How 1 Service truck fueled $2M in Commercial Revenue

With one truck and routine service calls, Mike uncovered a strategy that drove 20% of his company’s revenue — over $2 million.

Mike leaned back in his chair, coffee going cold on the desk. He’d been flipping through the year-end P&L for hours, trying to figure out where the year’s big wins had really come from. The service division — just one truck — had billed $512,384. Solid numbers, but nothing shocking. 

Then he traced back the re-roof jobs they’d landed. Four, five, six big contracts… all started with a service call from that same truck. He did the math twice. The number stared back at him: $2,046,000 in total revenue tied to that single rig. More than 20% of the entire company’s income… all from “just” service work. 

Sound familiar? Here’s how Mike figured it out — and why it changed the way he looked at service. 

1 – The door-opener effect 

Every time Mike’s tech rolled up for a PM or leak repair, it meant legal, approved access to the roof. That access uncovered membranes separating, seams pulling and drains choked with debris — issues that weren’t “today problems” yet, but were time bombs waiting to go off. When those clients’ leak tolerance finally ran out, Mike’s company was already in position. 
Here’s how to spot and log those opportunities. 

2 – The “not today” list 

Mike started having his tech document every major finding in their CRM — photos, notes and cost estimates — even if the client said, “Let’s wait.” That built a live pipeline of roofs with expiration dates. When the inevitable Monday-morning leak call came, Mike’s team didn’t just answer — they already had the proposal ready. 
See how a simple tracking system can work for you. 

3 – Trust before ticket size 

Instead of pushing every repair, Mike’s tech explained what he saw, why it mattered and when it might need attention. That built trust and trust is the currency that buys you the $350K re-roof six months later — not just the $800 leak ticket today. 
Learn how to build credibility on every visit. 

4 – Data-driven follow-up 

Mike realized the real gold wasn’t the service ticket — it was the follow-up. Six months after flagging a failing roof section at a distribution center, his office sent the original photos back with a gentle reminder. By then, the buckets and tarps had worn out their welcome and Mike’s crew was the first choice for the replacement. 
Here’s how to automate that follow-up process. 

5 – From cost center to growth engine 

That “one truck” service division wasn’t just a $500K line item — it was a $2M catalyst. It fed the pipeline, built trust and kept the company first in line for the big jobs. Once Mike saw that connection, he stopped looking at service as a side hustle and started treating it as a strategic growth engine. His secret? A simple service checklist his crew used on every visit to ensure a consistent client experience — one so good it left Mike admired by his competition. 

When you see service as more than repairs, you unlock its real value: consistent access, a reason to stay in touch and the trust to win big-ticket work without chasing cold bids. The ROI on Mike’s $500K truck wasn’t just four times the revenue — it was a competitive moat. Every visit built a little more loyalty, every documented issue planted a seed and every follow-up harvested the kind of jobs most contractors only get to bid cold. 

Grab the same checklist Mike used and start winning more roofs!