Three roofing pros explain why high revenue doesn't equal profit. ServiceTitan tracks jobs in real time, SpecBase calculates exact material costs, and detailed metrics revealed their top salespeople had the lowest margins. Monitoring gross profit monthly lets them balance operations and actually make money.
The breakthrough moment with ServiceTitan is being able to see in live time the amount of leads and jobs that are coming in. You can see it in live time, not a week or a month after it's happened. You can make adjustments and figure out your business accordingly. Spec-based templating— we no longer have guessing or arbitrary, oh, it's going to be this many squares. With spec-based, you can refine it down to the exact and see exactly where the money's going, the quantities of materials. SpecBase is by far the best thing to ever happen to roofing.
Seeing all the pieces come together. So at first it feels like there's a lot of heavy lift to understand sales, but then it kind of flows downstream into production, and then it flows downstream into accounting. But once it all came together, we could see how it worked. We saw the benefits come in, and that's when the magic happens.
When we got the metrics and we started to understand what we thought was our best producers, actually were not our best producers, and those guys were putting up the lowest closing rates, the lowest GP, and even though they were putting up the largest revenue numbers, it was a huge breakthrough moment for us. And then with the reporting, we're able to actually see what our GP is and control that every month and mathematically balance the company out where we can be profitable every month.
