May 19, 2026
Snow pros have discovered that the best time to begin selling snow contracts is at the end of the winter, right after the winter season wraps up.
One of the most common complaints we hear from snow contractors is that their customers wait until the last minute to make decisions and sign contracts. They are chasing decision-makers into October (and in some cases November) to push them to make contract award decisions. Obviously, these late-stage decisions are no good for anyone since there is little time to procure equipment, hire and train staff, perform pre-season walkthroughs, etc.
However, as much as snow contractors complain about these late decisions, not all do something about it. Without disrupting the status quo, they will find themselves in the same predicament next fall: chasing decisions makers into October and even November. There is a better approach.
Because of this, we are pleased to announce that we will be holding this deep-dive workshop into selling snow contracts. This workshop is focused on the basics of selling snow contracts. Selling Snow Contract II will focus on more intermediate and advanced aspects of sales.
Who should attend this workshop? Salespeople, business developers, account managers, snow commanders, owners, and anyone else involved with estimating, pricing, or selling snow contracts.
Workshop Agenda:
May 19 2026
All Times are Eastern Standard
9:00 – 10:00
Timing is everything – how to get an early jump on the competition and avoid chasing decision-makers into the fall
10:00 – 11:00
Estimating snow contracts – how to create accurate prices for seasonal contracts, caps and floors, tiers, and per occurrence situations
11:00 – 12:00
Understanding capacity – how to avoid overcommitting your resources when selling snow contracts
12:00 – 1:00
Lunch Break
1:00 – 2:00
Qualification basics – how to stop chasing unqualified opportunities so you can focus on the leads that actually deserve your time and attention
2:00 – 3:00
Staying in control – techniques to remain in control throughout the sales process, regardless of what the prospect does or says
3:00 – 4:00
Selling value – how to establish yourself as a strategic partner that will add value and not just another contractor hoping to win some work
4:00
Workshop concludes