Читать книгу Start & Run a Landscaping Business - Joel LaRusic - Страница 31

At the very least, you should try to estimate your income and expenses for one year ahead of time, but I recommend trying to look ahead two years. It’s difficult to project any longer than that, especially when you are starting out, because you don’t know the industry well and you can’t anticipate what modifications you might make over time that could throw long-term projections out the door. For example, you may plan to pursue multi-dwelling property (such as condos and townhomes) contracts in your third year of business, but discover after two years that you are happy and profitable doing residential work only.

First-year forecasting can be challenging. How do you estimate what you simply don’t know? How much fertilizer or equipment fuel will you use? How many customers will you attract? How fast will your business grow? The bottom line is this: You make an educated guess and you do the best you can. After that, you will test your business savvy and your confidence in yourself and your new enterprise as you project yourself into the future and think about how you want your business to grow. You will probably be surprised at how close your estimates are if you put some thought into them.

The profit and loss statement is your guide to your business projections. (If you are new to record keeping and accounting, you may want to pause here and read chapter 7 on record keeping before proceeding.)

The first item to consider is income. As you think about your income projections, ask yourself key questions about how much work you will do. How much are you going to work each month? Will you work full time or part time? Will you work by yourself or will you have a helper or even a second crew? How much are you going to advertise? Are you going to blitz certain areas? Are you planning to use many different marketing techniques or just a couple? Over what time period will you advertise — in the spring or all through the season? Also, how motivated are you to get work? If you have a small contingency fund to get by with as you get your business started, you will be more motivated than if you have a large surplus of cash after start-up expenses. What are your financial obligations? A mortgage, car payment, and kids to support are strong motivators to turn a coin in this business!

Depending on where you live, certain months will be slower than others. No matter where you live, spring and fall will be busy. An old saying in the gardening business is that if you are not busy in the spring and fall, you’re doing something wrong. Summer can be slower if you don’t have regular maintenance customers; you may not have many in your first year, so expect to hustle. Winter revenue depends largely on where you live and if you will be offering snow-clearing services.

Set a goal for the number of regular maintenance customers you want in your first and second years. Are you starting from scratch? Perhaps set a goal of generating $1,000 per month in regular cuts by May. Regular maintenance customers are a beautiful thing because they are as close to a steady paycheck as you get working for yourself. You can count on this money each month. Will you buy any maintenance contracts (see section 3.4 in chapter 6)? Prices may vary from place to place, but a general rule of thumb is that a good residential client is worth one month’s revenue. Do you have friends in the business who may throw you a bone as they move on to bigger and better customers? Take these things into account as you forecast your revenue.

After calculating income, you need to estimate your first year’s expenses.

You can develop your own profit and loss statement using the form provided in your accounting software package (see chapter 7 for more information). Then every month you can compare your projections to your actual monthly totals. Don’t wait for the whole year to go by before you analyze how your projections/goals compare to your actual totals. Check how you are doing each month to see if you are meeting your goals, and take action if you are not.