I first met Kemith Nichols at the National Pavement Expo in 2012. He was already a customer of ours and he shared with us how he loved using Go iPave. He sent me some Go iPave site diagrams shortly there after to display our website as well.
I remember Kemith really well because he said something really funny about Go iPave. He told us that if he was talking with a contractor that competes with him, he would tell them Go iPave was awful so they wouldn’t use it (thanks Kemith!).
Kemith echoed this comment in his case study that he sent over to us as well. When asked if he would recommend Go iPave to other contractors he said,
“Well, if you’re in our market, I would discourage its use! We would tell you it is a terrible product, costs too much, and does not work! However, the truth is that it is a tool that when properly used, can help you influence potential buying decisions.”
Yep, that’s Kemith! A fierce competitor and smart businessman.
Here’s what else Kemith has to say about how he uses Go iPave:
EMS’s Description of their Marketplace and Company
Q: How do you position your company?
A: Our company’s mindset from the beginning was to provide unparalleled professional service, unmatched quality of work, and use only the best products available.
Q: What is your brand known for? Do you have a tagline or unique selling proposition?
A: The EMS brand is known for its quality of workmanship and our market penetration. Our tagline and company philosophy is “Maintaining Properties – Building Relationships”.
Q: Is your market competitive? Do you compete against low cost providers, big national/regional companies/chains etc.?
A: Our market is highly competitive, as most are. The local service providers range from weekend seal-coaters, to full service paving contractors. To stand out from the crowd, we use confirmation bias to promote the differences between ourselves and our competitors. This is done by educating our customers and potential customers about the many aspects that make us different: how we use state of the art equipment, provide professional service, use only the highest quality products, and most importantly, we build personal relationships.
EMS’s Experience Before Using Go iPave
Q: Summarize three points of frustration you faced before you started to use Go iPave. How has using Go iPave specifically addressed those problems?
A: We all only have 24-hours in a day. How many hours did we waste walking properties with a measuring wheel, while underestimating some areas, leaving money on the table, and having no real selling point from our proposals that stood out from our competitors?
The three things that Go iPave has done for us are: increase the accuracy and speed of our property measuring, while giving us a great selling tool -we provide our customers with a color coded map of the property.
Q: How did you measure properties before using Go iPave?
A: We did as we know how. We rode shanks pony, as my grandmother would say. We walked!
EMS’s Experience After Using Go iPave
Q: What was the big ah-ha moment when you decided you needed to try Go iPave?
A: We first saw Go iPave at the National Pavement Expo in 2011. The need for something different in our proposal process drew us to try the program.
Q: What are the top three features you love about Go iPave? Why do you love them?
A: Top three features are, quality of the maps, accuracy of measurements, and the speed a property can be measured. This product enables us to add value to every proposal.
EMS’s Results with Go iPave
Q: What specific problems has Go iPave addressed that other pavement maintenance contractors might be able to relate to?
A: Technology is changing the way we do business. The days of a hand written proposal, and a map colored with highlighters are over. Using Go iPave has helped us keep up with the changing times!
Q: Did you experience any direct “big win” business results for your company because of Go iPave?
A: We noticed that almost every potential customer commented about how impressed they were with the property map, and some said it influenced their buying decision.
Why Would you Recommend Go iPave?
Q: What is the single biggest reason you would recommend Go iPave?
A: We are always looking for an edge over our competitors, whether it’s based on price, productivity, or products. Go iPave has helped us achieve our goals.
Q: What would you say to a contractor who is considering whether to purchase Go iPave?
A: Well, if you’re in our market, I would discourage its use! We would tell you it is a terrible product, costs too much, and does not work! However, the truth is that it is a tool that when properly used, can help you influence potential buying decisions.
Special thanks to Kemith Nichols of Exterior Maintenance Service, LLC for taking the time to answer our questions for this Go iPave customer case study.