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Training In Maryland --
Or At Your Place |
Erle Howard teaches the McCormick Systems estimating classes (standard and, on occasion, advanced) offered in Maryland. With more than 30 years of estimating experience, what does he stress to the contractors and estimators who come to Columbia, MD, to learn about the software?
"You've got to make it fun, and challenging," Howard says. "Of course, I cover all of the capabilities of the McCormick System. But I try to pass on a little of what I've seen in my years -- maybe, even, to scare them a bit."
Class size is kept to 12 or fewer. The standard class has moved from an original two-day event to three, Howard notes: "It works better with 12 people -- it's a good number. That way, students can get individual attention. And now there's more time for questions and answers. I like that -- people learn more when you're answering their question, compared to when you're lecturing them.
"When I'm doing a class, I'll try to ask numerous times if there are any questions. There are plenty of opportunities to ask and learn."
A Desert Dog Of 21 Years
Howard worked for three electrical contractors over an estimating career that spanned 30 years. He spent many years as a chief estimator, before going out on his own in 1985, when he started up an estimating service (which is still extant). "I specialized in large jobs -- got a lot of experience in power plants, including nuclear, coal, and gas," he remembers.
"Things haven't improved for contractors and their estimators in my time working in this industry. There's less time to estimate. The drawings are getting worse and worse, mostly because the engineers are in the same bind as the contractors. You've got to bid the job, but if you come in with a low bid, you won't have enough revenue to do the job the right way. That puts pressure on the estimator to figure it out."
That also encourages Howard to help his students learn more than the "ins and outs" of McCormick Software. "Young guys don't always have a method, a system," he explains. "I teach McCormick's system, of course, and I show the class how it can make life easier, faster, and better. But the system I try to teach, in addition, is a way to estimate a job. I teach a structured approach.
"If you have that, you can succeed no matter what they through at you. If you don't, sooner or later you'll find yourself in trouble.
1985 was also the year Howard began using McCormick Software and began attending the company's User's Conference. That explains why he was honored as a 21-year "Desert Dog" at McCormick's 2006 event. He became a trainer for McCormick in the early 1990s.
Bring The Class To You
Howard is one of several McCormick trainers who, upon request, teach classes at customer sites. "We've had people who have come to Maryland to take a course call up a while later and ask McCormick to send me out to their company," he says. "I do some research before I show up -- talk to them about the people, get some background, learn about the company.
"There are advantages to an on-site course. It's more expensive, of course. But the trainer can teach what the company -- estimators and contractors -- need to learn. And you get personal attention, obviously, which you can't get in a class of 12, or even fewer.
"Take last week. I was in [a Midwest city]. I spent three days with a contractor there, almost exclusively teaching the system to just one estimator. But the two owners of the firm got additional value, too. They spent some time with me going over the reports that the McCormick system generates.
"In one evening, I took them up to speed on the reports they could get from the system, and how to read and use the reports. This is information they felt they needed -- and special instruction they could not get in a standard class."
Companies opt for an on-site course, Howard says, when they come to understand the nature of the software. "McCormick's system is the most flexible program out there. It can be customized and tweaked to fit each company exactly. When the contractor realizes this, he says to himself -- 'This thing is going to be with me forever.'
"That's when they call McCormick up, ask for on-site training, and learn to get more out of the system."
| ADVICE FROM ERLE
What does Erle Howard tell his students -- contractors and estimators who use McCormick Systems software -- besides how to use the software? Here's a quick sampler:
1. "Try not to grow too fast." Howard has experience in this, having watched an employer go downhill.
Below: Erle Howard (standing) teaches a fine point at a recent McCormick Systems User's Conference. |
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| 2. "Don't take a job more than two times the size of the biggest job you've ever previously done."
3. "Consider joining the American Society of Professional Estimators. It's still the only place you can be certified as a professional estimator." Howard, a member since '72, is a past president of ASPE's Washington, D.C. chapter. One needs to pass a test to gain certification; see www.aspenational.com |
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Maryland Classes Move To Columbia
McCormick's East Coast training classes have been moved to Columbia, MD.
What's the significance of this move?
- Columbia is roughly a 10-minute taxi ride or drive from Baltimore-Washington International (BWI) airport.
- Unlike the two Washington, D.C. airports, BWI is served by Southwest Airlines. Even if you do not choose to fly Southwest,
this has the advantage of keeping airfares low.
- BWI Airport is a stop on Amtrak's Northeast train line, offering another alternative.
- Driving-time-wise, Columbia is roughly halfway between Baltimore and Washington.
Future Estimators In Training
That's Dylan Boyette (left) and his brother Ryan, tackling a tough estimating project for their dad Carl (president of BoyetteElectric of Blackshear, GA). "We actually caught them off-guard," Carl says of the photo."They are deep in thought as to how to bid!"
Carl Boyette also adds: "McCormick is so user-friendly, a child can use it!"
What We're Telling The Media
Contractors Can Move Faster On New McCormick Site
After absorbing feedback from its contractor customers, McCormick Systems has completed a total revamp on its Web site – www.mccormicksys.com.
Where formerly the site had 18 “buttons” and a words-only blurb, the home page now offers updated product information with illustrations. There are now just two buttons:
- Request Information
- Newsletter Sign-Up.
“We have a close relationship with electrical contractors,” said President Todd McCormick. “My father was a contractor when he started this company (in 1979). We want the site to better communicate with contractors.
“Our business has changed. Once, we offered just a few products. Today, our product line has something for everyone – large contractors, small contractors, those who specialize in datacom or security or design-build, and electrical contractors who also work in automated building systems (ABS).”
McCormick’s products range from PC Scale (a simple edition of the company’s estimating system) to networkable versions of its WIN 12000 software for electrical or ABS estimating. Specialized products include the recently introduced ABS product line; a unique CAD Estimating interface; a time-and-material billing system; a remote take-off estimating (for use on handheld computers) – and more.
“Obviously, our story is no longer simple. Our site must be useful to contractors,” said McCormick. “With this change, we think we’ve covered the full range of our products – while also making them easier to access.”
Link Between McCormick & Dexter + Chaney Software
Produces Integrated IT System For Contractors
McCormick Systems & Dexter + Chaney have combined to provide electrical and systems contractors with integrated accounting/estimating software.
McCormick’s electrical estimating software (Win 3000, Win 6000, Win 8000 and Win 12000 and additional products) and automated building systems products (ABS 3000, ABS 6000, ABS 8000 to ABS 12000 and more) are fully integrated with Forefront Construction Management Software for contractors from Dexter + Chaney.
What this means: The link between the Dexter + Chaney and McCormick software allows contractors who use software from the two companies to easily set up budgets for projects (in Forefront) without additional keystrokes.
Integrating data is simple to accomplish. Users can transfer critical information from McCormick’s software to Forefront’s Job Cost module.
“Contractors need to save time, effort – and money – by using integrated IT systems,” said John Chaney Dexter + Chaney’s president and co-founder. “With the integration between our company and McCormick, datacom, electrical, and other systems contractors can now make an ‘off the shelf’ purchase of just such a system.”
Added Todd McCormick, president of McCormick Systems: “Our interface with Forefront offers electrical and systems contractors who use the Dexter + Chaney software more options. Our company’s entire focus is, has been, and will be on contractor productivity – and this is an important link in that chain.”
McCormick Software -- As Seen In ConstrucTech Magazine
A feature in the June issue of ConstrucTech magazine (Residential edition) talked about "Estimating Importance." It included these words:
Adoption of estimating technology isn't contained to just homebuilders. Electrical contractors are finding value in the ability of these systems to help them stay on top of costs and receive detailed material lists. This becomes even more valuable as man of these companies add low-voltage work into their mix of services.
"We see many customers getting into the low-voltage [area] lately, and truthfully they are making more money there than with traditional electrical work," said Todd McCormick, president, McCormick Systems, Chandler, AZ.
"The market is huge for low-voltage right now, with margins still way up; many of our customers are doing electrical to get in the door but banking on low voltage."
McCormick notes that the interest in low-voltage has been so prevalent that the company recently added low-voltage information into its estimating database. This allows existing customers to make an easy transition with the software.
"Larger companies are looking at just flat time savings from the time they get an estimate in, to getting the material delivered to a job in the correct format, cutting down the paperwork," adds McCormick. "Some have eight hours of paperwork on a house, so even if they can cut that down by a half-hour where they are passing the information into the accounting systems, the savings there are big.
"[Figure in that amount of savings] over 1,200 homes a year, and that becomes huge."
We're Coming (Soon!) To Denver & Boston
McCormick Systems will exhibit in September and October at the IEC Electrical Expo and The NECA Show.
Find McCormick in booth #805 on Thursday, Sept. 28, at the all-day IEC Expo. For details on the Expo and the IEC Convention, download a 16-page brochure (PDF) by clicking here.
Less than two weeks later, McCormick will be in booth #601 at The NECA Show starting Sun. Oct. 8 at the Hynes Convention Center in Boston. Show hours are 11:30 a.m. to 5:00 p.m. on Sunday, 10:30 a.m. to 5 p.m. on Monday the 9th, and 10 a.m. to 2 p.m. on Tuesday the 10th. See the show site at www.necashow.org; download a 9-page brochure (PDF) by clicking here.
About McCormick Systems
Privately owned McCormick Systems, of Chandler, AZ, is the nation’s leader in software used
for electrical estimating and project management. The company’s products enable contractors
to produce consistent, profitable estimates for electrical and voice-data-video work.
For more information: www.mccormicksys.com or 800-444-4890.
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