We had the pleasure to speak with Greg McNulty, Residential Sales Manager at Bachman’s Roofing, Building & Remodeling, one of the largest roofing companies in Pennsylvania. Greg has been at the company for eight years and has seen Bachman’s Roofing, Building & Remodeling expand its services and grow steadily throughout the years.
When Greg discovered HOVER last year, he was amazed that he could receive detailed exterior measurements as well as an interactive 3D model at a price point that is generally lower than third-party measurements providers who only deliver a limited set of exterior measurements. Since then, his sales team has been using HOVER on each residential property so they can offer additional value to the homeowner throughout the selling process and easily coordinate with Bachman’s production team.
Closing deals on the spot by creating trust and credibility
Bachman’s Roofing, Building & Remodeling closes around 60% of its residential business on the first homeowner visit. Although the one-call close is generally known as a more aggressive selling technique, there’s no question of pressure in Bachman’s sales process. To make this approach work, the sales team goes above and beyond to provide excellent customer service and has incorporated HOVER to educate the homeowner step by step on what to expect.
Upon arrival, the sales representative walks around the house with the homeowner to take pictures of the entire property with the HOVER app and discuss the project. They then examine the specific area they will work on and take some additional close-up photos to ensure that they don’t miss anything that needs attention. By the time they have fully inspected the house – which usually takes around one to two hours – they have often received the email from HOVER including the property’s exterior measurements and the interactive 3D model. They use the 3D model to show the homeowner what their house will look like once the work has been finalized. Furthermore, they can double-check their own measurements on the spot based on HOVER’s detailed measurements and confidently deliver an accurate quote.
If they receive the deliverables after they leave the homeowner’s house, they still share the measurements PDF with the production team. That way, the production team can immediately move forward and build precise material lists. Also, if the deal was not closed during that first meeting, they share the 3D model with the homeowner via email. That way, homeowners can play around with the look of their home themselves, making them more prone to schedule a second appointment.
Homeowners are always impressed when we show them the 3D model of their house. It demonstrates that we’re a professional business that uses the latest technology to ensure that we provide the best possible customer service. The 3D model also allows us to be a lot more persuasive since we can show the homeowner what the outcome of their investment will be before they sign the deal. This gives them a sense of security, which is priceless in the world of construction.
Greg McNulty
Residential Sales Manager, Bachman’s Roofing Building & Remodeling
Leveraging the 3D model to instigate upsells and cross-sells
Bachman’s initially started as a roofing company but transitioned into a one-stop shop for complete home improvement as return customers continuously requested their services for additional remodeling work. Since adopting HOVER, the sales team has been able to highlight their wide variety of services to both new and returning customers.
“HOVER is the perfect sales tool for our company as it makes it very easy to sell additional services. For instance, my team regularly uses the customizable 3D model to show different options for windows and doors when we’re called in for a siding project,” explains Greg. “A couple of my reps even go one step further by showing what premium products will look like on the homeowner’s house. It’s refreshing to see upsells and cross-sells happen so naturally.”
Putting the sales and production team on the same page with comprehensive measurements
Bachman’s Roofing, Building & Remodeling works on around 12 roofs per day. Previously, the production team would complain about inaccurate measurements 4 out of 5 times. Inevitably, salespeople often had to revisit properties to double-check the measurements.
“Given how big our footprint is, we would spend a lot of time and money on sending someone out to remeasure a property,” says Greg. “Since we started using HOVER, we no longer experience any issues with inaccurate measurements and we have seen a substantial drop in the amount of waste.”
About Bachman’s Roofing, Building & Remodeling
Bachman’s Roofing, Building & Remodeling is a family-owned-and-operated contractor in Pennsylvania with more than 40 years of experience in everything from a minor repair to a complete remodeling project. The company received numerous awards for its outstanding quality workmanship and safety, including the GAF President’s Club Award and Angie’s List Super Service Award, among others.
