Negotiating the right deal with your commercial roofing equipment suppliers doesn’t always mean getting what you want at the lowest price.
In fact, you may want to discuss other important factors, including payment terms, delivery times and the quality of the roofing equipment. And the majority of Spray Polyurethane Foam (SPF) insulation roofing contractors would view a good deal as one that meets all of their requirements.
However, there are many other aspects to consider, like whether you want to do business with a particular supplier again. At the end of the day, both customer and supplier should wrap up a negotiation feeling comfortable with the overall agreement.
The following article spells out how SPF roofing contractors can negotiate a deal to purchase commercial roofing tools and equipment, including establishing objectives, understanding a supplier’s position and using the right tactics.
1. Set objectives when negotiating with potential suppliers. There are numerous aspects to keep in mind when developing goals for purchase negotiations. For example, these may include:
- Value for the cost
- Payment terms
- Post-sales service and maintenance options
- Lifetime costs of a product or service
Before you negotiate, make a list of the things that are most important to your business. Decide what you are, and are not, prepared to settle on. For instance, if you are ordering roofing supplies in bulk, you may want to find a supplier that will offer you a discount.
2. Understand your supplier. By doing some simple research about a supplier, you can determine how valuable your business may be to them.
If the supplier runs what appears to be a “monopoly,” it is possible to have the upper hand because it already has enough business, or you only have a choice from a few other options. On the other hand, if the vendor has various competitors, you may be in a stronger position.
3. Create a negotiating strategy. It’s important to spell out your plan in writing before starting negotiations. This strategy can help you establish clear goals and determine where you will draw the line. To start, define your priorities, such as low price or a specific delivery schedule. Think about potential scenarios the supplier could offer and what you would be willing to compromise. For instance, you may decide that you will only pay full price in exchange for quick turnaround.
4. Negotiate a price. Never accept the first offer. Instead, make a low counter-offer in return. The supplier is likely to come back with a revised figure. And always ask what else they can include at the given price.
Most importantly, if the price is suspiciously low, ask why. Ask: Are the commercial roofing equipment and tools mostly high quality? Do they offer value for the money? What will customer service be like post-sale?
You also can try to make your asking price look high by exposing any ongoing costs. For instance, ask about repair costs and other expenses. If the price includes elements you don’t need, try to lower it by asking to remove those features from the deal.
Most importantly, use your bargaining power to get a good deal and never purchase commercial roofing tools and equipment from the cheapest supplier.
5. Draw up a contract for your purchase. Once everything has been negotiated, and a deal agreed upon, you or the supplier should develop a written agreement, signed by both parties. Each party should agree on what the contract will cover. Typically it should include the details of price, payment terms and delivery schedule, as well as any post-service and maintenance agreements.
The Bottom Line
It’s no secret that commercial roofing tools and equipment can take a daily beating. With this in mind, it is vital to ensure that you purchase the right piece, the first time around. The lifespan may not be forever, but cutting down waste and improving productivity by providing the proper tools for any commercial roofing job that you may come across, can prove to be invaluable.
At Intech, manufacturers like Cleasby, Roofmaster, Garlock and RGC have developed working relationships with our pros to foster the best customer relationships possible. A thorough understanding of operational aspects, as well as extensive manufacturer resources, allow for us to be able to assist in choosing the right commercial roofing tools and equipment for your crew size, your typical job, and your budget. We can then help identifying compatible parts to expand your setup, as well as assist with troubleshooting to make sure your roofing contracts stay on schedule.
For more information, visit our online store. Browse the available commercial roofing equipment and supplies to see how you can potentially streamline your daily operations.