b'two helpers for every threeNRCA\'s New journeyman) ifTools the helper classification is specified on aisto AidRoofers contract wage determination or approved pursuant to the conformance procedure. your company, in addition to the All federal construction contractsquality service you provide.The identifying for which bids are solicited orprogram assists you in negotiations concluded afterobjectives, emphasizing your January 29, 1992, should complycompanys strengths, and with the regulations.minimizing its weaknesses.Italso explains how to establish (NRCA Washington Office.reasonable, yet profitable, growth Craig Brightup 202-546-7584)goals for your company, based on the strengths and weaknesses you Reprinted with permissionhave identified. from the Western States Roofing Contractors Association, the"Putting Your March/April 1992. issue ofSales Plan intoThe program assists youin Yoi.c_e_ ofThe National Roofing ContractorsAction" the West.identifyingobjectives, Association is offering for sale andescribes how 18-minute video entitled, "Workerto implementemphasizingyour Retention: Hired Today, Hereyour company\'s,hd Asphalt ShingleTomorrow."goal-orientedcompany sstrengts,an ProblemToe video describes three steps insales program.minimizing its weaknesses. Writing jobItalsoexplainshowto welcoming new roofing companydescriptions, Due to reported problems withemployees: office orientation, jobrecruiting salesestablishreasonable,yet asphalt shingles, in particular thesite orientation, and follow-uppersonnel,profitable, growth goals for cracking and splitting ofmeeting.Each step shows howpreparing a theyour company . asphalt fiberglass shingle inproper treatment, combined withsales forecast, the Midwest, MRCA is urgentlyproper training and information,and evaluating a few requesting your response to thehelp a newly hired employeea sales program are justof enclosed questionnaire regardingbecome a valuable part ofthe topics covered in this part of your asphalt shingles.From yourcompany team.the program. response, MRCA can study and investigate this problem.MRCAThe NRCA video comes with aThe companion workbook plans to report its findings duringmanual providing a detailedcontains information to reinforce its conventiondiscussion ofwhat was described in thethe video, sheets that enable this year in St.key points.Theand workyou to Louis,MRCAisseekingtheprice, includinglogically structure and personalize November 1-3,both the videoyour sales program. _ olutionstothisproblem,and the manual, 1992.-Please.do2 -~-t- - - -not delay.butcan\'twithoutyouris-flOOforDeveloping a Sales Program: A Complete themembers andGuide for Roofing Contractors enclosedfeedback.Pleasetakea$150 for non costs $300 for NRCA members p and $350 for nonmembers.(These questionnairemoment to respond by Julymem~ -and return it to8,1992. Thankyouforyourprices do not include shipping and theMRCAAnother NRCAhandling.) office by JULYcooperation in this matter.tool, Developing 8, 1992.a SalesContact the NRCA office for these (MRCA, 4840 West 15th Street,Program: A Guide for Roofingtools at NRCA, 10255 West Suite 1000, Lawrence, KS 66049- Contractors, is now available.Higgins Road, Suite 600, 3855 or#: 913/843-7555.)This 37-rninute video program isRosemont, Illinois 60018, or 800-FAX divided into two parts:"Devising323-9545. MRCA is seeking the solutions toYour Sales Plan" and "Putting this problem, but can\'t withoutYour Sales Plan into Action." your feedback.Please take a moment to respond by July 8,"Devising Your Sales Plan" 1992.Thank you for yourguides you through the decisioncooperation inmaking process involved in this matter.the development of a successful sales program.Itthe issue of addresses promoting the professionalism of Page3'