BUSINESS MANAGEMENT
www.mrca.org  —  Midwest Roofer
6
I
n the commercial roofing industry, 
the landscape is constantly 
evolving, and the demand for 
specialized services continues 
to grow. As service departments 
expand, the need for dedicated roles 
becomes more apparent. One such 
role is that of an estimator who focuses solely on 
bidding and selling service work within a repair 
and maintenance department. This dedicated 
approach can yield significant benefits, driving 
both efficiency and profitability.
Improving Accuracy and Efficiency in Bidding
A dedicated estimator for service work brings a 
level of precision and focus that is often unmatched. 
By concentrating exclusively on service-related 
opportunities, estimators can develop a deep 
understanding of the nuances involved in repair 
and maintenance work. This expertise leads to 
more accurate bids, which in turn can increase 
the chances of winning jobs.
One peer group member shared, “Before hiring a 
dedicated service estimator, our bids were all over 
the place, and we were losing jobs to competitors 
who simply knew how to position their bids better. 
Since bringing in a dedicated estimator, not only 
have our win rates improved, but the overall 
profitability of our service work has increased 
because our bids are much more in line with the 
actual scope of work required.”
Focusing on Service-Specific Opportunities
Service work is distinct from new installations 
and requires a different approach. A dedicated 
estimator can identify opportunities that might 
be overlooked by someone whose focus is split 
between service and new construction bids. They 
can also tailor their sales approach to the unique 
needs of service customers, enhancing the overall 
customer experience.
“Having an estimator who understands the specific 
needs of our service clients has been a game 
changer,” another peer group member noted. “Our 
clients feel like they’re getting a tailored service 
because our estimator isn’t trying to juggle multiple 
types of bids. It’s a more personalized approach 
that builds trust and keeps clients coming back.”
Becoming the Trusted Advisor for Ongoing 
Maintenance
Since a dedicated service estimator does not sell 
new installations or complete re-roofs, their focus 
is solely on the ongoing care of the commercial 
BOOST SERVICE SALES
WITH A DEDICATED 
ESTIMATOR
By: Adrian Hilton

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