b'TheStrategyof Re-RoofingforProfitl A SKAROOFERaquestion. and you\'ll get as many answers asthereareroofers.EachhashisNO SECRETS own opinion . . . and as varied as the answersare,theyareallcorrect. ABCaskedanumberofsuccessfulcontractors how they managed to keepbusyduringthepasteighteensaysW.F.ROSENOW monthswhensomanyotherswere idle.Their answersareincorporated.HansRosenowRoofingCo.,Chicago inthisissue.Inaddition,weare printinganarticlebyW.F.Rosenow,Pres.,HansRosenowRoofingTHERE ARE no secrets for beingsales.Oneofthehindrancesall Co.,Inc.,Chicago,Ill.,inwhichhesuccessfulinroofingorre contractorshadtocopewiththis reiteratessomeof themajor reasons fortheirsuccess.roofing.Allittakesishonesty,year,whichhashamperedmany Beforeacontractorcanmakeacommon senseand hard work.contractor\'sthinkingandsales,was profit,hemustof coursehavecon For instance,the firstquarterofmostly due to price increases in matracts for which his company ispaidthisyearwasmostdisastrousforterialandtheuncertaintyoflabor uponcompletionofthework.Themost roofing contractors because ofincreases,alongwithproduction first problem is therefore, how do youa lack of work.Maybe our companywhich seems to wane with every insell these jobs.Here are ten tips fromprojectedourselvesandstarted pro crease. industry people:moting reroofing from our thousandsTherealsoisaveryimportant ofpreviouscustomerswhoseroofsingredient torememberandthat is GettingSalesby.wereaboutreadyforservicingortheknackofmakingaprofitand (1) making a lot of callsreroofingandthereforeweofferedthisisnotpossibleunlessthereWhatshouldacontractordotofreeinspectionsaswellaswritingroofingortear-offisgivenmuch make his sales curve goupward? Ac specificationswhichwefeltwerestudyand planningduringtheesticordingto oneindustrymanufactur suitable for the building in question.matingaswellasduringtheoperer, "To get results, you\'ve gotta makeHowever,thereisonethingtore ation.Justonemistakeinjudgcalls."He told alittle storyabout amember and that is,if the roof canmentonatear-offwillmeana cartoonistwhouponhearingthisberepairedinsteadofamaximumpotentialprofitbeing turnedintoa quotation,wasmischievously inspiredreroof,theownershouldbein disastrous loss. to drawacat wearing asmugsmileformed accordingly.It may cost youAgainIreiterate,ifreroofingis beingfollowedbyhalfadozenkit thesaleforthepresentbutyourto be a main operation of your rooftens.organizationwillberemembereding business, it can only be built up Seriously, he said his company hadwhenthereroofbecomesnecessaryovertheyearsbyhonestsurveys testedthistheorybygivingtheirwhetheritbenext yearor 5yearsandquotationstogether withgiving salesmenquotasintermsof"calls"fromnow.Toomanycontractorsyour utmost on a$25.00 to $100.00 ratherthan indollars.The salesde aresoanxiousforanimmediatepatch job which eventually will gain partmentplottedtheresultsinthesale, he squashes thesalebefore hethe confidence of your customer that formof threecurvesforeachsales hasthe owner\'s confidence.you will be given preference when a man.ThefirstcurveshowedtheIn our companies position we aresizeablejobisimminent.Thistonumberofcallsmade.Thesecondmostlykeptbusyon newconstruc getherwithajust price willenable curveshowedthenumberoforderstion and we very seldom are in suchanyroofertogethisshareofthe obtained,andthethirdcurveplottedapositionthatapressuresaleonimmenseamountofreroofingand thedollarvolume.Thethreecurvesreroofing is necessary.Having overtear-offs contemplated for the future. ran almost parallel for everyman onacentury of customers, we do have thesales force.quite a reputation to call upon whenIt isnever too late to take invenMostcontractorswon\'thaveawork is needed for our forces.toryof our talentsand put them to largestaffofsalesmentotestthisThis year was no exception as thework creating new work and profits theory. but the basic truth holdsfirst half of 1971we are well aheadforall.It is there to be had.Why whetherit appliestoonemanoraof anyother year inour historyinnot take your share? hundred. (See nextpage) SEPTEMBER,19717'