How Ridge Top Exteriors Unlocked $15M in Potential Revenue with Rilla

About Ridge Top Exteriors

Ridge Top Exteriors serves homeowners with comprehensive exterior solutions including roofing, siding, windows, and gutter installation. With approximately 15,000 leads per year and significant variation in rep performance, the company recognized the need to establish consistency in sales presentations. Larry Gart, president, understood that some representatives were performing exceptionally while others weren't executing the company's proven sales approach. To scale results, the company needed visibility into what was happening during customer consultations at the kitchen table—where exterior projects are typically sold.

“If you use Rilla correctly, it can benefit you tremendously. It's a force multiplier for any company in the field services industry.”

Larry Gart

President at Ridge Top Exteriors

From Inconsistency to Consistency: Scaling Sales Excellence

Larry Gart explains the company's challenge: "We knew that we needed to control what was going on at the kitchen table more. Some reps are doing an outstanding job, some were performing not so well. We knew with listening to these presentations we could start getting more consistency with our sales reps." The variation in performance created both opportunity and risk—opportunity to learn what works, risk of lost deals from underperforming representatives.

Rilla became the tool to achieve consistency. "With Rilla we can really dive into those presentations, and it's almost like we're at the ride-along. If you use it correctly, it can benefit you tremendously," Larry notes. The ability to listen to and review customer presentations transformed how the company could train and coach its entire field team.

The scaling impact is significant. "If I've got 10 reps out there running 3 leads a day, that's 30 individual appointments. I can get an overview of all of them," Larry explains. "There's no way I could run 30 leads in a day with 30 different reps. It's physically impossible. But with Rilla, I can listen to every appointment that was ran last week in a condensed version or just using AI to get to the meat and potatoes of it."

The real power emerges when Rilla is deployed as a company-wide learning tool. "Part of using it correctly is share visibility companywide with the rest of the staff on dos and don'ts while in the home with a potential customer," Larry emphasizes. This approach turns individual presentations into company-wide training assets, accelerating improvement across the organization.

The financial opportunity is substantial. "We're going to operate around 15,000 leads this year and our goal was to increase our closing percentage by 10%. And 10% is 1,500 deals and our average ticket's about $10,000 so we're looking at about $15 million in sales. And a majority of that we can point to Rilla because it's allowed us to improve our process from training to the rep to management and coaching," Larry explains.

"If you truly want to know what's going on at the kitchen table, if you truly want to know how to get better as a company, I would highly recommend Rilla. It's allowed us to improve our process tremendously," Larry concludes. The closing percentage improvement of 5-10 points already achieved demonstrates that the potential is real and achievable.