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When
marketed, explained, and implemented properly, the maintenance program concept
can be especially successful in the Roofing Industry since it sets your company
apart as a Full-Service Roofing Company. And while selling the program may be a little challenging at first - if it is done properly, it will generate additional
high-margin revenue, customer loyalty, referrals, and additional sales
opportunities for your company.
Benefits:
- Sets your company apart from your competition: More and more, Roofing companies are starting to offer maintenance programs and/or Roof Cleaning. A properly designed program will be comprehensive, organized, and priced effectively so you can take full advantage of the opportunity.
- Established Market: If you’re in Florida, chances are your Customers are already paying to have their roofs cleaned – they’re just not paying you YET.
- Name Recognition: Your Company and Your Competitors are fighting for every Customer's attention. This is a way to keep your name in front of them and get paid while doing it.
- Increased and Ancillary Revenues: Increase revenues by offering Roof Cleaning and Treatment, but also by using these interactions as a chance to let them know what your other products, services, and offers are.
- Residual Income: Roof-A-Cide® treatments provide you with residual income every two years. But the program works even better when it includes yearly roof inspections. This creates more value for the Customer – especially in areas that a prone to storms.
- Relationship Building / Customer Loyalty / Customer Service: Provides you an opportunity to remind your customers of who you are, what you do, and address any concerns they may have. This is a critical part of a successful strategy when dealing with Homeowner Associations or larger organizations where Board or Management turnover is commonplace.
- Customer Education on the Benefits of Proactive Maintenance: Providing customers with written reports on the status of their roof, areas of concern, and expected remaining lifespan allows them to plan ahead and gives your company more credibility.
- Keep Crews Working / Fully Employed: Since it is sometimes difficult to keep staff fully employed at your company’s core functions, routine inspections, maintenance, and treatment is a flexible way to fill in the gaps during slower periods or seasonal fluctuations.
- Catching minor problems before they become major problems: Obviously this benefits the customer, but it also benefits your company and can limit your liability if the roof is still under your Workmanship Warranty.
- Less Competition: Most Contractors focus on the bigger-ticket installations - but have to sacrifice margins to get the jobs. Repairs can generally bring in higher margins because there’s less competition.
Options
to Add to Your Roof Maintenance Program:
- Good / Better / Best: By offering three levels of service, you are giving customers more choice rather than offering a “take it or leave it” proposition.
- Yearly Inspections: In the South, these are usually done just before hurricane season. In the North, these are usually done in early spring.
- Gutter Inspection and Cleaning: Gutters are not as profitable in the South as they are in the North, but they should be checked to make sure they are not clogged. In Northern areas, gutters are more profitable. They should be cleaned out every year to avoid clogging that can lead to water that cannot drain turning to ice which can lead to gutter and fascia damage. Cleaning the exterior of the gutters is also an add-on service that can bring in additional revenue at high margins when done correctly.
- Snow Removal: Obviously, this is a Northern option.
- Discounts and/or Preferred Scheduling on Storm Repairs: This works well in storm-prone areas – especially as homeowners in many of these areas saw their storm deductibles climb from $500 to 2%, and now 5% is not uncommon.
- Discounts and/or Preferred Scheduling on Regular Repairs, Upgrades, or New Services: Customers that are on your maintenance program are more likely to turn to your company for these items because they are already familiar with your quality of work.
Here's an easy way to calculate what this could mean for your company In The FIRST Year Alone. Enter the number of roofs you've installed in the last 8 years. FYI - this might not work well on some mobile devices:
And one of the main reasons why you
should be giving this serious consideration is that Your Competitors probably
are. If they implement a program and you don’t, not only do you lose this
additional revenue, but you risk the very real possibility that they may take
your existing customers. And once you’ve lost them, they’re likely gone
forever.
For additional information on what we do, how we do it, and
how it can benefit your company, please feel free to visit our website, blogs,
& follow us on LinkedIn,Google+, Twitter, or YouTube.
We also hold regularly scheduled Demo
Days and invite
you to come see everything in action. And
if you have specific questions or would like to discuss this opportunity,
please feel free to email us at Info@Roof-A-Cide.com or
call 800-806-6727 ext 8.
