If you are a commercial company you should know that repairs and maintenance are very profitable and can be used as a precursor to many long term relationships. If you are an owner/operator, spend at least one full day per week in a pair of khakis, golf shirt (preferrably logo's), and a nice pair of boots and go to the local manufacturing plants, property managers, multiple property owners, and try to get a few minutes of their time. You most likely will not get any work the first time so be persistant. Once you get a bit of repore, drop in a box of doughnuts or have a pizza sent over at lunch. You know going in that these companies have a roofer. Maybe they are tired of them and in the market. You will find this a few times and be at the right spot at the right time. I recognize to them that they have someone in place, but I tell them I want an opportunity to show them how beneficial it can be to work with our company and some of the services that we offer. I ask them to give me their worst leak....the one noone else has been able to fix. If I can't fix it, I won't charge them. If I do fix it, I expect a little more business from them, etc. If you don't perform, you don't deserve the account. It's a win/win for both parties. What I have found is that people calling into the office are for the most part price shoppers. Go out and drum up your own business and built your client list. At some point, you will be watching the weather and get excited when a rain is coming as you know that you will bill out severl K in leak business from clients. Offering and selling roof asset management programs are a very good product to couple into your presentation. Some companies will offer to survey a roof for free and work something up betting on the come and hoping their professionalism and reports will blow the client away and some charge a small per sf fee for the service. Do whatever you are comfortable with. I don't charge for it because our presentation is so well versed and packaged that we rely on the 'look at what I am missing' response.
If you are a local only contractor, you can make an incredible living off of simply repair and maintenance work. I have a good friend who started a company locally called 'Leakbusters' (ghostbusters logos and all) and he primarily fixed small shingle leaks at $199 per pop minimum charge. That includes 1 hour of service for 2 repairmen and up to $30 worth of materials. He cleans up on the leak calls, but usually gets a lead in to do more profitable maintenance work and the occasional tear off. Be creative, be persistant, but most of all be able to stop the water from coming into the building with professional and appropriate repair methods. Leave the pookie in the truck!
