Life after Windows 10

 Later this year (2025) Microsoft will stop supporting Windows 10. So this leaves us users with a dilemma  - upgrade (though many older computers will not run Windows 11), buy a new computer(s) with Windows 11 on it, move over to Linux, or soldier on with our fingers crossed?

Buying a new computer will be around £500 +, not a trivial sum. Using the Linux operating system is free, but involves dealing with a completely new system. Also, some specialized programs are only available for Windows (and funnily enough that includes Wessex Professional). Soldiering on means that you will quickly come to grief, but ONLY if you are connected to the internet. If you aren't connected to the internet at all then the baddies out there have no way of getting to you. 

It is obviously impractical for your main computer not to be connected, but if you end up with an old Windows computer it could be used in the shop as your pricing computer. Wessex Professional doesn't need to be connected to the internet in order to give prices, view job tickets and invoices etc. So that computer you were going to junk (recycle) could find a new lease of life.

But, if we're not connected to the internet how do we keep upto date with moulding prices and program updates? The answer is "Simples", by downloading the appropriate file(s) from a connected computer, and copying it\them onto a USB stick which is then inserted into the old computer that still has the pricing program on it. Thus, if we wanted to update Wessex Mouldings, on the connected computer we'd download the update file (by going to www.wessexpictures.com/Wessex-Pricing). Then copy the file to a USB stick, transfer the file to the old computer and from within the program go to "File" > "Update Mouldings" and when prompted tell the program that the file it needs is on the USB stick.

So, Microsoft switching off support for Windows 10 could be a positive after all!

Coping with the "new normal".

Over the last few months we have seen increasing shortages and, more recently, galloping price increases.

Wessex Professional and The Framers Pricing App can help you to keep abreast of these changes and keep your business afloat and profitable.

Let's deal with price increases first.

It is important to remember that all suppliers in their terms and conditions reserve the right to change prices without notice. Obviously they try not to, but with prices so volatile it makes sense for us to go by the invoices we receive rather than waiting for a new price list to be issued. 

For mouldings this is easily dealt with in Wessex Professional by going through the invoice and Editing the moulding record to give the correct wholesale cost per metre. (If you are not registered for VAT make sure you include VAT in the figure to reflect the price you have paid.) In the App if you use # codes then redo the code for each of the mouldings in the invoice (Settings > Get Moulding Code). If you use a file imported into the App then you will need to open the file on your computer and edit it, save and import again.

For mountboard and glass there are a couple of ways to deal with price changes.

1) The easy way

If (for example) a mountboard increases from £6.00 to £6.60 a sheet (10%), then simply increase the mount cost by 10%.

For instance - I charge a plain (whitecore) mount at 0.32 pence/sq. cm. So I would increase that cost to 0.352 pence/sq. cm.

I would keep the "Start From" charge the same because that really represents the labour cutting the mount (presumably that will need to increase at some point, but it's not directly related to the material cost).

2) Getting back to basics

There are 9,930.8 sq. cm. in a Larson Juhl board. (122 x 81.4) divide that by the cost of the board in pence to get how much the board is costing per cm. (£6.00 per board = 600 pence = 0.06 pence/sq. cm. Actually 0.0604180932049785 pence!)

Multiply that by a markup (between 4 & 7 usually) to get the main cost figure. Nb. markup is quite high because of the amount of wastage in glass and particularly mountboard.

To make the changes - in Wessex Professional go to Settings > Values and choose the Mount or Glass tab. Select the type of glass or mount you want to change from the dropdown list. Put in the new value and "Save", then go on to the next one.

In the Pricing App go to Settings and choose Mount Values or Glass Values. Tap the top panel for a list of Labels and their values. Select one, change the figures and Save Item. 

Both the Pricing App and Wessex Professional work out prices in the same way. 

Now let's look at how to deal with shortages.

 Because the Pricing App doesn't keep a record of stock or jobs you are going to have to rely on good old "memory mark 1"! 

But Wessex Professional can help. If you know a moulding is unavailable you can check whether you have taken jobs for it by going to Tools > Manage Database > Worktickets. Then choose Views, List By Item. Select "Moulding" and enter the moulding code in the pop-up box. You will then see a list of all the jobs to be completed which use that moulding.

Similarly, you can check glass in the same way. The program won't make the shortages go away, but at least you'll have the information on which to base a decision.

(At the moment the Mount option only shows the type of mount, not the colour. So, unfortunately, that won't help when a particular colour is not available, though it's usually possible to get a acceptable alternative from a different manufacturer).  

All that is probably a lot to take in, but for some bedtime reading have a look at Picture Frame Pricing Programs: Frame Pricing Talk (stevetheframe.blogspot.com) for a overall view of pricing.

 

 

  

4.4.7

Just in time for the Roadshows we've released the latest version of Wessex Professional.
The changes and new features are really down to the fantastic response from the users of the program.

Version 4.4.7, new features

1. Error in "Guest" moulding pricing corrected. The price calculation when using the Guest moulding option did not include wastage. So, if you priced a frame with a moulding from the database and then, using the same width & cost figures, with the Guest method, you would get two different prices.
2. Error in "Moulding needed" ("Tools">"Manage Database">"Mouldings">"Views">"Mouldings Needed"). Now shows correct amount of moulding needed for current jobs
3. Updating mouldings from an Excel file is now more user friendly.

• The problems mentioned in the previous post are all sorted out.
• If a moulding has been discontinued, previously it would just be marked as such. Now, if it has not been used in any work tickets, it is deleted. If it has been used then the record is marked "Discontinued". This avoids "clutter" in the mouldings records.
• Visually you can now see the numbers of records updated, added, deleted & discontinued as the update is taking place. 
  

The option to update from a supplier other than Wessex or Frinton is now a dropdown list of the existing suppliers in the database. This is to minimise errors (spelling, or calling the same supplier by two different names).
However this does mean that if you want to add mouldings from a completely new supplier you will have to create one new record manually ("Tools">"Manage Database">"Mouldings", then click "File">"New Record"). This will then add that supplier to the dropdown list.

4. Two new database utilities have been added. These can be found in "Setup">"Options" and select the database tab, click "Database Utilities" (at the top left of the tab). NB. It is wise to have made a backup of your database before making any changes.

• You can now change the Supplier name in all of that supplier's records. this can be useful not only if the supplier has changed their name, but also if you have listed the supplier under different names, ie. R&H and Rose & Hollis, (the program treats these as different suppliers).
• You can now zero the "moulding used" figure in the moulding records. Useful if you want see see the most used mouldings each year. (Previously this was a read only figure).

5. When "Editing" or "Adding" a moulding record you can choose from a list of existing suppliers in the database, or add a new one.

Hope you feel, as I do, that the changes make the program more productive and user-friendly - enjoy!

Using the App - Keep it simple!

The Framers Pricing App is intended as a simple, versatile app for Android devices. It works out the price in the same way as the Wessex Professional pc program.
Wessex Professional can also create a file of the mouldings it is using, which can then be imported into the App to sync. the 2 systems.

However it isn't really necessary to go the trouble of dealing with a computer file and all the associated problems of formatting and importing.

The App can use a much simpler system to show the cost of a frame.

Because it isn't essential for the App to identify an individual moulding in order to give a price. It is very straightforward to use a code to give the information the App needs.
Tap "Settings", then "Get Moulding Code".
You'll be asked to enter the width and the wholesale cost of the moulding. The resulting code will be in the form "#45E". Write this on the chevron.

You can now use the code to price up a frame. The "#" tells the App that you are using this system. The numbers represent the cost of the moulding, and the letter the width (so the App can allow for the mitres).
Points to remember -

• All mouldings with the same width and the same price will have the same code.
• It is wise to check that the code is still correct each time an invoice arrives.

So, I suggest (unless you need to sync. with another system) use this method for the mouldings part of the pricing - you'll avoid a lot of faff.

Keeping upto date

We woke up on Fri 24th June to hear that a huge change had taken place in this country. Whether your view is that "Turkeys have voted for Christmas" or "The bright dawn of a new era" as framers we need to keep upto date with what could be large price swings. (Much of the materials we use are imported and subject to currency fluctuations.) If we don't then our businesses will very quickly become unprofitable and untenable.

Wessex Pricing Program makes it easy to keep up with any price changes.

When you get an invoice for a moulding order check the cost against the database ("Tools">"Manage Database">"Mouldings" and enter your moulding ID in the yellow box. Click "Find" and the record will appear. If the whole cost/metre is different then click "Edit" (the boxes will turn yellow to indicate they can be changed) change the Cost and click "Save".
Some suppliers still price in imperial, so the program has a calculator ("Tools">"Calculator") one of its functions is to work out price-per-Metre from price-per-Foot.

You can also bulk update supplier's mouldings from an Excel file (there are a number of posts on how to do this), but bear in mind that even the supplier list may not be upto date.

Other costs are entered in "Setup">"Values". Including the Moulding markup and the various "base" costs for Moulding, Glass and Mount. Think of these fixed "base" costs as the cutting charge or minimum charge to cut a mount (or glass, or join a frame).
Below the "base" cost is the variable cost - this is the cost per sq. Cm. to the customer . So, if the cost of glass or mountboard rise this is the place to alter your price. Just put in the new figure and click "Save" for each item.

For some thoughts on pricing and pricing strategy have a look at this post.

Another New Year - More new features

I've been working on some new features in the program (WPP4) for the latest version which is about to be released (4.3.2).

There are two major new features -

The first is the ability to work with a picture size, rather than a rebate size. (But don't worry, you can still go on using the program in exactly the same way if you are happy with the way things were.)

The way it works is like this. If there is no mount then we are using rebate size anyway, so nothing changes. If there is a mount then we can enter the picture size (the size of the mount opening), make a mount selection and then enter a margin. 

(Note that the dimension label has changed from "Rebate Size" to "Picture Size")
This is useful if the customer is unsure about the margin they want.
The program can work out what the actual rebate will be (it assumes even margins all round) and so still tell the amount of moulding needed etc.

The other feature is the ability to print the staff member issuing the invoice on the paperwork.

Very useful if there is a query on a workticket.
The staff names can be entered in "Setup" > "Customise Labels". If there are no names, then the program doesn't show a list. (Note - this is only available on the Full version)

I have also taken the opportunity to improve some of the error messages, as well as getting the program to behave more nicely if it is transferred to a new computer.

So, keep an eye on www.wessexpictures.com for the update (4.3.2) which should be posted in the next couple of weeks (13/01/15).

Just think about it people!

Some ideas are awfully seductive and really look the business, that is until you actually have a think about what the implications are.
One of those is the idea that a frame pricing program could produce a price from your hourly rate. Gosh, that sound good doesn't it? So, if you award yourself a pay rise, all you have to do is up the hourly rate.

Let's examine this for a moment. -
In order for the program to produce the price it has to know how long it takes you to do various jobs. Now I've been a framer for 35 years and still find that sometimes (with a following wind) I can cut a mount in under 10 minutes from start to finish, whereas other times it can take well over half an hour, because (choose one or more) there was a mark on the board, the customer's work was measured wrongly, there was a mistake in the maths, the wrong colour was used etc. etc.
Multiply that by all the other items that go into making up a frame and this hourly rate idea doesn't look quite so good.
Also, different staff members are likely to take different times to perform the various jobs. One might be able to cut and join frames really quickly, but take an age to fit up the work. Sure, a program could be written that could cope with all that, but it would be so complex as to be unworkable.

As for the idea of awarding yourself a pay rise by upping the hourly rate, well it just doesn't work like that. - Your wage rises come from extra profit, and that isn't achieved by making a change in a computer program. It comes from extra turnover and/or higher quality framing. It's something that needs to be actively planned and worked for.

All the above is why the Wessex Pricing Program works from the other end of the price - the price charged to the customer. It makes setting up the program much simpler and copes with many of the pricing anomalies that creep into framing. It also makes you the framer take responsibility for your prices and not abdicate that responsibility to a computer program.

So, in conclusion, if you are the sort of framer who turns out frames like widgets on a factory production line and enjoys fiddling with computers - go for the hourly rate option, the real framers amongst us know better.

Frame Pricing Talk

Transcript of talk given to Wessex Branch of FATG by Stephen Hible GCF., 28/06/11.

Why is Frame Pricing so important?

I hope I don’t disappoint too many of you if I reveal the ending of this talk now, - there is no magic formula for pricing, you won’t go away with the problem solved. But, I hope you’ll go away with some ideas and a renewed confidence in setting your pricing strategy.

This coming September will mark my 35^th year in the framing industry, since I got my Fine Art degree I’ve had no other job. But I still get up in the morning and look forward to the day’s work (most of the time!) I’m sure, however long you’ve been a framer, you feel the same too. We aren’t framers because we want to make money. We’re framers because we love the job. That means that perhaps we’re prepared to lower our price for a job because we really want to do it. In turn, that means our margins are dragged down, so we make even less money. So, if we haven’t set our prices at a sufficiently generous level in the first place, we’re going to enter that downward spiral which is very difficult to get out of. I’ve heard of a framer charging £50 to frame a Rugby shirt and still being prepared to reduce the price if the customer was unsure!

The effect of increasing versus decreasing prices is very marked. As the maths shows us the only sensible way to go is to increase prices. General discounting is a complete no-no, we’ll never compete with Ikea or Wilkinson’s and I, for one, wouldn’t want to.

Note the ”number sold” line which increases & decreases with the price changes.

Effect of price increase/decrease
		+10%	+100%	-10%
Sell for	100	110	200	90
Cost of manufacture	80	80	80	80
Profit	20	30	120	10
Number sold	250	225	62	275
Total Profit	5000	6750	7440	2750
% change		+35.00%	+48.80%	-45.00%

“When you put up prices, the clients you lose will be mean, penny-pinching pondlife. Buying on price, they will be disloyal clients from hell, making unreasonable demands yet not valuing your service. You do not need them. I for one say Good riddance!” Source – ABT, April 2011

Increasing prices means that we will have more time to do the job, therefore we can do it better. We can afford to use better materials, spend more time with the customer and enjoy doing the work.

Another effect of increasing prices is that the better materials can produce the profit without being marked up as much. For example - a piece of specialist glass might cost you £10, doubling up will give you another £10, but standard glass might be £3 for the same size – double up and you’ve still only made £3. I know which I’d rather have!

Because you can have more time with the customer you have more time to show the possibilities. I’m not talking “hard-sell” – specialist glass, rag mountboard & stylish mouldings, when presented properly, all sell themselves.

Obviously your prices must be based on the economics of your business – your hourly rate. This is going to be more if you are a high-street business with large overheads, as opposed to someone with a workshop at home. However, a high-street business is going to get a lot more work than someone hidden away, so it is more likely to fill all the available hours with productive work (making frames and talking to customers).

Working out how long it takes to do a job, like cutting a mount or joining a frame, and then applying the hourly rate is also not as easy as it would first seem. Sometimes the job just “flows” other times you have to “fight” the job all the way. So, I always maintain that “broad brush strokes” are required when setting down the individual costs, some you’ll win, a few you’ll lose – make sure it’s that way round.

How do you price your frames? That’s a rhetorical question and I know there are many answers. I’ve even had a framer tell me that he doesn’t give a price right away, but rings the customer in the evening after he’s worked out all the quantities etc.! I’ve also heard of a framer who looked at peoples shoes – the more expensive the shoe the more expensive the frame!

In years gone-by most would have said “A two-way table”. That was fine 20 years ago. Today people have different expectations. Now, customers expect to see computers in businesses. Computers are “trusted” (If the computer has produced the price it must be right. You can’t argue with a computer).

This is good, because working out the cost of framing is a repetitive calculation. You just need the dimensions, type of moulding, glass, mount and sundries – add the individual costs up – add on VAT and there’s your price. It’s the type of work a computer loves, in fact I’d say they are as happy as a pig in .... muck!

But as with all things “the devil is in the detail”. We need to allow for wastage, for the mitres. It would be good to have a warning if we need oversized mountboard or glass, or if a moulding is out of stock. It would be even better if you could just show the things you actually do. For instance you might want to list “V Grooves” under mounts, but not “Deep Bevel”, or “Football Shirts” but not “Medals”.

It’s possible to do all that (and more) but the trick is to make the layout of the program logical, simple, with as few buttons to click as possible. After all you need to spend your time with your customer, not with the computer. You are the reason the customer is there, not your computer. There are many programs out there for framers, but sadly most have been designed by someone who has never made a frame in their life.

Another requirement for a pricing program is - that the way it works out the price should be reasonably easy to understand, so you can set it to the prices you want to charge. That is going to be different if you are in Merthyr Tydfil to if you are working in an affluent home counties town. I believe that it is one of our responsibilities as business people to set the prices we charge, not abdicate that responsibility to a computer program. As a writer of one of those programs I can’t and I shouldn’t tell you what prices you should charge – that’s for you and your business. But I can make sure that those prices are easy and quick to issue, as well as being consistent and that the parameters used to work out the price are accessible and transparent.

Another thing that is just nuts to a computer is to take that price it’s just issued and record it as a job in a database together with customer details and so on. This means that, whilst you may want to work on paper tickets as the job goes through the workshop, – you don’t need the store the paper for if the customer comes back next year and wants the same frame/mount etc. (also much easier on a computer to find, than sorting through a pile of crumbling work tickets). Once the jobs are in the database it’s so easy to produce a list of what you should be doing and in what order. No more jobs that have been put away “safely”, only to be forgotten about until the customer comes back!

So, I hope I’m convincing you that a computerised system is the way to go, and of course I hope you are all going to buy “Wessex Professional” which is the program I have on my computer here. However when you do look at the various systems ask yourself –

1. Does the program look professional? For instance the IPhone just oozes “professional” before you’ve even touched it

2. Is it easy & straightforward to use? Could anyone use it to issue a price

3. Is it understandable how to change the parameters to reflect your prices?

4. Are you going to be paying for features you don’t need? For instance, you probably won’t need access to obscure German supplier pricelists, or the ability to run the program in Swedish!

5. Will the system the program imposes on you fit in with the way you run your business? By that I mean – if you haven’t used a computerised system before you’ll be going from something with a high human input to a system with a high machine input which will impose certain ways of doing things. This is where a program written by someone who has actually made a frame stands out.

6. Is it going to be easy to get support? Even with all the help files (& Wessex Professional comes with a comprehensive set of “How To” videos as well as the usual Help files) you are still likely to have questions and problems to be sorted out as you come to grips with your new “toy”.

7. Lastly, will the system cope with an unforeseen type of job? - Wessex Professional has the ability to enter any moulding that is not in its database as well as any Extra Cost (with or without Vat).

    To finish up talking (before I demonstrate the program to those who are interested) I have to thank a whole bunch of framers who I’ve met and who use Wessex Professional. Their input has shaped the development of the program – for instance the ability to issue prices in whole pounds came from a customer request. They have also helped iron out errors and bugs (there are something like 12,000 lines of program code) as well as making suggestions so the program “flows” more easily.

Thanks for listening.

© S. T. Hible, 2011

Transcript of talk given to Wessex Branch of FATG by Stephen Hible GCF., 28/06/11.