The term “value engineering” is
one I have heard spoken by commercial roofing contractors as long as I
can remember. In this context it is a fairly straightforward process
whereby a given design or specification for a roofing system is pulled
apart, analyzed, and reconstructed in order to achieve more bang for
the owner’s buck. In an economy with more than a few challenges, it
would seem a good idea for all of us in the roofing industry to
consider turning our value engineering skills inward. In other words,
should your enterprise be constructed differently to meet the
challenges of 2008 and beyond?
The term “value engineering” is one I have heard spoken by commercial roofing contractors as long as I can remember. In this context it is a fairly straightforward process whereby a given design or specification for a roofing system is pulled apart, analyzed, and reconstructed in order to achieve more bang for the owner’s buck. In an economy with more than a few challenges, it would seem a good idea for all of us in the roofing industry to consider turning our value engineering skills inward. In other words, should your enterprise be constructed differently to meet the challenges of 2008 and beyond?
The craft work you do requires paying attention to hundreds of little details. Nobody’s perfect, but competent contracting companies make relatively few mistakes when it comes to working with the tools of their trade. What’s more likely to go wrong are communications breakdowns that lead to problems in the field.
Through the years I have discussed the need to raise prices and that setting too low of a price is the No. 1 cause of contactor failure. In tighter economic times, maintaining margins is more important than ever. A slower housing market, less rain and an overall change in consumer buying attitudes can cause contactors to panic and slash prices. Such random cutting of prices can lead to financial suicide.
Tile roof application is prominent in residential construction in the Southeast and Southwest regions of the United States. Tiles provide significant advantages on steep-slope applications. They provide distinctive architectural aesthetics because of their color, texture and the play of light and shadow. They are naturally fire-resistant. Other distinct advantages include durability and longevity. They are able to withstand harsh environments and, when properly maintained, could provide 50 to 100 years of service life.
Perhaps no aspect of the sales process has been more misunderstood than the skills of “closing.” The word itself implies an end to the process when, in reality, it should signify the beginning of a relationship. Closing is “opening,” and the process of successfully closing a sale need not be mysterious nor as combative as many salespeople have been taught in their careers.
Ken Hendricks, perhaps more than any of the upper-echelon leaders in the roofing industry, really knew, respected and understood the roofing contractor. He was one. He never forgot where he came from and never veered from his vision to do the very best he could for the people in the industry that he grew up in and loved. His perspective was at once crystal clear and unique - truly one of a kind.
When properly applied, coatings can provide significant advantages to a roof system. Coatings have been documented to expand the service life of existing roofs, improve a building’s energy efficiency, resist degradation from chemicals and ultraviolet radiation and eliminate the formation of small cracks associated with these degenerative conditions. Improper coating application leads to premature coating failures, which could lead to the demise of the roof system.
The late 1990s were the best time ever for the airline industry. Seats were packed elbow-to-elbow and the airlines made more money than ever before. United Airlines, then the nation’s biggest carrier, saw its stock price jet to more than $125 a share. United’s biggest hub is in my hometown of Chicago. They go almost everywhere out of O’Hare Airport and their fares are usually among the lowest, so I fly them a lot. What I remember most about traveling in that prosperous era was the rudeness and arrogance of United employees.
Rule No. 1 in the roofing business - We don’t put new roofs on houses, we put roofs on homes. There is a big difference between a house and a home. A house is a project, a physical entity, which is built and remodeled according to schedules with ladders, scaffolds and materials. A home is a place that neighbors admire and where families raise their children. Adhere to Rule No. 1 and you will already have distinguished yourself from the competition.
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