How to Vet Any New Supplier
Industry News
From March 10-11 in Atlanta, GA, Isaiah Industries will host a Dealer Onboarding Session open to any home improvement company interested in adding metal roofing to their offerings. Take advantage of the Isaiah team’s years of experience to learn how you can sell not just metal but more asphalt roofing, too. You can find more information and register here.
I was recently asked an interesting question by a contractor who was thinking about entering the residential metal roofing industry. They asked me, “How should I vet potential new suppliers or manufacturers?”
My response was, “Ask them ‘What are you going to do to make sure that my first three jobs are successful for my company and our customers?’”
Those first three jobs set the stage for your success with new products; even beyond that, they often determine whether it makes sense for your company to continue selling them. Whenever you add a new product offering to your company, there is always a risk that things won’t go well. If that happens, you will have wasted a lot of time and money.
Suppliers who are surprised by this question and don’t have an immediate response deserve scrutiny as to whether they will be of value to your company or not. On the other hand, suppliers who realize and respect that their success is dependent upon your success will have an immediate answer to this question.
Their response should cover how they will address these key areas:
- How will they help you price the project so that you are profitable? This includes knowing exactly what your materials costs will be.
- How will they help you fully convey the benefits of their product to your prospect and close the deal? This should include product training, sales training, and in-home presentation materials.
- What support will they provide to ensure the installation process goes smoothly? This could include introducing you to experienced installers and/or providing installation training to your crew.
- How will they respond if there are hiccups along the way? What will they do if you run short on materials? How will they react if the homeowner contacts them at some point? What will happen if the installation process doesn’t go 100% smoothly? They should be prepared to deal with any outcome.
Adding new products to your business can increase its success and profitability, or it can be an expensive waste of time that can even damage your company’s reputation and future.
Whether you’re joining the industry or adding a new product line to your offerings, finding the right partner makes all the difference. My advice is to vet new products carefully and interview new suppliers intentionally. Don’t be shy—they need you more than you need them. Position yourself to partner with the best so your company will thrive in 2025 and beyond.
At Isaiah Industries, we take our customer relationships seriously. Our team has often heard me say that we’re successful only when our customers are successful. If you’re considering adding premium residential metal roofing to your company, we’d be honored to have your consideration. Go ahead and ask us what we will do to ensure that all your jobs run smoothly!
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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