Manufacturer Delivers a True Business Partnership

By Karen L. Edwards, RCS Editor.

This fluid-applied roofing manufacturer has a long history of supporting its contractors with leads, sales support and marketing services.

ASTEC, an ICP Building Solutions Group brand, is committed to driving revenue to its contractors’ doors with its unique lead generation program. The company has a dedicated sales team that serves as a contractor’s boots-on-the-ground, developing and nurturing leads and finding building owners and managers who are ready to move forward with their roofing project.

“It's something that we take really, really seriously at ASTEC,” explained Lead Generation Manager Kyle Ziebarth in a recent RCS podcast. “A business relationship, obviously, is a type of partnership, but we look at it as something a little bit deeper than that. We have some contractors that we've worked with for decades. And we've attended their children's weddings.”

Kyle explained that they are able to develop such strong relationships because they keep their network small and manageable. “Our sales team is on the phone with every single contractor that they work with in their territory on a weekly or sometimes daily basis depending on how active that particularly territory is, seasonality or if there's an ongoing job. So, there's a very tight relationship there between the sales team and the contractors.”

Beyond lead generation and sales, the team at ASTEC has developed warranties that bring value to the customer and the contractor. “We're very conscious of the fact that if a warranty only works for ASTEC, it's not providing the value to the customer. If the warranty only covers ASTEC's liabilities, it's not helping the contractors,” said Kyle.

In light of that, ASTEC’s warranties cover the labor and the product on the job. “For a portion of the warranty, we do ask the contractors to be on call, to service if there's any issues for the first third or so of the warranty,” explained Kyle. “But after that, any issues that arise, we just cover them ourselves. We fund all those repairs, we pay a contractor if they need to service the roof.”

Learn more about ASTEC’s business partnerships when you listen to the full podcast or register to attend their December 10, 2020 free webinar: Walk More Roofs in 2021.