Marine Fabricator May/June 2023 - 22

E
This BayView Canvas project
involved constructing a full bridge
bimini and enclosure and an aft
enclosure. Multiple factors are
considered when figuring pricing,
such as overhead, job complexity, if
the boat is in the water and if there's
a good chance certain elements
will need replacing, among other
calculations. Photo: BayView Canvas
PRO TIP
" If a typical job might
take you 40 hours but
you have gotten skilled
enough to do it in 30,
still charge 40. The
customer is paying you
for all the years it took
you to get to that level. "
-Jamie Marozzi,
BayView Canvas/Keyston Bros.
22 Marine Fabricator | May/June 2023
xpertise plays an important role in a successful marine
business. However, a fabricator might be highly skilled,
with lines of customers and a backlog of projects, and
that's still no assurance the business will remain viable
in the long run. If pricing is at odds with costs, the effect
on the bottom line could be devastating-affecting profit margins,
project quality and customer satisfaction.
Getting a handle on estimating, costing
and pricing is essential, and yet,
these are areas where many shop owners
struggle. We asked several experienced
fabricators how they approach
this aspect of their operations, and here
are their insights.
Better skills mean higher prices
At first, Jamie Marozzi, owner of BayView
Canvas in West Creek, N.J., and also a
sales rep for Keyston Bros., would go to
each job to measure and calculate the
materials and labor involved. But now
he's gained sufficient experience that he
can give customers a " ballpark quote "
without visiting each jobsite.
" I will request pictures be texted or
emailed to me and I'll let the customer
know the price will be between X and Y
to make sure they're comfortable with
my pricing. If they are, I'll send them a
formal quote they have to sign, " he explains,
adding customers must also send
a deposit to get on his schedule.
When determining pricing, Marozzi
considers time and materials but also
the job's complexity. For example, is the
boat in the water or on land? Is there
a good chance certain components will
be corroded or broken and need replacing?
And what about the cushions; do
they have wood or plastic backings? Are
they easily accessible, or would he have
to maneuver his way through tiny openings
to remove them?
Marozzi doesn't use pricing or estimating
software. For jobs he's done
many times-such as an average-size enclosure
panel-he basically knows what
it will cost. When calculation is required,
in addition to time, labor, materials and
job complexity, he factors in weather, location
and overhead. As for his shop rate,
he takes into account his local competitors
but also his own skill level.
" The more skilled I got, the higher the
price tag went as demand also increased.
My pricing increased every year as I got
better and better at putting out a higher-end
product, " Marozzi says, adding
that other shops should do the same,
since each year in business means they're
getting better at their craft.
Marine Fabricator May/June 2023

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