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Video Module 05 · Record Fifth
Pricing & the Costing File
Pricing is where most new reps feel least confident. This module breaks down the costing file cell by cell, shows how to price standard and custom pools, and teaches margin discipline so you're profitable on every deal.
01
The Costing File Overview
DFW Pool & Spa Pricing Basics
~10 minWhat you'll learn
- Opening and navigating the Excel costing file
- Understanding the structure: tabs, sections, formulas
- Where your numbers come from (supplier pricing, labor rates)
- Version control and keeping the file updated
02
Pricing a Standard Pool
~10 minWhat you'll learn
- Step-by-step: entering dimensions, equipment, finishes
- Standard packages and what's included
- Calculating the customer-facing price
- Double-checking before presenting
03
Add-Ons & Upgrades
~8 minWhat you'll learn
- Water features, lighting, automation
- Hardscape add-ons (pergolas, fire pits, outdoor kitchens)
- How to present upgrades without pressure
- Margin impact of common add-ons
04
Margin Guidelines & Guardrails
~8 minWhat you'll learn
- Target margins by project type
- When you need manager approval to discount
- How to protect margin without losing the deal
- The real cost of a 5% discount
05
Complex & Custom Projects
~10 minWhat you'll learn
- Hillside builds, vanishing edge, commercial
- Getting subcontractor bids and engineering costs
- Building in contingency
- When to bring in Jeff or a senior rep