ROYAL EXTERIORS

Roswell, GA

Closing the gap: How home visualizations help Royal Exteriors win over more homeowners

An educated consumer makes better decisions

That belief defines how Roy Torres, sales consultant with Royal Exteriors, approaches every job. Before using Hover, time in the field was focused on measurements, not selling. Today, Roy is using Hover to do everything from measure, design, takeoff, and sell jobs – and helping his customers buy into their home’s potential.

“When a homeowner calls us, it’s usually because something in their home has gone wrong, is compromised, or isn’t performing as intended because of a bad installation,” explains Roy. “We come in with a proposal and, with the help of Hover, can educate them on what their home will look like – ultimately helping them make a decision they feel good about.”

Measurements and so much more

Roy was first introduced to Hover 8 years ago while attending a James Hardie convention. It wasn’t long before Hover enabled Roy to change the way Royal’s business operates. Hover’s precise measurements and takeoff solution saves time in the field, reduces material runs, eliminates project delays, and even accelerates materials orders (that can now be submitted in two simple clicks). The result? Crews finish projects faster and move on to the next job.

As specialists in everything from siding and roofing, to full-house renovations, the whole Royal team – from field crews to in-house design teams – appreciates Hover’s simplicity. “I work out of my backpack, in my truck. That’s my office, and Hover goes right there with me – on my tablet, phone, and laptop,” adds Roy.

Comprehensive and accurate measurements, ease of use, and seamless workflow integration sold the Royal team on Hover. But it was how Hover helps Royal pitch new business that made Hover indispensable to Royal’s growth.

We come in with a proposal and, with the help of Hover, can educate them on what their home will look like – ultimately helping them make a decision they feel good about.

— ROY TORRES

Take time to understand your customer's needs

Roy sees a lot of contractors rush to fix a homeowner’s issue without listening to what they want. Instead, he uses his first meeting to understand the specific problems the homeowners are experiencing. By letting them lead the conversation, Roy can pick up on the other issues that bother them – issues that equal opportunities for his business. For example, a customer may need to replace rotted siding, but mentions wanting more shade – something that a modified roofline could address.

We’re not the only contractor sitting at their kitchen table. Everyone is telling them what their house is going to look like, but we’re actually showing it. It takes more responsibility and investment by us to provide customers with real service, but that’s what we always try to do.

— ROY TORRES

Show it to sell it

Using Hover’s home rendering tool, Roy can show homeowners exactly what their home will look like. High-definition, photo-realistic renderings allows him to preview siding and also show (and possibly upsell) new windows, doors, roofing and even additions. He can tailor designs to satisfy customers who want aesthetics or those who want performance, by presenting products with both – ensuring a high-quality outcome that lasts.

“It’s a great opportunity for them to address their home’s structural needs, but aesthetically enhance it too,” explains Roy. “Before Hover, if we recommended supplemental work, customers would usually table it because they couldn’t visualize it. The buying process is really emotional. When they see it, it’s very impactful and makes the buying process a lot easier.”

Roy acknowledges it’s a huge responsibility to work on someone’s home, and reputation carries precious currency. He’s proud to report that referrals account for 80% of new business and their close rate is 90%.

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