One of your biggest, most powerful tools is a truly great quote. It can bring you more customers and ultimately boost your profit.
The stone industry is actively growing worldwide. A report from Mordor Intelligence – which can be read here – states that the global countertop market is already a giant, valued at an astonishing $155.14 billion in 2025.
But it’s not stopping there! Experts predict this market will surge to an incredible $190.76 billion by 2030, showing a steady growth of about 4.22% each year.
What’s driving all this growth?
More and more people are moving into cities around the world, families have more money to spend on their homes, and there’s a constant desire to update older homes, especially in places like North America and Europe. People are also choosing fancier materials like engineered quartz and large-format porcelain, which cost a bit more but add lots of value. Plus, there’s a growing focus on using earth-friendly materials and making sure workers are safe, which creates new opportunities in the business.
Kitchens are still the biggest part of this market, taking up over 70% of countertop use, and home renovation projects are leading the way for installations.
Now, let’s zoom in on our own backyard, the United States.
The countertop business here is buzzing with activity! In 2024, there were already 2,742 countertop manufacturing businesses in the U.S. – that’s a healthy increase of 6.4% from the year before! This data is from a report published by the research IBIS World, which can be read by clicking here.
This growth isn’t just a one-time thing; the number of businesses has been consistently growing by about 6.4% each year since 2019. Looking ahead to 2025, we expect to see even more, with forecasts predicting 2,896 businesses, a 5.6% jump from 2024. This industry has what’s called “low market share concentration,” which simply means there isn’t one or two giant companies controlling everything. Instead, there are many businesses of different sizes, all competing for your business.
So, if you’re a countertop maker, or you’re thinking of becoming one, you’re just one more business in this big, busy sea of companies.
‼️How do you make sure customers pick you when there are so many choices?
💡One of your biggest, most powerful tools is a truly great quote.
A fantastic quote isn’t just about telling the customer a price; it’s about showing your professionalism, building trust, and proving you’re the right choice for their dream project.
And what makes a Quote “good”? It’s more than just a price tag!
Think like this: a homeowner in your area wants to add some beautiful stonework to his house, which he is renovating. So, he browses the internet and googles “countertop shops near me”.
We have already shown you how to appear on the first page in Google, but in case you’ve missed it, check this blog post.
Then, that homeowner finds a couple of businesses that filled in their Google profile and appear on that search – seriously, check that blog!
And then, that same homeowner sends messages to some of them who stand out in his search (recommendations, reviews, job photos, etc.). The first contact he will have with those businesses, after a short conversation, is most likely a quote.
And here, the quickest one to make an offer – and a good one! – is going to take the customer.
It is this jungle. You know it. And we know you know it.
💡That is why it is so important that the quotes are fast, and at the same time look professional and clear: in many cases, it will be the customer’s first impression of you.
Besides that, you should know a little thing that might make a difference:
Different kinds of quotes suit different kinds of jobs.
When that homeowner contacts you, maybe you can give your customer a quick overall value for this price and then continue from here when he replies: now you’ve got his attention!
For that, we have specific types of quotes, and we’ve decided to list some of them, to give you options to work with. Check it out:
- Fixed Price Quote: This is the most common and straightforward type. It means you give a single, set price for the entire project. This price includes all the labor, materials, permits, and everything else needed to finish the work. It’s best for jobs where all the details are known upfront and very clear. The big benefit for the customer is certainty – they know exactly what they’ll pay, helping them stay within budget.
- Cost-Plus Quote: In this type, the customer agrees to pay for all the direct costs (like materials and labor) plus an agreed-upon extra fee or percentage for the company’s profit and other running costs (overhead). This is often used for very complex projects where unexpected things might come up, or when the exact details aren’t fully known at the start, like renovating an old kitchen that might have hidden or unknown problems. It offers flexibility, but it requires a lot of trust between the customer and the company because the final price can change.
- Ballpark Estimate: This is a quick, rough guess of the project’s cost, usually given very early on when a customer is just exploring ideas. It’s not a final, binding price and is often given as a range (e.g., “$5,000 to $7,000”). It’s helpful for early planning to see if a project is even possible within a customer’s budget. It’s important to clearly state that it’s just an estimate and subject to change.
💡Know that homeowner you were trying to fish? A clear and professional ballpark estimate is a great way to catch his attention and develop from there.
- Square Foot (or Square Meter) Rate: This is a pricing method where you charge a set amount for every square foot (or square meter) of the countertop material. It provides a basic idea of the cost based on the size of the area. It’s good for very simple, uniform projects but doesn’t always account for complex cuts, special edge designs, or difficult installations, which can add to the final cost.
It’s also important to talk about “Variations.” These are changes or additions that a customer might ask for after they’ve agreed to the original quote.
Maybe they decide they want a different sink, or a fancier edge.
A good quote process clearly explains how these “variations” will be handled and how much extra they will cost. Companies that provide very precise and thorough quotes often have fewer “variations” later, which keeps everyone happier.
Some businesses even charge a small fee for very detailed quotes, as it ensures they can put in the time to give a truly precise and comprehensive estimate.
But quoting is a pain in the neck! How can I, shop owner, make it better?
Ask yourself this question:
At what part of the process must I start?
And if you have no idea yet, let’s start from the beginning.
“Is my team aligned?” – You must reflect on this one!
Suppose the following situation: a customer contacts your shop through email and describes the area where he is renovating and wants a new kitchen, with an island, everything in Calacatta Gold. You now have that quote to do. So you get to one of your workers and ask him to make that quote – the entire process, and he comes back at you with a document. Can you rely on that document?
Now, if you ask another worker to make another quote for the same process, can you trust that the quality and pricing will be the same?
If you’re not so sure, you might be leaving money on the table in some jobs you’re taking.
For that, you need to make sure your team is trained on everything’s costs: materials, products, cutouts, edge profiles, etc.
💡You don’t want them guessing the value of stuff just by staring at them, do you?
If that is the step that’s causing prejudice to your business, SlabWare is what you need.
Quotes are standardized, and the system automatically calculates the cost of each service and material according to what prices you set, whether you charge per square foot/meter or linear production.
With our Profit tool in the quote, you can set up your profit margin and give personal discounts on each item or service – and even compensate in other products to achieve the profit you want.
Check out SlabWare now and see the benefits it has to offer to your shop.
When you make sure your team is aligned, your next step is to focus more on the value you offer, and not on the numbers it costs to your customers.
See that everyone enjoys Apple’s products, despite them being the most expensive in the market.
Everyone likes a good deal, but people also care about quality and service.
A great quote doesn’t just show the cost; it helps the customer understand the value they’re getting. Maybe you finish jobs super fast, or your customer service is amazing, or you use only the best materials.
These things are worth paying for, and a good quote highlights them.
Don’t spend too much time trying to cut costs to the very last penny; focus on showing why your work is worth it.
If you take too long to quote, your competitor may finish first and take the customer. Or yet, the customer may think you took too long to quote and will take too long to finish the job too.
💡Act quickly: If you spend too much time worrying about the details, your competitor might finish their quote faster and steal the customer from you.
Now, the last and one of the most important steps:
Show, don’t tell!
Imagine trying to describe a complex kitchen counter with all its turns and sink cutouts using just words. Hard, right?
A good quote always includes a clear drawing of the countertop project.
This helps the customer see exactly what they’re getting and makes sure nothing is forgotten. Some companies even add pictures of the stone slab itself, so you can see how the patterns might look!
This prevents messy misunderstandings later.
Now, what if I need a step-by-step guide to make a quote?
So, how do you put all this advice into action and build a quote that wins jobs and keeps customers thrilled? It’s a careful process, but well worth the effort:
- Fully understand the project (Assess Requirements): Before you even think about numbers, take the time to truly understand what your customer wants. This means digging deep into:
- Scope of work: Exactly what needs to be done? Is it just the main counter, or an island, a wet bar, a fireplace surround?
- Materials: What kind of stone do they want? Do they have a specific color or pattern in mind?
- Labor: How many people will it take and for how long?
- Timeline: When does the customer need it done? Are there any deadlines?
- Site Conditions: Is the job site easy to access? Are there tight corners or tricky installations?
- Regulations/Permits: Are there any local rules or permits needed for the work?
- Client Preferences: Are there any special requests or ideas the customer has? By doing this “homework” upfront, you’ll be able to create a quote that’s spot-on and avoids future headaches.
- Break Down the Project into Smaller Tasks: Don’t look at the whole job as one giant thing. Break it down into smaller, easier-to-manage steps. For a countertop, this might include:
- Measuring the space precisely (templating).
- Getting the stone slabs.
- Cutting the stone to shape.
- Creating the edge profile.
- Cutting out holes for sinks or cooktops.
- Polishing the stone.
- Transporting the stone.
- Installing the countertops.
- Any final cleanup. Breaking it down helps you see every detail and ensure nothing is missed, especially any hidden costs.
- List (Itemize) All Materials, Labor, and Time Needed: For each small task you’ve identified, list everything you’ll need. This means not just the big slab of stone, but also glue, special tools, sandpaper, cleaning supplies, and so on. Then, estimate the amount of time it will take for your team to complete each of those steps. Be meticulous – every little bit adds up!
- Calculate All Costs Accurately: Now, put numbers to everything. Figure out the exact cost of each material. For labor, calculate the hours needed multiplied by your team’s hourly rate. It’s also smart to include a small amount for unexpected expenses (often called “contingencies”). This covers things you can’t predict, like if the existing cabinets are uneven, or if there’s a slight delay due to weather. Not planning for these “what ifs” is a common mistake that can cost you money later.
- Include Your Business Costs (Overhead) and a Fair Profit: Beyond just the materials and labor for this specific job, your business has other costs to cover. These are called “overhead” and include things like:
- Rent for your workshop or office.
- Electricity bills.
- Insurance for your business and workers.
- Permits and licenses.
- Office supplies and computer software.
- Marketing and advertising.
- Salaries for office staff. You need to include a portion of these costs in every quote. Finally, add a fair profit margin. Your business needs to make a profit to grow, invest in better tools, and provide great service to its customers.
- Prepare a Clear Document, Share it, and Follow Up: Once you’ve gathered all the numbers, put it all into a professional, easy-to-read quote document. It should clearly show everything that’s included, how much it costs, and your payment terms. Avoid confusing jargon. Many modern software tools allow customers to accept quotes online, making the process even faster. After sending, always follow up to answer any questions the customer might have. This shows you’re engaged and truly want their business.
Too complicated, right? Why not let the software do this heavy work?
With SlabWare, you create quotes instantly. You can send the quote’s documents – including the drawing – directly to your customers for approval.
Clear, organized, with the information you chose to add to it.
And with Profit, you can adjust the profit you will have on each item – give discounts on some and raise the price on others to reach your target profit.
Get in contact with our team right now!
You can try the system entirely free if you prefer, simply by clicking here.