| ISSUE 1, VOLUME 1 |
AUGUST 2003 |
This E-Newsletter is for the Authorized BP Roofing Retailer and
is published quarterly by EMCO Building Products Corp.
In this issue:
1) NEW PRODUCT
ANNOUNCEMENT!
2) TRAINING “PLUS”
3) UPSELLING ROOFING
4) HELP YOURSELF: USE BP CERTIFIED ROOFERS
5) SOUNDPROOFING-A GROWING NICHE SOLUTION
6) HOW TO REGISTER FOR THIS E-NEWSLETTER
(1) NEW PRODUCT
ANNOUNCEMENT
DAKOTA 3-tab, 25-year fibreglass shingle is now available in
eastern Canada and USA! Ten new colours are ready to ship
including: Weathered Rock, Shadow Black, Autumn Brown, Sunset
Cedar, Twilight Grey, Boreal Green, Antique Grey, Stone Grey,
Driftwood, & Magenta Red.
DAKOTA carries a Class A Fire Resistance rating when installed
according to EBP application instructions which includes the use
of underlayment over the entire roof deck. Our outstanding
fibreglass warranty also applies. So, what are you waiting for?
(2) TRAINING “PLUS”
You are already familiar with the detailed product knowledge
sessions that can be organized with your regional BP sales
person. You’ve seen the wide variety of merchandizing tools
available to all retail outlets to help show off your product
offering. You’ve surfed
emcobp.com and heard all about the award-winning consumer
site DreamRoofs.com that was newly launched in May 2003. But…bet
you didn’t know that you can also set up personalized training
sessions with a BP rep and your staff to learn all the latest
tips and techniques to upselling!
This training helps with more that just roofing. Once your team
has learned the techniques, they can be applied to all products
and services. Just think – one training sessions that benefits
many categories. Now that’s a productive use of time.
(3) UPSELLING ROOFING
UpSelling Roofing – It’s A Responsibility
Some of the reasons consumers replace their roof are:
•
it leaks
•
getting ready to sell
•
it’s old and might leak
•
redecorating the home exterior
•
the neighbours just had theirs done
These are not in any particular order but the last 4 are not the
result of an immediate or urgent need, which means there’s time
for shopping and planning carefully. The consumer has time to
become aware of the product in the market place that fits their
needs the best.
In the renovation market this means the homeowner will be
considering quality, décor, variety, trust and security. At this
point, you should not be upselling but rather giving the
consumer choices.
Make them aware of:
•
the large variety of quality product with a wide range of
colours available;
•
the importance of understanding the actual coverage of the
manufacturer’s warranty in the unlikely events there is a
warranty claim;
•
the services you offer such as delivery, installation, finance
programs;
•
the value in a properly installed “roofing system” as opposed to
just selling shingles; and
•
any certifications the roofers you are partnered with have which
will instantly ratchet up the consumers’ comfort level and your
credibility as a premium roofing provider.
TIPS
When presenting a quote, always offer a payment option or make
the customer aware of any no payment programs you have. This
puts financing on the table rather than the consumer having to
ask, possibly uncomfortably, about it.
Always quote at least one up sell shingle focusing on the minor
shingle cost increase in relation to the total cost of the
renovation.
Remember it is not up selling…it’s all about choices!
(4) HELP YOURSELF: USE
BP CERTIFIED ROOFERS
a) Professionalism when dealing with the homeowners and the
suppliers;
b) Working in the residential roofing industry for 5 years or
more;
c) Highly trained specialists who take pride in their corporate
image and work reputation;
d) Access to exclusive merchandizing and promotional tools; and
e) Up to date on the latest trends, products and procedures with
the help of the BP On-Deck Certified Roofer Quarterly
Newsletter.
All those attributes listed above are those of BP Certified
Roofers; so why not start using them? Referring a consumer to a
roofer, certified and knowledgeable, will benefit both those
parties, as well as your dealership where the material will be
bought and where both the roofer and consumer will most
certainly be back for their next project. Try it!
(5) SOUNDPROOFING–
A GROWING PROFITABLE NICHE SOLUTION – “ENERMAX”
The consumer’s desire to enjoy the pure uninterrupted sound of
their new home entertainment center, protect the slumber of a
new born child or protect mom and dad from the practicing of
their burgeoning rock star are just some of the reasons that
soundproofing is in growing demand. Enter ENERMAX. Built as part
of a wall system, ENERMAX is lightweight and quick to install.
Versatile, economical and environment friendly all in one
ENERMAX Structural Board is produced from non-toxic organic wood
fibres, and factory laminated with an aluminum skin to block
water vapour, as well as sound and air infiltration. These
panels are specially formulated to reduce sound transmission
through walls.
ENERMAX, as well as other BP sheathings’ noise absorption
properties are superior to any intermediate sheathings on the
market today.
According to Mr. Yves Perrier, a long standing veteran of the
building industry and well-known architect and building expert
in Quebec:
“…The addition of a 12mm (1/2”) [Enermax] panel between the
Gyproc and wood framing reduces the sound transmission
coefficient (STC) by about 5 decibels, which is a significant
achievement.”
Composed of completely biodegradable materials, ENERMAX
guaranties a winning solution from every perspective.
(6) HOW TO REGISTER FOR
THIS E-NEWSLETTER
You can receive this newsletter automatically every quarter!
Click the link below and fill in your contact information:
http://www.emcobp.com/en/10/p_10_03.aspx
Signing up for this newsletter will insure you of an ongoing
source of timely and relevant information, enabling you to serve
your customers more professionally.
DEALERS FORUM
This newsletter is meant to inform and communicate. In future
issues we will be including a section called Dealers Forum in
which we will publish roofing category related questions and
answers, suggestions and service success stories contributed by
you the dealers. Watch for details on how you can participate.
So register today to make sure you will get your future copies.