PRESENTED BY: Al Cobb, Founder, Sips School CHAPTER 3 OF 10 The Order Process SPONSORED BY:

3 – The Order Process Learning Objectives  Overview of estimating  Levels of quoting a SIP project  Finding the panel supplier that meets your needs  Understand the various services offered by panel providers  Define the different levels of completed product being offered  Overview of specifications as it relates to a SIP project

3 – The Order Process Estimating  Relationship with a panel provider  Estimate in-house then send to provider  Area takeoff  Rules of thumb  Cost per sq. ft.  Lead the customer to good decisions

3 – The Order Process Quoting  Prior to final design  Prior to engineering  Preliminary design contracts Risky?

3 – The Order Process Finding SIPs  Where to look  SIPA vs. non-SIPA  Manufacturer vs. distributor  Product vs. services

3 – The Order Process Services  Installation*  Site assistance*  Panel design  Engineering  HVAC analysis  Fabrication  Accessories  Edge prep  Lumber installation  Job site delivery Accessories  Splines  Caulk  Sealants  Expanding foam  Fasteners

3 – The Order Process Panel design  What’s included  Support structure for roof system  Used for approval, fabrication, and installation  Plan for the trades

3 – The Order Process Engineering  Is it required  Who’s providing the services?  SIPs only or the whole structure

3 – The Order Process HVAC Analysis  Discussed in chapter 8  Helps the customer make good decisions  Reduces your liability

3 – The Order Process Fabrication  CNC or hand cut

3 – The Order Process Edge Treatment

3 – The Order Process Services  Installation*  Site assistance*  Panel design*  Engineering*  HVAC analysis*  Fabrication*  Edge prep*  Lumber installation  Accessories Accessories  Splines  Caulk  Sealants  Expanding foam  Fasteners

3 – The Order Process Manufacturers  Distance  Sell through distribution networks  Limited services  Limited products  Other systems  Windows etc.

3 – The Order Process Dealer/Distributor  Distance  Value added  Service  Installation  Floor and wall framing  Weather tight

3 – The Order Process Builders  Turn key  Local  Inexperience  Manufacturer training (limited)

3 – The Order Process Types of SIP packages  Blank vs RTA  How to confuse the customer  Bait and switch

3 – The Order Process

3 – The Order Process

3 – The Order Process

3 – The Order Process

3 – The Order Process Blank Panels

3 – The Order Process Blanks  Waste  Inefficient  Design concerns  Messy jobsite  Time  Tool investment  Flexible to site conditions

3 – The Order Process Site Fabrication

3 – The Order Process Pre-cuts  Cost  Lead time  Panel layout drawings  Allocation drawings  Loading/shipping concerns

3 – The Order Process Proper Specifications  Who is writing the specs?  Does the spec writer know what’s best?  Specification of:  Panel  Finish  Installer

3 – The Order Process Proper Specifications  Specification of:  Finish

3 – The Order Process Proper Specifications  Specification of:  Panel type  Thickness  Excessive spans  Questionable details

3 – The Order Process Proper Specifications  Specification of:  Installer  Level of experience  Jobs of similar size and scope SIPA builder certification

3 – The Order Process Pre-applied Gypsum

3 – The Order Process Apples to Apples comparison  An industry determined to confuse the customer  Price fluctuation based on:  Service  Quality  Completeness of package  Inclusions and exclusions

3 – The Order Process Process  The quote leads to a contract  Conversion of architectural drawings to layout drawings  Engineering review  Customer review  Order submitted  Wait for the delivery

PRESENTED BY: Al Cobb, Founder, Sips School CHAPTER 3 OF 10 The Order Process SPONSORED BY: