--00000000000098ed5105f9a15a4a Content-Type: text/plain; charset="UTF-8" Content-Transfer-Encoding: quoted-printable Hi Tim & Matt, Update on the Home Instead rate for Waterloo region. I hosted a lunch and learn with all the Chartwell sales consultants today for my region today. (7 Properties + Regional) One RLC is the former Home 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, and most competitors are quoting lower rates, we are one of the most expensive 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 and > the executive team. > > Meera confirmed to me that we can onboard caregivers at an average rate o= f > $19/hr therefore I'm willing to approve a rate of $38/hr from your referr= al > 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 and 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 competit= ive >> rates but also on the caregiver wages; the corporate mandate is to hit a= t >> 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 Waterloo). Thi= s >> is contradictory to the mystery shopping done through Beth's contacts. T= he >> other two competitors' pricing is consistent. I know we talked about the >> variable market dynamics (Waterloo vs. the GTA) and this finding just >> validates that we need to apply Toronto rates to Waterloo. >> >> 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 Fri, Apr 14, 2023 at 5:44=E2=80=AFPM Elizabeth Sparrow > beth.sparrow@thekey.com> wrote: >> >>> Hi Tim >>> >>> I spoke to Matt briefly yesterday about my concern. >>> (I apologize for sending this late Frid