Architects have opportunities for the installers of metal shingles, but only if they know what you have to offer.
Architects that recognize the benefits and aesthetic advantages of metal shingles will specify them for projects that originally may have called for heavier and/or less durable products. The innovative manufacturers of metal shingles have created products that replicate most other roofing materials, including heavy clay and cement tiles, wood shakes and even asphalt shingles.
Those roofing materials each offer an aesthetic that works with certain projects. Metal easily can be specified to replace any of them and perform better, but you have to let the architect know where you are and what you’ve got.
DECRA photos
“You can attend AIA functions, lunch and learn presentations with the manufacturer’s rep and AIA Chapter events,” says Jeff Whyte, the Gulf Coast regional manager for DECRA Roofing Systems. “For example, one AIA Chapter invites vendors to a yearly retreat in Destin, Fla., to review new products and ask questions. There is a fee involved but you get to meet every architect in a relaxed environment. This is a great opportunity to meet with them in a vacation type atmosphere. I would suggest to a roofing contractor to join the manufacturer’s representative to discuss installation and showcase their work with completed job photos.”
Tony Tiapon is a senior regional manager for DECRA. He generously offers the following strategical outline for developing a working relationship with architects.
“Breaking the barrier with architects is difficult for any trade including roofing, but once you’ve broken the barrier into the firm, additional business will follow,” Tiapon says. “Most architects are loyal to their subcontractors.”
Tiapon says it’s important for contractors to learn as much as they can about architects and their projects.
4. How should I introduce myself to an architect to get on a sub-contractors list?
a. A good source for getting into a firm is the general contractor or homeowner. If the roofing contractor builds a good relationship with the builder or homeowner on a project, they are a good source for the introduction.
b. Architects like to discuss their projects so it’s always good to lead with something like, “I worked with (builder or homeowner) on the project at this address.”
2. What products should I show the architect?
a. In the first meeting don’t show any products. Introduce yourself and your company and explain the type of projects and products you install.
b. Ask if there are any upcoming projects you could bid.
c. The architect may recommend talking directly to the builder or home-owner, but that depends on if the builder, homeowner or the architect is managing the project.
3. Meetings with architects, most of the time, are fact-finding meetings.
a. Does the architect have any projects you can bid on?
b. What builders are quoting the project?
c. Will the firm be involved with the construction?
d. What roofing materials are specified on the project?
e. When is the project expected to begin?
f. Who do I contact to get on the bid list?
4. How do I meet architects?
a. Stop by new construction projects or large remodels and introduce yourself to the builder.
b. Ask the name of the architect or if you can look at the plans.
c. The plans will have the architect’s name, address and phone number.
d. Use the project name and or address on the plans to open the conversation with the architect.
e. Use probing questions during the meeting from the items above in number 3.
f. Sell your company and services you offer to the architect.
g. Ask to be added to their bid list.
h. Have a reference list of clients and projects that highlight your work.
i. Follow up to continue building the relationship, because it will take more than one call to get on the bid list.
“Most roofing contractors don’t invest the time required to build relationships with architects, but that may be because they don’t understand the process,” Tiapon says. “The roofing contractor needs to remember he is selling his company and the services he offers. He’s not specifying products he likes to install. Architects like working with professional firms, people they are comfortable working with. Then, they are more willing to talk about their projects.
“The contractor must also remember that they may not see an architect on the first call unless they have an appointment,” he says. “If they can’t set an appointment over the phone, cold call and leave behind information on their company and then follow in a few days to see if they’ve had a chance to review the information. In a face-to-face meeting they can use the probing questions from above to begin building the relationship. Once the relationship is built the architect will begin calling them for product recommendations and technical questions on materials.”
Like any other “sale,” persistence is an important ingredient in the formula. You’ve got a good metal shingle product and hopefully, a reputable business. That combination can win.