Striking a balance

Roofing contractors can implement successful business models for low- and steep-slope markets

Many roofing contractors throughout North America split their businesses between residential and commercial roofing. Although some work strictly in the steep-slope roofing market, it doesn't mean those interested in expanding their businesses can't move into the low-slope market, as well, and vice versa.

"If you're a roofing contractor doing residential work, it doesn't mean you can't do commercial work," says Jim Kirby, technical adviser for GAF, Parsippany, N.J. "It's another way to expand your business."

My company, McMahon Communications, Indianapolis, talked to three successful roofing organizations that sell and install both steep- and low-slope roof systems to learn more about how their business models work. We discussed the challenges they face when dividing their focus in terms of human and capital resources, training and business operations.

E. Cornell Malone Corp.
Jackson, Miss.