Market your maintenance program

Knowing how to market a maintenance program is important to client relations

If only the phrase "If it ain't broke, don't fix it" could be erased from consumers' memories. But that's pretty much the way most homeowners and building owners regard their roof systems, and convincing them to partake in a roof system maintenance program can be difficult. Although maintenance programs traditionally are not sufficient revenue generators, some roofing companies have found that roof system maintenance programs—if marketed properly—can help build upon a loyal customer base.

Why they do it

For small roofing contracting companies, it often is challenging enough to get projects completed—let alone check on roof systems that may have no apparent problems. But companies that have maintenance programs have definite ideas about what the programs can accomplish. And regardless of your company's size, some of their ideas may apply.

"Our primary objective in having a maintenance program is relationship building," says Mark Santacrose, chief executive officer (CEO) and president of Tecta America Corp., Skokie, Ill. "We have found that caring for our customers' roof systems over time builds strong working relationships."