--000000000000d2386e05f9a1a9b4 Content-Type: text/plain; charset="UTF-8" Content-Transfer-Encoding: quoted-printable I agree. Good leadership, Beth. Best regards, Matt Matt Vijayan, B.Sc., MBA, CCPE Director of Sales, Canada *Please note my email has changed:* mvijayan@TheKey.com TheKey.ca [image: TheKey] On Tue, Apr 18, 2023 at 3:48=E2=80=AFPM Timothy Thomas wrot= e: > Thanks for the heads up. Good work. > > On Tue, Apr 18, 2023 at 3:31=E2=80=AFPM Elizabeth Sparrow > wrote: > >> Hi Tim & Matt, >> >> Update on the Home Instead rate for Waterloo region. >> >> I hosted a lunch and learn with all the Chartwell sales consultants toda= y >> for my region today. (7 Properties + Regional) One RLC is the former Hom= e >> Instead business development manager for Home Instead KW. She is still >> well-connected to them, she started at Chartwell 4 months ago. During Q&= A >> she asked about our rates and how we are positioned to competitors. >> >> First, THANK YOU again for approving $38 for referrals in Waterloo. If I >> quoted $40-45 today I would have had a major challenge and risked losing >> all the Chartwell's in my region. After I quoted $38 for referrals. They >> all respond that Home Instead is currently quoting $39 to all of them, a= nd >> most competitors are quoting lower rates, we are one of the most expensi= ve >> at $38. They spoke about seeing the value TheKey bring but being >> competitively priced is critical so that they can tell prospects that >> although we are on the high end we are still competitive. >> >> On Mon, Apr 17, 2023 at 2:11 PM Timothy Thomas wrote: >> >>> Hi Beth and Matt, >>> >>> I understand your concerns and have also voiced mine as well to Chen an= d >>> the executive team. >>> >>> Meera confirmed to me that we can onboard caregivers at an average rate >>> of $19/hr therefore I'm willing to approve a rate of $38/hr from your >>> referral sources. On the consumer lead front, we will hold the line at = $40 >>> for the next two weeks and see how it goes. We'll be watching closely a= nd >>> adjust if needed. >>> >>> Hope this helps. >>> Tim >>> >>> >>> On Mon, Apr 17, 2023 at 9:48=E2=80=AFAM Matt Vijayan >>> wrote: >>> >>>> Hi Beth, >>>> >>>> Thank you for these useful insights. We have already talked about the >>>> pricing for Waterloo. The pricing decision is not just based on compet= itive >>>> rates but also on the caregiver wages; the corporate mandate is to hit= at >>>> least 50% gross margin. Keep Tim and I in the loop when you have a >>>> situation where the pricing can impact winning the client. >>>> >>>> @Timothy Thomas In the competitive market analysis >>>> from TheKey corporate, *Home Instead Waterloo* quoted $45 for complex >>>> care and $40 for market (skewing up the TheKey market rate for Waterlo= o). >>>> This is contradictory to the mystery shopping done through Beth's cont= acts. >>>> The other two competitors' pricing is consistent. I know we talked abo= ut >>>> the variable market dynamics (Waterloo vs.