Pat and Julie Quarve recently changed their company’s name from Quarve Contracting to Metal Roofing & Siding of Minnesota after narrowing their focus from general remodeling to metal roofing — technically demanding, labor-intensive work that yields high margins. Managing the sale, and the client, through the process results in a combined repeat/referral rate of almost 53%. Customers are engaged at least four times before the sales appointment.

• The presentation book used in the company’s two-step sales call focuses on problem situations and how Quarve Contracting solved them.

• A pre-construction meeting is held for every job — rare in roofing/siding. “There are three reasons jobs fail,” Julie Quarve says: “Miscommunication, unrealized expectations, and unforeseen conditions. We talk about that at the pre-construction meeting.”

• Every two weeks, all clients get a job schedule to let them know where things stand.

• The Quarve’s display at the Minnesota State Fair’s Eco-Home pavilion shows how metal roofing reduces energy consumption.