D&M Roofing has been keeping roofs over the heads of Nebraskans for more than 50 years. Established in 1965 by Delton Mares, the Omaha-based, family-owned company is in a renaissance under the leadership of grandson, Eric Oberembt. See how D&M doubled its revenue from 2016 to 2017, and gain some helpful business advice from Eric, in this Q&A.
How did you get into the roofing business?
My grandfather started D&M as a two-man operation with one roofing kettle constructing hot tar roofs. He and his business partner completed every job themselves for 40 or 50 years, and I began helping out when I was a kid. I progressed into estimating and selling while I was in college, and was entrusted to take over daily operations after I graduated. My grandfather passed away two years ago, leaving the family business to me.
How has D&M’s business grown over the years?
In 2007, we began expanding from commercial roofing into residential roofing and storm restoration. We dabbled for a few years, not seeing significant traction until we truly committed to scaling and serving as Omaha’s go-to storm restoration roofers. In 2016, I attended the Storm Ventures Group “Win the Storm” Conference in Miami, which was really a catalyst for our growth. Thanks to the knowledge and connections I made (one of them Jonah Story at Aftermath), we were able to double our revenue and–for the first time in D&M’s history–hire a full staff.
What is one the most important things you’ve learned over the years?
It’s better to grow at a healthy pace rather than a fast pace. A lot of contractors want to scale as quickly as possible and open five offices, but they eventually end up overextending themselves and losing everything they worked so hard for. You have to be able to maintain your quality of service as you grow, which is what we have been able to do.
What is your best piece of advice for someone new to the business?
Relationships are everything. You have to work to earn the respect and trust of subcontractors, suppliers, staff and even competitors. Be honorable, be genuine, and be active in your community.
Any helpful technologies or tools you’d recommend for restoration contractors?
Being in Tornado Alley, Hail Trace has been extremely useful for us. They provide access to every hail map within a 100-mile radius. They also have a great CRM (customer relationship management) system that makes it easy to keep track of leads and customers.
How did you get in touch with Aftermath?
I met Aftermath’s owner, Jonah, during the SVG conference. They then showed up in a Facebook ad, so I clicked and got in touch to learn more about their estimating and supplementing services. Jonah opened my eyes to a lot of new information, processes and opportunities, and we’ve been working together ever since.
What was your supplementing process like prior to connecting with Aftermath?
We didn’t really have a supplementing process. I would call the insurance companies myself. We didn’t use Xactimate, didn’t know how to go about supplementing, and didn’t know how to converse with public adjusters. In hindsight, we left a lot of opportunities untapped and a lot of customers underrepresented with their insurers.
What is your vision for your business moving forward?
We want to continue growing healthily. Storm restoration has become a passion of ours, but we also want to revisit our roots in commercial roofing, which we trust Aftermath will help us with as well. Make no mistake, though: we’re going to continue to put significant time and resources toward storm restoration in Omaha and the surrounding area. We’re here for our hometown when it needs us the most.
To learn more about D&M Roofing, visit www.dandmroofing.com. For more information on Xactimate estimate and supplementing services that can help your business grow and better serve customers, call Aftermath Estimating at 866-612-3404.