Ronald Erkes, Owner, Erkes Associates
Selling and installing gutter guards is an untapped revenue stream for roofers. Think of the logic. You're on the roof doing an inspection to prepare an estimate. Simply look down into the existing gutters to see if gutter guards are appropriate. If so, make the suggestion. Your equipment and crew will be onsite for the roofing job and gutter guard installation is a great, profitable add on. As a matter of fact, water accumulation from clogged gutters can back up and harm the new roof you'll be installing. You're actually doing your customer a favor.
Look at the financial opportunity. A typical roof installation of $10,000 will create a $1,000 profit for you. Gutter guards typically cost the homeowner $2,000 (about $12-$15 per foot) and that, too, will create an additional $1,000 profit. Installation typically requires less than a day, without the need for a dumpster, tarps or lifting equipment. You can double your profit by adding a gutter guard installation.
Clogged gutters usually result from an accumulation of leaves, oak tassels, pine needles, shingle grit and other debris. The stagnant water can become a nesting place for rodents and other infestation, as well as a breeding ground for mosquitoes. Gutters must be cleared to channel water away from the fascia landscaped areas and the foundation to prevent mildew, mold and rot. Excess water can seep into the basement and crawl space. Cleaning gutters, as a doit-
yourself project, is both tedious and dangerous.
There are a host of various gutter guards on the market, some good and some not so good. First of all, stay away from inferior do-it-yourself products. The homeowner can attempt this themselves but will be disappointed with the results. Landfills are full of failed big box store DIY products. You're a professional contractor and should be using professional grade products that are a win-win for you and your customer.
Essentially, all gutter guards work the same way: they block debris from entering the gutter by trapping it on the surface, allowing water to flow through. Rain and wind rid the surface of debris. Every so often, gutter guards need a bit of maintenance, such as hosing-off stubborn or trapped materials. Maintenance is easy and that service can become yet another on-going revenue stream and customer service opportunity for your business.
There are basically two categories of professional grade gutter guards - perforated and mesh. They both are effective at blocking debris from entering the gutter. Perforated are less costly and highly effective in blocking larger debris, primarily foliage. One caution with perforated models are their round holes which can clog from beading water. Although the beads will break as the water dries, some manufacturers use other - than-round holes to prevent this from happening.
The most popular and effective gutter guards are the mesh design, but it's important to know that mesh gutter guards can vary. The industry standard has become 440-micron, which is optimum for allowing steady water flow while blocking debris ranging from foliage to tiny grit and even pollen. Micro mesh is typically aluminum or stainless steel. These weigh about the same, but stainless lasts longer. Be careful in selecting a mesh-only product. After time, mesh will stretch and begin to sag, causing pockets that collect debris and negate the value of the gutter guards. Some manufacturers use a substrate beneath the mesh, which not only prevents sagging but adds dimensional stability. Finally, look for gutter guards that are set in the frame in such a manner that the components won't separate. Rigid construction also simplifies installation. Although these added features cost a bit more, the cost is modest when it comes to performance. Using components that might increase the material cost by $50 to $100 is nominal in the overall cost of the job. A good supply shop can show you products from various manufacturers. Knowing about these sometimes hidden features, you can better evaluate which gutter guards are best for a job.
When it comes to material cost, remember that the job is labor-driven since the vast majority of the job is installation. The slight increase in product cost can simplify and speed up the installation, offsetting the increase. The results are an efficient, problem-free installation and long-term happy customers.
Installation is simple. Typically, gutter guards come in two types. Under-the-shingle mount, or "flat back," are installed by sliding the back edge under the shingle and securing the front edge to the lip of the gutter using self-tapping
screws. This is fast and easy, but can't be used with every type of roofing material, such as metal roofs or tile. Alternately, for fascia mounts the back edge is screwed into the fascia and the front edge is screwed into the gutter lip. When possible, consider fascia mount as the better alternative. Since the gutter is slightly below the roof line, fascia mount creates a 7 to 15-degree angle, and slope that optimizes the gutter guard performance. This installation also reinforces the original gutter installation with a unified connection to the house.
For a finishing touch, add gutter guard miters, as appropriate, to inside and outside corners. Some newer inside miters are available with a high-flow design to channel the heavy-volume of water caused from valleys, eliminating the need for unsightly diverters or water shields.
Gutter guards attached to existing gutters is a new and profitable revenue stream worth considering on every job as you think about revenue growth for the coming year.
Ronald Erkes is a seasoned advertising and marketing professional having worked with diverse manufacturing and service companies, as well as Fortune 500 companies. Ron has gained an extraordinary working knowledge in a wide variety of industries. He is a regular editorial contributor to trade publications and a seminar host, focusing on marketing trends and new opportunities. Originally from Chicago, today he resides in the Tampa area.
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