b'BUSINESS MANAGEMENTBOOST SERVICE SALESWITH A DEDICATED ESTIMATORBy: Adrian HiltonI n the commercial roofing industry,haveourwinratesimproved,buttheoverall thelandscapeisconstantlyprofitability of our service work has increased evolving,andthedemandforbecause our bids are much more in line with the specializedservicescontinuesactual scope of work required.togrow. AsservicedepartmentsFocusing on Service-Specific Opportunitiesexpand, the need for dedicated rolesService work is distinct from new installations becomes more apparent. One suchand requires a different approach. A dedicated role is that of an estimator who focuses solely onestimator can identify opportunities that might bidding and selling service work within a repairbe overlooked by someone whose focus is split andmaintenancedepartment. Thisdedicatedbetween service and new construction bids. They approach can yield significant benefits, drivingcan also tailor their sales approach to the unique both efficiency and profitability. needs of service customers, enhancing the overall Improving Accuracy and Efficiency in Bidding customer experience.A dedicated estimator for service work brings aHaving an estimator who understands the specific level of precision and focus that is often unmatched.needs of our service clients has been a game By concentrating exclusively on service-relatedchanger, another peer group member noted. Our opportunities, estimators can develop a deepclients feel like theyre getting a tailored service understanding of the nuances involved in repairbecause our estimator isnt trying to juggle multiple and maintenance work. This expertise leads totypes of bids. Its a more personalized approach more accurate bids, which in turn can increasethat builds trust and keeps clients coming back.the chances of winning jobs. Becoming the Trusted Advisor for Ongoing One peer group member shared, Before hiring aMaintenancededicated service estimator, our bids were all overSince a dedicated service estimator does not sell the place, and we were losing jobs to competitorsnew installations or complete re-roofs, their focus who simply knew how to position their bids better.is solely on the ongoing care of the commercial Since bringing in a dedicated estimator, not only 6 www.mrca.orgMidwest Roofer'