Marketing Ideas for Incorporating Service and Maintenance

RCS Influencer Heidi J. Ellsworth says have a plan that you can share with owners to maintain their roof through the heat of summer and the freezing temperatures of winter.  

A service and maintenance program is a great way of diversifying your business.  But how you incorporate a new division and/or services is not always as easy as it sounds.  There are many opportunities today to look at your business whether residential or commercial and think about how you can service your customers after a new roof is installed.

Several large commercial roofing contractors have found great success with a service and maintenance program.  How did they start?  By looking at what their customers need.  Commercial properties need to be maintained in order for building owners to gain the highest return on investment (ROI).  Mother nature can throw a lot at a roof and it is up to our industry to protect every building and that means ongoing maintenance.  Commercially some of the areas to look at could include:

1. Winter Inspection – Inspecting the roof every year is critical.  Identifying trouble areas along with wind, hail or water damage can save a roof from winter failure.  Cleaning drains and removing debris from the roof is essential to keep water from accumulating on the roof or not draining.  It has the same effect with snow melt which is even heavier on the roof.  Getting roof inspections and maintenance before the harsh winter weather can save money, lives and headaches.
2. Snow Removal – Work with your customers to have an ongoing plan for quick snow removal in order to keep unnecessary weight off the roof.  With many roof collapses noted in the news during the last couple of winters, facility managers and homeowners are realizing how important it is to have a plan when the snow begins to fall.
3. Monitoring - A key to keeping buildings safe during weather events is consistent monitoring.  Having a program set-up ahead of time with customers will assure that buildings will be in a pre-planned rotation for snow removal, drain cleaning and overall inspections.   As every roofing professional knows, it is critical to keep drains clear before, during and after weather events to keep ponding water at a minimum.  Standing water can cause ongoing issues not only structurally but for the long-term integrity of the roof.  By talking to your customers about a year-round program and helping them put one in place, you are reducing risk for the building owner and providing great customer service.

On the residential side, think the same way.  Every year we have our local chimney sweep check our chimneys and make sure we are ready for winter; roofing should be the same.  What homeowner would not love to have their gutters checked, chimneys from the outside inspected and an overall health check for their roof.  As you visit with them reporting on their roof, it also becomes a great chance to ask for reviews and referrals.  It is basic customer service and instead of walking away from the customer for 7-10 years you are now seeing them every year. 

These are all items that can be easily sold during the final inspection of a roofing project.  Have a plan that you share with the owner to maintain their roof through the heat of the summer and the freezing temperatures of the winter.  You will be their first call during emergencies whether man made or nature’s wrath and the first one they look to for new roofing projects.

Heidi Ellsworth is owner of HJE Consulting Group and a partner in RoofersCoffeeShop.com. See her full bio here.