees to refer new Mr. Handyman owners, you can access the information on Team Site. “We have aggressive goals for the next three years as the industry is expected to continue to grow by 5%. By 2020, I believe we will eclipse $100 million in revenue with 200 mature businesses exceeding $750,000 in sales,” Sassano said. To wrap up his presentation, Sassano shared his favorite quote by Calvin Coolidge, “All growth depends upon activity. There is no development physically or intellectually without effort, and effort means work.” “The franchisees in the room have proven you work hard! I encourage each of you to continue to build and develop your core business and spend the time on what you need to do to drive your business without getting distracted by shiny objects,” he said.
“Franchisees have to take time, go around the Monopoly board correctly by focusing on the basics of time and material projects, first,” he said. “89.5% of Mr. Handyman’s projects are in this core business space. While I want all businesses to get to the home improvement projects space, it currently only represents 0.7% of our system’s revenue and those really large remodel projects equate to only 0.15% overall.” Sassano said more than a few former Mr. Handyman franchisees are no longer with the system as they tried to move around the board too quickly. He shared a quote by Michael Porter, “the essence of strategy is choosing what not to do.” Sassano’s point is for Mr. Handyman franchisees to stay focused and be disciplined to build your businesses with core time and materials projects first off. To help you grow your business, Sassano recommended owners work with their franchise consultant to complete the Operations Team Business Planning Tool to ensure your best growth strategies. Moving Forward With ServiceTitan “There is no doubt that ServiceTitan is different than ToolBox,” he said. “There is a learning curve, and in full
transparency, not all early migrations went as expected.” The Technology Committee was critically important to get ServiceTitan
THANK YOU The Technology Committee committed to completing the neccessary work for the greater good of the Mr. Handyman system.
• Jo McCabe • David Sipp
• Robert Almanza
• Skip Wyatt
• Justin Lu
• Kevin Busch
• Joel Welsh
• Mike McCalley
• Eric Petty
6 TOOLS OF THE TRADE® | EDITION 1 2017
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