Background
You don’t win Roofing Contractor’s Commercial Roofer of the Year award as a fluke. You do it by innovating and finding the most efficient ways to scale your business and impress your customers – and even then, only one contractor can win each year.
That’s what makes it so impressive that Nashville-based Don Kennedy Roofing won the award twice, in 2001 and again in 2019.
And they did it through a steady mix of both commercial and residential jobs, cutting out waste, and enlisting the help of a ‘silent salesperson’ - EagleView Premium Reports.
"Every minute that you spend doing something other than selling is waste. That’s why EagleView isn’t an expense, it’s an investment. It allows us to spend more time in front of the customer and increase our profits dramatically.”
Challenge
Don Kennedy, the founder and owner of Don Kennedy Roofing, is keenly aware of the “value of a minute.”
“We don’t make a dime measuring roofs,” says Don. “The only time we make money is when we’re in front of the customer selling. Every minute you spend doing something else is simply diluting your income and decreasing your pay.”
One way Don manages this is by assigning his salespeople to specific territories across the states they serve – primarily Tennessee, Georgia, Kentucky and Alabama – which cuts down on travel time.
However, he says the most wasteful practice – by far – would be to have his team measure every roof they bid. “Most of the roofs we see now would take at least an hour to measure,” says Don. “We once did a $600,000 roof that would’ve taken two full days.” For Don, the solution is simple – to let his trusted partner, EagleView, do the work for him.
Solution
By using EagleView Premium Reports on every residential job, and increasingly on commercial roofs, it’s like hiring an extra team member that magically shrinks timelines.
“I call Premium Reports the ‘silent salesman’, because we attach them to the estimate to create a peak moment for the customer. It pulls them in and makes us look more professional,” says Don.
When comparing EagleView’s solution to others on the market, Don says there’s no contest – particularly because others require a second trip to the job site.
“They’re too time-consuming,” says Don. “But with EagleView, we only have to look at what the roof is made of and how many layers there are, which takes five minutes, tops.”
Impact
1+
more estimates completed per day, solely due to time saved using EagleView reports
$180,000
amount of additional income per salesperson due to EagleView reports
15,000
Premium Reports ordered from EagleView, with zero incorrect measurements
“We’ve purchased about 15,000 EagleView Premium Reports over the years, and have never received one with incorrect measurements,” says Don.
Being able to rely on the reports with 100% certainty means never manually measuring a roof. By Don’s calculation, this begins a chain reaction to exponentially more profit:
• The time saved by purchasing Premium Reports means his salespeople can each complete one additional estimate per day;
• This leads to an additional 240 estimates per year, based on number of working days;
• Even at a poor sales percentage of 20-30%, this means each salesperson would make an additional $25,000 per year,
based on the percentage of winning bids
• At the Don Kennedy Roofing sales percentage of about 60%, that number is closer to $180,000 more per year
“That’s why EagleView is an investment, not an expense,” says Don. “Our profits get higher, our margins get better, and our salespeople bring home way more money than they otherwise would.”
EagleView Property Report for Construction
Roof Measurements
Wall Measurements
Gutter Management
