Episode 154 of Behind the Toolbelt hosts a very special guest, the Owner and Founder of SumoQuote, Ryan Shantz! Chris expresses how we have so many headliners in the industry that are interested in being on our podcast. Ty replies it’s an honor and pleasure that he was able to carve out time to be on our show. Ty mentions he sees Ryan as the OG when it comes to the estimating software world and then opens the floor for Ryan to introduce himself
Ryan starts off showing appreciation for Chris Baker’s use of the word “Epic”, because Ryan and his partners out in Canada own a Roofing Company called Epic Roofing & Exteriors. That’s the side Ryan comes from, and they were evolving to become the largest Roofing contractor in the province so they created the tool SumoQuote to stay at the top of their game and streamline the estimating and proposal process.
Ty replies how he hears great things about SumoQuote and his only fear is adding on an additional tool for the team to use that they have to then be trained on. He does see the value in SumoQuote and understands why so many contractors are using the platform. The reason we are unable to switch is due to the chaos of transitioning our current system that is functioning and building on a new one, however if you don’t have a secure process in place, SumoQuote should definitely be looked at to add to your repertoire.
Ryan mentions they are launching a Solar sales presentation and tool. This would make them the only tool that allows for a solar and roofing project-based sale and blend it all into one proposal. The tool is currently in beta and expected to be live in the next few months!
Ty then has a question regarding SumoQuotw “Do you see SumoQuote expanding into the CRM space” Ty Backer, Co-host. Ryan replies they are more focused on detailing a dynamic sales experience and make it extremely easy for contractors to use. At the same time, SumoQuote works to integrate with all the CRM platforms allowing for the tools to work in conjunction with one another. This is how SumoQuote exists in this space and solves a problem within the industry.
The discussion moves forward with Ty asking Ryan, “In 3 to 5 years, where do you see the industry going as far as E-Commerce is concerned?”. Ryan replies how he easily checks his banking directly from his phone, and even orders his groceries online and picks them up. The world is continuing to move forward with technology and companies need to grow at the same time in order to survive. Ryan continues that every other industry is moving towards a more digital experience where the construction industry is lacking. For example, a digital experience for the homeowner instead of the ‘Kitchen table” approach.
Chris asks “Do you think the pandemic was responsible for the push of all the new applications allowing for virtual processes?” Ryan replied “Yes, the pandemic accelerated a push that was already happening”. Ryan then goes on to mention how his team has been able to capitalize on the virtual experience and sell just as much by using SumoQuote and the process Epic Roofing & Exteriors has dialed in. So in response, Ryan sees the industry moving more towards a virtual experience as we continue to push forward in this ever growing technological society.
Ty recalls an experience where an individual reached out to TC Backer Construction and was attempting to see if he were to sell the jobs virtually, would we be willing to perform the production. Nothing ever came from it other than a single job, but Ty was able to relate to the changes being mentioned by Ryan with his own experience with virtual selling. Ryan replies he thinks it’s critical to still go and inspect the property and take your photos necessary and all the other additional information. Once the measurements are acquired and you combine that with your photos you can create some pretty dynamic proposals for the customer to review. It allows for the homeowner to review the proposal at their convenience.
Ty is a firm believer that you need to get eyes on a roof, and mention that a lot of homeowners mention we are one of the only roofing companies to actually get up on the roof and also take a look in the attic to check for proper ventilation and other issues. Ty continues that were looking to create and add value to your home when putting a new roof on and making sure the homeowner gets exactly what they are looking for and built the right way
Ty asks Ryan where he is reporting from and Ryan replies he is down in Texas for an event with a good friend, but he made sure to carve out time to join us for Behind the Toolbelt. Ryan then goes on to explain what the reason for the event is and Ryan explains its a once a year event called Mission Control, and it’s essentially a blueprint building and coaching course for those who attend the event so they can plan for the next year and design a plan to follow. Ty personally mentions he finds it very beneficial to communicate with others in the industry and discuss what works and how we can learn and grow from one another in the industry.
Speaking of helping others in the industry, Ty mentions how multiple guys in the industry kept pushing Ty to marry Jana, his wife, while at the couples event some time in the past. He continues telling the story about how while at the couples event they went through a ceremony that separates the men and women and began asking questions to them. After this, they bring the couples back together and reveal the answers and every single answer Ty and Jana had matched! While they’re Ty realized he wanted to marry Jana, and they then got married down in Punta Cana at a beautiful ceremony. The moral of the story is that Hunter Ballew continued to push the issue for Ty to marry Jana and his appreciation for that. It shows Hunter cared for Ty and knew getting married was the right decision for both of them. This circles back to why Ty joined the Revolt group, and mentions that’s why we stay involved with Revolt and Hunter because they are like minded individuals looking to better the industry.
Ryan begins telling his story that he always wanted to build something and had experience with construction, went to get an MBA and then mentions he created a denim line that was gaining popularity, but a very hard business to manage. Ryan eventually sold the denim company, and at the same time a Roofing company he was familiar with opened up an opportunity for him to buy into the company and move forward.
SumoQuote has been an experience for Ryan that he has never experienced. He feels that this is where he is supposed to be and believes that this was his last big swing at making something memorable and serves a purpose. SumoQuote has done just that and Ryan hopes it continues to do so as it grows and the contractors using the platform grow with it.
Chris then asks Ryan “You mentioned taking a lot of big swings, how many of those were misses?” Ryan truthfully replies “ 3 or 4 have been a miss”. Ryan then developed a system that the sales team was using that he created and brought the idea to the other partners at the roofing company to see if they were interested in investing and developing the software. After a couple No’s they eventually realized the opportunity and worked a deal out with Ryan regarding SumoQuote. Ryan continues he knew SumoQuote was something special and he visualized the success and did everything it took to help make it a reality.
Ty appreciates everything that Ryan shared with us and how it was built, because we always love hearing a background story. Ty mentions he has never heard anything bad about SumoQuote and how they are top notch. After mentioning this, Ty then asks Ryan why exactly is he in Texas today? What is he trying to gain?
Ryan replies that even though he tries to spend as much time at home with his wife and family as possible, he loves connecting directly with the contractors when traveling and appearing as a vendor at different shows. Connecting with contractors and connecting and supporting with friends is why Ryan is down in Texas for this experience. Even though SumoQuote is a sponsor of the event, Ryan could have sent anyone from the company but he wanted to personally attend the event to support Jim and team, plus figured this would be a great event to attend.
Ty agrees that the feeling of comradery and to enjoy fellowship with individuals in the industry and the volume that it speaks the founder of SumoQuote is still out there grinding and attending these events. Chris then shares how at one point he was told he wouldn’t be able to do construction anymore and how he was lost because this was all he knew, but now because of the other opportunities building in the industry, it allows him to still do what he loves. Everyone agrees that the people they meet within the industry are typically great people and “Salt of the earth” – Ryan Shantz, Owner SumoQuote.
Ty brings up how the Roofing company has allowed us to give back to the community and help those in need. He then mentions that his goal is to make sure his team is taken care of and that they can take care of their families. However the bigger you get, the more mouths that depend on us from distribution, to coworkers, and subcontractors. Ty mentions if any local roofers ever needed help or had questions he has no problem helping one another so we can all grow together. Luckily we have prepared ourselves for the upcoming recession and understand what it takes to stay in control while going through a recession type of experience.
Ryan then recalls a facebook thread he was included on where he made a remark regarding the importance of knowing your numbers, having a healthy balance sheet, and making sure your process is dialed down. He expresses how important the financial side of things are and how it is not discussed enough in the industry. “A lot of people don’t understand overhead” Replies Ty. Ty then goes on to explain all the other items that should be included in overhead so the company is covered and you aren’t losing on the job. The importance of understanding your marketing budget and projecting for the future is an understated comment in the industry.
Chris takes this a step further and mentions how our companies directly affect other companies such as local suppliers and manufacturers. Chris then describes our own experience with a company that grew specifically because of our success and continued to grow to meet our demand.
Ryan then brings up the annual Christmas party that’s going to have 250+ people and how humbling it is that all of these people are here. How they and their families are relying on the leaders to be able to continue to grow and survive. Ryan then mentions the contractors and other relationships that are humbling with their requirement of using SumoQuote and the effect it has on their business and day to day lives.
Ryan explains that the Roofing company is a partnership of 7, and he only has to be present as needed because the partners take care of what needs to be done. This allows Ryan to spend his time on building SumoQuote and making it the best it can be for the contractors using the platform.
Ty goes on to explain that with his team he tries to build an environment of trust and letting go of control and giving it to others so they can grow too. Ryan replies he tries to hire the best, make sure they are a cultural fit, and that they have the same values is necessary to work at SumoQuote. Ty and Chris both then agree, specifically when it comes to the culture trying to build within the company. Ty’s belief in others and wanting to see them succeed sometimes end in difficult decisions, and as a leader he has to make the right decisions, regardless how tough.
In conclusion, Chris mentions we wanted to know the man behind SumoQuote to get a better understanding, hence “Behind the toolbelt”. Chris then asks the final question “What motivates you to do what you do every day and keeps that fire burning?”. Ryan replies it’s just something he can’t turn off, for this is his passion. Regardless, family always comes first, and Ryan does what needs to be done to keep his family safe. Ryan feels SumoQuote is this challenge he needs to overcome and wants to build out the platform to be the absolute best it can be for those who use it.
Ty, Chris, and Ryan then end the podcast agreeing “If you love what you do you never work a day in your life”. Ty replies how Ryan had such a great answer and was able to identify with the pain and ability to continue pushing when times get tough. “The enemy of great is good” Ty mentions, and continues with the thrill of pushing the limits and doing everything possible to create an amazing customer experience while bringing the industry together as a whole.