b'May, 1991 TROOFER MRCA\'MonthlyNewsletterforProfessionalRoofingContractors s InsuranceRoof Watch Renewal TimeCirculation NearsIncreases byHarlan Hanson, MRCA PresidentRoof Watch,the newest benefit of your MRCAhasoutbe May1st is a very important date for ourmembership,turnedtoa company.This date begins a new yearboon for those companies participating in for ourinsurancecoverageforworkman\'sthe marketing newsletter program.Since compensation, liability insurance, auto anditsinceptionlastfall,the programhas other insurance coverages.The quotes IsparkedtheinterestofmanyMRCA receive for coverage can greatly affect theHarlan Hanson, MRCA Presidentmember companies,and circulation has profitability offirm.jumped from 15,500 to over 20,000. our insurancecompaniesthatnormally atParticipating companies have found that My firm starts preparing for this renewalwouldn\'t even looka roofing contractor because ofmailingthisquarterlynewsletterhas date in January.We dothis by pullingthe class underwriting stigma. together asdata on insurance carriersincreased name recognition, client bases, much as we can. WhatThis process of letting agents send thisand sales contacts.It Central States Roofing isis designed to help the preparing to do is select three orinformation to several companies almostroofmg contractor get his name out to his four high quality insurance companies we want tobackfired on us three years ago.It seemscustomers by furnishing them with a source havea client. Inthat two agents sent the informationtheofand pertinent information.That lookatourfirmastoday\'stotimely market, it is important to select a financiallysame insurance company, who insentmakes itjunk tummuch more viable thanmail product news. sound insurance carrier.If you select thetheword out on the street that Centralor wrong company, you could find you haveStatesRoofingwas having anyone and paid thousandsdollarspremiums onlyreceivedRoof everyone bid on its insurance. WeA personalized, four-page newsletter, ofin tobe cancelledbecausethe carrier hasreplies such as "We are too busy," and,Watch is filled with timely and informative gone bankrupt."The classis too risky for us to botherarticles about the roofmg industry.It targets quoting them."the roofing contractor\'s customer - the After we select these firms, we then preparebuildingowner,buildingmanager, other individual information on our firm showingcurrent agentarchitect, plant manager, or a folder ofFortunately, ourat that time about thismidwho makes decisions about the construction the carrier that we are not just an XYZfound outinto late March Roofing from Anywhere USA, but a qualityand called me with the information.Weand maintenance of roofs on commercial businesswhichinstallsroofing.Thiswere then able to tum what could havebuildings. information includes a three-year historybeen a disaster into a winning situation. our company\'s volume, insurance losses,agentI visitedit ofMyandhim and I gave himParticipants should note thatis the norm sidetheif!in the printing industry to run, for each payroll figures, automobile and drivers listsmyofstory. I stated thatdon\'t let more than one agent lookmy businessorder placed, extra copies totalling as much and other information needed by the carrierat to put a firm quote together to cover ourand my current carrier decides to give meas 10% ofThe printer will bill the order. needs.thirty daysnotice of cancellation as ofMRCA for these extra copies, and MRCA, April 1st, then I would be out ofin turn, will bill the participating company. business. sevenSoif do not be alarmedyou are invoiced for We started this practice about six orIsuggestedthatmyagentinvitehis an odd number of years ago and it has helped open doors tounderwriter to visit our office and get acopies! on Continued on Page 4ContinuedPage 4 8725RosehillRoad,Suite210,Lenexa,Kansas66215Phone:(913)599-6600Fax:(913)599-6500'