Adjust your business model. You run an unreasonably high priced stress free service. If I told a friend they could spend $240 to have a small sofa and chair moved out of their apartment for ~15 minutes of labor, the shock of the price would do enough of the talking.
What challenges me is that you say prices are dictated at the visit but in reality the crew leader points to a piece of paper in their notebook that says your items will fill X space of the truck for Y price. There is no accounting for the difficulty of the task and the estimated labor required. Neither myself nor the crew leader felt good about how this was priced, yet I paid because I heard the service was good and I planned to have the task taken care of that day.
They did their job and were amiable enough, but I'm hard pressed to say I'll ever work another 16 hours of my job to pay for 15 minutes of your labor to move my next sofa. I can't say that seems stress free to me. So long.
College Hunks Hauling Junk were easy to schedule, prompt to arrive and worked efficiently to complete the removal of all items. I especially liked the fact that one company could take some items and donate them to charity and other items to throw away. It was much easier than arranging more than one company to do that. I also found that in the Richmond area, College Hunks was the only company I contacted out of five that was willing to move items from a fifth floor apartment, the usual limit was three floors. College Hunks Hauling Junk did a GREAT job! I would highly recommend them.