The top revenue-generating company on the Roofing Contractor Top 100 list is Canonsburg, Pa.-based CentiMark Corporation. The company’s 2009 revenue of $404.9 million was up one-half of one percent from 2008.
“Over the past 42 years CentiMark has grown internally through geographic expansions, increased product offerings and an aggressive National & Global Account program,” said Timothy M. Dunlap, President and COO, CentiMark Corporation. “Our use of technology in roofing is a direct response to our customer’s requests: AirClic phones to take before and after pictures; comprehensive online roof asset management programs and aerial photos of customer facilities.”
Saving energy and going green is what customers are requesting from CentiMark Corp. “We are responding by suggesting our TPO roof systems, daylighting solutions, solar panels, reflective energy-efficient coatings and green roofing solutions,” he said.
In a tight economy like the United States has faced over the last couple years, CentiMark has persevered.
“You need to constantly monitor your sales results, changes to revenue, gross profit margins and continually adjust your overhead based on your specific situation,” Dunlap said. “You also have to monitor sales trends and activity levels such as the number of proposals being delivered and the corresponding closing ratios. This gives you a glimpse into future sales and revenue.”
Dunlap said in a competitive market, customers are choosy.
“Based on this, the most important thing is to listen to your customers,” he said. “If they want online database management, preventative maintenance programs, roof repair, daylighting, solar panels or green roofs, do you have the capabilities to provide those solutions to your customers? Our answer is yes!”
Despite being the top revenue-generating, CentiMark has not been immune to the sluggish economy.
“There are now more contractors competing for fewer jobs,” Dunlap said. “Clearly our industry is more competitive and there has been a noticeable pressure on pricing over the last 18 months. As a result, we have had to look at how we go to market from a sales perspective and place a greater emphasis on the operations side of our business to increase efficiencies.
“Capturing additional opportunities on the roof along with expanding offerings to our customers is what will allow us to continue to succeed in the years to come.”