Timothy Hershey, President of Thoroughbred
Contractors in Shelbyville, Ky., has been involved in the commercial and
industrial roofing business for nearly 25 years.
Timothy Hershey, President of Thoroughbred
Contractors in Shelbyville, Ky., has been involved in the commercial and
industrial roofing business for nearly 25 years.
“Are you doing the little things that no one else wants to do?” Hershey asked
roofing contractors. “Everything we do is part of a process. Are you different?
Are you unique? Do you want to be the same as everyone else? Are you bidding
the same work everyone else is?”
At Best of Success, he outlined of the steps his company has taken to flourish
despite a tough economy. “What have a lot of contractors done in some of the
worst financial times our country has ever seen?” Hershey asked. “Did they
increase marketing, add individuals to their sales staff, see more people than
ever? Or did they cut overhead, reduce staff and/or lower their numbers to get
work and hope that things got better or turned around?”
Thoroughbred Contractors added staff, added salespeople, called on more
customers and increased its customer base by 25 percent. “We did exactly the
opposite of what we thought everyone else was doing,” Hershey said.
Hershey stated his company puts the client first every time and in every
situation.
“What is this all about? The people and the companies we serve,” he said. “How
do we make it happen? Have all employees with the same commitment and excellent
people skills.”
“Our goal is to have them for life,” he said of his customers. “We will be
there to help them. We become their consultant.”
His company philosophy is: “To repair, restore, renovate or enhance their roof
system,” he said. “When no other option makes good financial sense, we will
then help them prepare a plan to replace.”
For Hershey, the client is king. “Without the client, we don’t exist,” he said,
urging contractors to talk less and listen more. “Remember, if you say it, they
tend to doubt it. If they say it, it’s true. We let our actions speak and keep
opinions to ourselves. Talk about them; it’s always about them.”
Building relationships is just a start, said Hershey. The goal is to establish
trust. “You’re the professional - act, walk and talk like it,” he said. “Our
number one goal is: Trust us.”
Hershey recommended that contractors establish goals, track everything and have
a professional appearance. In closing, Hershey said, “Be unique, be careful,
set yourself apart, and do things that no one else wants to do.”