Your rental pricing model isn't honest.

Five-day jobs charged as two days. Two salespeople are quoting completely different numbers on the same project. Discounts that exist because "the client asked."

This isn't a strategy. It's making it up as you go and hoping customers don't notice.

Listen to this week's episode and learn how to build consistent pricing, create one negotiating point instead of five, and stop confusing your customers into distrusting you.

Visit trstimson.com for more resources.

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When sales loses confidence, you stop winning jobs. You start selling on price. You hire cheaper people.

Finding the right people to work in your business and on your events is your most important task. The rest is easy by comparison.

https://www.trstimson.com/why-av-companies-keep-running-out-of-people/

November is panic season. Owners look at next year's calendar, see nothing confirmed, and start making desperate calls about filling their pipeline in 90 days.

Marketing won't dig you out of a hole. But it will keep you from falling back into one.

Listen to this week's episode and learn the five conversion points that build a pipeline you can count on, and why getting prospects across your threshold doubles your close rate.

Visit trstimson.com for more resources.

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You walk onto a show site with a crew you've never worked with, and within ten minutes, you know exactly how the day is going to go.

In this week's Monday Morning Drive, I recall my days as a college stagehand, where we routinely outperformed professional venue crews. Here's how.

https://www.trstimson.com/five-rules-that-shaved-two-hours-off-every-load-in/

CRM feels like busywork when you're waiting on RFPs. Enter a lead, update a status, log a call. For what?

But your projects now span months before you have anything to quote. Your rental management system was never built to track any of that. CRM is where your sales life actually happens.

Listen to this week's episode and learn 10 data points that will make your CRM useful for everyone, how to forecast 12–18 months out, and why you should stop calling jobs you didn't win losses.

Visit trstimson.com for more resources.

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The industry I love no longer makes sense. The language we use, the way we price, the way we think about what we do… it's all built on a foundation that crumbled years ago. We just haven't noticed. We're too comfortable with how we've always done it.

What most of you do isn't rental, and it's not even close.

https://www.trstimson.com/the-language-of-self-destruction/

There's a non-zero chance 2026 could devastate your business. There's also a chance it could be your best year ever.

Why don't you know which one?

Too many owners are smoking hopium, expecting things to "just work out." That's not a forecast. That's a fantasy.

Listen to this week's episode and learn how I spotted trouble six months before 9/11, the three numbers that reveal your business's future, and how to stop hoping and start knowing.

Visit trstimson.com for more resources.

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Last week, I explained the difference between clients and customers: Clients bring you all their work; customers make you earn it every time.

This week, let's talk about the mechanics. How do we actually price and sell to each?

Get your notepad out.

https://www.trstimson.com/your-best-customer-doesnt-deserve-a-discount/