Matt Spanton, Vice President of Mastercraft
Exteriors in Rockton, Ill., tripled his company’s sales in three years, and he
credits new technology for helping increase sales and boost profits.
Matt Spanton, Vice President of Mastercraft
Exteriors in Rockton, Ill., tripled his company’s sales in three years, and he
credits new technology for helping increase sales and boost profits.
After graduating from Illinois
State University,
Matt entered the roofing industry in a sales role where for four consecutive
years he reached personal gross sales in excess of $1 million dollars annually.
As the sales force of Mastercraft Exteriors grew, Matt was promoted into sales management,
where he led Mastercraft through a comprehensive training program that
increased the company’s sales from $7 million to $46 million.
In his session titled “Technology in Roofing,” Spanton detailed how he
implemented new technology to streamline his business processes and increase
profits. He covered advances including aerial measurement systems, construction
management systems and customer resource systems. He also explained how his
company uses social media marketing to reach new customers via Facebook,
YouTube and Twitter.
“Eight years ago I had a Nextel flip phone and no laptop,” said Spanton, who
now sets up and tears down six to eight offices annually and oversees
approximately 75 salespeople. He depends on web-based software to keep him in
touch with his entire team. “I’m in the air roughly 150 days a year,” he said.
“Thank God Air Tran has Wi-Fi.”
Spanton said new technology allows his company to maximize current personnel,
lower overhead, increase profit margin, increase bid acceptance and reach new
markets. For example, he noted that EagleView aerial measurements were not only
faster and more accurate than traditional roof measurement, they kept
estimators safer by keeping them off the roof, lowering workers’ compensation
costs. They also allowed the company to hire sales professionals from other
industries who didn’t know how to measure a roof - and allowed them to see more
customers per day. The reports also help the company put together more
professional presentations for customers.
Web-based customer resource management and construction management systems
allow real-time collaboration, maximizing employees’ efficiency and minimizing
overhead. “You can track production in real time,” said Spanton. “And there’s
accountability - everything gets a note.”
With web-based systems, there is permanent access files, which saves space and
secures records from such threats as fire, flood or theft. Plus, the entire
team can access the same file simultaneously.
Social media marketing should also be a part of a company’s branding strategy,
said Spanton, who detailed how Facebook, Twitter and YouTube can be used to
“get your name out fast and free.”
“Utilize technology in order to reach a larger prospect base with efficiency
and accuracy,” Spanton concluded. “Lower your overhead, increase margin, and
enable your top performers to handle more.”