"Roofing 101 Sales Advice"

Entry Level Sales and Reality. This information has been gathered over many years of having my skull crushed, and I am making an attempt to spare you the pain.

My Young Friends:

I would like to take a brief departure from my normal rambling to address entry level sales. You must realize a few things, and focus:

1.) The client has no interest in YOU.
2.) They have a problem they want to go away, and they want it gone NOW.
3.) They are not remotely interested in anything you need.
4.) People who own buildings are not typically illiterate, or they wouldn't own buildings.
5.) They do not want to see your rehearsed "slapstick" show. They can stay home and watch "The 3 Stooges" for that.
6.) They do not want to be "passed off" to anyone else in your company.
7.) They expect you to answer your telephone when it's convenient to THEM.
8.) Straight talk is how they live, and you are expected to provide it, either good or bad.
9.) Do not give excuses, nor accept them.
10.) Say what you mean, mean what you say.
11.) You are not their equal, so don't act like it.
12.) You are not doing anyone a "favor".
13.) Money comes from somewhere, and is not simply numerals in boxes.
14.) Eat your loaf of bread one slice at a time.
15.) DO NOT LIE. DO NOT STEAL. DO NOT COMPROMISE YOUR INTEGRITY. If you don't believe me, try it sometime and call me from the unemployment line when you do.

Next time, we'll discuss time management and staying on the "Left side of the line".

In sales, you will fail far more than succeed, so let's grip that as a reality. If your sales capture ratio is too high, you are doing something wrong. You are almost certainly selling by price, and they can get a prairie dog to do that.

In order to conquer the natural fear of rejection, I would suggest you incorporate personality with whatever training you may have. People can sense "sincerity" vs. a sales rap P.O. chaser every time. Fear is your enemy, and once you accept that being afraid does nothing but make you queasy, you will free yourself to focus on things that are important. They may say "no", but they will not bite your legs off. I can almost guarantee that.

I once had (many years ago) an elderly gentleman look at my business card and say "I don't need any roofing", and promptly throw it in his trash can in front of me. I repeat: "IN FRONT OF ME".

The scenario was so hilariously weird that I decided to participate rather than react. "Sir, may I please have the card back, because my boss makes me account for each and every one of them, or I'll receive a payroll deduct". He laughed, retrieved my card, and placed it in his file. He said he'd never seen anyone smile in the face of rejection that way. He gave me a building to look at, which we subsequently got. This old guy was as stiff as they come, but those are the challenges of what you do.

Believe it or not, but some people don't like me. There will be people that don't like you either, so don't act surprised when someone doesn't find you funny or charming.

Honor and Integrity seem lost in many of today's transactions, but believe me, there are many people who appreciate the "Old School" handshake approach. But know this, if you fail to keep your word, it's over. NQA.

"In this world everything changes except good deeds and bad deeds; they follow you as the shadow follows the body" (unknown author)

I do a lot of work in Africa, and they are fond of saying:
"Lies, they may bring flowers, but at the end of season, do not bear fruit"

I'm not quite sure what compelled me to share this message, other than to illuminate stark reality, and solutions for young people just getting started. Certainly, I will have many "experts" suggest I am insane for telling you these things, but I promise they will work.

It is not my intent to downplay the importance of specific training, as I've been through every sales exercise known to humans. But this note was more 101 stuff and not technique.

Thank you for visiting with me today

"Stand For Something" , and remember to keep looking "UP"

Respectfully,

Robert R. "Ron" Solomon

Roofing Consultants "Fear And Absence Of Knowledge"

I have never seen a roofing consultant at any energy conference, "Green" Roofing forum, or seminar. Never seen one nominated for an environmental award either.

I'm sure there are exceptions, but few try to think of anything except sales, basic roofing, and details. I am of the opinion they are uneducated regarding the impact of their decisions.

I know many, many roofing consultants (I am a licensed consultant myself), and never once do I hear them discuss the following:

1.) Taxpayer Value. I have no idea why they cannot understand the financial impact of specifying singular dimension, out of date, hideously unsafe, and very environmentally unfriendly.

2.) Energy Savings: If they were paying an additional 20% of the energy demand they create, I bet they'd study and specify energy saving roof systems.

3.) Environment: Are you kidding me? No roofing Consultant cares one bit about clean water, nor are they interested in understanding how roofing impacts our tiny fresh water supplies.

4.) Safety: They only have to type a specification. It's not them who have to stand out in the blistering sun, working with torches, or molten asphalt. The air conditioned office does not translate to inhumane working conditions, and I am appalled that concern for the workmen is
not the slightest consideration.

5.) Boutique Manufacturers: Consultants REGULARLY get caught up in "Proprietary Specifications", and kickback schemes. Well documented here:

http://schoolroofingscam.blogspot.com/

I will ask my consulting friends to research topics listed above, so the roof you specify does things other than keep water out of a building.

"Stand For Something"

Thank you so much for visiting with me today, reject negativity in all forms, and keep looking "UP".

Respectfully,

Robert R. "Ron" Solomon
CCC1325620 Florida
RobertRSolomon@aol.com

"DOW Ceases PVC & TPO Operations"

Apparently DOW has better things to do than compete in a fierce product competition from GAF, Firestone, Carlisle, Manville, etc. Here is the official notice:

From Building Design & Construction

Dow Roofing Systems ceases sale of TPO and PVC membranes, accessories in North America

MIDLAND, Mich. January 11, 2011 – Dow Roofing Systems LLC, (DRS) will cease the sale of TPO (thermoplastic polyolefin) and PVC (polyvinyl chloride) roofing membranes and accessories in North America, effective January 31, 2011.

DRS, which aligns with the Dow Building Solutions business unit, was formed through the acquisition of Stevens Roofing Systems in 2008. Dow Building Solutions’ strategy is to focus on its market leading insulation and adhesive solutions along with ongoing development of differentiated roofing innovations for the future. “The DRS product line represents a small percentage of our overall building solutions business and we are confident that we can better serve the roofing industry long term by refocusing our efforts on our core business portfolio,” says Scott Young, president and general manager of Dow Roofing Systems.

Products that will no longer be sold to the North America market include TIEMPO™+ 2000 TPO membranes and accessories, VIENTO™ PVC membranes and accessories, and TERMICO™ polyisocyanurate insulation. All existing warranties for these products will continue to be honored.

“Dow Building Solutions remains committed to the roofing market and will continue to provide the roofing industry with our preferred portfolio of products,” says Young. “These include STYROFOAM™ Extruded Polystyrene Foam Insulation products, INSTA STIK™ Quik Set Commercial Roofing Adhesives, TILEBOND™ Roof Tile Adhesive, THERMAX™ Polyisocyanurate Insulation and DOW™ POWERHOUSE™ Solar Shingles from Dow Solar Solutions.”

About Dow Building Solutions

Dow Building Solutions has a 60+ year legacy of providing energy saving solutions to the global commercial and residential construction industry, which began with the launch of its flagship STYROFOAM™ Brand Extruded Polystyrene (XPS) Foam Insulation, one of the most recognized brands of insulation in the world. A market-facing business unit of The Dow Chemical Company, Dow Building Solutions offers building science expertise to help builders, designers, architects and home/building owners reduce energy costs and protect against wind, rain and moisture, while contributing to the reduction of greenhouse gas emissions. More information about Dow Building Solutions can be found at www.dowbuildingsolutions.com.

About Dow

Dow is a diversified chemical company that combines the power of science and technology with the “Human Element” to constantly improve what is essential to human progress. The Company delivers a broad range of products and services to customers in approximately 160 countries, connecting chemistry and innovation with the principles of sustainability to help provide everything from fresh water, food and pharmaceuticals to paints, packaging and personal care products. In 2008, Dow had annual sales of $57.4 billion and employed approximately 46,000 people worldwide. The Company has 150 manufacturing sites in 35 countries and produces approximately 3,300 products. On April 1, 2009, Dow acquired Rohm and Haas Company, a global specialty materials company with sales of $10 billion in 2008, 98 manufacturing sites in 30 countries and approximately 15,000 employees worldwide. References to “Dow” or the “Company” mean The Dow Chemical Company and its consolidated subsidiaries unless otherwise expressly noted. More information about Dow can be found at www.dow.com.

For further information, please contact Jan McKinnon, senior marketing communications manager, The Dow Chemical Company, on (519) 541-0336, jmckinnon@dow.com; or Liz McDonnell, Gibbs & Soell Public Relations, on (203) 613-6463, emcdonnell@gibbs-

Thank you for visiting today, and keep looking "UP".

Robert R. "Ron" Solomon
RobertRSolomon@aol.com
CCC1325620 Florida

Robert R. Solomon & 1968 ElectroVoice "Aries" Speakers

Hobby Photos for AudioKarma:

1968 ElectroVoice "Aries".

PPlease do ot bee afraid to do this, because I approached it with little knowledge.  Once you figure out the grill cover comes off by 4 screws at the UNDERSIDE FRONT of the cabinet, you can easily remove the drivers.

In my case, I only did the 12" woofers, because everything else looked fine.

I made a little "roll" of non-shrink plumbers putty to seat them.

nce completed, I hooked them up to a rebuilt Pioneer SX 1010, and at 2 watts can feel that bass in your chest.

I am very fond of paper cone drivers,  and find that a 12", 6", and 3", components are my favorite.

No gimmic 1,000 watt speakers for me.  I always make sure the SX 1010 volume is turned to 0  when finished listening.  2-3 watts is more than enough power, and you tube guys will be knocked out.

Rarely do I see these units, and if you get thee chance to buy a pair, do it.  

Some of you will frown because I didn't fool with the crossover network, but if it ain't broke, don't fix it.  Sound magnificent.  The woofer has a 6.5 lb. alnico magnet, and everything built when people took pride in their craftsmanship.

Put on My Morning Jacket;  "Highly Suspicious" if you really want an experience.  Tony Joe White, and Mark Knopfler, "Not One Bad Thought", is another "Show Off" tune.

Hope you enjoy the photos.

"Thicker Single Ply Membranes & and VALUE"

This article was written by my friend, Mr. Rob Realle of Carlisle-Syntec. Carlisle does not foray into the petroleum market, and for good reason.

I'd like to thank Rob for being gracious enough to grant permission to use this very lucid description of why thinner membranes (.045) may be fractionally less expensive in up front cost, but are not a value for long term service. I am not disparaging .045, and may see an application if the owner was in a short term investment scenario, but personally do not specify anything under .060 (20 yr.), and actually prefer the .080 (30 year) for reasons Mr. Realle masterfully describes. The article is posted in it's entirety:

"Exceptional Friends & Supporters"

I'd like to take a moment to thank the many contractors, manufacturers, suppliers, and supporters who depend upon me to tell you the truth. Each "Trusted Professional" is well known to me, and since I am not "Politically Correct" at times, requires a measure of courage by them to be listed here.

While the intent is to be docile, the thousands of words written here will ultimately offend someone. This is not a social "friend finding site", but a place where data (not opinion) is shared. I've said before that we deal in "measurable units", and not hypothesis.

Recently, my friends Mike Black, and John Kenney of Sutter Roofing have come on board. My dear friends Ms. Camille Austin (Elite Roofing), Mr. Stan Pratt (Prattco, Inc.), Mr. Jeff Anderson (Service Works), and Carlisle-Syntec have come on just today. I'll be doing some feature posts on each of you, so stay tuned.

Judging from the amount of mail I receive, a huge number of honest, fair minded, contractors will be added soon. If your firm believes in fair competition, and does not participate in "Proprietary Specification" scenarios, you are welcome to communicate with me at :

RobertRSolomon@aol.com

I will research your firm, and list it here for free of course. I would encourage contractors throughout North America to come on board, as this isn't just for Florida. And thank you to the person in Moscow who visits rather often.

There is no need for Garland, or Tremco applicators to contact me. I would prefer to leave you to your normal operating procedure, as it is contrary to what we discuss, and believe here.

Happy 01/11/11. Reject negativity in all forms, and keep looking "UP".

Respectfully,

Robert R. "Ron" Solomon
CCC1325620 Florida