5 Strategies for building bridges in the roofing industry

By John Kenney, Cotney Consulting Group.

MCS Influencer John Kenney explains how roofing contractors can forge stronger ties with manufacturers and distributors.

In the competitive roofing world, the strength of relationships between contractors, manufacturers and distributors is pivotal in determining success. These relationships go beyond mere transactions; they are the backbone of a thriving business ecosystem. For contractors, forging robust connections with manufacturers and distributors is beneficial and essential for gaining an edge in the market.  

Like many others, the roofing industry is evolving rapidly, influenced by technological advancements and changing market demands. In this dynamic landscape, the traditional contractor-manufacturer-distributor relationship faces its own set of challenges. Miscommunications, supply chain disruptions and a lack of mutual understanding are common issues that can hinder business growth. However, these challenges also present an opportunity for all parties to collaborate more closely, innovate and create more value for their businesses and customers.

Strong relationships with manufacturers and distributors offer numerous benefits for contractors. Firstly, they ensure a reliable supply of high-quality roofing materials, crucial for maintaining reputation and customer satisfaction. Additionally, such relationships often lead to more favorable pricing and terms, as manufacturers and distributors are more likely to offer better deals to trusted partners. Contractors also gain access to the latest product innovations and technologies, keeping them ahead in a market where staying current is vital. Moreover, these relationships can lead to collaborative marketing efforts, enhancing brand visibility and credibility.

Strategies for building stronger relationships 
To cultivate and maintain these valuable relationships, contractors can employ several strategies:

1. Participation in trade shows, conferences and workshops is an excellent way for contractors to connect with manufacturers and distributors. These events provide a platform for networking, learning about new products and understanding industry trends.
2. Contractors can partner with manufacturers and distributors in co-marketing activities. This not only helps in promoting products but also strengthens the bond between the parties involved.
3. Providing constructive feedback on products can lead to improvements and innovations. Open communication channels allow manufacturers and distributors to understand contractors' needs better, resulting in products more aligned with market demands.
4. Many manufacturers and distributors offer training and certification programs. By participating in these programs, contractors enhance their skills and show commitment to their partners' products and services.
5. Building long-term partnerships rather than seeking short-term gains fosters trust and reliability. This approach encourages manufacturers and distributors to invest more in the relationship, offering better support and opportunities to contractors.

The value of solid relationships between contractors, manufacturers and distributors in the roofing industry cannot be overstated. These partnerships are fundamental to navigating the challenges and seizing the opportunities of the market. By understanding the importance of these relationships and actively strengthening them, contractors can ensure a more resilient, innovative and successful business.