How Contractors Can Upsell with Rooftop Accessories
Derek Tokarz • Certified in Safety Management Group's Training in Fall Protection
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The job you are currently working is a gold mine: it gives you an opening to demonstrate expertise, deliver quality and build trust/loyalty with clients. And it’s also your best source of additional income.
Let’s face it: depending on the job, you may be faced with a long sales cycle. But upselling during projects currently in motion is a way to bridge that gap and maximize revenue. You already know something about your client’s pain points, and working on site puts you in a position to spot areas that may need improvement, pose a potential risk or could result in added cost, including:
Liability issues from unsecured equipment
Worker’s comp from injuries/falls (failing OSHA compliance)
Maintenance costs due to inefficient/inadequate equipment
So what should you advise?
Sell rooftop safety solutions
The ongoing maintenance required to keep building HVAC, lighting fixtures, security cameras, microwave dishes or radio antennas working properly means that your client’s investment in rooftop safety equipment will pay off whenever any of these devices need to be repaired.
It’s a fairly easy sell since you, as an HVAC, solar, roofing, sheet metal or gutter contractor:
Work on and around rooftops
Understand the need, best options, and risks of being ill-equipped
Have insight into things that save time and money on a project
Can recommend equipment that is a win-win: complements your business and fulfills a potential point for your client
It’s hard to dispute the need and benefits of options that are OSHA compliant–especially when clients are unaware of associated risks.
What are good options? There are both passive and active systems available, including:
Permanent warning line systems
For a client who only sends employees to the roof for ‘temporary’ and ‘infrequent’ work as per OSHA 1910.28(b)(13)(ii). They:
Are OSHA compliant (when work is frequent and temporary and performed greater than 6’ from the fall hazard)
Easier to setup and use than Horizontal Lifeline Systems
Offer full coverage
Can be easily modified in the field
The Kattsafe system can work on both membrane and metal roof systems. There is no penetration required of the roof membrane or standing seam metal panels with Kattsafe’s visual Permanent Warning Line System
Horizontal lifeline systems
A horizontal lifeline provides the flexibility of personal fall arrest systems with minimal anchorage points. These systems work on a range of surfaces, including concrete, steel roof decks, wooden structures and standing seam roof panels. Horizontal Lifeline systems are active and do require user training as well as increased user intelligence to ensure maximum safety. While a passive system is always the initial recommendation, there are many applications where a horizontal lifeline system is the only viable solution.
Need a horizontal lifeline system for an R panel or standing seam metal deck? Check out the TRAVEL8 Lifeline System.
Fixed ladders
Many building owners aren’t aware of the liability, worker’s comp and maintenance costs that can result from the use of an extension ladder. Fixed ladders are a great solution:
They are mounted externally (typically)
OSHA compliant and secure
Provide a secure access system and reduce potential risk of portable ladders sliding
Workers don’t need to enter the buildings for access, eliminating disruption, internal maintenance, and extra cleaning
Workers are left with an easy-to-use, secure access point to ensure for safe transitions between multiple levels. The Kattsafe Fixed Ladders can provide safe access for any application and allow for infinite configurations.
Modular guardrail systems
Guardrails are stable, permanent fixtures that provide constant fall protection for unlimited users and require no active connection or training in order to protect. And today’s modular, aluminum guardrails are lighter, easier to customize, offer unmatched corrosion resistance, and often are less expensive than steel. They can be adjusted in the field and bent to accommodate pipes, electrical conduits, and other obstacles–a great benefit compared to the expense and time it takes to special make and order prefabricated rails systems.
As with the other fall arrest/restraint systems, look for flexibility and options that don’t penetrate or damage the roof. For example, Kattsafe Guardrails and STACCO Guardrails are two that can accommodate internal side mount, external side mount, and top mount applications, as well as weighted, free standing systems that are completely non-penetrating.
Interested in finding out more about systems to recommend to your clients? Let’s partner up. Contact us today!