Founding Member Portal

Your Roadmap.
The Blue Collar Pay Way.

Five steps. In order. Every contractor who follows this system builds a business that earns real money, pays good people well, and runs without them in the truck every day. Start at Step 1 and work forward.

⭐ Founding Member
01
Know What It Costs You
Your burden rate is the number everything else is built on. Run the formula: total expenses + profit target ÷ working days × hours × lead techs. That's your floor. Every contract has to beat it. Open the Commission Engine, go to Setup, and enter your company numbers.
Commission Engine → Setup Tab Expenses Tab
Open Engine → Setup & Expenses tabs
Enter your company numbers
Before Step 2 — Pick Your Lane

How do you quote?

Two ways to hand a customer a price. Both end up in the same place — the engine needs to know how much of every dollar is labor, because labor is the only thing that eats the day. A $700 controller and an $18 spray head take the same hour. The only difference is whether your customer sees the split.

Lane A
Labor Package + Materials
Labor Package + Materials × Markup = Invoice

The customer sees two lines. Your tech sells a slot on his own calendar — the estimate trip, the load out, the drive, the work, the pack out, the phone calls. Parts are listed separately at your markup. Labor and materials never mix.

The engine reads your labor sales straight off the packages. Nothing else to set up.

Open ④ Labor Packages →
Answer one question per package:
how many does a good tech sell in a day?
Lane B
One Bundled Price
"Replace a valve — $285."

Material's sunk into the number. Customer sees one line and never asks. Your prices don't change.

But the engine still needs the split — so you tag each item once with its material, its labor, and which slot the job eats. Then every item gets graded against what that day costs you.

Open Item Mapping →
Set ④ Labor Packages first —
that's where the floors come from.
Either Lane — The Number That Matters

There is no target labor percentage. Chase one and you'll flag your fattest ticket while a cheap-part job quietly scrapes bottom. A $900 controller install can be 22% labor and be perfectly fine. A $340 timer swap can be 24% labor and lose you money.

The only question is whether the labor dollars clear the floor of the day that job eats. One tech, one day, one cost — divided by how many of that job fit in it. That's the whole thing.

02
Set the Bar
Before you can price a labor package you need to know what an hour of production costs — per tech, per day, per period. The dynamic quota is your burden rate × actual hours worked. That's the target every tech needs to beat before commission kicks in. Enter your crew, set their hours, and the engine sets the bar automatically. No guesswork, no arbitrary numbers.
Commission Engine → Staff & Crews Commission Period Tab
Set the Bar → Burden rate × hours
= Dynamic quota
03
Price the Work, Not the Clock
Now that you know your burden rate per hour, build your flat rate labor packages on top of it. Service Charge, Pack A, B, C, D — each package is priced to cover overhead, profit, and tech commission. Add materials at markup on top. One clean price per scope of work. Use the SOP Builder to document exactly which package applies to which scope for your trade — so every tech estimates the same way.
Commission Engine → Labor Packages SOP Builder
Build Packages → SOP Builder → Labor Packages tab
Document your trade scope
04
Share the Win
Enter the period's labor sales in the Commission Period tab and the engine calculates commissionable sales automatically — everything above quota after fees and discounts. That splits 60% to the crew, 40% to the company. The crew divides their 60% by weighted contribution — techs hold each other accountable because their check depends on the team. Pull the Reports tab to see every number: per-tech commission, crew total, company margin. Print or email each report directly to your techs.
Commission Engine → Commission Period Reports Tab
Run the Period → Pull Reports → Commission Period + Reports
60% crew / 40% company
05
Lead & Scale — The SDM
Steps 1–4 build the business engine. The SDM is how every tech runs it in the field. On every property visit, three critical factors must all be met before an offensive decision is made: Customer (aligned, available, decision-maker), Trade Awareness (system accessible, diagnosable, within scope), and Request for Service (scope defined, plan buildable today). All three green — that's the offensive decision. The profitable objective has two parts: the correct labor package assigned to the scope, and clear communication that the tech and customer are on the same page before the contract is signed. That's the whole point of the SDM — not just to close jobs, but to close the right jobs the right way.
SDM Field Guide SDM Training
SDM Field Guide → SDM Workflow Builder → SDM Training → All 3 factors → Offensive
Package + communication = Profit
New · Works with your CRM

Keep how you bid. We'll find the labor.

Already pricing flat-rate, T&M, lump-sum, or bundling materials into one number? You don't have to rebuild a thing. Map each item once — how much is parts, how much is labor — and Labor Intelligence pulls true labor sales from your sales report every period, then measures each crew against its daily break-even and emails them the scorecard.

① Item Mapping
Split each service into material and labor. Set once. Works with any pricing style — your prices never change.
② Labor Sales
Upload your period's sales report and the system peels out labor sales, ready for the engine. Jobber auto-pull coming.
③ Crew Performance
Each crew's daily break-even, straight from your Staff & Crews setup — emailed to the crew as a daily scorecard.
Manual today, automatic soon. Upload a CSV now; when your Jobber connection goes live, the same screens pull it for you — nothing else changes.
Open Labor Intelligence →
Property Visit — Decision Flow
The Strategic Decision-Making Model — every property visit, every time
Arrive
Professional presence. Branded vehicle.
→
Size Up
Walk full property. Scope before committing.
→
Critical Factors
All 3 must be met:
Customer · Trade Awareness · Request
→
Strategic Decision
All 3 green → Offensive
Any red → Defensive
→
Profitable Objective
Correct package + customer & tech on same page
Full Guide →
Package Quick Reference
Flat rate labor packages — assign to scope of work, add materials at markup
Labor Packages
SCService Call — diagnosis, consult, minor item · ~0.5 hrs
APack A — single repair, 1 tech · ~1 hr
BPack B — moderate scope, 1 tech · ~2 hrs
CPack C — larger scope, 2 techs · ~8 hrs
DPack D — full job, 2 techs · ~16 hrs
Multipliers — Field Judgment
×1.0Standard scope — as estimated
×1.25Minor access issue or added complexity
×1.5Moderate complication — flooded box, tight space
×1.75Significant added time — ladder, custom work
→Apply multiplier during size-up. Price before signing.
Defensive Triggers
✕Customer not aligned or combative
✕Scope can't be defined or diagnosed
✕System inaccessible or unsafe
✕Request outside contract guidelines
→ Defensive is not failure. It protects the company.

Questions or need something built?

Direct founder support — Robert Kemp is available to every founding member.

📧 Email Robert 📞 480-578-0163
Book a Meeting