Not all Roofline Quotations are equal
Not all Roofline quotations are equal
Differences in Roofline selling techniques
Before we go any further, I have to just ask you once again to just go with the flow on this article and stick with it – just like I did on my page choosing the right installer and you’ll at some point get what I’m on about!
OK so what are you trying to say here?
That sales methods over the years have changed?
Well big deal, obviously some things are going to be different, aren’t they?
And it doesn’t effect the cost of what I end up paying does it?
Or indeed affect my property does it?
Well if I said YES, all these things could be affected, then without further ado, I better start explaining… Lets just for a moment, compare PVC-u Roofline sales with replacement PVC-u windows sales.
Whatever the year, with window sales there is normally an expectation that you will at least get to see the window that the window company will be installing and whilst this has always been the case, things are not so clear cut when it come to Bargeboards, Fascias, Soffit’s and Guttering which have seen a definite change over the way these products are sold during the past 5 years.
A Roofline installation comprises of various components and traditionally you would show a sample of each to your prospective customer and explain how they go together and the benefits of using such products. Some companies would go heavy on the technical details hoping to impress the customer who might be bamboozled into paying a higher price. But even if you don’t show the customer every piece, then you should still explain what they are getting for their money and how they go together. This is how things have always been.
Skip forward to 2021 and the new trend it seems, is to not show the customer anything! This has certainly been ‘certified’ by the presence of Covid 19 as the new standard; nobody is shown anything and with this, has gone most of the discussion and explanation as well.
This has the following cause and effect
Once the customer has given the go ahead and because you haven’t seen anything that’s going to be fitted on your house the ‘dishonest’ Roofline business, can now do the following…
Supply the very cheapest Fascia & Soffit boards, especially for you!
Supply and fit over cladding boards over the existing wooden Fascias.
Supply and fit over cladding boards on their own – half the thickness – half the price.
Supply and fit unbranded guttering components that do not fit very well together.
Remember, the roofline industry is unregulated so its not judged even incorrect let alone illegal to also:
Not mention how important building in ventilation to a property is therefore they can just leave it out completely.
Not use a premium Eaves Protector, in fact why use one at all.
And the same goes for the bird/vermin guard, maybe leave that out or use the one they already have, which could be the wrong one.
Leave out some or all of the important components
Make sure you see what you are getting for your money
This in turn has its own knock on consequences as these jobs are then often sub contracted out for the lowest price thus removing the necessity for scaffolding – because now the money for scaffold is not there and so what little there is left to install, is all done by ladder…
And working on ladders, means most of the time, wavy uneven ill-fitting Fascias & Soffits but who cares? Nobody really, except you might be surprised to learn that your home insurance company might not be so happy as any accidents [unplanned or otherwise if you get where I’m coming from] that occur whilst on your property will be your responsibility, such as the uneven ground which made one of the ladders twist and a man seemed to fall, but not that far to the ground. Now it is two years later and you are very dismayed to find that, that same man hasn’t been able to work since his ‘accident’ but luckily you were insured so he is taking full advantage of the situation!
Other knock on consequences include the detriment to your property which now ‘rebuilt’ with poor quality products – with half of them missing, will now under perform itself, with a damp loft and mould spores appearing on the upstairs ceilings.
And finally because they are effectively only fitting half the products, they are twice as quick, so can get more work done in a day and can therefore potentially earn more money than all of us put together.
So when getting a quotation for new Fascias, Soffit’s, Bargeboards and Guttering, make sure you see what you are getting. If you cannot see any of the products, then at least get a list of the items and on the installation day, ask to see them and watch them being fitted.
And very finally of course, how can we possibly get near to these people on price so when our potential customers opt for the cheaper quotation, which some do, they wrongly assume the only difference is the difference in cost, when in fact they couldn’t be further from the truth.
So it’s very much a case of “You wanted a cheaper job, you got one!”
And to bring this subject nicely to a close, I remind myself of something that is absolutely standard issue to all Sales Reps across the country. It’s a piece of paper that should be clipped into every portfolio and it is the famous quote by the equally famous John Ruskin, English writer and philosopher who wrote
“It is unwise to pay too much, but it is worse to pay too little.
When you pay too much, you lose a little money – that is all.
When you pay too little, you sometimes lose everything, because the thing you
bought was incapable of doing the thing it was bought to do.
The common law of business balance prohibits paying a little and getting a
lot – it can’t be done.
If you deal with the lowest bidder, it is well to add something for the risk you run, and if you do that you will
have enough to pay for something better [in the first place].”
Words written around 100 years ago, 100% true then and 100% still true now!