Align Yourself With the Best Suppliers
While I know how easy it is to get tied up in the daily activities of running a business, don’t forget to always be driving toward your preferred future by investing in that future as well! A great opportunity to do that is our 2019 Mid-Year Training, coming up June 17 – 19 in Piqua, Ohio (just a bit north of Dayton). On the first two days, we will delve into metal roofing product training and also provide a thorough review of our fully-scripted in-home sales presentation. Your salespeople will find themselves much more effective in front of prospects after going through this training! Then, on July 19, we will hold an optional installation training overview on our great indoor training deck. Learn more and take advantage of FREE REGISTRATION at Mid-Year Training. We hope you can attend!
For the past several months, we have been covering “best practices” that hallmark leading home improvement and specialty metal roofing contractors. In previous issues, we have looked at Business Systemization, Professionalism, Commitment, Knowing Your Numbers, Marketing and Lead Generation, Referral Maximization, Gaining Local Expert Status, Total Industry Knowledge, Lead Qualification, Appointment Setting, Permission-Based Selling, Needs-Oriented Selling, Value-Added Selling, the In-Home Presentation, and Leadership. In this issue, we’re going to discuss the importance of having a close relationship with your product manufacturer – one of our favorite subjects!
As a manufacturer of specialty residential metal roofing, one thing we know at Isaiah Industries is that we do not sell anything. Our customers – those who are face-to-face with homeowners inside of their homes – are the ones who sell our products. Therefore, our entire ethos as a company revolves around a simple fact – We Are Not Successful Unless Our Customers Are Successful! The contractors who sell and install our products must be successful if we’re to be successful.
So, to that end, I offer you this question:
Do you align your company with manufacturers and suppliers who are committed to your success or do you find yourselves with “partners” that force you to work on your own despite them?
This will not come as a surprise to you but the most successful specialty residential replacement product contractors typically have deep ties to one or two quality and caring manufacturers. These contractors become specialists in those products, meaning that they know and understand all aspects of marketing, selling, and installing those products better than anything else. Additionally, they find reciprocal support from their supplier that builds their knowledge and their business success.
We have written before about the importance of being the top expert in your field in your area. You can’t be the top expert in all things, so choose your manufacturer, choose your products, and become the experts in those things. This sort of connection to the manufacturer builds credibility with homeowners. Rather than saying that “Oh, we can buy anything from our distributor and install it for you,” you can confidently say, “We’re an expert in that product. I have been to the factory several times and attended their training and I talk to them on a regular basis. In fact, if you call them, they will refer you to us.”
Below is a list of things that a caring manufacturer committed to your success should provide to you, if you’re in the residential metal roofing field. If you’re in another product specialty, the list should be similar.
- Free Take-offs and Quotes within 24-48 hours
- Free Professional Sample Cases
- Attic Inspection and Parts & Pieces Demo Cases
- Fully Scripted In-Home Sales Presentation
- Marketing and Lead Generation Guidance
- Sponsorship into the Metal Roofing Alliance Lead Generation Program
- Free Creative and Graphic Design Services
- Low Cost “Quick Launch” Website
- Monthly E-Newsletter and Blogging Options
- Opportunity for Protected Sales Territory
- Lead Times of Usually 1 – 3 Days
- Personal Customer Support and Dealer Development Specialists
- Opportunity to Connect with Industry Leaders
- Annual Industry Conference
- Training for All Areas of Your Business – Marketing, Sales, Installation and More!
- Top Quality Products and Exclusive Speed Trim Accessories
- Availability to Connect with Your Clients and Help Close Deals
If you’re looking for a specialty metal roof for your company to offer, feel free to give me a call at 1-800-543-8938 ext. 201. I’d be happy to discuss the options that are available in today’s marketplace. In the meanwhile, stay healthy and stay busy.
Todd Miller has spent his entire career in the metal building products manufacturing industry. He is president of Isaiah Industries, an organization recognized as one of the world’s leading metal roofing manufacturers. Todd is currently Vice President of the MRA (Metal Roofing Association) and a Past Chair of MCA (Metal Construction Association). Through his website, he strives to raise the bar on standards and practices to provide property owners with the best possible products for successful roofing projects.
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