b'BUSINESS MANAGEMENTIt Just Went Click. Did you hear it?Greg HayneRoof Management, Inc. in Mt. Prospect, ILI train commercial roofing contractor service departments, facilitate industry-specific peer groups and mentor/coach construction executives. Historically, most roofers could care less about service departments, viewing it as a necessary evil. They wouldnt know what a peer group was if it reached up and bit them in the.well, if it bit them. And the idea of having somebody coach them to be better at running their business wasnt a thought that they wouldthe smart ones are recognizing that consider. they need to change and adapt to meet Look how successful I am. I am makingthe changing needsmore money than I ever thought I would. Why do I need help?a common roofersEvidently, they are beginning to understand mantra. that there is more to running a successful That has just changed, to my completeroofing business than just putting on a good surprise. roof. And, the smart ones are recognizing Last year at the IRE I gave exactly the samethat they need to change and adapt to presentation I gave in 2014, entitled Howmeet the changing needs and demands To Sell Preventative Maintenance (And Whyof their customers. They are starting to You Need To). The talk was virtually identical.reach out to people who can help them The response was not. This year there weremake those changes and they are taking way, way more contractors coming up toreal steps to actually make the changes me and asking questions, stopping at ourthey perceive they need to make. Whether booth to discuss how we could help themit is getting coaching, training, mentoring get better at service, or otherwise discussingor getting involved in a professionally run with us ways we might be able to help themindustry peer group, they are willing to put grow their business. As I write this, we are stillaside the egotistic mindset that I dont handling follow ups from the IRE. Yes, this isneed help, I can figure it out for myself and great for us, sure. But it represents somethingare beginning to embrace the idea that much more important. The industry isthey can grow their businesses a lot faster changing and contractors are starting toand with a lot less reinventing the wheel by adopt a more progressive mindset towardinvesting in themselves.their work. Not only has their interest piqued,Did you hear the click too? If you did, then but the quality of questions they are askingconsider attending my session at the 2018 has improved too. This means they haveMRCA Conference entitled, How to Start (or been thinking about these things for a while.Grow) a True Service Department. It will be No longer is it Why should I bother with apresented at 2:00 p.m. on Thursday, October service department? Now it is more likely25th at the Omaha Convention Center in to be What is the best first step I can takeOmaha, Nebraska.to improving mine? Something has gone click for roofers.44 www.mrca.orgMidwest Roofer'