The 5 Numbers Every Roofing Contractor Must Track with Jon Broce

Prioritize profit over revenue: Focus on increasing profitability percentage rather than just top-line revenue, as higher profit margins provide more stability and breathing room for the business.

Know your numbers deeply: Understand GAAP accounting, track installed revenue per day, and analyze historical data (at least 5 years) to accurately forecast and manage your business's financial health.

Implement the 'Know Your Numbers 5x5' strategy: Aim for 5% incremental improvements in five key areas: lead-to-set conversion, appointment-to-close rate, reducing Cost of Goods Sold (COGS), increasing average ticket size, and boosting bottom-line profit.

Optimize your set rate: This is a critical, often overlooked lever. Improve your call handling, scripting, and lead attribution to maximize the conversion of leads into scheduled appointments.

Strategically reduce COGS: Look beyond just beating down suppliers. Implement efficiency measures, like on-site supervisors for material management, to reduce waste and improve job cost control.

Embrace financing as a profit driver: Integrate financing fees into your job pricing (as a cost of goods, not overhead) to improve cash flow, reduce Accounts Receivable, and close more deals, understanding that it's a net gain despite the fee.

Build a culture of accountability: Use group settings and software tools to ensure team members are tracking and acting on key metrics, fostering a culture where data drives performance.