This time we're sitting down with Martin Pettigrew, founder and CEO of Monarch Roofing (and Monarch Solar), as well as Monarch's Marketing Director Stephanie Bohardt. Monarch serves residential and commercial customers throughout the Carolinas. A GAF Master Elite Contractor and a Two Star President's Club Award Recipient, Martin is absolutely obsessed with customer acquisition. And it shows!

We asked Martin and Stephanie exactly how they consistently maintain their best-in-class status, and we got some feedback on a new GAF product they have been using. Monarch has installed a lot of our new Timberline HDZ shingles - Accuracy Made Easy! - in the past few months, and we were eager to hear what they thought. Spoiler alert: they like them!

Topics discussed: 00:00 - Intro 05:17 - Relationships and philanthropy 08:32 - Obsessed with the customer 12:32 - Leadership summits 16:24 - Sales processes 20:54 - Branding 26:06 - The value of GAF 28:59 - Timberline HDZ: Accuracy Made Easy 31:50 - Community engagement 37:16 - One piece of advice

Learn more about what we discussed in this episode:

Timberline HDZ

Connect with us:

GAF on Twitter @gafroofing, Facebook, and on the Web.

Monarch Roofing on Facebook, Instagram, and the Web.

Email GAF Contractor's Corner at ContractorsCorner@gaf.com.

Our guest this week is Wade Baughn, a founding speaker in the GAF Expert Value Series. Wade teaches contractors how practical and profitable it is to build better roofs by strictly following IRC codes and the GAF Pro Field Guide.

As a long-time specialist in the insurance restoration business, Wade has discovered that code compliance means opportunity for contractors, homeowners, and even insurance companies. Understanding and applying those codes may wind up increasing the scope of a job. In some cases, repairs become complete reroofs. But, as he advises, “Manufacturers, insurers and the government have already written the rules on how a roof should be installed. Following those guidelines is simply called ‘doing it right.’”

Contractors who’ve attended Wade’s EVS sessions often return over and over. We hope this episode of Contractor’s Corner inspires you to attend one, or request one, near you.

Topics discussed:

00:00 - Intro 03:06 - Reading the instructions 04:21 - Subtleties in the codes 06:13 - Completing the job 06:59 - Response from roofers 07:59 - Expert Value Series 10:40 - Proper installation 12:14 - Insurance companies 14:04 - Financing 16:24 - Decking 18:08 - Other tidbits 20:40 - CARE and the Pro Field Guide 22:12 - Advice for Other Contractors 24:36 - More about Wade

Connect with us:

GAF on Twitter @gafroofing, Facebook, and on the Web.

Email GAF Contractor's Corner at ContractorsCorner@gaf.com.

Our guest this week is Andy Lindus, of Lindus Construction. Lindus Construction has been in business since 1979; Andy and his brothers are the second generation of owners. Andy believes that every encounter with a client is an opportunity to earn a customer for life.

Andy discussed why managing your brand is so important in the age of HomeAdvisor and Angie's List. He gives us insight on his unique approach to sales as well as the unique value proposition he gets from working with a manufacturer like GAF.

Topics discussed:

(0:00) Intro (0:58) Background (2:09) Unique approach to sales (3:36) Farming roots (4:53) The Lindus Construction brand (6:05) Andy's radio show (8:32) The GAF brand (10:53) Selling the Golden Pledge (13:12) Reputation management (14:43) One piece of advice (17:25) What percentage of customers finance? (19:38) StainGuard Plus (21:20) The Lindus selling technique (22:32) Learn more about Lindus Construction

Learn more about what we discussed in this episode:

• StainGuard Plus
• WCCO

Connect with us:

GAF on Twitter @gafroofing, Facebook, and on the Web.

Lindus Construction on Twitter @LindusCon, Facebook, Houzz, and on the Web.

Email GAF Contractor's Corner at ContractorsCorner@gaf.com.

Our guest this week is Gregory Bjornson, Financing Program Manager here at GAF. Greg advocates including a financing discussion in every single in-home sales meeting, even if you're already happy with your close rate. (But really, who's completely satisfied with their close rate...?)

Greg joined us to explain why so few roofing jobs - somewhere between just three to seven percent of them - involve a financing plan. He recommends a number of ways the roofing contractor can help their customer get the roof of their dreams through the usage of financing. Offering financing gives your customers more options, and gives you more opportunities.

Topics discussed:

(0:00) Intro (0:47) Financing in roofing vs. other industries (2:24) Why offer financing if you're already successful? (6:22) Frequent hang-ups (8:15) How to begin offering financing (9:35) Margin vs. markup (11:07) Talking to your customers (14:07) Where to learn more (15:36) One piece of advice for contractors

Connect with us:

GAF on Twitter @gafroofing, Facebook, and on the Web.

Email Contractor's Corner at ContractorsCorner@gaf.com.

This episode is the conclusion of our discussion with Kelly and Janice Stitzer of CIG Construction in Colorado. If you have not yet listened to the first part of our conversation, please tune in to Episode 003 before listening to this one.

Kelly and Janice stopped by to discuss the importance of branding, what they look for when hiring new employees, the value of working with an executive coach, and what's in store for the future of CIG Construction.

Topics discussed:

(0:00) Intro (0:30) The importance of branding (2:54) What to look for in employees (3:52) The value of referrals (6:57) Staying in business, and continuing to grow (10:19) Breakthrough Academy (11:43) Working on the business vs. in the business (14:56) How it feels to take a step back (16:57) Replacing yourself and having an exit strategy (18:49) One piece of advice for contractors (22:17) Looking towards the future

Learn more about what we discussed in this episode:

• Breakthrough Academy

Connect with us:

GAF on Twitter @gafroofing, Facebook, and on the Web.

Email Contractor's Corner at ContractorsCorner@gaf.com.

CIG Construction on Twitter @CIGConstruction, Facebook, Instagram, and on the Web.

This episode features Kelly and Janice Stitzer of CIG Construction in Colorado. They are a husband and wife team with a strong work ethic, diverse backgrounds, and a passion for quality that informs each and every business decision they make.

Kelly and Janice stopped by to discuss the unique nature of their partnership, their focus on the customer experience above all else, working with a business coach, and the peace of mind that comes from both learning how to hold to your price and sometimes being willing to walk away from a sale.

Our discussion was so interesting that we went a bit long! Be sure to check back soon for Part 2 of our discussion with Janice and Kelly.

Topics discussed:

(0:00) Intro (0:57) Background (4:34) What shaped CIG Construction? (6:19) Business coaching (10:55) Looking closely at your P&L (14:08) The problem with free upgrades (19:04) Value and price (20:52) Branding and the customer experience (26:18) Project management (28:36) The value of being a Master Elite

Connect with us:

GAF on Twitter @gafroofing, Facebook, and on the Web.

Email Contractor's Corner at ContractorsCorner@gaf.com.

CIG Construction on Twitter @CIGConstruction, Facebook, Instagram, and on the Web.

This episode features Amy Ochsenreiter, a GAF product manager responsible for the DecoTech Solar Roofing system, who provided us with a kind of "Solar 101" crash course.

Amy has been traveling the country talking to contractors about the emerging solar roofing market. If you have a question about solar, chances are good that Amy has answered it for somebody already. Amy gives an overview of the business and explains some of the opportunites and chllenges facing roofers who plan to transition into solar. In addition to discussing concepts such as net metering, SRECs, and the permitting process, Amy addresses the biggest solar question of all: how does a roofing contractor know if getting into solar is a good business decision?

Topics discussed:

(0:00) Intro (1:05) Basic questions (4:02) Educational resources (6:54) Net metering (7:55) "Should I be in solar?" (13:30) Labor/training (14:16) First steps and red flags (16:06) StainGuard Plus (16:58) Surprising questions (18:04) Solar in winter (20:16) The future of solar

Learn more about what we discussed in this episode:

• DecoTech
• SEIA
• Greentech Media
• DsireUSA
• SolarPowerRocks

Connect with Us:

GAF on Twitter @gafroofing, Facebook, and on the Web.

Email us at ContractorsCorner@gaf.com.

This episode features Dior Vass of Dior Construction, who stopped by to chat with our host about how he uses his position as a roofer to give back to the community, while still having time to grow the size of his business along the way.

Dior Vass is based in Paramus, NJ. Since 2010, his company Dior Construction has roughly doubled in size every year. Despite the pace of growth, Dior maintains a commitment to serving his community. When it comes to marketing, he applies a unique mix of old-school shoe leather, excellent word of mouth, and cutting-edge digital marketing.

Topics discussed:

(0:00) Intro (1:00) Giving back to the community (5:55) Pride in one's work (7:59) Marketing strategies (9:24) Word of mouth (10:38) Being a Master Elite (11:52) Finding employees (13:33) Get involved with the community (15:04) Invest in yourself (16:18) Social media and SEO

Learn more about what we discussed in this episode:

• Habitat for Humanity
• Roofs for Troops
• NRCA

Connect with Us:

GAF on Twitter @gafroofing, Facebook, and on the Web.

Dior Construction on Twitter @diorcoroofing, Facebook, and on the Web.